How to Take Control of Your Small Business Finances… and Sleep Better at Night!

How to Take Control of Your Small Business Finances… and Sleep Better at Night!

If you’ve ever felt that sickening feeling that wakes you in the middle of the night when you know you just don’t have the money to pay your bills, then you’re going to love today’s guest. 

Anthea Falkiner is the owner of Bright Spenders, a company that works with small businesses owned primarily by women to help them take control of their finances, cash flow and know with confidence, they can always pay their bills in their businesses and in their private lives.

Anthea and I go waaaay back, when I worked with her for many years as her mentor, helping her to establish her first business. So we talk a little about lessons learned from starting one business and building it into an asset she could then sell, then the reason she started Bright Spenders.

Here’s what you’ll discover today:

  • The transparent story of Anthea’s wake-up moment, and what can happen when you are not living extravagantly, but simply don’t pay attention to your finances.
  • Why women in business are at greater risk of financial stress.
  • The types of expenses that can tip you over from seeming OK to, Oh S#*t, I can’t pay the bills.
  • Why making your spending decisions based on your bank balance is a recipe for disaster
  • Why budgets, as they are usually done, don’t work
  • How to separate your personal and business finances so you have “fences” around your finances as a small business owner.
  • The exact number of accounts you need to manage the finances in your business
  • How to determine how much your business needs to pay you each week.
  • The 3 accounts you need to manage your personal finances
  • What happens if your business doesn’t make enough to pay you 🙁
  • Why great revenue does not guarantee you will have better control of your finances than a smaller business

Anthea has some great free resources for calculating your expenses for your personal finances and your business plus heaps of free training so you can make a change in your personal financial management this week.

And hey, this is a total no judgement zone here. I know this is something I haven’t totally nailed myself which is why I have Bazza da Book-keeper so I can sleep at night 🙂

I’ve also created a bonus flow chart for you of the steps you need to take and accounts you need to set up so you can implement what Anthea has shared today.

BONUS WORKSHEET

Plus a special podcast bonus for you today. An action guide and flowchart  to download “How To Take Control of Your Small Business Finances… and Sleep Soundly”.

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 the image below to download the BONUS worksheet!

Anthea’s Bio

Anthea is founder of Bright Spenders, an award-winning personal finance specialist and certified Spending Planner. She has personally mentored hundreds of small business owners, professionals and executives and helped them save a combined $1.5 million in the last two years alone. She’s been featured in Money Magazine and on Channel 7’s Weekend Sunrise, and the program she teaches has helped over 30,000 Australians get on track and get ahead.

A Special Message From Janet

Thank you so much for being here. I know there are a lot of podcasts you could choose to listen to  and you chose to join me on Romance Your Tribe Radio.

Woohoo!

I’m honoured and  grateful for your support.

If you enjoyed this week’s episode, I’d love for you to take a quick minute to share your thoughts with us and leave an honest review and rating for the show over on iTunes!

Read The Transcript Here

Janet Beckers:          Hello everybody. Janet Beckers here and I’m really excited to welcome you and introduce you to a lovely, lovely friend of mine, Anthea Falkiner. Hi, Anthea!

Anthea Falkiner:        Hi Janet. How are you?

Janet Beckers:          Really, really good. Anthea and I have known each other for years and years and years because Anthea has been a client in numerous once of my programs for quite a while. Just really building up your first business and we’ll talk a little bit about lessons from building a business and then lessons from then selling a business and moving on. So we’ll cover a little bit of that. But today is core one is something that I know, you know, is just huge for us in business is really getting a handle on your finances so that when those bills come in that you are just with absolute confidence and lack of stress knowing that you have got the money there to be able to pay your bills and that you are in total control of everything to do with your finances, without getting into that total overwhelming geeky type designs.

So, I’m really excited that we’re going to be covering this topic because I know it’s something you know that I’ve struggled with for years and it’s something that I know that makes a huge difference when you nail this in your business. So very exciting to have you here. So get ready to take notes, everybody. But first of all Anthea, let’s just talk a little bit because everybody here that is on the line that is listening is in business or if they’re not in business yet, they’re setting up a business or they may have been in business for years. And so it’s really lovely to hear a little bit about your story, about why you’re doing what you do now. And so people could get a bit of an insight into their because you’ve got a lot of lessons to be able to share with people.

Anthea Falkiner:        Yeah, thanks! I’m so happy to be here and I just… I’m particularly passionate about helping small business owners and particularly female small business owners. And I know you work with a lot of female small business owners to get some traction in this area because as women and as small business on as we can really be behind the eight ball a lot. Like I see so much small business owners not paying themselves super, not getting their tax sorted so that they’re left with a huge tax bill at the end of the financial year or quarterly bass or whatever. And you know, when you’re setting up a business, your cashflow is so unpredictable, you know, it’s not like, we’re really, I think, you know, in a lot of ways we’re at an advantage because we… There is so much room to be able to generate the kind of revenue, the kind of income that we want.

But we need to be in control of the finances big time because there’s no one paying placebo is no one telling us to, you know, to manage it so that we’ve got the text sorted, and what, you know, I have a very personal story with struggling with finances being a small business owner. My husband also runs a small business. So you know, together we kind of, I don’t think we are living particularly extravagantly or anything like that. We just work hoping with life. We were doing life by remortgaging constantly, at the point where we couldn’t do it anymore. You know, we were luckily living in this, you know, in Sydney on, you know, in the eastern suburbs, the value of property was going up and up and up. But we got to the point where actually we had so little equity that we couldn’t actually keep going with that.

Janet Beckers:          Right. And you know, there would be a lot of people who are listening here that can really, really relate to that. Yeah.

Anthea Falkiner:        And I think, you know, our focus, there’s so many focuses as a small business owner on like you’re really a general manager, you know, you’re… And often we’re coming to small business, having worked at maybe as employees, having sole responsibility for one aspect of that business, but all of a sudden you’re having to deal with the marketing, the sales, you know, the finances, the client interaction and your head explodes. And often people would drop the ball around this stuff and you sort of think ohhh, it’ll just work itself out if I focus on the revenue. But unfortunately if you haven’t got your expenses locked down, your expenses are going to catch up with your revenue. It actually doesn’t matter how much you earning, if you don’t have those expenses locked down and you don’t have your cashflow locked down at some point it’s gonna come back to bite you. And that’s what we found.

Janet Beckers:          Yeah, and you know what, that’s… I love that you’ve really picked up that difference between revenue because I mean, that’s an old saying, you know, revenue is vanity, profit is sanity. And there are so many times that I will find that people are focusing on how much revenue they’re making, but they’re not making enough profit to pay themselves, but they’re focusing on that revenue and it’s a really rude shock because you think you’re doing okay. Yeah, so that’s a really good story. Thank you for sharing. That was the challenge that sort of got you going down this path.

Anthea Falkiner:        There was, I mean, you know, there was sort of business and personal aspects to it. You know, we were kind of remortgaging to, you know, Rick had to pay out his ex wife and his ex partner and raise his daughter as a single parent. And you know, so it wasn’t sort of anything extravagant that we were doing by any means. But we got ourselves into situation and I just hear it time and time again, often, you know, people will seem to be going along fine for a certain period of time and they factor in, I can factor in all those regular predictable expenses that they can see. And you know, that happened within a year or so. Most people can have a handle on those, but it’s the unpredictable expenses, it’s the long term replacement costs of things that often people are winging it with.

And then not actually, they haven’t got a really comprehensive handle on all of their expenses. So I’m talking about things like, you know, and it’s not hugely expensive, but driver’s license renewals every five years or replacing your car tires every three years, replacing a car battery every couple of years, replacing your hot water system every 10 years, mobile phones, every three years, computers, every three years, you know, cause five to 10 years or 15 years or whatever. And people kind of, they’re just crossing their fingers and hoping that they’ll have the money by then and just hoping that the revenue and the profit will have just, manifest it so much that those things will take care of themselves. But, actually they don’t unless you factor them in. And the problem that we say often, and this is what happened with us is that when you haven’t factored in those things, you’re basing your spending decisions on your bank balance and your bank balance isn’t a good indicator of the exact whether or not you have money to spend on whatever it is.

Like, if you want to spend money on your business, if you want to, you know invest in something or if you want to go on a holiday or buy that dress or go out to dinner and you’re looking at your bank balance to tell you whether or not you can do it. Yeah, you really have no idea. You really kind of flying blind. So what we do is actually help people factor everything in have a really clear plan for spending and base this spending decisions on targets that, you know, work with their account. But not. I’m not solely reliant on the bank balance cause you know, your bank balance goes up and down every day, you know?

Janet Beckers:          Yeah. And you know, you’ll be going, yeah, yeah, yeah, we’ll love, you know, let’s go away for the weekend. We can do it, you know, and there’s enough money there in the bank, and then it’s like, you know, a few weeks later that you go, Oh yeah, the [inaudible] was due.

Anthea Falkiner:        That’s right. Yeah.

Janet Beckers:          Everybody that’s done that, I know I have.

Anthea Falkiner:        Everyone, everyone has done. And then the expected things, you know, let alone all those unexpected things that most people aren’t factoring in. I have no judgment by the way. I was totally there and this is why I do what I do now is because we found a way out of that and we found a really good, very unique kind of solution which is, I just hate the word budget because it’s so doesn’t say what we do because a budget is such a… It’s a really rudimentary crude kind of tool for managing your money. It basically, it shows you that it’s possible to spend less than you earn. Like usually budgets of us are based on a month or a year say and it will be like an often people will take it from their profit and loss statements or something like that.

They’ll go, okay, this was our gross income. These are our expenses, this is our personal expenses. Oh, okay. I can say it’s possible to spend less than we earn and have something leftover, but there’s no road map to follow. There’s no… It doesn’t factor in time at all, which is a really crucial part of the issue, you know, the timing of payments. The timing of when a clients pay you when your income comes in and when those bills go out or when those expenses happen is crucial. And it’s also crucial to have the right kind of fences around your finances as well. So I’ll talk a little bit more about that, you know, as we go along. But

Janet Beckers:          Yeah, that’s brilliant. So I think, so one of the big things we’ve got here is, if you’ve been listening to this today and go, “I just don’t get it. Like, why is this a problem?” You know, go you. But if you’re listening to this and going, Oh yeah, yeah, a bit embarrassed to say that’s been me or that is me. I’ve been doing this as I was saying like no judgment here because I think most people have been in that situation and it doesn’t, you know, a lot of times you will see people, that on the outside are doing exceptionally well. You know, they may be having great revenue, they may be having a great lifestyle, but you don’t know. You know what’s happening with them, you know, how much are they really making the most of the income prices, you know, in the property prices as you gave that great example at the beginning. So if you’re listening to this, just know like totally, that’s okay. And that’s the past from today backwards.

So, how about we have a look now at really helping people to get started here? So everything that is happening now so far is just in the past. We’re letting that go. So this is the new plan moving forward. So, and we keep in mind here we’ve got personal side of things and we’ve also got business because as I was saying, most people listening to this podcast are in business. So, and I love that you can be talking about this from both sides. So let’s do that. Let’s get stuck straight into them. What do we do? What do people do if you’ve got a business? And a lot of what you’ve just talked about really, really, really resonated. So let’s go step by step what people can do now.

Anthea Falkiner:        Yeah. Okay. Awesome. Cool. So I just wanna pray curse in this by saying that we’ve worked with hundreds of small business owners now over the last few years and we’ve done, we’ve taken some, what I do is we give people, a starting point and then we track their results over time. And we’ve calculated that roughly we’ve helped people save about $1.5 million in the last couple of years alone, which is fantastic, really amazing. And it really shows that what I’m going to teach you today really works. You definitely want to do these things. So the first thing, there’s a couple of things. One is creating those fences that I talked about before. So what I say a lot of, and you know, maybe if you are listening in and you do some of this already good on you, but a lot of small business line, especially when they’re starting, haven’t got that separation between business and personal.

Yes, really. And so often what they’re doing is using a credit card to cashflow their business and then paying it off at the end of the month. And you know, and most people can do that reasonably well. That can pay off the full amount. But the problem with that is that if you haven’t got a really good handle on all of your expenses, all your predictable, anything that’s got a date and an amount of money attached to it, all your unpredictable expenses, so your clothing, your car repairs, your, medical expenses, you know, those things that are a bit rubbery, a bit sort of, you know, that you’re going to need that money, but you don’t know exactly when you’re gonna need it. And then all the long term replacement costs. If you haven’t got a handle on those things, then and you’re basing your spending decisions on how much money is coming in and you may be able to pay off your credit card this month and the next month and the next month.

But then all of a sudden some something on predictable will hit. Like the hot water system will go something like that. And you’ll be like, “ah, okay, now my bank, now my credit card balance is creeping up and I haven’t actually been able to pay off the full amount this month” and this is how it starts. It just slowly over time builds up until such a point where you can’t actually pay off your credit card in the full each month. Yeah. Because you haven’t factored in those expenses. So I’m thinking of a particular client at the moment who, they have a very successful business where they make fiberglass malls for one of the big model home companies and huge revenue, you know, they’re doing really well. It’s a family business. They’ve got their sons working for them. But they’d racked up, you know, $80,000 worth of credit card debt because they really didn’t have a handle on all of their expenses.

Yeah, and so we got them off using the credit card. So, they’re actually they still use the credit cards, but it’s in a very controlled way. So, coming back to the kind of fences that you need around your finances that we talked about before. On the business side, you need a business bills account. You need a tax account, a totally separate tax account. And depending on the nature of your business, you may need a third account for unpredictable business expenses. Some businesses don’t need that. Some business can do it all within the one business account with some actually might need a separate account. And then on the personal side, you need at the very least three basic accounts and possibly a third as a fourth as an emergency fund. So you need a bills account for regular, predictable expenses.

So, this is for… It’s not just bill’s quote-on-quote like electricity bills, mortgage payments. Although those things definitely go into that account. But it’s also things like birthdays, which are very regular and predictable. Everyone has a birthday. It happens at the same time every year. You know, Christmas happens every time at the same time every year. You know how much you want to budget for it. So anything that has a date, basically you can also include some longer term replacement costs of things in that account as well. So things like car’s tires, car’s servicing every six months, things like that. That’s the bills account. The second account is the unpredictable expenses accounts. And this is anything that doesn’t have a date. So you’re gonna and it’s not a longterm savings account. It’s for things like clothing, car repairs, medical expenses, those robbery kind of expenses that you’re going to need that through the year.

And so what I get clients to do is work out, okay, so how much do you think you need for clothing for the year? Say… And then they say, okay, well I think I need $2,000 for clothing for the full year. We divide that up into either weekly to weekly or monthly transfers and we transfer that money out of the bills account into that separate account. So you’ve got your business account, looking at the total picture of your personal expenses will tell you how much you need to draw in personal drawings from your business account that goes into the bills account and from the bills account that goes out to your unpredictable expenses account. And then the other account I should draw a diagram and I’ll give you one. You can put it in the show notes, let’s do that, that’d be great. And then the other one is the weekly spending account.

And if you just did this one thing alone, I guarantee you would save so much money. And what this is, is I call this the triple F.I. So it’s the food fuel, fun and incidental. So, it’s a groceries. A little bit of, you know, if you told me I can’t go without my once a week coffee out or you know, I can’t go without having coffee every day, that’s my thing or pizza on a Friday night or whatever. You just work out how much that exact amount of money that you need for that. Seeing how much do you need for groceries, how much do you need to fuel? And maybe just 20 bucks, six or for a little bit of wiggle room or something like that. Added it all up. And then per week you create the same trends. The automatic on autopilot that goes across to the weekly spending account, every single week on the same day.

And you get used to living off that amount of money and it’s cash. It’s your cash. It’s not a credit card. You know, like I encourage visa debits are great because you can, you know, you’ve got the facility of a phaser, a mastercard, whatever, but it’s your money. And then what people find is like, we’re incredibly adaptable human beings. You know, if we have a set amount of money every week, we just, we’ll leave within that. You know, if you get to die five or six and there’s no money in that account, which rarely happens because we just sort of adapt to it. Then you’re just staying home and you know, eating what’s in the cupboard or what’s in the fridge. Yeah. You’re riding your bike more. You know, we just… But the problem is that when people have it all in the one account, it just operating out of the one account or maybe they have one account and a credit card and they put everything off the credit card is no control. There’s no sense of this is enough. This is what I need to spend in order to get to my goals. Because that’s one thing I haven’t mentioned yet, which is the super point important piece is that you want to put your goals front and center because if you have clear goals that will determine what these other amounts and transfers and everything need to be to help you get to those goals.

Janet Beckers:          And I love how… Because at the beginning you were saying, well, you know, you’ll be going off what your bank balances and think, oh yes, I can afford it. So I love what you’ve done here is you’re not trying to change the way that we always do that you know where you’re going. Oh yeah. Like the example I gave. Yeah, we can go away this weekend. You know, because we’ve got the money in the bank. It’s just that the account that you’re looking at has only got enough money in there that you are allowed to spend, but you’re still using exactly the same psychology that you would’ve used before, which I quite like that’s… You’re not taking away that psychology. You’re just making the amount.

Anthea Falkiner:        You’re giving a realistic. Yeah, yeah. Based on the real picture of looking at all of those different expenses that you have, the interesting thing about that is that, you know, sometimes like we’ve worked with people who are on such a different range of incomes. You know, some people who are earning 50 grand a year to 50 grand a month, you know, like really different ends of the spectrum and it makes no difference how much people are earning. It’s all to do with the control. You know, often people on hiring comes are actually struggling with that. They’re struggling with less control and hemorrhaging money faster than the ones who have less because there’s a necessity there to really lock it down. Yeah. But with that lack of control, there’s also a lot of anxiety that comes with that. So, I just hadn’t thought about, I had a point there and I… It’s just lost me for a second. It’ll come back.

Janet Beckers:          A lot of thing I was thinking as you were talking about goals is you talked about when it comes to your personal, so you’ve got your main bills account. Then you’re sort of taking it from there into the unpredictable account. So don’t go dipping into that one everybody. Okay. Then you’ve got your weekly, but is there another one that you might have, say four for your savings? Like would you just have that, like where does that fit in here? Is that something is a priority like is at first and everything goes backwards? What are you recommend me?

Anthea Falkiner:        Yeah, so I think it’s a really important to look at what those goals are because the goals will definitely determine the choices that you make around other areas of spending. Definitely. I think this is where I said three basic, but an extra one for an emergency fund because if you don’t have an emergency fund with at least sort of two and a half grand sitting in it, which would cover, it would cover you for, you know, if your car broke down, you had a major mechanical repair. If he got sick for a few weeks, if a family member died and you had to fly somewhere, it would kind of cover those things, right? So it’s not… It won’t last for too long, but it will just allow you not to have to rate for a credit card to put those things on a credit card.

So, I think that’s really important. In terms of your goals, so if your goal is to actually pay yourself super and invest in your retirement, which I really recommend people look at because I often hear as a small business on is just going all just, I’ll put that off. You know, I’ll wait until like I’ve got other things I’ve got to pay employees, suppliers, they put it last and really we know that if you want to get ahead, you’ve got to pay yourself first and that is paying yourself first. So Super, you know, is one of those things you can set a regular transfer out to a super account and that’s factored into your spending plan as a part of your, we call it an expense, but it’s really, you know, part of your savings. Um, in terms of like holidays or saving for a home deposit, say it was saving for a home deposit or for an investment property.

You know, you wanted to, you’ve got your home but you want to get ahead, you want to cipher or deposit on a new property or something like that. Then you want to totally separate account for that. And you want to make it automatic so that that money is just whisked away before you don’t want that hanging around in your account. So I often tell people it’s best to work off a zero balance budget. And what I mean by that is every dollar is accounted for in some way. Every dollar has a job. So that isn’t no sort of, you know, I mean obviously one a factory and a little bit of coffee money or into 10 honey, you know, you want to be able to, one of the things I really noticed actually is that I often used to deprive myself, deprive, deprive, deprive, think because I didn’t have a clear handle on it. And I was like, I was always anxious about spending money. But when you actually factor those things into your plan and you can see everything is covered, it’s okay, I can actually go out to these concert tonight and not have a conniption about whether or not I’m going to be able to afford it. That’s actually quite a freeing sort of experience. But just having everything in there. And then, and the paying yourself first, you know, whisking that money why into a completely separate account makes a huge difference. Definitely.

Janet Beckers:          Yeah. And I think the nice part about where you’ve also said there about, well your working out exactly for your goals, what your business needs to provide to you. And so what I know is going to happen when people take your advice here and have set this up is they’re going to go, “Oh shit, my business can’t pay me. What it needs to pay me”? So then it really does make you face, okay, what can I be doing in my business that’s going to be smarter so that it’s going to pay me? It becomes… Because a lot of times people will go into business not because, “hey, that’s the best way for me to make a stack of money”. It’s because it seems freedom. Like I can do what I wanna do on escaping. You know, somebody else telling you how to spend my time.

And so very often I’ll find that people will be going into business. And I’m the classic example of, you know, it took me a while going into my business, I was doing what I love making money and, but really it was more around doing what I loved and then the money came. But what I’ll find a lot of people will keep on doing things because they’re loving it, but they forgetting that business, it owes you, it is there to provide you with the lifestyle that you want. And so when you were talking about at the beginning about always, you know, making sure that they’re separate is because then it allows you to go, okay, business, pick up your game, baby. You’re meant to be working for me. It’s a very, very different mindset. The thing it as the thing that is supporting you rather than the other way around. Yeah,

Anthea Falkiner:        yeah, absolutely. And I think what often happens with people when they start businesses is the enjoying… like you’re saying just the ability to be able to have that freedom and do what they’re passionate about. But after a few years when they realize that actually the business is not supporting them, that’s a stressful, stressful experience and you end up giving up all that hard work that you’ve done and going back to a job because you haven’t got control around something that you can get control about. And that can actually, this is what I was thinking of saying before, when I lost my train of thought is often people will come to us and that there actually isn’t enough income for their lifestyle. Right. Okay. And you would think, well, why would you bother doing a budget then? Why would you bother doing this if there’s not enough income?

I’m like, but what happens is when people get that clarity that they need and they have worked out all of their lifestyle costs and that actually have a plan and they can see exactly what that shortfall is per week. it gives them… It empowers them to actually go, all right. So people can actually say, Oh, okay. I say that I have a $200 weekly, shortfall. They can see the exact number that then they can go, Oh, I OK, will they find just, you know, bought on one more client. Or if I just, you know, whatever it is, I can actually say, all right, okay. And then they go out and do it. It happens every single time because people have that clarity. They step into that then and because they’re not worrying about the finances that can actually see the road, the path forwards, all of a sudden it phrase up all these creativity and opportunity to start to hear opportunities and start to respond to all that great stuff. You know, whereas when you’re stressed about and don’t really know whether or not everything’s going to be covered, it really clouds your mind and kind of blocks off opportunities.

