5 Steps to Create a Web Procedure Manual

5 Steps to Create a Web Procedure Manual

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

OK this week’s episode may not sound sexy.

I mean….procedure manuals. Really?

But you know what IS sexy?

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

OK so now we’re talking sexy!

And talking about sexy…..

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

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

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

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

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

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

A CEO Mindset

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

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

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

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

You can watch the video, listen to the audio, download from the podcast directory, or read the transcript below.
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5 Steps to build a web procedure manual with Google Sites

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

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

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

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

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

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

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

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

Here’s the 5 Steps:

1. Mimic your organizational structure

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

2. Write down your “jump shots”

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

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

3. Identify your “bottlenecks”

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

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

4. Systemize the tasks that are coming up every day

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

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

5. Make sure it’s done right

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

This is not something that only big organizations should do.

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

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

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

Links and Resources Mentioned

Google Sites

Pete’s website



Read The Transcript Here

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

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

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

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

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

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

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

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

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

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

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

Peter Moriarty: All that for just one button.

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

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

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

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

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

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

Janet Beckers: Podcast starter. Podcast starter checklist.

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

Janet Beckers: Yeah absolutely.

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

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

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

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

Peter Moriarty: His name is?

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

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

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

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

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

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

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

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

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

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

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

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

Janet Beckers: Wow, that’s impressive.

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

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

Peter Moriarty: Yeah.

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

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

Janet Beckers: Yeah.

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

Janet Beckers: Yeah.

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

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

Peter Moriarty: Keeping accountable. I love that.

Janet Beckers: Yeah.

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

Janet Beckers: Oh, did they?

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

Janet Beckers: I like the term.

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

Janet Beckers: Right.

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

Janet Beckers: What a nightmare. Yeah.

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

Janet Beckers: Yeah.

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

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

Peter Moriarty: Love it.

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

Peter Moriarty: Absolutely.

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

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

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

Peter Moriarty: Absolutely.

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

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

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

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

Janet Beckers: Unmessed, love it.

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

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

Peter Moriarty: Thanks a lot, bye bye.

How To Protect Your Confidence in Business

How To Protect Your Confidence in Business

Here is a riddle for you my preciousssss

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

What am I?

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

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

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

I can be strong and powerful
But am fickle and vulnerable

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

What am I?

I am Your Confidence in business.

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

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

Confidence requires consistent nurturing and protection.

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

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

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

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

Introducing The Book Of Brilliance

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

You do not need to leave it to chance.

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

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

Decide what your Book of Brilliance will be

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

This is going to be your Book of Brilliance.

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

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

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

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

Ask people around you

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

Ask your clients

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

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

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

How it works

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

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

My Challenge to you

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

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

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

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

We’ll celebrate your brilliance as well.

Read The Transcript Here

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

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

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

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

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

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

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

The Fastest Way To Get New Clients

The Fastest Way To Get New Clients

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

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

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

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

So what is this system?

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

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

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

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

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

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

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

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

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

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

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

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

21 People

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

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

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

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

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

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

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

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

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

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

Follow up up to five times.

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

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

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

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

Action Steps

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

Resources mentioned in this episode

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

Extra bonus: Should you renovate or detonate your business?

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

Read The Transcript Here

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

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

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

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

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

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

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

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

Michelle McGlade: Yes. Yeah, by trade.

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

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

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

Michelle McGlade: Yeah.

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

Michelle McGlade: Yeah.

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

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

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

Michelle McGlade: Yes.

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

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

Janet Beckers: Right.

Michelle McGlade: Want to know what the five are?

Janet Beckers: Yeah!

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

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

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

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

Michelle McGlade: Number one.

Janet Beckers: Yeah.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

Michelle McGlade: Yeah.

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

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

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

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

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

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

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

Michelle McGlade: Get your butt out of your seat.

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

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

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

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

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

Michelle McGlade: Yeah.

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

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

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

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

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

Janet Beckers: Right.

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

Janet Beckers: Right.

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

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

Michelle McGlade: Yes.