Janet Beckers:          Yeah. That is such a great point because that’s absolutely gonna happen, that there’s, especially if the way that you’ve been living at the time has meant that there has been, you know, a credit card debt or, you know, whatever else is that something’s being given you an artificial sense of your lifestyle, that a lot of times people are going to avoid even doing this work because they’re thinking, I don’t…

Anthea Falkiner:        I don’t want to face it.

Janet Beckers:          I don’t want to face it. I don’t want to face it. And you know what, if that sounds like you, if you’re listening here, that’s okay. Like, just accept that that is a really normal thing to do that avoiding and I’m saying it’s okay because that was my default for a long, long time and I am distress, I’ll do that as well. You know, that’s why when I first started my business, I got a bookkeeper before I was even making money because I wanted to know exactly how much I was losing. Because why now? He’s always there and he’s always telling me, you’re in the green. If you’re not, it’s something you’ll be in the red, you’re in the green, you know, all this. Somebody who can keep you really, really informed. It is incredibly empowering.

Anthea Falkiner:        Yeah.

Janet Beckers:          It’s empowering because you know what you’ve gotta do.

Anthea Falkiner:        Yeah. Well, if you think about int… And this is a horrible analogy, but it’s a bit like, you know, you have a wound, you need to rip the band-aid off, expose it to the sunlight so it can actually heal if

Janet Beckers:          yeah.

Anthea Falkiner:        that’s kind of leaving denial and it is our human nature to just not want us. Like we just think, “Oh, I haven’t got time. I haven’t got time to deal with that right now. That’s a huge one”. But if you can just invest on talking like half an hour a day for a week or one Saturday, literally, it doesn’t have to take you a whole lot of time. I’ve got a whole bunch of resources that people can help to start this process. But that’s all it takes. You know, like we’re talking a week at the most, to get a handle on what the full picture is. And if you can’t invest a week or you know, like half an hour a night for a week or one Saturday, then there’s something wrong. You know, like really that’s not a whole lot of time, but we can blow it out of proportion. We can just think, “Oh, it’s just, I don’t know where to start. And it’s all whelming” and you know, that can really…

Janet Beckers:          I love it. So for people who are listening now, so number one, you know, we’ve already talked about no judgment, baby. So what ever your finding is happened in your life and in your finances and how that affects your business at the moment. That’s okay. That’s just in the past from today. The next part there is just really going, you know what? I may want to deny this but I am actually going to be… I love the step by step and we’ll do that. We’ll put a bit of a flow chart either of how you know, where your money goes and those little account numbers because that can be a really nice thing that we’ll just add as a little cheat for people. That’ll be a simple thing for us to do. And so we’ve talked about those parts there. What would be really, really good now is for people who are listening, so what’s the next steps? Like where can people go to get some resources so they can do that half an hour a week, half an hour, a day for week? Like where would I go to get those resources to make it really simple for them?

Anthea Falkiner:        Yes, I, I’ve got a couple of, I’ve actually got two different PDFs. One is a personal expense, income expenses checklist, which covers everything. It literally, it’s six pages long. It will… It has everything that you could possibly ever spend money on and probably lots of things you’ll never spend money on. So you can just put a line through those things, right?

Janet Beckers:          Excellent.

Anthea Falkiner:        But It will trigger you to think, to actually think about all the things you need to factor in. So all of those long-term replacement costs all of that sort of stuff. So that’s a great one. It’s like this is… I just put this on my site for people to just download themselves. They don’t even need to like sign up for an email list or anything like that. So I’ll just give you the links to those as a personal one and there’s a business one as well.

Actually, do I have the business one on my site yet? I’ll find… I know I have it ready. I’ll let you know anyway. I’ll put the links below. I’ll get it off there if it’s not. So, that business one has all the different, you know, if for every business, all the different types of expenses you might need to think about. So I stopped there, but I always tell people, start with your personal. So I would just say download the personal one first. Cause if you haven’t got a handle on all of your personal expenses is really not like, it’s really important to get a handle on that first before you dive into the business side. So, that would be the first start. And then look at the flow chart and work out which you’ve probably got a bunch of accounts already that you can repurpose for these purposes.

So that would be the next step is thinking about which accounts. I always say that the bionic sort of extra aspect to that is this particular software that we use. So we use a very unique forward looking kind of a system that is very different to anything else I’ve come across. So most budgeting systems look backwards. They’ll tell you what you spent your money on and it’s all about tracking expenses and you know, all that kind of stuff, which really is useless. Like we used to keep boxes and boxes of receipts. It did not help us one iota in forward planning piece does, it’s a bit like kind of like a crystal ball for your finances where you can actually plug everything in program at all in and actually say a 365 day view of what your bank account is going to look like. One year, two years, five years and 10 years, right up to 10 years if you wanted to look at that.

And it will show where the shortfalls are. So if this is your starting balance today, you know, and this is your income flow, these your expenses, you’re going to experience a short fall on August the 15th. It’s going to go below. And that’s incredibly empowering information.

Janet Beckers:          That’s fantastic!

Anthea Falkiner:        So if people are interested in finding out more about that, they can just go to my website, which is brightspenders.com.au and it will have information on all of those things, but definitely start with the expenses. And then you know, if you want to find out more, there’s stacks of free resources, articles, lots of…

Janet Beckers:          I’ve actually, yeah, I’ve been on [inaudible]. You know, I’ve been on your email list for each of your businesses actually because I like to look at again, all these ads, what she’s doing, she’s so good. And so, yeah, you really fantastic articles, really, really useful. And so that’s brightspenders.com.au definitely.

And everybody listening, we’ll put links in the show notes, so if you’re listening on iTunes or you’re watching it on YouTube or wherever else you find good point, then just come over to where it clicks to go to the page, to the webpage or just go to romanceyourtribe.com look under podcasts and you can just search for Anthea or money or budget or where all those sorts of things. And you’ll find we’ll have the links there to the pages where you can go and get those resources that Anthea has got for you, where you can go and find out more. And we’ll put together, you know, I like a cheat sheet download that’s just got that flow chart for the, you know, with where the expenses go, like what those accounts are. Because that’s great what you’ve talked about with those fences. This has been so amazingly helpful. Anthea really, really, my mind’s buzzing here. I’m gonna find out more about your food planning software. I think that’s a great tool for people to have for personal and for businesses as well.

Anthea Falkiner:        Yeah. I use it for both. I have two separate, yeah, plan my business finances going forward, but also personal life. Keep them very separate.

Janet Beckers:          Mm. Mm. I think that’s a great idea. I love that. I, I mean I get my bookkeeper who does our forecast for me and I just know, I just find it. You can sleep at night because you know what’s going on. Yeah. it’s really fantastic. So, yeah, so that’s just going to be wonderful. So everybody go there, check out Anthea. So for people to find you is to go to your website, the best place to go.

Anthea Falkiner:        Yeah, brightspenders.com.au, I’m also on Facebook, just bright spenders and I’m on LinkedIn, I’m not on Instagram yet. Too many focuses all of ones. Actually one of the things that I really learned from you, Janet, is when you starting in business, not to try and do everything at once and to just really kind of chunk down what you could do in the next 12 weeks. That would be high priority, high bang for buck and just focusing on that. And so that’s why I haven’t got an Instagram page. That’s my excuse.

Janet Beckers:          Isn’t that funny? Because when you were saying you haven’t got Instagram yet, I’m going good. Good. Because you can claim the space.

Anthea Falkiner:        Yeah.

Janet Beckers:          Absolutely. It’s being very, very strategic and so, yeah, that’s great. You know, that’s a good takeaway for everybody, those 90 day planning and that one big focus can just revolutionize your business. Yeah. And so one of those things can be to sit all of this stuff up and having it running like clockwork as going to make a huge difference in your personal life and your business life. So, yeah, thank you so much for your time. Anthea thank you everybody who was here. One of the best things that you can do for Anthea and I is to give us some feedback, because we love sharing what we do and one of the best things to know is have we helped you?

So anything that you’ve got from today that’s in our heart, you can, you know, leave a comment down below if you, where ever you are, whether, you know, you’re on the website, whether it’s on social media, leave a comment, go and find Anthea over on Facebook, not Instagram and over the website and just drop her a message and tell her what you’ve done. Like what was an aha. Honestly, the best thing that you can do for us and what I would be exceptionally grateful for is if you’re listening on iTunes, I’d be very grateful if you would give a star rating for what you think and also leave a comment. And if it’s a comment specifically on today’s episode, that would be brilliant. What did you learn from Anthea today? Would be right. So that’s my big ask of you is to take a minute or so to do that. Because that truly keeps us motivated to keep on making sure we over deliver through here. So thank you everybody for being here and go and take some action. Get it done, baby. Thank you so much, Anthea absolutely!

Anthea Falkiner:        It’s a pleasure. It’s great to be here. Always.

Janet Beckers:          Yeah. Bye!

How to Attract Clients with LinkedIn When You Are Time Poor

How to Attract Clients with LinkedIn When You Are Time Poor

With the popularity of social media sites such as Facebook, Instagram and Twitter, LinkedIn is often the site where you may claim your space, fill in your profile quickly, and then rarely go back to.

Hands up if that’s how you use LinkedIn?

My hand is high up in the air by the way 🙂

My guest today, Julie Mason, is going to change the way you look at Linked In as a place to attract premium clients and she’ll show us how to do that in just a few minutes per day because we’re all busy right?

Here’s what you’ll discover today:

  • The psychology of people who use LinkedIn (hint: they do NOT use it as a social site)
  • Which businesses will get the best results using LinkedIn to build their businesses and which businesses will only get mediocre results (check out Julie’s examples so you don’t waste your time but also so you can hear some outside-the-box ideas if you didn’t think your business was right).
  • A case study to show how to use LinkedIn to get media profiles and invitations – for a one person woo-woo market business.
  • The Tribal Business Leader positioning on LinkedIn 
  • Step-by-step how to tweak your profile so it positions you as a leader and attracts great clients
  • What to say in a private message on LinkedIn and what NOT to say!
  • How to understand who your contact person in a company really should be
  • How to use LinkedIn articles to convert leads

Plus extra great resources from Julie to get you super clear on what to write in your profile to attract your perfect clients on LinkedIn.

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.

Julie’s Bio

Awesome LinkedIn chick with serious background in sales and strategy – helping you connect and convert your prospects on LinkedIn easily and elegantly 🙂

A Special Message From Janet

Thank you so much for being here. I know there are a lot of podcasts you could choose to listen to  and you chose to join me on Romance Your Tribe Radio.

Woohoo!

I’m honoured and  grateful for your support.

If you enjoyed this week’s episode, I’d love for you to take a quick minute to share your thoughts with us and leave an honest review and rating for the show over on iTunes!

Read The Transcript Here

Janet Beckers:          Hello and welcome everybody! Janet Beckers here and I’m very excited to introduce you to my beautiful friend, the best way for us to learn from, Julie Mason. Good day Julie!

Julie Mason:              Hi Janet. How are you? Nice to be here.

Janet Beckers:          Yeah, you too. Now, Julie and I were just talking before we before we got on here and you know what, total transparency, we weren’t just talking before we got on here. It was me stuffing up the intro, over and over and over again.

Julie Mason:              For real [laughter]

Janet Beckers:          And but that’s as part of that we worked out, you know, it’s been 11 years. Yeah. And that’s it, they’re like dog years in internet marketing. So, you know, that’s like, yeah, time’s like, oh, it’s a long time that we’ve been part of each other’s world. And the whole time that I’ve been doing in this world is Julie’s just always been this beautiful constant when it comes to really strategically using social media and especially on using LinkedIn. She always has a very beautiful, methodical, calm, you know, this is what’s important. None of this, Rah, Rah, Rah, let’s be an influencer type thing. Just very, you know, you’re in it here for your business. Let’s meet your objective. Here is the path. That’s one thing I’ve always noticed about you, Julie. You’re always very clear on what’s the path to the outcome.

Julie Mason:              Thank you. I think as I focused on strategy rather than tactics and that’s the difference. A lot of people will sell a tactic of using different social media platforms and, and what should be doing and, and they go for the Bright Shiny Object Syndrome that you and I know well and for me, I’m always looking beyond that at the high level of what’s your strategy? what do you want to achieve? First of all, let’s see if LinkedIn is a good fit for that.

Janet Beckers:          Yeah. And I think that’s why we’ve always stayed connected because once you, I mean it was 11 years ago, we met with both already had been in business and been in online business for a few years before that as well. Over that time you’ve got the see all the prints, all the tactics and you know, it’s the people who focus on strategy and helping people with strategy are the ones that last, yeah, and that why we still here.

Julie Mason:              That’s right. No fly by. We’re just here.

Janet Beckers:          Yeah. What we’re gonna focus on today is, well, Julie got such an amazing wealth of knowledge on LinkedIn that we thought what we would focus on is really who needs to be using it and then we’re really gonna look in, once we’ve worked out who needs to be using it, we can start with getting big news and then we’re going to look at what can you do if you’ve only got, you know, a few minutes a day or just a couple of hours per week. Like where do you get the Best Bang for you? That’s our focus for the day. Get ready to take notes because this is all going to be where do you get the best results with the least amount of time that’s been put in with lower? Yeah. Let’s go Now Julie, with when it comes to being out there. Like I, I always recommend to everybody, you got to claim your space. You’ve got to make sure that on all of the social media platforms you’ve got your profile set up. you’ve gotta be on LinkedIn, Facebook, Instagram, Youtube, all of those different places like claim your space so nobody else can be moving on your territory. You know, it’s really difficult if you try to spread yourself too thin and try to be like really mastering every single one of those platforms on a regular basis for part of your business. It’s just too thin.

Julie Mason:              It’s exhausting too Janet, it’exhausting. You know, to try and do that. And I can say this hand on heart because you know, my business is, you know, before was the social media princess. I used to teach all of these social media platforms. Trying to keep out with them was exhausting. I’d be up at one o’clock in the morning trying to figure out what the latest Pinterest strategy was changed on Facebook algorithms and, and it was just exhausting. I do agree with you, find the platforms where your tribe are hanging out. Yeah. Ideal target market are there in you know, abundance and focused on that. Yeah. Yes. When you master that one, then maybe add a different one on that, that they’re hanging out as a secondary but really look at you prioritize the nation. Yeah. And that’s okay.

Janet Beckers:          Yeah, if we take that into consideration, like, who will, you should be making LinkedIn their number one who’s going to get the best results on LinkedIn much more than they are on other social media platforms?

Julie Mason:              Well, I think first of all, let’s just look at the psychology of the users on LinkedIn to start with. Okay? Because that really speaks to who goes on there first and foremost. When we look at people who are on Facebook for example, you know, there’s like two point something billion people in the world on Facebook, a predominantly the psychology of the users on Facebook cause to be social. First and foremost, they’re there to find out what their friends and their connections are doing. Their family to stay in touch with their social circle essentially. And business is secondary on their they follow pages. Yes. But, they don’t want that to overwhelm their newsfeed, which is why Mark Zuckerberg came out in January last year instead of high school, zero is being announced. We’d come through pages, you’d get less traction.

Julie Mason:              If you want to get traction, you’ve got to pay to play. Right. All right, Mark himself has said that people are there to be socialized. You don’t want that social feed to be interrupted too much by business. You’ve gotta be really mindful of the psychology when you use Facebook. When we look at LinkedIn, LinkedIn is the business social platform, and I really call it more of a business tool and a social platform, but it’s your business network. It’s like when you go to a business meeting every week, you know, and you’re meeting people and you’re getting to know them and exchanging connection details, etc. You’re there to, with a business mindset, you’re looking or industry insights, you’re looking for people who could help you solve a problem in business. You’re looking for content that might be able to, you know, give you some ideas of what to do next.

Julie Mason:              All of that. It’s very much in a business mindset and social is milling non-existent in the terms of I’m going to share what I have for lunch or I’m going to share where my holiday pictures or anything like that’s nearly non-existent on like, that’s really Facebook, if that makes sense. Yeah, that’s a great distinction. The psychology of it. Really important. You know, and the people who should be on LinkedIn, I mean viably using LinkedIn as a strategy, the ones if you’re your target audience, if your ideal target market is a business arena or in business or even in the corporate market, they might be executives or let’s say for example, I was talking to a limo driver yesterday and he said, can you help me with a strategy on LinkedIn? I said, absolutely. And we worked at, you know, he wants to really target executives that do a lot of travel.

Julie Mason:              And I get that you really want the executives of the CEOs booking this or are they a [inaudible] are executive assistants booking it because that determines who we connect with, who we target, what content we’re going to send out to them, you know, we need to be mindful of that strategy that starts with who is your ideal target market. If it’s in that business arena, then LinkedIn is something you really want to consider. That is good advice. And I’m just, my mind is sort of thinking here as well because I find with my target market. A lot of them are not necessarily going on LinkedIn. They may be solopreneurs and they work with individuals. They’re not necessarily, they’re using LinkedIn, but not as much.

Janet Beckers:          The podcast that just went out, as well a few weeks ago from the time that we’re publishing this one, it was an interview with Randall Dobbins around how do you get corporate contracts? How do you be prepared? How does your business prepared to get rosy contracts? Of course my mind has been buzzing since then around not this corporate contracts that I serve, but for my clients, I’ve got certain clients that I know have perfectly suited. I may not have even thought about that. That’s one thing that we might discuss when it comes. You may not have originally seen that as your target market. But if you could have the possibility of corporate contracts, we might have all the things cover those.

Julie Mason:              I was talking with the guide Victori yesterday who does, I have to say he has the coolest business really cool. He does land clearing but environmentally friendly land clearing, in right all dozing off the top layer of the top soil and taking everything and it’s like slash and burn his company just kind of clears it without disturbing the top soil level, which is amazing stuff. Right. And you wouldn’t think that a land claim like a guy who’s in a machine all day, he’s going to use LinkedIn, would you? But you thought government contracts and I are contracts for doing firebreaks along the highway and things like that that are really impulsion but they generally get tendered out and he needs to start building up, connections with council, you know, employees that work in those different departments. He needs to build relationships with the fire, the CFA, the CFA county fire associate country fire association I think is what’s called. He needs to build all of those connections in. They’re all on LinkedIn. And he has, the interesting thing with the councils and the government, they might be a LinkedIn, not necessarily to find people like him. They’re LinkedIn to have their profile is they can get headhunted for another job or for career advancement. But the, you as a business owner in his position, for example, he can track them down because they’re on LinkedIn trying to get a job, you know, improvement. Yes. Them and connect with them because they’re putting their whole version, my own.

Janet Beckers:          Oh, that is interesting. What we might do is let’s have a look at a few of the outcomes. We’ll look at, who are they trying to connect with? And then we might, once we’ve got a few ideas on those, then let’s sort of dig down a little bit deeper on, okay, how do you connect in a way that’s going to be time efficient for you? well, let’s do that so that we stay sort of focused on what we’re going to do. If we’ve got that number one of, okay, you’re in a business that may necessarily have always had corporate contracts, but you’re thinking you might, what I can put this together and actually create something that will be really valuable for corporate. I guess the one thing that you said there, which was really, really clear and because I talked about Randall’s podcasts, that was to do with corporate contacts.

Janet Beckers:          One of the big things was most people when they’re a business that’s trying to go into corporate, they don’t understand how the buying decisions are made. You gave a great example Julie, that near it might be the CEO. He’s in the back of that Limo. But that is not the person that’s right. He’s ordering it. You need to know who is the person on what is the position of actually going to make the decision or at least make the decision, the person who will, he’ll kick it off. Is there a way that you can sort of discover that through LinkedIn or would that be a matter of you starting to have those conversations to work out?

Julie Mason:              Yeah, you really need to know who your ideal target market is and I actually, I’m so passionate about this. I wrote a 10 page pdf that has a full template of how to create your ideal client Avatar that is specifically for B to B clients. And my [inaudible] avatars are really just more B to C say they’re a bit wishy washy, whereas this one’s very detailed and focuses on doing LinkedIn research. If people would like that, it’s free to download that, go to my website and grab it would be great. Right. So something Janet, that would be fine. Yeah, let’s do that. But essentially it’s really knowing who you are targeting and what you and I’ve known for years, what are the abuse wants, needs and frustrations and I show you how to research that using LinkedIn as well.

Julie Mason:              Oh that’s brilliant documents. That is, there’s quite a few tips there on how to find out this stuff on LinkedIn and elsewhere for that matter. But predominantly on LinkedIn because if you don’t know who it is you’re targeting. For example, I want to make this really clear to everyone listening because there might be a lot of people who are on here that their target market actually on LinkedIn, but they’ve got the word corporate now stuck in their mind. because we’ve used a few times. And I think that LinkedIn is just corporate. I’m here to tell you there is so much more than that. Everybody, there is a vibrant health and wellness industry on LinkedIn. There’s a vibrant construction industry on LinkedIn. There’s a vibrant in a whole range. There’s, there’s so much availability on LinkedIn. It’s not funny. And if you haven’t found it, you’re not looking hard enough essentially is what I’m saying.

Julie Mason:              I’d like to just kind of clarify. You don’t just have to go for corporate. There is a huge number of Australian small businesses, actually small businesses around the world on LinkedIn as well. That could be your target market. let’s say for example, I want to give you another example that we can help people who are listening here understand that this may be for them, even though they’re not looking for corporate contracts. Yeah, absolutely. For example, I’ll give you a really out of the box example, right? And I’ll give you a couple of others that are a bit more in the box. We’ll use some case studies. You and I have a dear friend, Julie Lewin who we mentioned when we were chatting earlier and Julie Lewin is so far outside of the box of, I call it, we have a joke about this between the Sama lab to cite this to Julie.

Julie Mason:              She gives me permission. She’s so far on the fringes of old China’s medicine, the oxygen’s in out there, right person being a medical intuitive. And she said to me years ago, she said, Julie, I’m a medical intuitive. How on earth would LinkedIn help me? And I said, well, let’s give it a shot, shall we? And so we, juiced up her profile, we got her value propositioning statement on her profile really shining beautifully and literally within 24 hours she got approached by two radio stations to do a radio show with them, straight LinkedIn. Right, right. So then also be coming towards you as well as you searching for things on LinkedIn as well. One example that you don’t necessarily have to be in corporate or searching for corporate to get results coming through. Does that make sense? So, in that case, the outcome was the outcome that you would have been really making everything focused around when you, what was it used?

Julie Mason:              You saw her profile, was it, would you be thinking, okay, the outcome we’re looking for here is we want PR, we want me to increase, her branding, her ability to be seen by her target market. I mean, it was just fortuitous that, you know, we made those changes on her profile and literally the people who were looking for her qualities in radio where we’re out there searching for that. And your profile is incredibly searchable on LinkedIn, but not only that, just keep in mind as a side note, Google and LinkedIn have a big love fest going on. Google sees LinkedIn is very trusted website. So your personal LinkedIn profile actually ranks very high when people search Google for your name or for Your Business, right? Yeah. And it can sometimes even rank higher than your website. So making sure your profile is really singing right tune is so important in first impressions.