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

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

Janet Beckers: Right.

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

Janet Beckers: Ahh brilliant.

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

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

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

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

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

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

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

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

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

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


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

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

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

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

Janet Beckers: Yeah right.

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

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

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

Michelle McGlade: My pleasure. Bye.

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

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

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

Introducing The Celebration Box

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

My Simple System To Reward Yourself in Business

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

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

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

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

Ideas to Include in Your Celebration Box

Janet Beckers, Founder “Romance Your Tribe”

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

10 ideas for your Celebration Box:

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

Milana Leshinsky, Simplicity Circle

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

10 ideas for your Celebration Box:

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

Michelle Falzon, We Are Content

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

10 ideas for your Celebration Box:

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

Carrie Wilkerson, Speaker, Author & Consultant

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

10 ideas for your Celebration Box:

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

Ludwina Dautovic, The Room Xchange

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

10 ideas for your Celebration Box:

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

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

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

10 ideas for your Celebration Box:

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

Michelle McGlade, Biz savvy healer for healers

What is Your IDEAL Way to Celebrate?
Spa day!

10 ideas for your Celebration Box:

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

Lisa McDonald, Coach

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

10 ideas for your Celebration Box:

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

Kevin Breeding, Coach, Author & Speaker

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

10 ideas for your Celebration Box:

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

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

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

10 ideas for your Celebration Box:

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

Clancy Beckers, Student

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

10 ideas for your Celebration Box:

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

Kathy Goughenour, Expert VA Training

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

10 ideas for your Celebration Box:

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

Kate Vanden Bos, BEing StrongHER

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

10 ideas for your Celebration Box:

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

Suzi Dafnis, CEO, HerBusiness

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

10 ideas for your Celebration Box:

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

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

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

10 ideas for your Celebration Box:

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

The Last Word

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

Now over to you.

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

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


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

Read The Transcript Here

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

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

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

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

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

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

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

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

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

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

How To Find Your Why in Business

How To Find Your Why in Business

This episode is all about How To Create Trust in Business

In this week’s episode I interview Heather Yelland from The Elevation Company. Heather  is one of my favorite friends and influencers in the world because of the very genuine change she makes to the people who are her clients and colleagues in business. Her legacy is felt world-wide, and as you’ll hear in this interview, close to home with my own son.

In this interview we talk a lot about legacy and trust. Heather is well qualified to talk on this topic as she has previously been voted Most Trusted Business Person in Australia.

Listen to the interview to learn about building trust, how to create a business that feeds your passions when there seems to be no money in your ideas, the correct order to approach planning your business model, a unique program to change the lives of teenagers and insights into how changing the way you price your services impacts on the type of clients you attract.

I’ve also created a step-by-step article for you below so you can take action on one of the topics we discussed in the interview.

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

5 Steps To Create Trust in Business

When you create trust in your business it means your tribe are more loyal to you and your brand. This means more leads and more return clients for your business and practice. Plus a beautiful environment to conduct business….. there is nothing like “feeling the love” to motivate you to keep building your business.

Heather Shared 5 steps to create trust in your business and create a business that leaves a true legacy.

1. Get really clear about what it is that lights your fire.

What is your big WHY? What is it that motivates you to do what you do? Knowing the things that you are the most passionate about and gives you this huge sense of fulfillment will be your first step.

Heather recommends two things:

Listening to Simon Sinek’s TED Talk on WHY

This video is an excellent insight on why finding your WHY is important for creating a successful business that creates trust in your business. Through case studies. This video demonstrates why focusing on your WHY in your marketing is far more important than focusing on the WHAT and HOW of what you do.

Ask “why” to create meaning

When you meet a child, maybe around 3 years old, they would always ask “why”. Even if you’ve already answered them, they will ask “why” to your “why”. The reason they do this is that they’re still trying to create meaning of the world around them.

As for yourself, book a time with yourself to exhaust why your business matters to you. Keep asking yourself why until you’ve narrowed it down to your big WHY.