Julie Mason:              Right. So for Julie, she not only was able to, you know I think she ended up finding out with CBS radio with our listening audience of 1.8 million and did that radio shark from her home in Warrick for about nine months. Great exposure. Yeah. But not only that, let’s, let’s come back to a person who was a coach here in Brisbane. So a lovely gentlemen by the name of John came to me about two years ago and he was really feeling this pinch because the coaching industry has boomed as you and I both know, right? It’s just booming and it’s not, it’s like every time you go to a straight Connie counseling a cat without hitting straight your full coaches, right? Them all with identical bragging. So John came to me. And he said, look, my referrals that I used to get a lot of that you’re really feel my business is sort of started to become a dribble, a set.

Julie Mason:              And somebody pointed me to use called LinkedIn. He said, can you help me message? Sure! No problem at all. And so we started him on a specific strategy, which I called the influence, the strategy and not because of to be an influencer but to influence through your content to brand recognition. So I’ll just define what I mean by influencer strategy in that word. Yes. We created a content strategy to, for him to really show you his thought leadership to become top of mind presence for everybody. And literally in 45 days he got a $24,000 client comes through LinkedIn. Brilliant. So it’s not necessarily instantaneous and I encourage people to go don’t think of this as it is a get rich or of a magic pill or a or a fast acting solution. Because everything that we do here is about building trust and generally speaking, building relationships, right?

New Speaker:             And that takes time. You can’t expect to walk down the street and I’ll say somebody to marry you and get a yes, you’ll probably get locked at all slack, whatever the case, may be. And you shouldn’t expect to connect with people on LinkedIn and immediately hit them up and ask them to, you know, sign up to your services. You have to build trust. You have to build that relationship and get to know them for goodness sake. And it’s not hard to do. I teach you how to do that really elegantly and easily so that it’s not slimy or salesy or pitchy or anything like that, but it’s elegant and easy for both parties to do. Excellent. So I’m wondering this now, are there any other outcomes that we should be, people should be aware of before we start talking about, well, how do you build those

Janet Beckers:          relationships and find those people in the most efficient way?

Julie Mason:              Well, LinkedIn can give you some great outcomes from positioning you as a thought leader through your content to driving traffic through to your website, to filling your diary with strategy calls or sales leads through to getting, radio stations, contacting you to actually becoming a guest on podcasts if that’s what you want to do this. Or even if you run a podcast like you do, Janet, finding great speakers to invite onto your podcast. Right. So there’s just, there is just such a wealth of opportunity on there. it’s unbelievable and we’re just not tapping into anywhere near as much of it as we could.

Janet Beckers:          Oh, you’ve really got me thinking about getting back over there. Cause I know mine’s incredibly out of date cause it’s just hasn’t been the top of my priority even though we do post content over there as part of every healers game, a bit interaction. so, okay. So I love it. So yeah, it’s interesting you were talking about getting interpretations be against on other people’s podcasts cause that’s one of the strategies that I worked with with my VIP clients is okay for you in particular, we need to get you so that you’re in front of as many audiences because you are great when you start communicating and you can teach, let’s get you in front of other people’s audiences. But you know, there is that whole process of how do you get on the ice as you worked through with people, but that LinkedIn of actually that’s where you’re probably going to find some of those people who’ve got what we’ll be looking. So

Julie Mason:              just straight, just to give people here an example because I am active on LinkedIn and not necessarily always content. I do a lot of behind the scenes stuff on LinkedIn, like private messaging with people where a lot of my business is actually generated the content, somehow helps, it’s the behind the scenes stuff that really is where the leads are tending to sales if that. But just for being active on LinkedIn, I’ve had the opportunity of speaking on radio in New Zealand all across Australia. I’ve been on podcasts all over the world. I’ve been live streamed into a, into a school stadium in Jamaica of all places and spoken alongside their choice alongside the, the minister of tourism for Jamaica. And all of this just gives you the opportunity to get your brand out there to, to make an impact, which I think is what your tribe are looking to do.

Janet Beckers:          Yeah. Yeah. People, people who are listening here, I mean like of course, they want to make an impact, they want to make a difference, but they also want to make some money. So yes, I love it. So, okay, so now let’s look then at

Julie Mason:              if you’ve only got a limited amount of time, but if you want to, you’ve talked a few times around make connections, make relationships and that’s where the money was coming from or the contacts were coming from the opportunities were coming from as much as the content. If you were to say, if somebody came to you and said, look, I reckon I may be able to spend a few hours just to set things up properly, but then really realistically, I only have a short amount of time per week. What would be your recommendations? Okay, well first of all, get your foundations. Have a profile really working well. And Janet, can we give them some really good tips just to write their about section on LinkedIn is, that’d be great. And how to write it because what happens is when they reach out to connect to somebody, that person that they reached out to connect who is going to come back to their profile.

Julie Mason:              Who is this person, what are they all about? And if your profile is not written well, you’re missing the opportunities going to slide by. It does make sense. You want to make that great first impression. So a great photo on your profile guys. Hidden shoulders, really good quality photos, ideal that actually increases your profile views and connection requests. Believe it or not because it builds trust. People want to know who they’re connecting to. They want to face to put a name to, right? Yep. A good headline is not your title. By the way, a good headline that sits under your name on LinkedIn is what you do to help people. So what’s the outcome they can expect if they work with you, for example. And the about section, which was previously known as the summary. LinkedIn have recently changed the terminology and it’s now called the bouts section.

Julie Mason:              I want to give you guys quickly the formula of how to write that. It’s 2000 characters that you’ve got to do that to do that summary and most people screw it up. I’m sorry, but I just do it up. So let’s get you guys on romance, your tribe radio doing it right. We want to see your profiles too. Everybody connect with us. Okay, can I on, on LinkedIn would love that. But the summary needs to be broken down into about five or six paragraphs and I’m going to go exactly what those paragraphs are. So you can write, it’s really easily. So the first paragraph is the identify paragraph. Identify the biggest problem that you sold for your ideal client. Okay. So what’s the problem that they are presenting with? Okay, Yup. Second paragraph is what’s it costing them to have that problem? So not only what’s it costing them to have it financially, but what is it costing them to have it emotionally, physically, even spiritually, like the peace of mind, this sense of calm, for example, what’s it costing them to have that problem?

Julie Mason:              Because most of us are quite apathetic and we might go yet, that’s the problem I have. But unless we hold the mirror up to them and say, this is what that problem’s costing you, honey, do you want to take some action on it or not? Right. Need to kind of line of fire underneath them and go, hey, this is it. Is this, is this resonating with you? And you’ve got, cause I mean, we do this when we, when we Google search our medical conditions, oh yeah, I’ve got that symptom or that symptom yet. What are the symptoms they presenting with? What is it costing them? Essentially that paragraph is we can’t leave them in health. So we need to read the madly. What’s the solution to the problem? And you can put some industry statistics in that, for example, to verify that, that’s the result.

Julie Mason:              That’s the solution. And that could I think quite nicely into what’s the proof that that solution actually works. Right? the fifth paragraph should be your credibility packet. C R only paragraph where you should really be talking about you. I know all guys, but you need to brought it as a, your ideal client. Your I do, right? It’s going to read this. So brought it about them and they’ll resonate with you cause I didn’t care about you. They care about how do you help them, right? Yeah. So credibility wash, they trust you to deliver this solution. I have anybody else? What’s your experience or what to passional, you know, what results do you get for your clients? Anything along those lines in your credibility paragraph. And then finally on the most important part, your call to action paragraph, be very specific. What is the next step to do business with you?

Julie Mason:              And here’s a tip guys. I really want to make this clear. Do not ask them to email you or message you. It is the lowest form of converting call to action known to man. And here’s why. People don’t know what to say so they don’t. Right. So if you want them to have a 30 minute free consultation with you, tell them to pick up the phone and you’ll be happy to have a three 30 minute free chat to answer all their questions and give them a clarity and let them leave the call feeling energized and reinvigorated and back on track with what they’re doing. Right. Or You could do a send them to a, a website where they can opt in for a free download or a free video or whatever it might be, but be very specific and tell them quite step-by-step exactly what they can expect. Okay. So to simply book in a 30 minute free consultation with Janet, go to romance, your tribe.com To you know, whatever you get where I’m going yet if you very shortly, right. So let them know that you’re going to be speaking to them very shortly.

Julie Mason:              Beautifully clear, Julie. And really what you’ve done there is like a mini sales letter. Yeah. It is walking them through that sort of mindset that people to be able to go through. So I love it. But you’re doing it in 2000 characters, guys. Don’t 2000 words, 2000 characters. Be Short with your paragraphs and sentences and, and you know, make sure that you’re really getting to that point. That’s gonna resonate with your ideal target. Think about putting yourself in their shoes and, and walking in their shoes for a minute. What are they feeling? Where are they going? What’s really struggling with what’s keeping them up at night? All of that that goes into the emotional she’ll drive is in that summary and they bet section that that’s now called, yeah, yeah. Love it. Profile sorted. Then start connecting with people. Cause when they come back they’re going to go, that’s exactly what I need.

Julie Mason:              Right? Yeah. So resonate with them far better than you would if you just kind of started connecting without really thinking about your strategy first. Right now that makes, it’s all in logical steps of what we’re doing here. So my advice is to, when your connecting LinkedIn has this phenomenal search box that with just a few key strokes, will open up a treasure trove of opportunity for you simply by, having a look. Right? So let’s say your ideal target market was accountants, that you have a software that will save them 20% of their time on dollar entry or whatever it might be, right? Or it might be a way for them to generate more leads in their business. Whatever it is that you’re doing. Let’s just say accountants, they’re our target market. So you’d search for accountants, select the location of the like accountants that you want to work with. So if you’re located in Melbourne, search Melbourne, if you’re in Brisbane, search Brisbane, if you’re in New York, search New York for goodness sake. I know a colleague in the States, all he does is write LinkedIn profiles for accountants. Nothing else. That’s it. LinkedIn profiles for accountants. He is booked solid for dead zone. It would be boring as anything for me.

Julie Mason:              I’m pretty sure it’d be cookie cutter by the end of it. But sure it would. But at the end of the day, that’s all he does. He’s run a business very successfully on that for many years. Right. And still can cause there’s like how many thousands of pills in some thousands of accounts are out there. Yeah. So if that’s all you do, that’s a good niche for it, right? So essentially, really know who you talk at marketing, search all of them on LinkedIn and then narrow down your, your search parameters to your location or industry or whatever it is. And you’ve got all those search parameters on LinkedIn to do that. Once you find them. The secret here is to connect with a personal note. Always use a personal note on connection because the thing that’s going through the person who’s receiving that invite is who is this random person and why are they reaching out to connect with me?

Julie Mason:              People are still quite nervous about connecting with strangers on the Internet. We still have that stranger danger in our head. And so even online they’re like, oh, I’m not really sure what delayed. So if you had a personal message and all you guys need to do on the personal message front when you’re sending a connection is not to sell them at that point because that’s just too early in that conversation by too early in the relationship. All you need to do and simply say, hi, I saw your profile on LinkedIn. I love what you do. It looks like there could be some great synergy between us and I look forward to getting to know you further through LinkedIn. Cheers Julie. That’s it.

Janet Beckers:          I’ll tell you what that is such a relief to hear that. I really want people to just really take that one on because when I use LinkedIn, like I’ll go in there maybe once a week and it’s when we’ve posted our videos and I’ll go in and just keep an eye on things and there’s always these requests and I’m just one of these people have, yeah, yeah, yeah, yeah, whatever. You can all, you can all be my friend. I’m like, let’s be gentle. They’re like, yeah, you can all be my friend. And then most people don’t leave a message, but people who do leave a message, it will be 95 for the same is well, how interesting would you know, would you like to know how I can help you too? But well would you like to come to my workshop? Would you like to hop on the phone? Would you like me to try to sell you the service that you actually provide to other people?

Julie Mason:              I had the exact conversation yesterday, Janet with one of my members in my program and she said, Julie, I’ve been following your strategy and every time I reach out to connect, they sell me straight back. How do I deal with that? Could I share with you my answer to her how to deal with that? Yes. Cause I, I’ve been in sales as you know, for 25 years, 15 years in door to door cold calling. I can pivot things really well. Right? So here was my answer to her. I simply said, thank you so much for that kind offer. I’m not interested just at the moment, but please let me know if there’s anything I can do to help you. Right, right. Yeah. Or You could do it. You could even take it to another level. So I get hit up a lot by people who are in multilevel marketing now, Don and my sales career in multilevel marketing was foundational for me and I, I love seeing people get into that industry. Right. But I’m not wanting to do it anymore myself, and that’s okay. Yeah. He’s what I say to people who are trying to sign me up for, you know, whatever multilevel marketing program they’re in at the moment. Yeah. Let’s say thank you so much for that kind of, I can see you’re really passionate about your new business and I wish you the greatest of success. It’s just not for me at the moment, but keep me involved or the products that you’ve got, because I’ll probably be a customer, but not a recruit.

Janet Beckers:          Yeah. Oh, I love it. You are so kind to everybody. We’ll go sidecar. Well, it’s a Cava. Janet, you guys are out. Comes back to you. I’m like bash. Yeah, right. Strategies. So if you’ve done your research and you identify, so for example, if we go back to the limo driver, cause that’s such a nice simple yeah, absolutely. Yes. Okay. Here he is. He’s got somebody who is an executive assistant. Yup. That’s connected and so he’s gone. Awesome. So this is the person that I want to make sure that I connect with what’s going to be the best way. Is it going to be through messaging? Is it going to be through groups, through going on their profile? Just what was the question?

Julie Mason:              So essentially if he’s identified the executive system, for example of that CEO or the CEO as well, because it was quality, just the, he said to me, most CEOs are taking that on. They want to build the relationship with the drivers, which it’s quite interesting and I said, well that’s great. That’s fine. You can do that too. But don’t be afraid to connect with both. In this case it’s what I call circle the wagons. Right. Is he two bites of the Cherry? Yes. Once that once he reaches out to connect and say, Hey, I noticed your profile and there could be some good synergy thought I’d reach out and, and let’s just see how it goes. You know, for example, whatever that might be. Yeah, but keep it really light. You’re not there to sell on that connection invitation, right. You, they just seem to you simply to get them to accept your invitation to connect.

Julie Mason:              Because once they accept, then you can start to really build that relationship with the messaging and the top of mind presence with content being streamed out, etc. And he’s the thing, I don’t want that limo driver to immediately go out and then once that CEO has accepted him or the are the executive assistant, in this case, let’s use executive assistant to immediately, hey listen, if you need a limo driver, I can help you. You don’t want to do that because it’s right to la. Right? So what you might want to do is instead you would probably, once she’s accepted or he’s accepted you private message them. And I always use the LinkedIn article, this is where LinkedIn articles, which are the blog posts on your profile of LinkedIn, not the newsfeed posts, but the LinkedIn articles, kind of your thought leadership area, right? Yeah.

Julie Mason:              LinkedIn articles. Then to add value, because here’s the other thing to know, when people connect with you on LinkedIn, I don’t want to leave that platform to go to your website for a blog post. They’re not ready to click on a unknown URL at this point. And you’re still that unknown. Yeah. Yeah. The platform to keep them on LinkedIn by using a LinkedIn article. That might be five things you should think of before booking a limo driver. Alright. And do an article on his five things to consider before you book your next Limo. Excellent. Right. And then at the bottom of the article we could have a gentle call to action. So if you’d like to, you know, talk to me about having a regular booking service and some offers that we’ve got available at the moment for ongoing customers. Please hit me up with my phone number or whatever the point of direction is the action and then what you would do is you insight to that ea or this CEO once they’ve connected to me, say thank so much for connecting.

Julie Mason:              I can see that your in an executive position or an executive role and or you may potentially from time to time, Need a Limo, I wrote this article recently on five tips to save on booking your limo driver or things to consider when booking and limo driver. I hope you find it really useful. Look forward to your thoughts. Cheers and send them the article. We’ll have a small call to action in it. Some will rate it someway. That’s okay, but you’re adding value, right? Is that adding value into there? And it’s what I call the emotional bank balance. When we, when we connect with somebody, it’s like opening a bank balance. At that point of connection you have a zero deposit. If I ask of you at that point, I’m going to go into overdraw yet, but if I find something of value, I’m going to put a deposit into that emotional bank balance and then I might be able to ask for a withdraw or aware or a call to action. Does that make sense?

Janet Beckers:          Oh look, you know, this is making me smile. If I’m getting a funny smile on my face, it’s because this is exactly the same language I used with my children as teenagers, except that it was called the trust bank account. Right? That’s right. Okay. You didn’t come home until three hours past the time you said you were going to. Yeah, and I love the trust bank account analogy by, yeah, you just, you’re in negative. Okay. You build up that trust before you can ask for that big, you know, and I stay overnight somewhere, you know, as an example. Yup. I’m just thinking [inaudible].

Janet Beckers:          Absolutely. Anybody. Yeah, I love it. That works really, really well. And you know, it also fits in well with the analogy I often use of, which is why, you know, I call romance your tribe is, you know, just because you flirted and you, they may have, you might’ve invited them back to your place, which might be your profile digest. Just assume that you’re on a winner. Like, you know, you’re still going to have to do some, you know, you’re gonna do some courting and you have to have some romance before you start up discussing how many kids you’re gonna have and you don’t just

Julie Mason:              up at one message. You there, we teach clients the whole message sacred thing for this on like 10. That is brilliant. There’s a formula for that, right? Yeah, yeah, absolutely. Yeah. We are so on the same page, girlfriend.

Janet Beckers:          Yes. And you know what that is. This is why I really wanted to bring you along journey one because you’re very strategic [inaudible] but also I really never want people to go, okay, I’ve got this guaranteed formula that I didn’t buy it for $5,000 because it’s going to be guaranteed that we then in guys, I will have made these many sales because it’s very full on. It’s really, really kind of an aggressive marketing, which can be okay for short term goal, but you can eventually end up damaged

Julie Mason:              Shannon Byrne version, isn’t it yet? I both know that and you can definitely get to number three, but you’ll churn and burn a lot of people in the process. Yeah, absolutely. Yeah. We’re all here for the long haul. Yeah, and this is, LinkedIn is a marathon guys, not a sprint. This is something that I, having said that I’ve had clients that within two days I’ve gotten a $75,000 contract through like 10 bias. I’ve had people who, like John I mentioned earlier who’d taken 45 days and it just depends on your strategy d and what your outcomes are, what you want to achieve and it all comes back to strategy. You know, what is it that you want to achieve on like 10 tie the strategy two that’ll create the strategy for that. Then apply the tactics but not the other way around. Yeah,

Janet Beckers:          I love it. That is, that is a really nice note for us to end on. I think Julie, for people who are listening, I always like to end end with like what is one thing that people can do this week that if they do that it’s going to start moving them forward to get some results with LinkedIn. So what would be the number one thing that people should focus on this week?

Julie Mason:              Review your profile, make sure that you’ve used that profile up. Follow that formula that I gave you because everything swings off the profile. And if it’s not, if it’s not, you know, serving your clients or your prospects, it’s not serving you.

Janet Beckers:          Yeah, I love it. That is a great one. And you know what I recommend that everybody does here is go to LinkedIn and connect with Dooley because hey, if you want to see a great example of a huge, about me profile, you’re going to see that day with joy. So that will be a great example so you can see, but anything with somebody to connect to that knows his stuff and wait, come and connect with me too and you can see, but I have not updated mine for a long time. It may have changed by the time it goes live, so that would be good.

Julie Mason:              This was a while ago. That’s what, seven years ago you came to my LinkedIn workshop, that was a long time ago.

Janet Beckers:          I don’t think I’ve… I may have updated it slightly since then, but it’s a funny area that I have really focused on. It hasn’t been number one. But interestingly what I have found is when I have put my profile on there, I can remember getting a message with people and they, I was invited to chair a conference on women in business and I’ve gone how did you find me? And it was, oh we found you on LinkedIn. Yes. I’ll have a look at my articles on my LinkedIn profile as well guys because there’s some absolute gold in there. Some really good tips. One in particular, we’ve talked about how to a send an invitation to connect, but there’s another article on there that is pure lead generating goals on how to accept an invitation and convert that into a lead.

Janet Beckers:          Here’s the exact wording and the script to you. Oh I love it. And don’t you love Julie, have you just noticed like Julie has mentioned this awesome opt in that we will get over on her website, which is really going to help you to get super clear on who you want to be targeting. Yep. That’s on juliemason.com.au . I mean I’m going over there cause I know it would be awesome. I know that she’s proud to say my best work in, in like the last 10 years that I see, I go check it out. No, I just, I just love, Hey, I love watching. I’m somebody who is really good at what they’re doing at being able to give, give, give, like really strategic good content that will let you know if this is the person that you want to go to get more help from.

Janet Beckers:          So thank you so much Julie. I’ve really enjoyed the day and for everybody that’s listening, the best thing that you can do for Julie and I is go out there and do it. Go and take some of that. Yeah. Because for us, you know, sure. The reason why I run podcasts is because I absolutely love talking to people like Julie. So for me it’s, I get to hang out with my friends, learn and have great conversations. But the other thing is because I really want you to take more action. So if you just meet every single podcast that you listened to, whether it’s mine, whether it’s somebody else to take one action, you just do that every time you listened to what your business is just going to continue to grow. So that one action that we’ve got today, I would love it if you would come and let Julian, I know, what did you do? So that could be in the comic tier or if you’re watching this on the blog, it could be by leaving a rating and a comment on iTunes. I would love if you did that. So more people can find us. Say, what did you do? And come over, most importantly, some of the Lignin Hillbilly, what action you took. Tell me what

Julie Mason:              and that will be, we’ll be incredibly grateful if you did that. So thank you everybody and thank you so much for your time, Julie. You’re a star wine pleasure, Joe. Thanks so much for having me here. I can’t wait to, to hear everybody’s results and happy LinkedIn. Okay, well everybody, bye!

The Reverse Success Strategy and Your Business

The Reverse Success Strategy and Your Business

If you’ve ever wondered what on Earth you should write a blog post on this week, or what you should post on Instagram, Facebook, Twitter or Linked In (or a gazillion other platforms) today, then you’re going to love this week’s short and sweet masterclass podcast episode.

First of all, know if you struggle to come up with ideas and if you really question if all the effort you put into creating content is a waste of time anyway, then know you are not alone.

Far from it.

I suspect the majority of business owners who create content for social media, their blogs, podcasts, videos etc are simply winging it most of the time.

And for that reason, they probably are wasting their time!

But that’s not going to be you anymore OK.

We’re going to change that and it will only take me 25 minutes to teach you the strategy that makes these decisions simple and, importantly, profitable for you.

Plus I’ve created a cheat sheet downloadable for you so you can implement the strategy TODAY.

In today’s short masterclass podcast episode you will learn:

  • What the Reverse Success Strategy is and why this is core to every decision you make in your business.
  • The first place you always start and the importance of being very specific at this step
  • How to know what will be the perfect lead generating list building gift to create for YOUR specific business.
  • The importance of the 2 Transformational Journeys
  • How this strategy applies to creating webinars, podcasts, videos, Facebook Lives, Instagram posts and stories, signature talks, email content and even book titles.
  • The Avatar quadrant and the importance of identifying your most Profitable Avatar
  • The one situation when you do NOT apply The Reverse Success Strategy.

BONUS WORKSHEET

Plus a special podcast bonus for you today. An action guide to download “The Reverse Success Strategy Cheat Sheet”.

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 the image below to download the BONUS worksheet!

A Special Message From Janet

Thank you so much for being here. I know there are a lot of podcasts you could choose to listen to  and you chose to join me on Romance Your Tribe Radio.

Woohoo!

I’m honoured and  grateful for your support.

If you enjoyed this week’s episode, I’d love for you to take a quick minute to share your thoughts with us and leave an honest review and rating for the show over on iTunes!

Read The Transcript Here

Hello and welcome! Janet Beckers here with a short and sweet total teaching episode of Romance Your Tribe Radio. Now today I’m going to introduce you to the concept that I think of as reverse success. How do you know that what you are putting out there to the world with your marketing is actually the right thing that’s going to result in your business growing and you building success? So what I’m going to be introducing you to today is the strategy that I use all the time when I’m making decisions about my marketing and what is the right message and how do I make all of those tiny little decisions that you’re making all the way when it comes through to getting your message out there and making the right offers. So I’m going to introduce you to that cause this is something that I do every just practically every single week when I’m helping people make decisions.

On our Attract Your Tribe Accelerator video huddles, walking them through this process and it makes things so simple. So if you’re finding yourself wondering, you know, what should I talk about on this Facebook live? What should I talk about on a podcast episode? What should I be having as my opt in? What should I do when I am putting together a series of drip fed follow up emails when people have opted in? What should I be putting in a webinar? Or what should I be talking about if I’ve given an opportunity to be a podcast guest or a, um, a presentation, you know, to a networking event, why should I talk about what is the topic that I should do if I’m running a book, what should I, out of all the things that I can think of that are really, really possible for me to do, what should I choose as the topic?

What should I choose as the title? Where should I market it? These things are all leading to the one thing. So this is what we’re going to talk about today is this is going to help you to make all of those little micro decisions and also help you to decide what not to put out there. Because you know what, sometimes that’s the hardest thing because there are so many things that you know that you can be sharing. So many things that you know you can be helping people with that it is really, really difficult to make a decision out of all of those possible things, which is the most appropriate for me to do. How do I make that decision? What not to talk about? That’s the toughest one I always find. Okay, so let me introduce you to this concept. It is so simple.

It is so ridiculously simple, but it always amazes me how few people do it when it comes down to actually making these decisions. And this is start with the end in mind. So I’m going to walk you through what do I mean by that. And I also have a worksheet for you that goes along with today’s podcast that will guide you through the process so you can make these decisions yourself and get some clarity and know that when it comes to making those decisions, if you’re finding that difficult or you realize that you know what, I don’t have enough insight into what it is that I’m helping people to do, then that’s where I come into it baby. So just know that that’s my specialty to help you. So let me now walk you through this decision process and know that I’ve got that cheat sheet for you.

That worksheet that goes with this episode. If you’re watching this on the website, totally cool. It is down below. If, however you’re watching this on Facebook or YouTube or if you are listening to this on iTunes or wherever good podcast found, um, just click the link where it says to go to the podcast page. All right, natural tribe.com and just go and search underneath the podcast and search for reverse success and you’ll be able to find it. Okay. I’ve got that out of the road there for you, but don’t forget you’ve got that. Okay. Because that’s going to help you to be able to take action. So let me introduce you very, very briefly to how the concept works and then how do you apply it? It doesn’t, I don’t want you to start with the idea of what do I have as an opt in?

This is one of the most common things that I get from people. What should I have as my Optum gift? Or what should I be talking about? You know, if I do a Facebook live, what do I talk about? What do I do with my posts? You know, I can’t even come up with ideas. What do I, what do I do? Don’t start there. Okay? If that’s the decision that you’re trying to make and you’re struggling with it, that is a short sign that you need to go to the end first. Now because you’re in business, because your mission there is to help those people that you know that if you get those right people, that with your product, your service, your consulting, your motivation, whatever it is that you do, that you know that you can help them to get from point a to point B, that is your business.

That is what you, that is why people pay you because they know that you’re going to help them to solve the problem, to reach the goal that they want. Um, so from point a to point B, so you’ve got to be super duper clear on what is it that you sell. Now this sound to you like, Oh, that’s pretty obvious, but I tell you what it may not be because when I often ask people, what is it that you’re selling? They might go, well, I saw my one off consulting. No, that is not what you’re selling. Okay? First of all, if you’re just selling, selling your time, baby, we saw need to talk because there are so more streamlined leverage and simpler ways for you to structure your business. But that is another podcast episode. And in fact I’ll put links down below cause I’ve got some great ones to help you on that.

But really what you are selling is an outcome. You are selling some kind of transformation. Now if you’re a coach, consultant, if you’re a service provider, and quite often also if you have products or products that even though that’s not my specialty is selling widgets. But if you’re selling all your widgets that you’re selling or helping people to go from whatever their problem or their frustration to whatever their goal is, their aspiration, their solved. So that’s what, that’s what you’re in the business of creating those outcomes. Now I want you to be super clear on what is it. Yeah, how is it that you’re structuring what you do to be able to get people those outcomes. It could be one-on-one, it could be an online course, it could be a bundle of um, your time and services and, and maybe some also, you know, worksheets, those sorts of things.

You know, some kind of done with your done, you know, self, self guided, whatever it is. All those, there’s so many ways that you can be right to get the solution. It could be running workshops, retreats, whatever it is you gotta be super clear on what is it that you’re wanting people to buy. What is it that you have to offer? So if you’re not really clear on that, if you just go in and look, you know, when I get people, I just work with them and we get the results that’s I want you to get clearly, you’ve got to be clearer on what is the transformational journey that you take people on and how do you do it? Like what’s your process? What’s your transformational framework? So you’ve gotta be super duper clear on those. So if you are not clear on that, don’t even worry about what you’re going to have as an often.

Now wait until the end because I’m going to tell you in a situation where you do not do this, there is one situation where you don’t, okay, so I’ll wait for that. But you know, if, if you’re not even clear on this, don’t worry about what your opt in and your video thing is. I want you to be getting super clear on if you get that person, if you’re doing some marketing and people contact you, what’s the next step? Okay, what do you want them to do? What is it that you want them to buy? So get super duper clear on that because everything else is irrelevant. Okay? Now we’re going to work backwards. Once you’re super clear on what it, that you’re offering people, what is the way that you help them? Then you need to know, all right, well how am I going to sell it to them?

What’s the next step? It might be that you want to get on the phone with them. And that’s really, really common if you’ve got a high priced program. And that’s what I do with my people who are my accelerators or the new program that we will be offering next year. Um, you know, for the tribal business leaders, you know, yeah, there’s higher levels where you know, people you’ve got to miss if they’re a good match and they’ve got to really understand, you know, what it is that you’re offering. So it might be you want to get them on the phone, it might be that you want to send them to a sales page. You may be able to have enough information through that sales page that they can make a decision. And if your, um, at the time that this goes out, you will be able to get on the waiting list for what will be the success, the success circle.

Because that is something that you will be able to clearly make a decision based on the sales letter and know if it’s right for you. That’s for me what you might have something that you have that people can go to a sales letter, but just be super duper clear. What is it that, how is the way that you’re wanting to sell it? Because that’s also going to impact the next decision. So we know what it is that you sell, which means you’re very clear on the transformational journey. We know how you’re going to sell that. Now the next thing that me, wait, make me want to know, okay, now are we clear on those? We’ve got to be really clear on, well, who, who is going to be buying this so we’ve already had the the what are you going to sell? We’re going to have the, how are we going to sell it?

We need to know who now in my experience, people do not do this well enough and in fact, that’s a huge specialty that I’ve created a very unique system called the profitable avatar quadrant and that really gets you quite clear on, there’s usually four distinct avatars that you have four distinct people who you can be helping. Some of those that’s going to at least one of those. Sometimes two are the most profitable that you, what you’re selling is absolutely perfect for them. There will usually be one that it seems like it’s perfect, but if you focus on them, you’re going to go broke because they just not going to buy. They’re not going to take action. And then there’s usually going to be one lot that you know what they really, really need you. And it’s very, very easy to get sucked down that path.

But you know what? It’s they very often, and not going to be the people who want to be the most profitable for you. So that’s a really important one for you to know. You need to know who are the most profitable. So if you’re really clear on who you can get the best results with through your program, that’s who you’re going to help. So to do that, you need to really understand them. You truly need to understand who it is, who is most likely to get results with what you do, who is it that’s going to be motivated to be able to spend the money to get the results? And you can only do that by really diving in deep and knowing them well. So if you’re thinking, I’m really not sure who I can sell it to, or you’re going, Oh, you know, this helps so many people and not a good thing.

Okay, you really, really want to narrow it your message down. Because if it’s talking to everybody or if it’s too general, your perfect most profitable avatar won’t even recognize that you’re talking to them. So that is the who. Now to do that, you need to be super duper clear on what is their transformational journey that they’re going on. What is that? Okay, so what is their point a and what does their point B? What’s the transformation that you take them on? Really, really important. So you need to know that exceptionally well. You need to know their frustrations, the language that they use, and you need to know what is it that they need to understand or believe is possible before they know that they could buy. What is it that they need to understand? Is it you know that the, that this is, these results are possible or that you know what?

There’s things that you think make it that you’re not going to get the results. Let me debunk that for you. What do they need to know? Okay, so if you’re not clear on that step, well, you’ve got a lot of them in place. You know what you’re offering, you know how you’re selling it. You’ve just got to get super duper clear on their transformational journey. Now, once we’re clear on that, then the other pits fall into place, but here is where you’ve really got to take into consideration is sure you might have a way that you’re helping them [inaudible] you have. You have an understanding about the journey they’re going on and what you can do to help. What is it that is unique about the way that you work with people and that comes down to you understanding your own story, your own transformation journey of why you, why now?

Why can you help them? What is it about your personality, your character, your strengths, your quirks, your superpowers? What is it about your story? What is it about the results that you have got with people? What is it that you truly believe in that makes you stand out all these things that position you as a tribal business leader. You need to understand your framework, why you have developed that framework, because otherwise everybody else that can help that person to get the results is going to look the same as you. So in order for you to be able to be very, very clear on what do you say on that webinar, what do you say when you’re doing a Facebook live? What do you do when you’re thinking, what do I write for my blog post this week? That’s always going to come back to the transformational framework you have, how you help people, what they need to believe, and leading them through to the solutions that you can get them.

So that’s work for you to do. And in fact, that’s the very first work that I do with every single one of my clients, um, in it’s, we call it the profit in you and it’s really a deep dive, but so, so clarifying. Um, so you need to do that. So because then it becomes so much easier for you to know what is it that I can be offering out there for free that is going to be really attractive to my profitable, my most profitable avatar that uses my language, my framework, the things that I believe in. So it is uniquely me. And that can very often be, you know, a really simple, you know, questions you need to ask yourself. You know, it’s the questions that your client needs to be able to answer, to know, you know, if they can get a result, it may be a simple checklist that they can use.

It can be one of the big things that frustrates them. Even if it’s only a tiny thing that you do have. You got some solution that you can do for that, a simple guide, a video to walk them through something, those sorts of things that’s going to be showing that you know your stuff, but you understand their journey and you have a framework. So once you’ve got that, then it becomes so much easier for you to decide what is the most appropriate opt in. What is the most appropriate series of messages for me to send them via email so that they get to understand that I understand that I know the journey and that it’s possible for them. And here’s what I’ve got to offer. So if you work backwards, then you know that where you’re getting people to start, where they, wherever they actually come into your universe, that all roads lead to the end point, that you know that you’re deciding so much more streamlined and all of those other things that you can do if it sort of say that for when you’re working with people or for extra messages that you can be doing as value adds but not your core stuff.

So when you’re deciding what am I going to write my book on, or how do I frame my book or do I need to change my book? Start with the end in mind because it is a marketing piece that goes in there as an example. Um, so that is, um, reverse success. It streamlines everything for you. Now remember, I’ve got that worksheet for you. And, um, and if you need help with this, this is absolutely core to the work that I do. I take you from, you know, knowing that you’ve got clever stuff that you can do to help people. And you may already have a busy business doing that, but what can we do that’s gonna make it so that that thing that you’re offering at the end that it is streamlined, is going to impact as many people and give you freedom and really make a difference.

Let’s get clear on that and all those steps backwards so that we know that every message that you’re putting out there to the world is totally congruent, that it all fits in. So that’s my specialty. That’s what I hope you do. It’s what my framework is. Now, um, and again, don’t forget I’ve got that cheat sheet for you now. I did promise you that there was one situation where this does not have to work. Okay? And that is the situation when you’re starting out and you’re really not quite sure what it is that you’re going to choose to be selling to people when you’ve may have a few things and you’re thinking, well, there’s all these different things I can be doing. What am I going to focus on? Like what’s my thing? In that case, you don’t want to go to all that effort of having everything else set up if you haven’t tested the market.

So that is a situation where you will go, okay, I’m going to see if this particular topic that I know so you’ll be roughing out. You know what I could be selling. You might be thinking, well, I could be selling, you know, a service or a product that solves this or maybe this part of a problem. Well, which is the one that I think is going to have the most leaks. Well, if I work backwards, I’m just going to put this one thing out there and I’m going to test to see how people resonate with it. So you might create, um, an opt in, for example, or it may even just start with a blog post or a Facebook live or something that you put all of your effort into promoting and getting feedback from people. And you might go, Oh, that one tanked. Maybe this isn’t gonna work.

Um, or you know what? Oh, that one surprisingly got legs. So it will help you to be able to do your research. That’s really the only situation where I’m saying, don’t work backwards though. You’ll notice I still work backwards tonight. I just didn’t do it intensively. I allowed myself to do a bit of an experiment at first to help me to get an idea of, am I on the right track? Then you can go back and fill in the details and flesh out the important things. Okay. So I hope that has helped you. Um, and if you’ve found yourself where you’ve already got the opt in, or you’ve put your grief, what your book out there or whatever it is that you’re doing and you’re thinking, it’s not working for me, it’s not, you know, I’ve done all this work. Maybe I need more traffic.

Maybe it’s me, I’m not putting myself out there. I’m all these other, all these different reasons which all can be part of it. But I also want you to ask yourself, is it come group [inaudible] like does this actually have a really obvious path through the final thing? Because if so, it’s going to be really difficult for you to grow your business around something like that because you’ll just keep on flogging something but it leads nowhere or it leads to somewhere vague or you know that that particular thing that you, that you’re marketing and putting out to the world isn’t really congruent with what it is that you can offer. So you sabotage all the time cause it doesn’t feel right. Dave, deep down that can be happening as well. So just know that if things aren’t working, I want you to look at this at this reverse success and see does it all naturally linked together really, really well?

If not, this can be one of the answers to why things may not be working for you properly. Okay? I would love to hear from you if you know, if you’re here, um, and you’re on the webpage, I’d love it if you leave a comment for me. Very few people leave comments on blog posts these days. It’s all on social media or private emails that I get. Um, it’s not just me if it’s happening to you, just know it’s happening everywhere. Um, now that, see if you’re on the blog, if you’re seeing this on YouTube, yep. You can leave a comment there. Um, and if you’re on iTunes, I would especially be grateful if you can help me, let other people find me and that can happen, um, by you leaving a rating or rating and a comment that I would be very, very grateful if you would do that. If you would leave a review on iTunes, it only takes a couple, just a couple of minutes and it will help other people to be able to find this podcast, um, and be able to get my help. And I would really appreciate that. Okay, go get them folks. And I would love to hear from you, especially if you use the worksheet, the action plan, cheat sheet, whatever I’m going to call it, that I’ve got for you that goes with this episode. I’d love to hear from you. Okay, bye.

Baby or No Baby? Decision Guide for Women Entrepreneurs

Baby or No Baby? Decision Guide for Women Entrepreneurs

If you’re a woman in your thirties, or even forties, who finds yourself struggling with the baby or no baby decision, then you’re going to love today’s guest on Romance your Tribe Radio.

Today I introduce you to Lisa McDonald, a brilliant woman who has been one of my VIP members for years. During that time I’ve been privileged to witness Lisa relaunch her personal coaching business after time off to become a mum and then step up to claim her specialty of helping women get clarity on “The Whole Baby Thing”, when they are struggling to determine what is the right decision for their personal happiness and goals.

This is especially relevant for women who are in their 30’s, and even 40’s who are feeling the pressure of time running out to make a decision, when they are also building a business or career.

We dive into WHY this decision has become so difficult for women in recent years and how the abundance of options (and problems)  now available has added a complexity that leaves many women with “Analysis Paralysis” that stops them making decisions. In too many cases, indecision teams up with biology and makes the decision for you!

Here’s what you’ll discover today:

  • A life philosophy Lisa learned at a very young age and how that impacted her own journey on deciding on motherhood or not as the right choice for herself.
  • What body-building has to do with fear and freedom
  • Lisa shares her story of being 41, no children, no relationship and the process she went through to decide if she even WANTED to have children, and if she did, how she was going to make that happen!
  • How Lisa eventually gave birth at 47 years of age to her son Charlie, and her insight into the obstacles women face when trying to conceive so late in life.
  • Behind the scenes of the research and interviews Lisa did while writing her book “The Whole Baby Thing” – each case study is from a woman who made a DIFFERENT choice that was right for HER and how each knew she had made the right decision.
  • What happens when women are the main provider in a family or their income is a significant component of the household income and how that impacts on The Whole Baby Thing decision.
  • The 3 questions a woman needs to answer to get certainty on what decision is right for them personally
  • Why making rational, conscious decisions does NOT work in this scenario and the importance of tapping into your subconscious to get clarity on the RIGHT choice for you (plus a simple strategy you can use this week to help you tap into your subconscious).
  • Extended questions you can ask yourself to get deeper clarity on your personal choice.

BONUS WORKSHEET

Plus a special bonus for you today. Download Lisa’s guide to the extended 8 questions you need to answer to confidently make the decision that is right for you personally when faced with the baby or no baby decision. You can grab a copy for free 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.

Click the image below to download the BONUS worksheet!

Lisa’s Bio

Health Pursuit is the creation of Lisa McDonald, a Strategic Life Management Coach, who is passionate about helping clients to reach the next level in their lives. She is an inspired individual who has the ability to commit and apply herself towards achieving results.

Lisa has 20+ years work experience, having worked in both small and large organisations in a variety of industries.  She has strong skills assisting individuals to connect with their passions, create an inspiring future, consolidating, re-inventing, implementation, personal growth and achievement of successful results.

A Special Message From Janet

Thank you so much for being here. I know there are a lot of podcasts you could choose to listen to  and you chose to join me on Romance Your Tribe Radio.

Woohoo!

I’m honoured and  grateful for your support.

If you enjoyed this week’s episode, I’d love for you to take a quick minute to share your thoughts with us and leave an honest review and rating for the show over on iTunes!

Read The Transcript Here

Janet Beckers:          Hello and welcome everybody. Janet Beckers here and I’ve got a very special guest with us today here, Lisa McDonald. Hi Lisa.

Lisa McDonald:         Hi Janet! Hi everybody!

Janet Beckers:          Hi, it’s, I’m so pleased to have Lisa with us. Lisa and I have known each other for years and it’s been such a privilege to be part of the, the real stepping up that Lisa has been doing in her, you know, very well established coaching business and one of the really exciting parts is seeing her develop this real specialty on being able to help women who and growing their businesses who are ready to step up into their businesses. But they’re stuck at that decision of, you know what, I’m at that kind of breeding age and I’m not quite sure on the whole baby thing, do I want to have a child? Do I not want to have a child? What is the right thing for me that so often it can be holding people back and she’s, so we’re going to be shooting, we’re going to be sharing today like you know, the whole process of their, the whole baby thing.

And we’re going to be covering three really important questions that you need to be asking yourself so that you know that you’ve made the right decisions. So it’s, it’s really exciting to have you here, Lisa. It’s exciting to be here doing thank you. Yeah. Yeah. So what I thought we would do as to start with, I would love to be able to hear like your story to share with people from somebody like you who is an experienced coach who helps people to reach goals and make decisions. Why have you really focused here and been doing your research on how to help women with this big decision on the whole baby thing. So what’s inspired you to do that?

Lisa McDonald:         Well Janet, really the whole baby thing is such a big thing really because women’s fertility window is quite long or you know, you think about, you know, the average age is probably around 12 that a woman gets her cycle and you know 52 is not an unusual time for women to still befertile. But you know, we have these different patterns about what we think we’re going to do and you know, we have to make choices as we get older as to which direction that we’re going to go. Now for me, when I was in primary schools, I probably back then I may be grade 2, grade 4, something like that. I remember being with my grandmother who was sitting in the chair, she was in her eighties, I think by that stage. And she said, you know, I’ve already forgot to take me when he’s ready.

I’ve had a fantastic life and I’m ready to go. I have no, it wasn’t that she wanted to go, she was ready. And I was so touched in something that really is just one of those defining moments I think really in your mind, that’s what I want to buy. I want to get to the end of my life and think I’ve done everything that I wanted to do. You know, we don’t all know exactly how long we’re going to be around for. My grandma happened to be around for a hundred years, well, you don’t know personally how long are we going to be around? So it sort of really developed a philosophy, my philosophy for me to go out and do the things that I wanted to do and setting goals be kind one way that I live that out and create a new experiences and things like that for myself.

Janet Beckers:          How fortunate for you too, you know, at quite a young age to have had that lesson at that particular time, that obviously really resonated with you, that you know, to have that Aha then at a young age because a lot of times, you know, people may never actually have that feeling of, you know, I’ll just want to go for it. You know, they may never have that or if they do then physically not quite capable of being able to do as much by the time they do that. So that’s, yeah, I love the idea that it was so young and go granny, like what an awesome approach to life, you know, reflect back that way.

Lisa McDonald:         Oh, she was, she was a fabulous woman, cried philosophy. And I think it’s a really important thing for me to being a female because I grew up in a very traditional household. I was one of thought, I had three older brothers, you know, and so my parents are very about, you know, you do this because you’re a female and that kind of thing. So you have sort of a mindset. So I think what that helped me to do is perhaps break out of that traditional mindset way. You know, that I had to do things a certain way because I was a female, cause we all pop up against those things. But I think that really helped me to think about, well, what’s right for me and what’s gonna make me happy. At the end of my life, whenever that happens to me. Yeah. And as a result of that, you know, look for opportunities to have new experiences and to do things that aren’t able to really grow.