Knowing your why is also important when it comes to solving problems. Usually the first thing we try to ask when we’re troubled is “how”. We tend to ignore that the question amplifies the energy we already have. Remind yourself of your “why” in these situations. Ask “how” from a place of clarity and willingness to learn instead of one of desperation. Ask “how” with direction.

How can you make it possible to do what you’re passionate about and live comfortably?

Some people would say, “There’s no money in that” to which Heather answers, “What if they don’t need to be?” But Heather has proved that it is indeed possible. There are a few questions you would have to ask to support this. The following steps help you create trust in business as well as help you determine ways to link your WHY to BUSINESS success when at first it may not seem possible.

2. After WHY focus on What

What do you have to achieve or do so that you can make things possible? If your WHY is a cause, think of what you can do to contribute to that cause and still possibly earn an income that allows you to live comfortably. What would you have to be so you can continue to serve your why?

Think about WHAT you are already great at and build on that to link with your WHY.

3. After WHAT focus on Who

Ask yourself who you want to serve in pursuit of serving your why. Then, know who you can learn from. Who is currently doing what you want to do or something similar? You can partner with these people to develop partnership, initiate collaborations, or even join their organization so you can learn how to do what you have to do to serve your WHY.

4. Be Clear on WHEN

Are you in for the long haul or are you looking to fast-track results? Determining WHEN you are ready and able to implement will make a big impact on the next step of HOW this will happen.

5. HOW is the last step

Once you’ve got the why, the what the who and the when sorted out, there’s a far greater sense of momentum and flow, and you feel much stronger about your certainty in what it is that you’re doing. So then putting together the bones of HOW you will make something happen, as Heather states

“ I think the big trouble for us in the western world is as soon as there’s a dilemma, we go straight to how. We say Here’s my problem. How can I fix it?” From politicians to law to whatever. And in my experience, all the how question does is amplify the energy. So if you’re asking that question from an energy of expansion and possibility and innovation, great! You’ll get more expansion, possibility and innovation. Most of us ask the how questions from a place of pain or deprivation  uncertainty.”

“Your vibe attracts your tribe.”

Once you get clear about the 5 steps above, it’s like a funnel. The HOW steps kind of fall out the bottom with a real clarity and sense of certainty. If something that you choose to do in terms of HOW doesn’t work, you don’t get dissuaded, you don’t get shaken off, because you’ve got that absolutely clarity of WHY you’re doing it, WHAT you’re wanting to do, WHO it is that can help you or WHO it is you’re trying to serve.

All of us can pull ourselves out of bed even on horrible days when we’ve got that level of clarity and we’ve got that emotional engagement or emotional investment.

It is that clarity that creates trust in business.

Once you have this air of certainty, it helps you build an authority in the industry you want to be in. In turn, people will be more likely to trust you and be loyal to your brand. Listen to the podcast to learn more about Heather’s journey of finding her personal why, how you can apply this to your own brand, and how she successfully turned her why into something with such a big impact.

Action Points

  1. Set aside 30 minutes and a journal and write as many pages as you can about WHY you want to do what you want to do.
  2. If your WHY won’t make you money, listen to Heather’s story of how she found a way for her business to fund her why
  3. Structure your WHY into the way you tell your story about what you offer.
  4. Take an honest look at your pricing – are you attracting “cheap” clients?
  5. Congratulate yourself on taking action. Dip into the Celebration Box.
  6. Share below your ah-ha’sfrom this lesson and also any tips other viewers may find useful.
  7. Go and check out Heather’s website for more great ideas

If you loved this episode, I’ll be grateful if you can leave a review over on itunes so other people can discover this podcast too

Resources mentioned in this episode


The Ted talk video Heather recommends you watch:
Simon Sinek – Start with why – how great leaders inspire action

Extra Bonus: Free ebook – 15 Simple Mindset Hacks to reprogram your subconscious for happiness and success

Read The Transcript Here

Janet Beckers: Hello, and welcome everybody! Janet Beckers here with Romance Your Tribe Radio, and I’m so excited to introduce you to my beautiful guest this morning, Heather Yelland!