Lisa McDonald:         So one of the things that I did a few years ago, a number of years guy, now I’m back in 2003, it was I did a bodybuilding competition cause I had a fear of being on stage. So I used that as a way to work on my fitness and my strengths and so forth. But it also, and I will make the personal growth to be able to get up on the stage and to work towards that. And that was a pretty big gall. I managed to qualify for the international competition. So I again, you know, that was just going up, creating a new experience and I think that’s really important thing for women. And it’s a thing that gets overlooked sometimes and that’s that women are more than just a wound, you know, where you had interests and you know, the modern woman Nichols as quite often got a career or businessyou know, and it’s better set up financially. So her expectations about what she wants for her life is quite different to, you know, like when my grandmother brought, was brought up in 1893, you know, it’s like life in times charms and she…

Janet Beckers:          And so I can see how you’ve got that, you know, being able to do what you want to make your own decisions. I can see then how that ties in with, you know, helping other women to be able to make, you know, to, to do what they want to do, to have those choices. So why, cause I know that your, your, your book, you’ve been writing a book and it’s almost finished, isn’t it? The A, what’s it called?

Lisa McDonald:         The whole baby thing. Exploring, divided the old NY baby.

Janet Beckers:          Excellent. Yeah. And it’s been really interesting watching the research in the, in terms of personal interviews that you’ve been doing with people on both the issues, but also the different choices that they made and how each one was right for each woman. So I’m curious for you, out of all of the different topics, why did you choose that mind? Like, what’s, what’s your story that’s made you so uniquely qualified as oppose to Ha, to be writing this book and to be guiding women through this process?

Lisa McDonald:         Well, I think it’s freedom is always been very high on my values. You know, creating what it is that we want. But part of that is to create a snapshot of really what you want to have in your life. And along the way, you know, I thought it was thought, well, you know, that I’d have a child one day. The y things panned out in my life were a bit different to pets, what I imagined when I was younger. So I got married and that only lasted a short time. And then I had a series of not so good relationships. And then I hit 40, and you know, I wasn’t anyway there having those kinds of things. I was still single. And no child nowhere in sight at that point. And so I had a bit of a belt in really I think 40 was just one of those birthdays for me.

I had always believed that, you know, it’s still possible and I did lots of things to keep my options. I’ve been including work with a natural path to maintain the balance of my hormones and so forth. But you know, it can be a really difficult time because you’re having to read a fine where you’re at and what it is that you’re striving towards. And you know, at 40 you can’t muck around. If you wanna have kids, then you’ve got to create a clear direction forwards. But also as well, if you decide that that’s not for you, you’ve got to be able to create that as well because, you know roundabout 41 is really where the state drop off in fertility. So and women who decided to try and go that journey of course are then faced with increased risks of Bowery I a that that’s fight can say or where the vein pregnancies time lost.

So, and for me it’s, it was such a, it’s such a big thing for many women because they’re trying to navigate their way through well, what is really, really important to me. For some women it’s about what does that mean to be a woman? You know, growing up in a traditional sort of family, you know, I remember my dad talking about, oh, you know, it doesn’t matter what you do there cause you just going to get married and had babies because that was the devil that he had in his world. And, and, and that’s all good and fun. But then when you, when you’re rich and Tom in your life where you’re kind of making those decisions that you’ve got all this conditioning insight as to, you know, what do you think for yourself what is, what is being a woman to you?

What do you need to be your, what do you need to be a mother? If you’re trying and you’re not succeeding, what does all that mean? Cause you can feel like quota, a failure when you haven’t been up pull dice things together. For me, we need to be able to live our life to be happy and fulfilled no matter whether we choose to have a child or not and throw all the fowl years and different parts of my long journey. I really had to come to terms with that at a number of different stages as to you know, where w Wayne was. I acted, I still want to try for that or did I want to just go, okay, no, that’s, that’s it. But you know, there’s a lot of thought that has to go into that because there’s emotions and things like that taught up.

But what I found is that the more you can get to the step and say, release yourself of the tie to the outcome, it actually makes it easier to move forward. So what you call a true choice point because you’re not being motivated by a perceived void or something that you’re gonna miss out on the May. I actually did my ed 40. I met my partner who’s now my husband, and we did go on the journey of trying to conceive and going through that journey. Lots of not having anything happen. Some really short term, I don’t know if you know, you call them pregnancies quite at that point then. And I had a miscarriage at nine and a half waits to at h and I spots you’re having to deal with all the issues that are associated with that. And in t in, you know, you’re trying to manage your business and finances and relationship in amongst all of that. And then with when there’s values, considering whether you’re going to pursue alternative routes, which which we did. So we ended up trying IVF and went through a number of cycles and I read the magic birthday where they weren’t collecting eggs anymore. And unfortunately,

Janet Beckers:          Yeah. So you can be feeling like decisions are being made for you. Yeah.

Lisa McDonald:         What was the closing? And you know, but it’s an opportunity there to I think every step of that way for any woman. It’s an opportunity to reassess first with the primary question of do I actually want to have a child to revisit that? And secondly, if you do, okay, what else am I willing to do or try in order to increase my chances of success? So we did five VF that door closed. And the doctor said volts. The best opportunity for you now really is to do donor and to do it overseas. Because at that time there really wasn’t many people around where you could get access to donor eggs. I thought that’s actually what we ended up doing. We combined that with our wedding. Which was one of the things that we were trying to plan you Victoria, and try and thinking, oh, maybe you know, what’s going to happen? We could be pregnant at this time, so how are we going to manage all of that? And John, but we were lucky enough that we can say my son who’s now three and a half, so I had an [inaudible]

Janet Beckers:          47 and a half years old, 47 and Charlie is gorgeous. He’s such a beautiful character. Yeah. The thing that I love about your story there, Lisa, is like if, if you’ve got you know, if people are listening to this and you’re thinking, well, you know you know, I’ve got, oh, you bet. You might be thinking. Yeah, absolutely. I know I can really relate to a lot of the parts of the stories that Lisa has had there of making those assumptions, but then getting to 40 and thinking, oh crap, you know, I’ve got to make a decision which way I want to go. And Are you happy with that? And, but in each part they’re going along is you know, you to know that if you’re thinking about, you know, all the different types of potential journeys that there are, if you decide that you’re going to be going and decided to have a child or if you decide that you know, things are going okay laces but you’ve done them all, like you’ve kind of gone through every process.

But I love how you’ve gone each time. Well you know, I saw them as opportunities just to reevaluate, you know, what do I really want, which is to me is the crux of what you do is really helping women to get super duper clear on what do they want, like what’s right for them. And I love how you went through that process the whole time. So well we might just move over to now is cause you talked a bit there about the different feelings that you had at each stage and those times of, you know, what the things that you had to take into consideration. The Times when you’ve got looking at the decisions are being made. For me, options are being removed. So I have reevaluate. So these were the ones that you went through. Now as part of the your book, which is really quite close to being able to get out there and get published now, which is very exciting. You interviewed a lot of women, didn’t you? So it was sort of like from two sides of it, wasn’t it? What, what were the purpose of doing those interviews?

Lisa McDonald:         Because [inaudible] I don’t think that women have to have a baby heavy. The realities is that women can be just as happy with that. Some women, some women are really clear. I do not want to have a child and that never changes for them. Some women are very clear that I want to have a child because for some of them in amongst it, there are some people who change their mind. Okay. But yeah, plenty of people who are very adamant for at very young age about what I want. And lots of people kind of in between [inaudible] set up thing. Oh, I’ll always thought it would happen, but it didn’t happen. And if we defined ourself with as women just around having a baby, you know, that’s just a recipe for all sorts of problems the way that you do or you don’t have a child because that’s been inducted into their thinking to a certain degree in, in many cases in our society and in families and things like that, is that we’ve got to evolve past that.

We’ve got to flush out what’s been going on at a subconscious level. So we can really look at those things and say, okay, that’s the framework that’s been part of what I was brought up with. But is that actually what’s right for me? And it’s, it’s not necessarily, and the women who aren’t able to, for a variety of reasons, to have a child, there’s still alternative routes if they want to be a mother is other forms that will turn into mouth rank that like, good, I can do. But equally, if a woman doesn’t want that, there’s plenty of other ways to create a fulfilling life. It’s not the Bale and angel. This all sorts of reasons why we even choose not to have it. And some of them, most of them actually like kids. So it’s not that they’d have a problem with not liking kids, contrary to what some people think, but they’re still going to navigate their way through their own beliefs and feelings around that, but also have society interacts with them.

You know, you go at anywhere networking or potty or whatnot. And one of the questions that gets us from many women, it’s like that, you know, have you got kids or are you gonna have a baby? Or when are you gonna have a baby? And that can trigger a whole bunch of stuff for ’em all along the spectrum of where a person sits in relation to having a child. But the clearer you are about choice, the list, that’s an issue for you. So I want women to feel free to make choices based on what’s right for them rather than somebody else telling them what they should do. And in order to do that, and also as well, if, if you do that by someone else, people think there’s increased chance of regret or bet your choices. I like PayPal type responsibility for themselves to the work and actually figure out what’s right them. So, yes. So when I did the interviews, I intentionally looked for a balance of women who chose to not have children and women who chose to have children and some people, you know, explore different alternative ways of parenting. And somebody else said as well, that was very neutral about the whole thing. Yeah, I love that idea. So you’ve actually

Janet Beckers:          Research and on that point for all these beautiful case studies of people who made decisions and it was the right decision for them. So I love that idea and those insights, and that’s a really core part of the book, isn’t it? And you also did the research on the other side for interviewing women who weren’t quite sure about what they wanted to do to find out what, what are the problems that they were going through. So if we can just look at some of those, what are the main things that people are saying is the things that are, that they’re really getting stuck on making the decisions. So the main issues, and if you’re, if you’re, if you’re listening to this and you’re thinking, you know what this is, they said, this is a decision that I’m making at the moment. You know, the whole baby thing and you know, trying to get that clarity. I’ll be really interested to hear if you can relate to these main issues that women were bringing out.

Lisa McDonald:         One of the biggest ones, Jen, is uncertainty. You know, we, especially as business owners and people who’ve had careers, you know, you’ve had a way of, you know, this is what I’m going to do when you go out and do it and have come to become accustomed to just doing the things that are required in order to achieve a result. And you open up the whole Bybee thing, the conversation and this, so many uncertainties in there is not guarantees. If you try that, you can say there’s just so many uncertainties. This, you know, we may have created a position for themselves in their career and their finances and their home life and their lot stuff. But what would happen if this a child day, how does that all happen? How would, how would, what a cart that, what would my life be like?

Who would I be? I don’t want to be lost in being just someone’s mother. There’s a whole lot of identity issues that come up for people. There’s questions about will finances, you know, a lot of women who are running businesses or in Korea, you know, in some cases they are the primary breadwinner in the family. So what happens if they’re pregnant and they’re off work or whatnot? Yeah. Say things to think about you know, what support network do they have? Are they in the relationship? Cause some women are not in a relationship and you know, and this giant age too, you’ve got not just been in wing couples. You’ve got same six couples too. You know, it’s, it’s the same kind of issues that they go through, but obviously they have the addition of requiring a sperm in that, in there.

But you know, relationship and my, do I pursue trying to find the right man, you know, this doesn’t have to be the ever up to man or does it have to be someone who can effectively donate the sperm or friend or what are the parameters around relationship can, like, just go and do it themselves. And, and there’s so many choices now. It’s, I, to me, that’s one of the biggest things and that’s really part of the basis of the book is that it’s a model dilemma. We might have so many choices now, but we choice comes responsibility. You know, we’ve got to take responsibility for making a right decision and the consequences that are part of that decision. And, you know, if you stop ever pathway that you choose, you might have to be looking, considering things like religious views. It could be moral issues, legal issues.

And you know, say there could be lots of different issues that come up as a byproduct of going through it. So there’s so much uncertainty, finances, relationships, health, you know, is my body actually up to it? Am I going to have the energy levels to this? A lot of different things and particularly in that age group of so the books really looking initially with thirties and forties, but they certainly because of alternative means to women in their fifties that are trying to conceive to which some people say that it isn’t possible. Women have always had kids at that age, as long as you mainstream writing, there’s potential for you to can save. So I ladies out there who are not sure or don’t want kids keep using contraception that they say it’s two years after a cycle, if you before 50 and one year with no cycle. For women who have turned 50. So, and in heparin pregnancy, I don’t want to get pregnant. Math, that decision became one of the interesting things I found in the book. You know, what else doing the research is that the statistics of all the women’s, I like I have 35 and forties and even high forties, the percentage of abortions or unexpected pregnancies in that age group is now much harder than teen pregnancies.

Janet Beckers:          Really? Oh, there you go. Oh, there you go. So it’s interesting because that will quite often be, you know, for a lot of the women who will be listening to this are either in established businesses or they’re in a startup business. And so you talked about uncertainty. So a lot of them may be in that Bryce in that age bracket where they’re going, right. You know, do I still have options? Can I make this decision? But you know, when you said right there at the very beginning about uncertainty, because in business especially, you know, when you’re in the startup phase or you know, it’s just in the first few years, there is already a lot of uncertainty. And so this is a particularly question for women who are say, you know, over their thirties, I haven’t 35 moving on who are also in a business that may be in a startup when there is already a lot of that uncertainty to leave these sorts of decisions on the back burner can very often be sabotaging your growth in the business because they can be seeming to be already too much uncertainty there. So what we might segue over into now as you were mentioning, we were saying at the beginning that you’ve got three questions that women can be asking themselves now that it’s going to help them to make that decision. So they have got some clarity there as well. So should we go over into those there

Lisa McDonald:         And slowly these questions are part of them. I’m a race all set up, put together. They’ve got questions but I thought fitted I that we just covered off three of the questions. One of those is the first question is do you believe you can be happy with what we had a child, right? I think this is an important place to start because it’s a bet your beliefs and your conditioning. And if you, when you ask yourself that question, you look at what’s the immediate response that comes up. But also what can happen is that there can be a disconnection between your head and your heart if you’re looking at it that way. Is that you might say, of course, of course I get that. Of course I can be happy. But really deep inside is that actually what you believe? Do you believe that you can be happy? Whichever scenario. And if you don’t, to be able to journal and explore those things behind that, looking at what your beliefs are, what you conditionings are, and to look at it through the prism of who you are now, when you live and what you want to create in the future as you go forward. So it’s a really important question, but just starting off to look at, do you really believe that you can be happy either way?

And then obviously if it, depending on the answers that you have to, that question is then being able to explore a bit further at perhaps what some of the blocks are because they subconscious things will be sitting there triggering you off with their terrain. And realize one of the things that a lot of people don’t realize is that 90% of how we operate is through our subconscious and only 10% conscious. So 90% is all your programming. And in order to create a new way forward, sometimes we’ve got to look up where, where we’ve come from or what ideas are still sitting there to be able to reshape our future by some what it is that we truly wanted. A second question that I have these, how do you react when people ask you questions about babies? You know are you going to have a baby?

Do you have kids? As with this mentioned before, quite often in business worlds and socializing, people will ask those questions really common. And for some people it’s warmed up enough. Expect me. The clearer you are about what your choices and where you are in your life. If you’re really, really clear, it’ll just be water for ducks back. But if there’s something else going on, you could react to it. So whether you react publicly, so we’re in a way that other people see, you know, you could get angry, hostile, some people get but inside there’s something else going on. So in the mind, one thing and in the, in the boarding perhaps something else. So as I said, whether that’s something that you outwardly show or whether you just know that you’re stood up by that question it’s a really good question to ask to say what’s, what’s being triggered off within you to be looked at because those triggering responses are controlling your behavior and where your emotions are is where your energy goes.

So by clearing up those things, you get to have more energy to put towards the things that you want to rather than tied up in the toy room or and you know, these things can also be a guide in terms of direction too. And things that we need to clarify. And so you mentioned previously about journaling. So would that be a good activity for people to do here is on these two questions and then also we’ll, we’ll tell you where to go. So you can get at least as resource on the whole eight questions. Is, would that journaling, would that be one of the first important steps for people to, that they can do this week that’s going to help them to start to get clarity. Like when I am initially interviewed some of the women who are going through these challenges, I ask them, you know, what would be a useful resource and they said a series of questions that when able then to journal to keep thinking about and reflect on, on what’s going on for them to get some insights.

I generally absolutely. So one of the other ways that can be tied in with that too with the journaling can be used in conjunction with or separate to is meditation where you do hear similar things. So because you want to be able to quarterly the mind dam and calm the body. Cause when the mind is in turmoil, the body is in turmoil too. Now one of the things that a lot of people don’t realize is the very same part of your brain that you use to protect. So when you feel under threat physically or because an idea of brain challenge is the very same part of your Brian that use used. So you can’t create and protect yourself at the same time. Right? Like all right, yeah, that’s a good step. So, so in asking some of these questions, what can be really important to do first is to create a space for yourself to ask the questions where you’re quieting the mind down and calming the body down so that when you ask the questions you can kind of read into it and feel what’s actually coming up. You know, am I feeling a reaction? So I sometimes people just look at what’s going on in their head. But you’ve also got to look at what’s going on in the body because your body actually stores your emotions and things like that. So meditation in general, absolutely a fantastic wise to, to kickstart the process of looking at what’s going on there. And cause obviously then you can look at what direction you need to go, what steps do you need to take if you’ve got stuff must technical word stuff.

Janet Beckers:          Yeah. Yeah. Cause that’s the thing is, you know, even knowing do I need some help to get through this process is having that quiet moment and then journaling on these first two questions and we’ve still got a third one to go is journaling on that allows you to go, Whoa, I actually do get really triggered by this. And you know, we, I think we’ve probably all witnessed it. You know, sometimes you’ll say to somebody, oh, have you got kids? And it’ll be, no, no, don’t want them, don’t want them. Why do you want to ask me that? Everybody asks me or it will be like, it’ll trigger grief. He can see it on their face as soon as you asked that question. And so I think all of us have to have witnessed other people’s being triggered, but you might not recognize it yourself. So I think that’s a really powerful thing so that you can recognize, oh okay, there is a trigger here. I’m going to need some help to get through this to get some clarities. So yeah, that’s I, I love that. So, and the third question, Lisa Christian

Lisa McDonald:         Is one that I suppose comes into all of the other questions, but it will fire cause then that is… What do I need to have in place if I want to have a child or if I don’t want to have a child, what do I need to have in place that’ll actually help me to create the life, the want to create? So obviously for somebody who is deciding you might want to be dirty, things that keeps your options open for you. If you’re really clear, no, I don’t want to have a child, then what is it that you need to put in place to create a life that fulfills you and the sign? Guys, it’s exactly the same thing to someone who’s looking at having a child is that what do I need to have in place in order to create a life that fulfills me? So what do I need to have in place? Financially, what do I need to have in place in a relationship?

Do I need to find a relationship? Do I need to ditch the one off? Got you know, you’ve got all those kinds of things and help because in order to conceive and to have a pregnancy and to function with high energy levels and to be able to do all the things that you want to do, you need to have good health. Each of those things that you might look at if you’re having baby that absolutely the same things that woman not wanting to have a child or thinking not having a child. Nice to do. Yeah. We all need to make sure that we’re doing things to keep our finances in order way. I need to make sure that we have the relationship in life that we want, you know, whether it’s friendship partner or whatnot. And you know, we need to be looking after a house.

So, you know, I’m a big advocate for all of those things. For any, we run into my, that’s part of where the whole baby thing comes in because it’s irrespective. It’s about taking control of your life, figuring out what’s most important to you, what are the right, what’s right for you, and how do I create that? So creating a plan is that natural of the big question there is creating a plan to get, take you from where you are now, whether that’s in a place of confusion or uncertainty or you know, some people kind of sitting on the fence, you know, it’s like so in order to make a decision to get off the fence, what does it you need to have in place? If you’re thinking that you might want to have a child, what other things do you feel you need to find the answers to offer solution so you can be really clear in a decision, literally is a very uncomfortable thing to do.

That’s best we get. Split doesn’t give up and it’s drains a lot of energies. So while you’ve got all this confusion going on, the energy is low training up being set. Whereas you could be putting that energy into whatever it is that you want. If you want to do all that, you can put an energy into that if you want. You know something else, some other goal that you’re working towards. It’s all about making sure that your energy is supporting where you want to go in the direction. And when you confused, you can kind of flip flop around, which means that your nursing your energy and that’s got consequences. I resigned. Oh, you’ve got emotional consequences, mental concepts and energy. And you’re not going to create the results in your business. In any other drill off if you’re flip flopping around. And some women just keep putting the decision off but you know, they’re not getting any younger. And as I said before, the older you get, the more things struck off. It’s still possible for women to have babies in their forties, as we said, that’s not a new thing. I mean having babies later in life for forever, but most women unconsciously during that, you know, going back to it, most people would have completed their families by that stage of the game. It’s certainly possible. So and like getting really clear about what’s important is crucial.

Janet Beckers:          Absolutely. I like what you were saying before, it’s around, you know, you’ve got choice, you know, it’s about you having control. I have of what you’re going to be doing in your life. And if you just either going, look, you know, I’m just going to avoid this, will you basically I’m making a decision. Yes, you’re, you’re not having control. You just, you know, not taking responsibility for the decision. But the other side of it is, and this is a big one that I have found on any decisions that ha that really hold me back. That will exactly. You talked about blocking that energy, all those sorts of things that can make it very difficult for you to grow your business and expand on it because that energy has been locked is one of the first things where I find myself is that, you know what?

I can try and work this out. And sometimes journaling, it will help me work out where I need the help. But to do it yourself, sometimes it’s very, very difficult because as you said at the beginning, it’s your subconscious that’s doing this stuff, not your conscious. And it’s very, very difficult, you know, to be able to tap into that subconscious yourself to be able to work through the issues, to get past that blockage. So that’s why I always have coaches for different things. You know, like I have one at the moment who’s helping me become unblocked on the next level. And I’m going at my business because there was an emotional block, right? I need some help. This is the person that helped me. Let’s just get it done. The site. That’s why I always think with this sort of thing, if you can work out, okay, this is blocking me from making a decision and this is blocking me from being able to make that plan is you, you might have worked through that yourself. But I, you know, having somebody who’s got the skills to help, to tap into your subconscious and finding what’s really happening is going to make it so that it’s going to happen so much faster so that you can then unleash that on energy. And as you were saying, Lisa, in this question in particular, there is a timeliness so it doesn’t get easier with time.

Lisa McDonald:         It’s and that’s, it’s when people find themselves, like the other thing that I meant I mentioned to you in terms of relationship is we’re living in a time where relationships, even people hate potting her up, going through all sorts of changes because people separate much faster, but they’re all sort of great partnering and sometimes when people are right partnering, last questions come back up again because any patna w do they want kids? Do they not want kids to the one bulk kids not want more kids? And I say, just when you think [inaudible] you’ve got into thirties and forties and this and all these, not tonight, to make those decisions, you might have to revisit some of those things because of change of circumstances. So,

Janet Beckers:          Yeah. Yep. Good point. This is pain. Ah, I mean, this is such a valuable discussion for us to have. I know that a lot of the people who listen to this podcast, Holly, beautiful people the majority women and if your, you know, in men and you’ve got these decisions that are going to be made with the women in your life, you know, about, you know, the whole child thing. So it’s such an important discussion to have because this can be the thing that can be sabotaging the growth in your business. And if you’re listening to this podcast, it’s very likely you’re in business or really wanting to. So, you know, this is something you can’t ignore. And so I’m so pleased to have these discussions. I can’t wait for book to come out. And so Lisa, where can people go to get this extra resource that you’ve talked about and how can they connect with you?

Lisa McDonald:         Absolutely Janet. So if you’d like to go along and get the eight questions which explained in much more detail than we kind of covered off till I really but then there were opportunities for you to in your own quiet space to ask the questions and reflect and look at where you need to go in terms of a direction that said, culturally, mcdonald.com backslash t w B t for the whole baby thing, the whole baby thing yet. So the whole baby thing, gift to a t w B teen gift

Janet Beckers:          Gift. That’s excellent. And we’ll put a link to that on in the podcast notes for you and and we’ll have a you know, a bit of a handout for you. I haven’t worked out the topic that we will do that on there, but if you are listening to this on iTunes, come over to the podcast page. You’ll be able to get the link to go and get leases eight steps and also we’ll, we’ll have a cheat sheet there for you. That’s, I’m going to be able to help you to be able to work out a few things, to take some action on what we’ve done today. Different to leases. Eight questions of course. And so where can we, can people find you on social media? Because what I do, I would love hear for everybody that’s listening, if, if this has resonated with you, if there is you know, something here that’s given you an Aha, one of the best things that you can do is to contact Lisa and let her know, you know, it’s wonderful feedback for, for both of us to know that what we’re sharing with you actually helps.

Janet Beckers:          So you’ve got a free Facebook group too, don’t you Lisa?

Lisa McDonald:         Yes I do, and perhaps what we’ll do Janet is I’ll send you the link for that. It’s a private, so people have to apply to go in because I want to be able to keep that as a safe place for people to explore. So, they need to be female. I ask them why they’re interested in and they should answer the questions. I’m not letting people integrate because if they’re not willing to answer the questions, then you know, it’s just one of my rules that I have.

Janet Beckers:          So you know that this is a curated group of people who are actually passionate on this topic.

Lisa McDonald:         Absolutely. And if somebody was to contravene that safe space, then they’d be out of the group pretty quickly. Yeah, definitely haven’t had any of that so far. But yes, there’s the private Facebook group certainly details on my website. So if you wanted to book in and have a chat with me, you could go coach Les mcdonald.com I’ve checked with Lisa. And it’s you know, you can ask some questions that are a bit more relevant perhaps to you. You know, the reality is is that you can’t crowd source and the answer to this question, this is something that you really got to sit back yourself, ask some questions and get your own clarity cause you’re the one that it affects your, the cons. You’re the one that suffers the consequences short and long your decisions. So you can’t crowd out so she can try, but at the end of the day, even if you ask people for their opinions, which can be useful in terms of getting some insights, but you still got to make the decision itself.

Janet Beckers:          Yeah. I love it. Thanks you so much for your time, Lisa. And I would really love to hear from people when you’re listening to this, you know, is this [inaudible], is this something that, you know, either you’ve been really, really top of your mind or something that maybe has been in the back of your mind, but you know, our discussion today has made you go, Whoa, actually that has been playing around in my, in my mind there. I would love to hear from you. So either, you know, conduct, contact Lisa in the ways that she’s told us. You can leave a comment here on the on the podcast page if you’re here on iTunes. I would be very grateful if you would leave a comment and, and you know, whatever feels right for you for a star review, you know, and you can comment on this specific the specific episode if you like, or just drop me an email and and tell me what you think. That would be wonderful to get some feedback from you. So thank you so much for your time, Lisa, and yeah,

Lisa McDonald:         Yeah, the opportunity and thanks to the listeners for coming along and listen to this topic. It’s one 40 minutes. It’s not that I’m for a lot of my mid, it is just in terms of making firm decisions to create the future, the probably won’t.

Janet Beckers:          Excellent. And we’ll we’ll let everybody know when the book comes out. That would be very, very exciting. Okay. Thank you. Bye everybody.

Your Top 5 Strengths and Your Business

Your Top 5 Strengths and Your Business

What are your top 5 strengths you bring to your business? And, while we’re on the topic, what are your top 5 weaknesses? Why does it matter anyway?

That’s the topic of this week’s total teaching episode of Romance Your Tribe Radio.

When it comes to growing your business, there’s going to be certain things that you find really difficult. These are the things you totally suck at and you’re probably really aware they hold you back. Should you be spending your time getting better at doing those things so they no longer hold you back? 

Or what about the other side? There are things that come really, really easy for you. In fact you probably find them so easy to do that you quite often underestimate how valuable those skills and strengths are. 

Should you be spending your time getting even better at those things or is that just really inefficient because you are already good at those things anyway? So why spend any longer getting better at these things that come natural to you? Is that going to help you to grow your business anymore? 

The answer is here today, with evidence to back it up… plus a bonus cheat sheet to help you implement this week.

In today’s short masterclass podcast episode you will learn:

  • The science-backed strengths test I recommend you do…for you, your team, your family, your dog (well, probably not. Though if your dog is like my Leo, it has a top strength of cuteness)
  • A very simple, but powerful, study that answers the strengths versus weakness question for good.
  • The 4 themes of the Clifton Strengths assessment and what that means for you and your growing team. In short they are Influencing, Strategic Thinking, Relationships and Executing…which ones do you think you are strong in?
  • The one theme I have absolutely NO strengths in and why that may be the secret to my happy marriage of 33 years!
  • I share openly my top 5 strengths and how I’ve used those to grow my business and how each of those strengths could easily derail my business and why. 
  • I share what happened to my business when I decided to ignore my strengths and focus on my weaknesses.

P.S. Curious what my top 5 strengths are? Here they are in order.

Communication, Strategic, Activator, WOO, Positivity.

You can find out yours over here.

BONUS WORKSHEET

Plus a special podcast bonus for you today. An action guide to download “Your Top 5 Strengths and Your Business Cheat Sheet”.

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 the image below to download the BONUS worksheet!

A Special Message From Janet

Thank you so much for being here. I know there are a lot of podcasts you could choose to listen to  and you chose to join me on Romance Your Tribe Radio.

Woohoo!

I’m honoured and  grateful for your support.

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Read The Transcript Here

Hello and welcome! Janet Beckers here. Well, let’s think about this. When you’re coming to growing your business, there’s going to be certain things that you find difficult that you totally suck at and they hold you back. Should you be spending your time in getting better at doing those things so that they’re not going to hold you back? Or what about the other side, the things that come really, really easy for you that you find so easy to do that he quite often discount that they’re even something valuable. Should you be spending your time getting even better at those things or is that just really inefficient because your already good at those things? So why spend any longer getting better at those? Is that going to help you to grow your business anymore? What that is the topic of today’s podcast. We’re going to be talking about the Gallup strength test, the strength finders test, the strength assessment test.

It’s just been renamed. Um, we’re going to be talking about that particular personality test. What it is, why would you want to be taking it anyway and where are the ways that I have used the results of that to help my clients and to help myself. So first of all, I’m just get ready to take some notes. Okay. Cause today’s like a total masterclass. We’re going to dive in really deep. This is just me and this is a teaching master class. I get ready to take some notes. I will have here for you a cheat sheet that you can download that’s going to be able to give you some questions that you can ask yourself so that you can then make the most of today’s podcast. So you’ve got that to go there with, it’s like a study guide that I put together for you.

But first of all, let’s, I’ll tell you where you can go to find out more, um, because you may even want to go and just start exploring that. Um, as soon as you finish listening here. So let me have your attention right now though. So if you just go for Clifton, C, l, I, F, t, O, n, just Google in Clifton strengths finders, just do that and you’ll be able to find them and say Gallup. So it’s Gallup, you know that do all of the, the the big surveys, all the big research as comes from Gallup, J U Double l, no g Hey, double l u p. So it’s the Gallup strength test, Clifton strength test as well. Okay. So that’s just to let you know that’s what I’m talking about. So let’s dive in deeper about what is it, why would you want to do this anyway?

Okay. The thing that I found really interesting when I first learned about this was that the rate of the way that the research was done. Now I really want to acknowledge a friend of mine, m Ralf because she’s, she’s one of our members in our tribe. She works with corporations with mentoring programs and she also works with building teams. And a part of that is actually running holiday workshops on the strength tests. And it was fascinating. So I went along to one of these romances where I learnt a lot of this stuff and it has been fascinating. I’ve been using it with my clients ever since. Now, the way that it worked is a lot of times you might come across personality profiling and you think, you know, did somebody make this up over a bottle of wine and thought this is a really good marketing thing.

Is there any kind of research that’s been done behind this? So the thing that I love with this is because this has been designed through Gallup, it’s actually been designed unlike a ridiculous number of surveys that have been done and all the research that was done that brought out that there were 34 different strengths that individuals can have now, doesn’t mean that everybody has those strengths. In fact, some people totally, totally, totally suck at some of those strengths. So they’re not strengths at all for them. But they’ve identified 34 and the interesting part is the combination of those is what makes us unique in that, in fact, they were saying it’s like one in $33 million, 33 million chance. Isn’t that funny? I just automatically went dollars, um, that you will have two people that have the same. So how interesting is that? They had them in the same order.

So I love that this has actually been based on a huge sample size and it’s actually been from a scientific point of view where it’s, I’ve actually re ended up with this now that’s just so that you understand that, you know, this is a very credible, uh, test that you can be doing. It’s not going to just be, you know, something that’s just a marketing employee. Now, why would you want to know about strengths? Now, this is another thing that I learned from Anne was a study that that that she, she presented this study that had been done and it’s really stuck in my mind ever since where they took people who were really, really good at speed reading as a, just as an example, that speed reading is not a strength test by the way, but this is an example. People who are really, really good at speed reading and people who weren’t very good and they, this is a nice one to do because he can actually measure, you know, how many words can you read in a minute?

Then I found I can, I graphed it and the people who weren’t very good just had like a tiny little bar on the graph and the people who are naturally good at it were quite high, might’ve been say four times, has been. Then what they did is they gave both groups the same program to learn how to be better at speed reading and then they retested them. Now, this is what I think is fascinating and why I’m now convinced that focusing on your strengths is absolutely the best thing you can do. Any business. What they did is these two groups had exactly the same training and then they measured them again. Now you would expect, of course everybody’s going to improve and that if they did improve, that may be made it so that they, each, each group doubled, for example. Um, or maybe the people who were really poor out of it might’ve got even a greater amount.

Um, because you know, they were starting from a lower point. This is what I found fascinating. The people who were naturally not very good when they did the course and studied and studied when they were in were improved. They were the equal to the people who just did it naturally and that’s as high as they could get. That’s as high as they could get. They could only just with a lot of study and mastery, get as good as the people who just do it naturally without even trying. The other interesting part was the people who are naturally good at it. When they spent time to perfect it and get really good at it, it was off the charts, like their ratio of how much they improved was so much more than the people who weren’t naturally good, who with really hard work, still only got as good as people who would naturally could and didn’t even try.

So, um, for me, that was just like, Whoa, I, okay. It doesn’t matter how hard I work at my weaknesses, I’m still hopefully really very likely to be only getting as good as people who just do that naturally. But if I really, really focus on honing down the things I do naturally, well, I’m going to get really, really good at them really fast and be exceptional. And if I can be exceptional at a few things that I do, then that’s all I really need to be able to create success. And I can create success in a much stronger way because I can always then filling those gaps that I’m not very good at by creating a team of people who are really good at that stuff. So what I’m going to share with you here is I’m going to share with you openly, when I did the test, what were my top five.

Now when you do the test, you’ve got a choice between two reports, one that will give you your top five and then one that gives you your listing for all 34. Now I’ve only ever done the top five, um, when we did the workshop with, and we only did the top five, so we needed, um, and that’s what I get my clients to do. So because that’s really, if you just focus on those five things and really use them to understand yourself, it also allows you to embrace those things and improve them. And also to lighten up on yourself when there are things that you, that you just think I’m so bad at that, that, um, you know what that allows you to lighten up on yourself and go, well, you know, that’s just the wound made babies. So let’s not beat myself up too much about it.

So let me share, I’ll just share with you, um, what mine are. And the interesting thing is every one of these 34 slot into four different categories or themes. So I’ll go over those as well. This is Janet’s just rule of thumb, way like of what does it all mean? Of course you can go over to the website, I’ll put the links in the show notes for you and also in the cheat sheet that I will make for you that you can download, um, where you can go to get the tests done. Um, and you can get heaps more information on it there. So I’ll just give you the overall thing. All of those strengths tend to fall into, well they all fall into one of four main themes and some people will have nothing in some of those themes. And I’ll share with you, there’s one of those themes I’ve got nothing in.

And another one that I’ve got three out of five in be really interesting for you to guess. Okay. So one of those is influencing like how can you, you know, what sort of strengths do you have or not have when it comes to being able to ins, you know, motivate people to do things these could even, you know, with your sales skills as well. Um, and we’ve motivating clients with motivating a team. Then you’ve got strategic thinking how, how, you know, how good are you at being able to, um, think ahead, you know, what is possible and being able to make sense of it. Then you’ve got relationships like how good, you know, what, what’s your strengths in being able to make the, some, you know, you know, the group of people is what is that click that cliche that says, you know, we’re, we’re greater than the sum of us all.

Like, you know, that you can actually make people, you know, work together, um, to be able to do even things better. Like through that relationships and how people interact, how could have your, with those skills. And then also when it comes to like basically getting shit done, how are you at executing? You know, what’s your way of getting things done, you know, are your work horse, um, you know, are you good at taking things that are already existing and, and making them better? Um, are you an organizer? Always lots of things. So, um, there’s those four themes. Now what you might find now is you might be thinking, oh yeah, I can, I can kind of get what I might be, what am I strong in? But of course there’s different nuances depending on your strength in those four things. So even understanding those four themes that some people may be really heavily weighted in one particular theme and other people are really not very strong in that particular theme.

Even just knowing that can help you to know, okay, well this one area here that, you know, this is, I’m going to be good in this particular role and putting me in this particular role, it’s probably not the wisest thing to do. Um, and of course there’s lots of other different [inaudible] it just came to mind. Another really fantastic test, but I’ll talk about that in another podcast that you can be doing. But um, you know, that really build on that. So this can be for you if you are in your business on your own, like are there things that are, you are doing that your core strengths do not fit into that particular thing. For example, executing, are you doing a lot of the work, the stuff that has to get done, but it’s actually not one of his strengths or you better doing something else that reuses your other strengths and having somebody else that’s the real implementer.

Or are you a person that is a really, really good at the implementing, getting that stuff done, but communicating with other people and selling and influencing, it’s really, really difficult for you. And it’s not one of your strengths at all. Maybe that’s something that you need to be getting somebody else to do that part for you. So that’s just as you thinking about that. If it’s just you, um, and if you’re part of a team, well, it becomes a really, really powerful understanding how to make the most of that combined team putting people when there are certain projects and certain parts of the job to be done. Are you getting the right people doing the right things? So that’s understanding those four things. So looking at those, I’ll just introduce you to mind because mine is the easiest one. I’ve got it here right in front of me.

You might be interested to know. I’ve actually, I’m just hold up this shit. If you’re listening, you know, you can probably see it here. I ever actually, um, I loved this test so much that I paid for it. Every single person in our family, my husband, my son, my daughter and my daughter’s boyfriend and my son’s girlfriend and we keep them up on the fridge as a way or having as a reference so we can understand, ah, that’s why they do things that way. Um, so I’ve just added, I do it as a little summary that I have it there on the, on the side of the fridge there all the time. We use it all the time in our family. Um, so I’ve got this here for you, so I’d be really curious if you’ve got those four things, um, might be interesting for you to know that, you know, there’s one particular area, those themes that I don’t have any of my strengths in my top five strengths.

Number six, seven and eight may very well be here, but for me and my top five, the ones that are my zone of genius, the things that, you know, what if I can just really focus on doing, putting myself in a position to do these, I will just knock it out of the park. But for me, the thing that is always going to be the thing that takes a whole lot of discipline is actually the executing really great at the ideas, strategizing, making, you know, planning it all out. But when it comes to the nitty gritty of doing all the boring stuff, ah, drives me crazy. Whereas I happen to be married to somebody, um, who that he’s number one strength is in that zone. So what I talk about this, that’s why I’m married just and well over 30 years. Um, because I get the ideas and then he makes them happen.

Great. Um, so for me that’s an area that I don’t have a lot of strengths in naturally. Um, but when it comes to influencing baby, I am, I am a heavily stacked there. So I’ll, we’ll go over what my ones are, how I have used those in my own business and a few things that I can give you that can counter them or it can be nice complimentary ones for them that have noticed that some of my clients I’ve got. And then I really would love to hear from you. Like what’s yours? Did you go and do the test, the Gallup strengths test or Clifton strength tests? Just Google either of those and we’ll come up. Um, did you do the test? What did yours come out? I would love to know. So I will share in here, I’ll show you what mine are, but I’ll also put them there in the, in the um, in the show notes.

So you can just go over and sticky bait and we can compare. I’d love to know, okay, so my number one and this, these are in order. Okay, so you’ve got from one to five. These are the order which things do come naturally for me. My number one is communication. Now where does that mean for, um, what’s the downside of having that and what is an upside? Well, the obvious upside is that I can communicate my ideas to people. That is a really good, the other upside is like when I’m developed, when I’m creating, um, say this podcast episode, I’ve had to do minimal preparation. I know I could run a one day workshop, a two day, three day workshop with minimal preparation because I can just communicate it, I can work out the things as I’m going, I can get them across, I can suss out when people aren’t understanding it and I can adapt the message.

So that is a real strength. There is a weakness that goes with that though because it comes easy for me. Sometimes I’ll under prepare and so I’m don’t do as good a job as I could because I go, oh, she’d be right, mate. I’ll wing it. However, as part of me going, okay, if I want to be a much better communicator, that’s going to mean taking the time to prepare better, take the time to prepare. What is it I want to say? What is the core message I want to get across and what else can I be doing to communicate? So that can be in person, it could be writing, it could be through audio, it could be through doing more presentations. It can be being more of a, as a podcast guest, as well as a presenter is what other ways can I communicate and how can I really hone my message constantly to get clearer and clearer and concise.

So by me focusing on that, my aim is to become exceptional at that because I am naturally, that’s my number one thing. So as you can see, if I decide to ignore it, I can be doing a good job. But knowing you were good at that chord, which means I’m not really being able to impact as many people as I can. Okay. So for you, I’d be really curious. Do you think communication may be one of those things? Like when I described what it means the way I, I have quite often approached it. Could you relate to that or are you going no way babies that night? Number one, like I’ve really, really got to practice and practice and practice and practice and practice to be able to present to people. Love to hear that from you. All right. The next one is an activator.

Now an activate. No, sorry. My next one I’ll say activate is my number three. Okay. I said that first. Uh, I was looking at my wrong list. I’ve got them all systemized, um, into categories. But, um, my, Nick’s, my number three is an activator. Now an activator is an influencing, just like communication as an influencing an activator is somebody who can inspire. Everybody said like, let’s just get this stuff happening. They’re really good at inspiring people to just get started. Now where are the advantages with that? Well, they are all fears that, you know, for me as a person who mentors and coaches people, I can really motivate them to look, let’s just get this shit happening. Let’s make this happen. You know, how can I help you? You can do it. You can do it. Here’s where you start. So that’s why I focus a lot on where do you start?

What’s going to be the fastest path? Let’s get rid of all the clutter and just focus on what’s important. So that’s one thing that I do really well, um, where it can become a disadvantage is very often I’ll do that myself. So I, you know, I’m, I’m very, I implement very, very fast, but it also means that sometimes I can go, right, let’s just get this happening. Couldn’t, I will make things happen really fast, but I may not necessarily have briefed everybody around me about what we’re doing because I’ll just go straight ahead. Um, and so I have to make myself slow down and bring the people on my team along at the same pace. So for me, that is what can I be doing better? Well, if I’m going to be an activator, if I want to activate others, I’ve got to make sure that they fully understand why are we going at this pace and warm.

We can all go at the same direction. Um, and the same when it comes with working with my clients. For me to motivate you, it’s not just enough for me to inspire you to start. Then my thing is, okay, well what do I do to make it easy for you to start? So that’s why you’ll notice I use lots of action plans, cheat sheets, um, templates, those sorts of things because I know that that’s gonna help you to just get that stuff happening now. And why I focus a lot on [inaudible], you know, it scares you, but let’s just step into that and grab the excitement and make this happen. Now, it’s why I run with my VIP clients, what I call GSD days, also known as get shit done days. Um, that’s why I do them because that’s a natural way for me to work. So build on that.

So is that, does that sound like you are, are you somebody who can inspire people to get started? Or maybe if I, our looking across here at some of the other ones that people have. So that’s an activator. Maybe the way that you, that you really inspire people is you’re very highly competitive, you know, being competitive. Is that actually a strength? Are you really good at motivating a team to beat somebody else’s score or what somebody else is doing? Um, that may be something that’s, that’s and comes natural to you. For me it doesn’t, um, I’ll never, I have to really work hard to be able to compare, you know, to beat somebody else or another group. I’m more, and let’s just get going and get this happening. Um, okay, so now I’ll look at what is my number two strategic. So for me it’s very, very easy when I work with my clients to see, okay, these are the next steps you’ve got to do to get to there and this is what I see is unique about you and it’s really, really easy for me to say, help them work out their steps in their programs that they work with their clients for metalwork out their signature system.

For me to work out. Okay. In order for me to get to where you want to go with how we’ve defined specifically for you, what your business model and success is going to be. I find it really, really easy to see the patterns. What are the steps? What needs to be done, what has to be done in what order? Even if it’s not my own business, I can come into somebody else’s business and just do that so fast. Something that other people may have to work through a long process and it may take them days, weeks or months. I can kind of walk in and go, it’s obvious isn’t it? Isn’t this obvious? Like, you know, we’d like, let’s just knock this over. We can get activator, let’s just knock this over. I can, I can plumb map it all out for you an hour.

Um, it’s because for me, those patterns are really, really obvious. That’s a strategic, that is a really, really good way to be able to do that. Where it can become a disadvantage for me is I can see what is possible and I get excited about what is there and um, and I’m just really keen to let’s just make this happen. Um, and so there can be that real [inaudible], you know, appalled to meet or want to move forward where I’ve just gotta hang on, stop and let’s just get these other, you know, these things that we’re already doing in place. So that can be a drawback on strategic. But if you understand that that is an advantage that you’ve got, then doing things that allow you to go in and use that zone of genius. And so I think this is one of the things that I’ve been fortunate in the business model, I’ve chosen working with different business owners to help them create their online programs, their frameworks.

What’s unique about them is I’ve got to work with so many different businesses now, so many different people that I’ve really got to test myself on. Can I do it for somebody that works in something that that is, I’ve never worked with somebody in that industry before or that or person with those type of personality traits. So that’s a great way to practice and get better at it. So that’s um, those ones there. So, so far two of those have been a communicator, an activator were in influencing and the strategic was in strategic thinking. What seems like the Meta name. Okay. I’ve got two left and these are the ones that are for me. Um, the next one is called woo, which I thought was really interesting, but, but it’s an acronym for winning others over. And this is another influencer. So I’ve got three in the influencing group, which means I can really help people to just get stuff done and keep them motivated.

Um, and, and the Wu is, means that I really love meeting new people and also making them feel welcome, you know, breaking that ice. You know, when I’ve gone away traveling with friends, say we’ve gone to, I remember one time in particular going away, um, to a business conference over in the United States and there were four of us and, um, four women all traveling together. And we were, you know, we were doing a bit of a, a road trip as well. And when we needed to find instructions or somewhere or where was the best place to go for dinner or, um, you know, even just, you know, just making those decisions, finding your way around things. The goals would actually, the other three would turn to me and say, Janet, don’t find as a framework. Um, and find out the answer. I go, okay. And find a friend who would be, not just tell us the answer but want to come over and, and, um, made all my other friends and can I help you to get there?

So, and that’s just a natural thing to do. It’s something I like doing. So that’s why it’s really good. You know, I’ve been able to hone that through the work that I do, um, by really helping people to feel welcome and then also that motivates them to, to go and do things for themselves. Um, but where, is there a drawback? Yeah, for me there is a drawback that, um, I sometimes I just need to stop talking and just get the stuff done. If there is somebody new here that I haven’t met before, I will be, I’ll just really want to go and know their story. I just really want to know them. I want to meet them, I want to get to know them rather than going, all right, just step back and let’s just focus on whatever else you’re here for. Um, so for me it’s kind of like, oh, there’s a potential friend, but I’m not, I’m going to ignore them for the moment because I’ve got other things to do.

So that is a drawback. Okay. Now the last one, which is positivity I would have thought would fitted in under influencing, but it doesn’t, it fits in under relationships and positivity is, is, is I’ve actually got a whole list of all of the summaries here. Um, it’s basically they can get excited about things that they’re gonna do. It’s, you know, I contagious enthusiasm. Um, and so you can see that, you know, combining that with it, an activated to get people to get stuff done, um, and win people over. That’s why, that’s why I think that’s why my clients get results as long as, especially if they’re working with me closely, is I always keep them motivated so that when they start to get the self doubts, ice dual believe, and then let’s go, go, go, um, you know, we can do this, we can do this, you know, supporting all the way.

It’s something. So they get the results because they’ll keep motivated. They keep on going, they’ll the self-doubts don’t have a chance to stay there for too long. Um, so I think that may be one of those reasons, plus combined with the strategic, you know, of where are we going? Um, so for me that’s been how using those strengths has meant that I’ve stayed in the right work in my business. Now let me tell you about a time when I didn’t and what it did to my business. Now my business, wonderful web women had s uh, was very much starting from me doing, communicating constantly. I was doing interviews every single week and I, um, was motivating people to take action. That was my business model. You know, when people paid for the recordings, people pay to be part of the tribe to get motivated. And that worked really well.

And I was always in my flow. I felt great. But then it got to a point where I was lists. I started listening to much too, you know, what I thought I should have been doing because I’d been doing this for years and I thought, well the sensible thing is how can I move myself out of the business so much? You know, how much can I systemize this whole business and move myself out of it? Cause that’s a clever thing to do, you know, to get myself out of it as much and then I’ll just sit on the beach and just let it run. So that’s what I started to do. I really automated so much of the things that I was doing that I wasn’t doing as many of them, which is a good thing. But what I was also doing was I was really automating the communication, the motivating.

So I stopped doing so much of that hands on and a lot more of it was sort of like prerecorded. Um, it was, there was a less of the live staff and you know what? I stopped bringing my energy into the business and I could feel that I was starting to get lost because I wasn’t in my zone of genius all the time and I could feel that the energy within the tribe that I’d been creating was kind of dropping down a bit. And I was thinking, what am I doing wrong? I’ve been building the business and as part of my, um, you know, doing a whole reinvention of my brand to close wonderful web women and open up romance your tribe. As part of that, I worked through a process including these strength tests to really get clear on, you know, what did I want?

What were the things that lit me up? What did I want to include in the business because I loved doing it regardless of if it’s efficient or not. Um, and that’s actually one of the processes that I work with my clients, every client through the prophet in new module, I guide you through that process so you know that you’re creating a business that is a systemized as it exit can be, but still gives you that opportunity to do what lights you up, what you do well. And as part of that, I recognize, you know what, I really need to be doing a lot more of this live communicating and that’s why you’ll notice that’s, that’s the reason why I do a weekly podcast and why every second one is an interview with somebody who I respect because that feeds my soul. I missed it and I am a loving it.

That’s, I’m just a really loved doing all these interviews and it’s y through my, with working with my clients that I’m doing a lot more of that hot seating now with my VIP clients. We’re hot seating every single week. I tried to move myself out of it, but I, I just, I didn’t, I didn’t get the joy. So now every single week I’m connecting in-person with my VIP clients and having the opportunity to do the strategic stuff, do the communicating. Um, and I love it. I they, the highlights of my week working with my clients in those live video huddles. Love it. Like my energy after those is high. Um, so for me, that’s what I did. I really, I had to build that back in. So for you, I want you to ask yourself what it go and do this. Go and do the strength test. So it’s like to go and do the five ones is like 20 bucks.

Like we’re not talking hundreds here. Um, is, have a look at those. And Are you allowing yourself to do those things that you do really, really well? Like are you allowing yourself to be in your zone of genius? Cause not only is it gonna make your business stronger, you get so much more joy from what you’re doing. You will really, you know, it brings that beautiful energy and that infuses through everything that you’re doing. So I want you to ask yourself, you know, am I actually allowing myself to perfect to really get better at the five things that I’m naturally really, really good at? And if not, what can I do to change either the way I’m marketing or the way I’ve structured my business? What can I do so that I make sure I bring that in and I can systemize the other things that, you know, that other things that I perhaps don’t do as well.

Um, so that’s why my business has got lots of checklists. That’s why I’m systemized because I’m really good at working out what we need to do. But I need a delegate to every, to my team. Um, and so, and I don’t want to be involved in that nitty gritty sort of stuff. So that’s why we have systems and processes and they just have to follow it. Um, so you know, are you systemizing the things that are not your zone of genius or finding somebody who you can bring in that can do that stuff that loves doing it. Weirdly. Um, so that’s my lessons to you. So what we’ve covered is y the Gallup strengths test or the Clifton, um, strength finders test both names, both. We’ll get you to there. Um, and the links are here. Um, I’ll have them on the podcast notes and in the cheat sheet that I’ve got for you to go with this.

So we’ve looked at why would you do those anyway, remember the story I told you about, you know, if you’re weak at something, it doesn’t matter how hard you work at it, you’re very, it’s very hard for you to get better then somebody at the level of who’s naturally good at and just didn’t even try. But if you are good at something and you work at honing that craft, you aren’t going to just be amazing. So we talked about that. I’ve shared with you the four different themes that the Gallup strength test fit up. They were in brief influencing strategic thinking, relationships and executing. And then I’ve shared with you personally like what are my five strengths and what does that mean for me and my business? What does it mean if I, you know, with each of those strengths, what makes it so that I can do things well, but what are the drawbacks that I have to be aware of that come with having that strength and what went wrong when I decided to ignore those strengths and it actually cut a lot of those things that I did naturally will cut them out of the business.

What went wrong? And then what did I do to correct that? So that’s my little wrap up of what we’ve done. And my challenge to you is go and do it. Go and do it. Now this is Janet the activator saying, go now, um, it’s only 20 bucks. It doesn’t take a long time to do it, but you get the really comprehensive report on what does that mean for you. Um, if you’re working with me in any of my programs, I’ve got the links there for you. Um, whether you’re in the success circle, whether you’re in my accelerator program or you’re working me closely with me, um, as one of my tribal leaders, no matter what, I’m one of those, you’re doing share what those results are because as part of that tribe, I will then with my strategic understanding, be able to say, you know, what, looking at this, this is the kind of stuff that I could see would work really well with you when it comes to running your business and designing your business model with that Combo that you’ve got.

Um, I love doing that stuff. It’s kind of fun. So yeah, if that’s part of what, you know, that’s what we do in part of the program and we base that as a foundation to build your business. So it’s really, you’re going to be uniquely you. Um, Yep. So go and do that there. Otherwise come over into the romance, your tribe, Facebook group, it’s free. Um, you have to apply to be in there. Um, so, um, and when you get in there, that’s where we can talk about this in more detail. So go and do the test and go and share in that group as well. And we’ll have another really good discussion there. And what does that mean? So if you can find other people who have some of the strengths that you have and what does that look like for them when it comes to implementing.

Okay. I love this stuff in business like business development, personal development, same thing for me. There is no faster vehicle for personal development then running your own business. So the more that you can get to understand about yourself and develop your understanding of your strengths and how to build on those, the stronger you’re going to be in your business. So you can never do enough of this work. Um, so I would love to hear from you. Um, either send me an email if you’re in my programs, hey, we will. I’ll let me, let me help you work out how to use these in your business. If you’re in the right actual tribe, free Facebook group, find others who’ve got the same strength. Drop me an email. I would love to hear from you. And if you’re on the podcast page, go down here and leave some comments cause people don’t leave comments so much on blog posts anymore. They tend to come over and use it on social media. So I get excited when somebody actually leaves a comment. Um, it’s not just me, it’s I’ve been, my peers have been finding that as well. People don’t leave as many comments on blogs, but they’ll come over and talk to you on Facebook and you can come and talk to me. Everything okay? Go get them folks. Looking forward to hearing, uh, what your strengths are, baby. Bye!

How to Get Big Corporate Contracts

How to Get Big Corporate Contracts

If you’ve ever thought getting  big corporate contracts is impossible for your small business, then prepare to get your mind blown today.

I know I did!

Today I introduce you to my friend Randall Dobbins from Business Partner Blueprint who specialises in helping women and minority owned businesses play with the big boys (and I hope more and more big gals). Randall comes from the unique position of being the person who was tasked with finding and negotiating millions of dollars of contracts for one of the largest oil companies in the world. He knows what these big companies look for and saw first hand the common mistakes made by businesses hoping to land big corporate contracts, which meant they never stood a chance.

Now he owns a company that trains and mentors minority owned businesses so they are fully prepared to go after corporate contracts and then retain them for years, if not decades.

We dive into the common mistakes small businesses make and then the 3 core areas they need to prepare before they even consider approaching a corporate buyer. 

And hey, if you’re thinking this is not applicable to you because you’re a service provider like a yoga teacher, massage therapist, physio, business coach, life coach, {insert any type of business here} then you absolutely must listen to today’s podcast. I know my mind has been buzzing with ideas for my VIP clients since interviewing Randall.

Here’s what you’ll discover today:

  • Why corporate contracts have been a “white boys club” for so long and why that is changing right now.
  • The $30 TRILLION dollars worth of corporate contracts just the top 500 companies pay suppliers for… that’s a HUGE opportunity!
  • The incredible range of products and services that corporates need suppliers for.
  • We workshop examples of a massage therapist and a coach and case studies of how people in those exact industries have landed big corporate contracts.
  • The number one thing you MUST be prepared to present if you want any chance of your proposal even being considered. (with examples of exactly how to do this for the case studies we’ve chosen).
  • How to speak the language of money with a corporation.
  • How companies make buying decisions and how partnering with other businesses may make your offer a no-brainer (oooh my mind was buzzing over this one and the simple examples Randall gave)
  • How to demonstrate you can actually service a contract even if your business is quite small.
  • The unexpected answer Randall gave when I asked “What’s one thing listeners can do THIS WEEK to get started?”
  • You can get extra great training on negotiating contracts and more advanced strategies from Randall over at www.corporatecontracts101.com

Plus action steps you can take THIS WEEK to create a  content marketing plan that builds on the strengths of your connection style.

BONUS WORKSHEET

Plus a special podcast bonus for you today. An action guide to download “Corporate Contracts Prep Cheat”.

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 the image below to download the BONUS worksheet!

Randall’s Bio

Randall Dobbins is the founder of Business Partner Blueprint, the world’s #1 small business accelerator delivering corporate supply chain education and training to women and minority business owners around the world looking to build legacy businesses that give back.

A Special Message From Janet

Thank you so much for being here. I know there are a lot of podcasts you could choose to listen to  and you chose to join me on Romance Your Tribe Radio.

Woohoo!

I’m honoured and  grateful for your support.

If you enjoyed this week’s episode, I’d love for you to take a quick minute to share your thoughts with us and leave an honest review and rating for the show over on iTunes!

Read The Transcript Here

Janet Beckers:                  Hello and welcome everybody. Janet Beckers here and I’m really excited to welcome you to my beautiful friend, Randall Dobbins. Hey Randall!

I’m so excited to have Randall here because we got to spend a bit of time with each other. I bet a year or so ago, when we were both maybe meeting at different events and we just really hit often. It is so lovely to connect again and especially because Randall has a really unique business that helps on so many different levels. We’re gonna dive into that. But now here, if you are interested in getting corporate contracts, if you’re interested in your business, even your business, if it feels really small in being able to get these really lucrative contracts that go for years and years and years in the corporate market, Randall’s your man. So that’s what we’re going to be talking about today.

And also with this, we’re gonna talk even further about this extra twist of the other expertise that Randall brings to this where not only with corporate in getting those contracts, but also what do you do if you’re in a minority that you are yourself, your business is owned by minority. And we’re gonna talk a little bit about that because Randall’s got some.

I’ve learned a lot about this market just before we got on here. So I’m really looking forward to sharing those insights with you and about the contracts. So, really looking forward to today, Randall.

Randall Dobbins:             Likewise, and thanks for having me on. I appreciate it.

Janet Beckers:                  Yeah, it’s going to be fantastic cause I know when we first met, I had about a year where I was taking part in a mastermind group with Ron Novak and I was over in the US for two months out of a whole 12 months. I was over there I think four times and a lot of that was really immersed and we met at the very beginning and again at the very end. And what was really lovely is right at that beginning, I can remember you Randall saying, “you know, I just want to talk to you about what I’m doing”. And we had some really good conversations and insights into who you help. Then a year later, seeing the progress that you had made on what you were doing and your amazing persistence. And now it’s been a year and a half later and seeing that growth. So it’s been, I feel as if I’ve been watching being part of this business evolving. It’s exciting.

Randall Dobbins:             Very much so, and it’s been an amazing journey. I think my journey is similar to a number of people that go after corporate contracting in terms of the perspective of being a business owner. A lot of what you talk about with romance your tribe. You can have a great idea, but wrapping a business around a great idea is a very different proposition.

Janet Beckers:                  Yeah, absolutely. And just really understanding that market well so that you can know what you need to be offering. Yeah. So what we might do here, Randall, is we might spend a little bit of time today we’re going to talk about you and who you help. We had a talk about the concept of minority on businesses and what does that mean and the extra challenges that come there. And then we’re going to spend the bulk of our time, we’re going to dive into some real how to’s on understanding how to get corporate contracts. So we’re going to split it up into two parts for everybody listening. It’s going to be really interesting. I know that I’m going to be learning a lot. So tell us briefly, Randall, who is it that you help and how do you do that?

Randall Dobbins:             Alright. So, corporate contracting — any corporation can have anywhere from 30,000 to 60,000 employees in their — I’m sorry — suppliers in their database in any given time, 30,000 to 60,000 suppliers, people they do business with, they purchase goods and services, they buy some of everything. Pretty much everything you have in your house, they purchase from the washroom to the kitchen. And everything in between. Wow. Then, of course, they purchase items that are specific to their manufacturing. So if you think of, for example, Ford, clearly Ford buys everything that goes into a car or a truck, but Ford buys everything else that you need to put those together. So they buy real estate, they buy furniture, they buy consulting services, they buy health and wellness, consulting and education and various products, insurance products, cleaning supplies. They purchase everything. Historically, what’s happened is… it was a boys club, for the most part, because for the people who had the vision to start those kinds of businesses, they had people who had the vision to figure out how to supply them. And that came at the expense of doing business with folks that didn’t look like them. Women didn’t look like them. And people of color, it didn’t look like them.

Janet Beckers:                  Right. Yeah. Cause that would be doing it through introductions, through their mates network.

Randall Dobbins:             Absolutely. Or, their best buddy from high school or from the golf club. It wasn’t a — there was an effort to keep people out. I mean, in some places that’s exactly what it was, but in other places it was just, “let me go with who I know.”

Janet Beckers:                  Yeah, yeah.

Randall Dobbins:             So, now that we’re at a point that these organizations have grown so large that they accepted, they have a responsibility to create opportunity for others, primarily because they consume so much resources. You can’t be a consumer of resources and not find a way to share the wealth.

Janet Beckers:                  The companies we’re talking about are like these fortune 500 companies, they’re big, big companies that have a big impact on the economy.

Randall Dobbins:             Absolutely. Just the fortune 500 the top 500 companies alone. The global 500. That’s mostly public companies. There are a handful of private companies in there, but just those 500 alone and now, 2017 they had annual sales in excess of $30 trillion with a T.

They put that in perspective. I tell folks, the budget of the US government, which is one of the larger government, it says just over $4 trillion. The US economy that a lot of people are trying to sell into is $19.1 trillion. Yet these 500 companies, not the global 1000 not the global 2000, just the global 500 account for $30 trillion worth of spend every single year.

Janet Beckers:                  Right. Wow! So, I mean, that’s when you’re talking about how now they becoming aware that what we’ve created this white boys club, now we have this responsibility to change this. You can certainly see, I mean, if they’re having a bigger impact in the economy than a government , I can really, they influencing so many people. So yeah, continue on. So how does that then, with the people that you help, how does that affect?

Randall Dobbins:             So, what’s happened is about 30 or more years ago, especially in the US companies realized that they had a greater responsibility to the community. They started with doing community outreach programs where they would start foundations or charitable giving arms and they would help the poor or help out in education, build schools, all those kinds of things.

When the emphasis became “Okay, you all have created an economic powerhouse. So if you really want to help communities, then you need to create sustainable economic opportunities for everyone else to get to that level. And as well as you. So, a lot of them created what’s now referred to as supplier diversity. And supplier diversity is not only are they looking at diversity and inclusion within their employee base, they’re looking at diversity inclusion to their supply base. Here’s where it’s great for entrepreneurs and small business owners.

Pretty much in every economy. Most innovation comes from small business owners. We tell the story that you have to look at a big business to kind of take some of the mystery and mystique from it. You have to look at a big business is nothing more than a small business that did a lot of things right. They had better been around, they probably would have been having conversations like we’re having, but even the people that created this, this technology that we’re using, it was just an idea in someone’s head.

Same with Ford Motor Company. Same with the people that create the light bulbs. Same with Elon Musk with Tesla. All of these were just ideas like your community and my community and all of us have just have an idea and we wanted to do something big. And so, a lot of them realized, especially now, as we have gotten into the 21st century and we’re moving forward.

They understand that their customers either direct or indirect are mostly women and minorities. 70% of their customer base is now diverse or non-white males.

Janet Beckers:                  Right!

Randall Dobbins:             And so they’re saying, “hey, if that’s what our customer base looks like, then our employee base probably needs to look the same”. And by extension, the people we buy from probably needs to look that way. And given that small business is really and truly the source of innovation, which is where their next leap and growth and everything is going to come from. We not only are major employers in any economy, but we are the major source of innovation. And so, they’re looking for us. They need us. The issue they have is a lot of us aren’t ready to do business right now because we don’t understand that market. So, that’s been where the problem has come in.

They argue they want to do business with a diverse business owners or minority business owners or women business owners, but we aren’t ready. And it’s like, well you say, you take an example a somebody like Hewlett Packard wants to sell or Dell wants to sell to Ford or a large bank — well, it makes sense. It’s like I can see how I’m going to have a great compatible relationship because they’re big enough to supply all the parts and services that I need. And I’m big enough that I can afford to write a big check for all of that. \.

If you come back and you say “Well, okay, I’m not Hewlett Packard, I have a local IT shop right here in Melbourne or Perth or Austin, Texas where I am and whatnot, how do I get into that because I can’t fulfill all of their global needs?”

Janet Beckers:                  Yeah, that’s absolutely, that would be going through my mind.

Randall Dobbins:             Absolutely! We’ve had this log jam where there’s a lot of great small business owners that didn’t have what corporations refer to as capacity to service the contract. Not only was there an issue with capacity to service the contract, there’s the issue of are they contract-ready? Meaning, do they even know how the big boys go to market and how they buy? And so what we talk about is there’s a three steps that really need to wrap their mind around.

One, you’ve got to have a value proposition or a product of service that a customer says is valuable to them. We’ll drill down into this a little bit more.

Janet Beckers:                  Cause I’m about to school tour. So you mentioned the three and then I’m going to grill you.

Randall Dobbins:             Alright. Number one, we got a product that they say’s valuable to them. It’s kind of like me telling my girlfriend, “Hey, you’re going to really love the way I kiss your hand.” And she goes “No, I like the way you kiss my neck and if you don’t kiss my neck then you didn’t kiss me at all” you’ll be kissing her hand but there are a lot of guys that there’s like “Hey, I’m a great hand kisser. All right, I’m the best hand kisser.”

Janet Beckers:                  That is the most unusual example, I think, I have been given here on this podcast.

Randall Dobbins:             I got more of them, I’ll keep them coming. The second piece is you have to sell the products and services the way they buy them and that one is huge. That one is really big and that one is one of the greatest limiting steps for a lot of us small business owners and diverse business owners. And then the third one is we’ve got to be ready to handle the contract because they’re not giving it to us for our ability to service their needs today. They’re giving us the contract for our ability to service their needs tomorrow.

Janet Beckers:                  Right!

Randall Dobbins:             Okay, and so they’ve gotta be comfortable that if we get our foot in the door and we work with them, that they can take us every place they think they’re going to be. Which is also what makes it an amazing opportunity.

Janet Beckers:                  Yeah. Cause I mean, if you can land one of these contracts, if they’re thinking about for tomorrow they’re thinking of you long term. You might be investing a bit of time up front, but this could be something that’s going to be providing revenue into your business for decades.

Randall Dobbins:             Absolutely! We see in some cases, you take the McDonald’s company, and I don’t care what country you’re in, they have a company called Martin Brower. You can go to the Martin Brower website. They refer to themselves as the logistics company for McDonald’s. Then, you might say, “What does that mean?” Okay.

First and foremost, those two companies started on a handshake for, at this point, over 60 years now they’ve been together. Martin Brower, when they was talking about logistics, Martin Brower moves the beef from the Australian farmers to wherever in the world. McDonald’s needs beef, they handle all the warehousing. And so any place that McDonald’s needs a warehouse for all their other goods and services, Martin Brower has responsibility for making sure that everything that goes into a McDonald’s store, gets there at the time they need it without having too much inventory or having too little inventory. They do all the math that goes on in between to make sure that whether you drive in after a huge soccer match or a rugby match or you drive in, in the middle of the day where nobody’s doing anything, that you can get your Big Mac and fries.

Janet Beckers:                  Yeah , because I’m going to get all of it we’re out. We’re out of that today. Do you want to know what the daily specialties instead?

Randall Dobbins:             Alright. But I mean, it’s an amazing concept where you say there’s a that kind of relationship, like you say, that has extended for decades. For the suppliers that have been with them for over a hundred years. You know, other companies I’ve been around for awhile, it’s like “Yes, a Hewlett Packard in Disney. “When Walt Disney put Disney together, he and Hewlett Packard have had an arrangement that is still standing to this day.

Janet Beckers:                  Wow. So that’s, I mean, that’s the potential that you can have that these long-term relationships. So, if we go back now, because if we think about these three things that they’re going to be making their decisions on. So if we, if I give you an example of some typical people who may be listening to this podcast, can we now look at what do you have to know in place so that you can maximize your chances of understanding how that works? Will that work? Right?

Randall Dobbins:             Absolutely.

Janet Beckers:                  Well, a lot of the people who I know are listening here, they are the experts at what they do. So they are maybe a coach or consultant or service provider. So, an example of somebody going into corporate might be somebody who can go in and for all of their stuff they can be starting to run, say health and yoga programs for the staff.

Or they might be somebody that does some kind of training that they can be using for team building or for corporate training. Or they may, they may also be creating some sort of products as well, but a lot of these people may, it’s their expertise that they may be packaging together to be able to help a larger group of people rather than one on one. So, if we take us that sort of person that would be thinking “Wow, like this is huge potential. Like I’m so red. I really, this is a great, you know, I wanna be able to see how do I go into the corporate market?” — What’s some of the things that they need to learn or to have in place to be able to be able to do that with confidence?

Randall Dobbins:             So, every group you mentioned, corporations buy those services. I have a friend that actually has a massage business and she actually goes in, she’s a massage therapist and she actually goes into a large oil company, the world’s second largest oil company. She goes into their headquarters in The Woodlands, Texas, and provides massages onsite for their employees. So, you know, I tell folks, and I want to be clear with everyone on this, because we get a number of people that like beauticians as stylists and other kinds of things. You have to differentiate between what it is the company buys versus what the company employees buy. Okay. And so then, you know, which specific one of those are your customers. But let’s be really precise about the question you just asked. The issue is not will the company buy it? The issue is, is there a compelling business case? Why, if it’s something they hadn’t done they need to do.

Now, you mentioned the coaching. Let’s take coaching and wellness. You pretty much pick any economy and there’s a potential for a loss of productivity or potential burnout of employees. I really don’t care what the country is, especially in the fortune 500 as competitive as it is. So, a lot these companies now are looking for proven programs where they can make their employees more productive where they can reduce the stress, where they can make the work-personal life balance a lot more. There’s a lot of work for the people in the coaching space right now that corporations go “If you can demonstrate to me that it is a value to my company and I can see how it’s going to pay for itself, then I’ll give it a try”.

I absolutely will, but you’ve got to make that case for me. So, where we fall down is we don’t, we oftentimes don’t know how to make that case. It’s like if you have someone that has like a nutrition program, because I came across a lady who is a personal chef for a leadership team, a corporate leadership team. They are committed to healthier eating. That’s who she serves is what we call it, the C-suite, the senior executive and she provides — she has a nutrition plan that helps them to stay fit, mentally agile and overall healthier.

So, what they had to do though was she had to talk through why is that important to them and what does that mean for their business, for them to be nutritionally sound. She was able to talk to them about that, what that means, how that helps them to be more productive and she was able to get in and succeed.

But it was all about the ability to communicate why this is important. And she did it in a way where she could explain to them the cost of not doing it. So, you started looking at if you don’t do it, what is the cost of a sick day? Just the pill is on you. Just a little bit more, just little deeper into this. Just say hypothetically, you can just pick some average numbers. You have an employee that costs 100,000 a year. You can take their salary, their salary could be $60,000 USD but then you throw in benefits and overhead and everything else, their cost of the company is $100,000. And then you can divide that by a 280 days in the work you’re excluding weekends and holidays, all right? or an hours, 2000, 80 hours, And you start saying, okay, if I divide 2080 hours into $100,000, I know what that employee is costing per hour.

Now, if they’re off work for three days, three, eight hour days, 24 hours, I can now quantify that cost for that person being out. If they are worried about their children because we’ve got people running crazy with guns and this, that and the other and whatnot and if I’ve got a solution that actually helps folks be more protected, if I’ve got a solution that helps people to be more aware and other kinds of things, then I can now quantify the impact of that to the organization. If I know that I’ve got a planner or I’ve got a team building technique or a process that allows them to be more productive, if I say in a 2080 hour work year, what if I can get you an additional 208 hours, 10% of productivity?

I’m beginning to talk to them. And so they can then understand this is why we need to do this. This is how much money is on the table, this is how much productivity we’re losing, this is how much time that we get to get back into the company. This is how much more effective we’re going gonna be with regard to a whole host of things. So that’s the way you kind of have to think through how do you create a business case for change?

Janet Beckers:                  Oh, I love it. That is absolutely brilliant, Randall. And you know what that’s the thing where I’ve noticed other people, they will struggle with that because they will go “you know, we all might be able to go, okay, well I can, I can understand the benefits of being healthier and all of those sorts of stuff.” But, businesses, they’re speaking the language of money. They need to know what are you going to save them or you want to make them. I love that you have given such a really good example. I love how you use the term, it’s purely young and more. I just love that visual is because that’s a lot that, that is perfect because that’s a really great way to take something that you may not think, you know, you can say it’s a definite cost. It’s going to add money to the company, but you’ve just shown how to relate that.

Perfect. That’s a great one to do. So, yeah, that’s my challenge. If you’re listening to this and you’ve got even one of these examples that we’ve been talking about is my challenge to you is how can you break down exactly what Randall said there and apply it to what you do. And if you do, let us know. I’d be really excited to hear how you’ve done that. So, I’ll do the next one then. Say, people don’t know how to actually position this. How do they actually present it to the corporate? So what’s the next things that we need to know?

Randall Dobbins:             The next issue, which is the next gap, is people oftentimes don’t understand how corporations go to market. And my example on this one is imagine you’re going in to buy a new car. You’ve done all your research, you’ve done all your homework. You know exactly what you want. You know the make. You know the model. You know all the features you want. You know the color. You know whether you need a mini van, a convertible or a two-seater or a four-door sedan, an SUV. You know, everything you need.

You go to the new car dealer and you see this really attractive salesperson coming your way, all eager and excited cause they, they feel like they’re going to close the sale. And imagine, you know, you’ve done all this homework, you’re ready. You’re not stepping onto the line until you know you’re ready to buy. Okay? And so imagine the salesperson comes up to you and says “Hey, boy, do I have a deal on a nice new set of tires”

Janet Beckers:                  Right!

Randall Dobbins:             So, I have this thing that goes, never sell tires to a new car buyer.

Janet Beckers:                  Love it. That’s a good one. I love it.

Randall Dobbins:             This happened to me when I was actually a buyer. I was a buyer for a large, for the world’s largest oil company at that time. I had responsibility to find women and minority business owners or diverse business owners to purchase from. And they would often approach me only selling a part of the solution. So the guy selling the tires is like “What? Yeah, yeah, my new car has tires, but I need, you know, everything else that goes with those tires. If I only needed tires, I wouldn’t be here at the new car lot.”

And so, a lot of us never do the homework to find out how we, how they purchase, what we sell. So, we oftentimes walk in with a part of the solution. And the problem that creates is, imagine that you’re not going to just buy parts for your car —for a new car. You’re not going to buy them individually. The reason it’s attractive is because it’s a single solution. It’s pre-assembled, it’s ready to go, it’s built, it’s done. Okay. So, what you want is someone to sell it to you the way you want to use it right now.

A lot of us go “well, okay, I have a yoga business. I have a consulting business that focuses on executive management productivity. I have a retreat business that helps out with stress reduction. I have a widget business that manufacturers this specific part of a solution, but I don’t have the whole solution. And so now what I’m asking the customer to do is they have what’s called tightly integrated supply chain. And I’m telling them to break their supply chain up so that they can do business with me. And it’s like “No, if you can sell me the whole thing, then come on in, primarily because I’m buying the whole thing from somebody right now”.

Janet Beckers:                  But I’m having to deal with a few different people. Like you can do it in one guy.

Randall Dobbins:             There you go, there you go.

Janet Beckers:                  And it’s brilliant. I’m just thinking of some clients that I have helped to actually — cause the examples that I’ve given have been people who I’ve worked with, and have been going into companies that has numerous premises.

One of the things we looked at with — we’ve got to do that research because if we can make it really easy for them to just buy it and we can automatically open it across every single location that they have — cause you can do that is with cloud based things is that’s gonna make it really, really easy to sell. And that’s what works. So, I love that you said that.

Randall Dobbins:             Absolutely! In this case, a lot of us struggle with “how do I find out how they buy things while you go to a networking event where they are one of their conferences or at the types of things” ask them, all right, how do you buy such and such an end? It’s one of those things where you see like in the staffing companies, people that pervert supply, people for accounting or lawyers or administrative staff or bookkeepers or whatnot. You know, a lot of them have gotten to the point where they don’t want 30, 40, 50, or a thousand different contracts.

So, what they’d go into as they move to what they call master agreements or master suppliers where one supplier provides all those different skill sets, their contract is with one person. Okay. So now you get into the issue of whether or not are you selling against this person, you’re selling one single activity in an umbrella of activities. You’re now approaching the corporation saying “Hey, I want you to do business with me.” And they say, “Well, okay, I know you’re strong in this one area, but what about these other 15 areas that we need”

Janet Beckers:                  Right! so that’s a good potential to be that sort of masters of umbrella.

Randall Dobbins:             Absolutely. Absolutely.

Janet Beckers:                  That’s giving me some thoughts there as well. That’s — yeah, that’s really, that’s good. So, we’ve looked at really how do you actually pitch from the way that they make the decisions and being able to approach them. So is there one area, any other area that people need to know before they are prepared, you know, can actually go out and get these geeks?

Randall Dobbins:             So, then, you have the third piece that we talked about and we’ll talk about this. And before we’re going to talk about the one thing that they absolutely must do, they have to be ready to get a contract. You can imagine this, it’s like, “Okay, there’s an issue of what it is you’re going to offer versus what it is that’s going to be required.”

So, I might not approach a large corporation saying that I can offer consulting services for their global operation. I might have a fantastic — I might do like assessments, I might use any Anagram or any of whatnot, but I’ve got a unique thing that talks about how you put teams together, understanding their various personality traits. Now, physically, I can’t be at 30 or 40 or 50 or 100 locations across the world in the same time.

And this is not something I can do virtually. I really need to do it in person if I’m really going to be an end developed the kinship and the trust that I need. Okay. Where we’ve been at a disadvantage is that we’ve said that’s what the game we want to step into, but we’re not ready to handle it. And when we talk to the corporations and they say “Well, hey, okay, your company is a $100,000 USD, $200,000 USD, $500,000 USD, you’re replacing somebody who has a $1 million, $5 million, $10 million, $20 million business, how are you going to serve us all of these locations? Now, there’s some art in how you answer that question, but the inability to answer the question immediately tells the buyer “I’m not ready.” The example that I tell folks that because I really wanted them to wrap their minds around and it’s a fixable problem.

But you know, it’s like you’re stepping into a game where we’re talking about $50,000 a year for three year contracts or $150,000 over three years, $500,000, $5 million, $15 million, $50 million, $500 million, $5 billion. These are kind of the size contracts that we’re talking about that they do everyday. When I’m batting I they’d rather do $100,000 contract than a $10,000 contract because it takes the same amount of work to write it as well as a million-dollar contract. They might have worked at the bigger everything else, so you may as well go for the bigger one. So, the issue that I make to people, it’s like, okay look, you know, what would you do if a major corporations says “hey, I need you on the other side of the world for a meeting, Monday, and you look at business class airfare and it’s going to be $15,000 USD or $25,000 USD just to get there and back. It’s like, if that scares you, that must may not be a game that you’re ready to play.

However, if you say, I understand that that’s what’s going to happen then now I know how to start working my banking relationships. I know how to start understanding what financing I need to have in place. I can now start understanding the partners that I need to work with so that maybe I need to have some type of reciprocal relationship in another part of the world where I can get the work done with somebody that I trust. Kind of like what you talk about working collaboratively and being able to do it. And now, I’ve created capacity to service a large contract because I understand that’s what’s going to be required.

Janet Beckers:                  Oh, I love it. I was wondering how you’re going to do that cause I thought, okay, does it mean that you have to really expand your business? But I love how you’ve just said there and all that. You know what? It’s knowing it and being prepared.

Randall Dobbins:             Yes.

Janet Beckers:                  …creating those relationships

Randall Dobbins:             and, and you know what the thing they that’s really is needed at that particular step is the belief, the belief in yourself and the model that “You know what? I can make this work.” So, it is worth me having those relationships with my bank, with the partnerships and going into them going “you know what? I’m, we’re preparing for these big contracts” rather than “okay, I’m going to try, this may not work.” So don’t really feel too secure about trying to get into a partnership with me cause it’s probably gonna stuff up.

Janet Beckers:                  But you know, “hey, I’d give it a go.” Like there’s a very different in a head game, isn’t it? When you’re going, you know, I’m committing or I’m not committing, I’m not just kind of going to dabble into this.

Randall Dobbins:             Correct. This is not an area in which you dabble. It is not a “dabbleable” task. You’re either in it or you’re not. What I tell all of my clients is you have one of two choices. You can go with old corporate business and you can make sure no one customer is larger than a 25% or 40% of your revenue string because you people have gotten happy with one customer only to see as we see in the newspaper, that company or their end or the industry have an issue. I mean right now with the opioids thing, I wouldn’t want to be in the pharmaceutical business.

Janet Beckers:                  Right. Okay.

Randall Dobbins:             Let’s see. All right. There’s a reckoning coming. So you don’t want one customer to be more than 20% or 40% of your business. And by the way, you can have multiple fortune 500 customers or you might say, I’ll only want fortune 500 to be some 20 or 40% of my business. I may only want corporate to be some part of, because as you and I were talking about previously, these are contracts that typically though 3-5 years and then they renew so they can go for 10 years, 20 years, 30 years, 40 years. If you know what you’re doing, you know how to service them, you know how to keep the client happy with regard to the results they’re getting from you. Benchmark against all your competitors. If your results continue to be better year over year, which you know, as you start it with, a lot of us are experts in our fields.

Randall Dobbins:             So in our case, being experts in our field means we’re on top of our industry and we know how to keep continuing to deliver value better than the competitors. With that mindset, we can have contracts, in a reasonably stable environment for a long time to come. It’s not by accident that the big consulting firms like Deloitte and Pricewaterhouse Coopers and all those people are still in business all these years later. I mean, a lot of them have had a lot of the same contracts since the beginning because they know how to continue to add value

Janet Beckers:                  You know what? that is actually a really nice thing for us to start to wrap up on is, you know what? And this is the same whether you’re going to be going for corporate and getting those continual contracts or whether you’re just going business to consumer or business to smaller business is it’s one thing to get the contract to be prepared for it. The other one is, you know what? You got to aim for excellence because not only does that give your clients the results that they need, it also means that that’s how your business keeps on growing. So aim for excellence is if you do that, that’s where you keep on getting that repeat business.

Randall Dobbins:             Absolutely!

Janet Beckers:                  Look, you’ve really got my mind buzzing here. I’m thinking about different clients that I’ve got. And you know, different ways that we can be putting, really expanding into these markets. Very exciting! What would be like the last thing or actions that people could take this week, Randall? If what we’ve been talking about here that their mind is also buzzing and they’re thinking, “you know what, I’m going to go for here.” Like, what actions that people could take this week that’s going to get them started?

Randall Dobbins:             Okay. So, I’m going to do this briefly. I want people to make sure that they avoid a huge mistake that folks make going into this market. The goal becomes just to get in and they assume that whatever that opportunity is, that’s more important than anything else. And I’m gonna tell you right now, it’s not.

The most important thing is to understand what is your core business. When I talk about core, what I’m specifically saying is what is it that you do better than your competitors? It may not be what you went into business to do. You may find that you went into business to provide a product or provide a service. But what your customer tells you about is the thing that you are absolutely the best at. And they’ll pay a fortune for it is your project management

Janet Beckers:                  Right! Okay.

Randall Dobbins:             The reason I say that is because you look at like a company like FedEx and you assume that FedEx is their core business is the package delivery is like no, their core business is actually the tracking.

Janet Beckers:                  Right? Yeah.

Randall Dobbins:             You look at McDonald’s and you might say McDonald’s core business, the burgers is like, no, their core business is real estate. You look at ATNT and you might say, Hey, their core business is wireless. And it’s like, no, their core business is wires — all those wires that they’ve streamed underneath the ocean. And their ability to leverage that investment that they put in wires, that’s their core business. When they purchase Time Warner and AOL and everything else, they could put more traffic through existing wires. That’s their core business.

So what you want to focus on is the one thing that I want you to do this week is to really zero in on what is it that you do better than your competitors and your customers recognize it as your expertise. Now the reason that’s important is as you begin to partner with other companies to build out your ability to a.) create a solution and b.) to serve as a large contract. You want to know what you do well so that you don’t give it away.And, not only do you not give it away, but what you do well, because you do it well, it should be the easiest thing for you to scale, okay?

Your ability to scale is what’s going to help you to manage large contracts. The problem is people scale this way and they become best at nothing. When they scale horizontally, they’re stretched too thin. They’re doing a lot of things. They’re not making money on these different things, but they say, “Hey, I have to do this because the customer asked me to do this.” They’re like, “No, this is not what you’re good at.” So stick with what you’re good at and then develop partnerships for people who are good at the other things that you don’t do or aren’t good at. And then, you all come together to work together for your solution and that allows you to compete against the big boys. And the reason this is important right now is a lot of big corporations, we see it, we just don’t know the thinking around why it happens.

They are shedding what they call non-core business units. They’re getting back to their core business because they’re not profitable doing stuff that they are good at. So focus on your core this week. What is it? What is it that you do do well and that you’re better at. And then secondly, understand what is the actual value of it. What is the actual savings?

You can even ask your customers, “Hey, you said, look, we have a great customer service organization. You like that better than our ability to come in and and sell you the product. What does that mean to your business?” And someone said, “Oh wow, that saves us four hours of research every time we call you. That saves us from having to dispatch a team of people out to do some. That saves us internally a whole host of rework.” What they just told you is here’s the value of what you do well to their business. They just wrote your sales pitch.

Janet Beckers:                  I love it. And you know what? If you don’t know the answer to that, you’ve just given it, Randall. Don’t talk your customers. If you’re not really clear on exactly what that thing is, that may not be, this is what I started the business for, but it’s “Hey, that’s what we’re good at.” Talk to your clients. That is really good advice. If you can do that this week, my mind is thinking, my mind is thinking so much on this, Randall!

Randall Dobbins:             Be open to what they tell you because we oftentimes tie our ego to “this is what I do” and it’s like “yes, this is what you do but that’s really not what people value.” What people value is there something in the way that you go about doing it that’s more important to them than what you actually do. So, you have to be open to that input.

Janet Beckers:                  Love it. That is brilliant. That is really, really good advice to end on. So we’ve just covered so many things here. So it’s a bit of a recap here. Everybody that’s listening is if what Randall’s been talking about with venturing into corporate contracts is take that time to really look at, what is it that, what is the value that you’re adding? So, how do you know that you can go and talk to them and show them the value. So Randall talks is really good advice. They’re peeling back that onion on actually showing them the numbers and then also looking at how do they buy things so that you’re actually selling the car rather than the tires. You’ve got really good analogies and then to be able to make sure that you can actually deliver. So, what do you need to have in place? And I love your ideas of actually looking at partnerships to be able to make sure that you can deliver. Doing those things there is just really valuable work. And I love how systematic you’ve been about that, Randall. Now with people, if they want to know more, how can they get into Randall’s world and where’s a good place for people to start

Randall Dobbins:             Right now? They can actually go to one of my websites, corporatecontracts101.com. We’ve got some other things going on right now, in the near future, that they can take advantage of for free. I think they’re going to be pleased. We’re gonna walk through the simple things it takes to actually get into this game. We’re going to go into a little bit more depth around the three things that I just mentioned to you around what specifically do you need to know? We get into talking about negotiating because a lot of people fear negotiating with the big boys and it’s like there’s no reason to fear it at all. But you can go, you can go take a look at that site, you’ll see what we’re talking about and we’ve got some dates coming along down the road where there’s live training available as well as some online events and other kinds of things. So, corporatecontracts101.com, that’s the place to go.

Janet Beckers:                  That is brilliant. And as you can tell, Randall’s got a very beautiful systematic way of talking about it in a very clear way. And I just like to hear you laugh, actually. My, God! I can’t hear your laugh without me wanting to get a good laugh as well. And in my things, when I work with any partner or with clients that I’m working closely with is, I bet a good laugh. That must be why we became this straight on.

Randall Dobbins:             I think so, great energy!

Janet Beckers:                  Well thank you so much for your time, Randall. If you’ve got some value from today listening — and hey, how did you not? One of the best things that you can do for Randall and I is to let us know. Let us know what we’re your area has and what action have you taken.

So, go over and stalk Randall. Go over to corporatecontracts101.com. Go and stalk him on social media and let him know what did you get from today. Like that is incredibly valuable and I would love that too. So if you’re listening to this on iTunes, I would really appreciate if you would leave a comment and tell people what did you get from today’s episode. That will help other people to be able to find this as well. And it’s just incredibly rewarding for us to be able to hear, you know, because we share these things cause we want people to actually implement.

So, thank you so much for your time, Randall. Thank you very much everybody for listening and I am really looking forward to hearing what kind of action that you take. So, go out there and go get on folks and change the world. Bye.

Randall Dobbins:             Take care. Thanks everyone!