Heather Yelland: Hi Janet! Lovely to be here and lovely to join you and your tribe!

Janet Beckers: Yeah, well one of the reasons why I truly wanted to introduce you to Heather is simply because she’s one of my favorite, favorite people. Heather and I have gone back years and years and years ago through a girlfriend of ours, [01:05 Jenny or Gerry?] Martin, who was one of the first people I interviewed years ago when I was starting off my business. And Heather was a really integral part of that team and we got to know each other really well through there. Now, our relationship and our friendship has gone on for years so much so that Heather is actually one of the strongest mentors for my son, Clancy.

Heather Yelland Yes. I’m a little in love with him, too, Janet, I might say.

Janet Beckers: We can tell, we can tell! She’s just made such beautiful influence so we’re going to talk about how that came about, and also Heather is also one of these people that everybody feels, you know, very, very special to her. She has that ability, and that ability to really engender trust within a tribe, so much so that you’ve even won a Trust Awards, wasn’t it?

Heather Yelland: Yeah. 2015 I was voted the most trusted business leader in the country, which sounds a bit nobby – but, I mean I think if it was an award that I wanted to win, Janet, that was it because I really think that we’ve reached a time where in business we need to go back to the basics and one of the fundamentals in any relationship is trust.

Janet Beckers: Absolutely, and the interesting thing is was I found out later on I was nominated for that and I had already gone and voted as many times as I could for Heather.

[Both laugh]

Heather Yelland: Bam! That’s very sweet.

Janet Beckers: So what we’re going to talk about today is a few things. One is… I really want to dive  a little deeper into how does Heather have that beautiful trust within a tribe where people have never ever met her, so core to doing that. And then also I’ve seen the evolution of Heather’s business and its growth and the impact that it’s making. So we’re going to dive into her branding and the growth of her business and how you can take — follow the process that Heather has used to be able to build this beautiful, strong brand. That’s what we’re going to dive into. Now, before we do that, first of all, over to Heather now, we are going to attempt to try to give you the maximum value in about 20, 25 minutes max. So to start with, to cut to the chase, Heather can you please share with us who do you serve, and how do you do that?

Heather Yelland: Sure. In really simple terms, the people that we serve are those invested in their own growth. We do that through, largely through 4 streams; the company has 4 streams to it. [04:02 ????] Elevate children, which is all about serving children and the people who support them, so families, teachers, communities. Secondly, elevate people, which is personal growth programs for anyone who’s interested in their own growth and development in leadership. Third, elevate business, and that’s all of our business consulting, particularly focused on the development of culture and values-based leadership. And then our fourth area is elevate humanity, and that’s a whole range of different things that we offer and get involved in to support other people from a sort of a charitable perspective. Not just here in Australia, we do work in India, Africa, Indonesia, Myanmar and New Zealand.

Janet Beckers: Wow! That’s huge impact, and I love how you’re so clear on the 4 different levels that you do, because your company is the Elevate Company. That was…

Heather Yelland: The Elevation Company, yeah. So the Elevation Company is the sort of the arching — the overarching name of the company, but those 4 streams of service sit underneath.

Janet Beckers: Yeah, that’s fantastic. So we’re going to dive into that clarity, you know, of what you’ve done there. Now, before we do that, let’s just talk a little bit about your first one, which was… which is where I’ve had a lot of contact with Heather over the last few years. So we’re just going to indulge us both here because we have a mutual person we love, and it’s actually through one of those streams that Heather does. So could you give us in a nutshell about your Green Super Camps.

Heather Yelland: Yeah. So Green Super Camp is basically the result of — I was actually [05:42 simply | ????] having a conversation with Roger Hamilton one time in Bali, and he said to me “You’re one of the most passionate people I know, but when you talk about your business the way that it’s structured right now, I don’t feel the passion,” and I said, well you know, past the cocktails, cause nor do I. And so it became fairly clear that something needed to change, and he said “Well, what are you passionate about?” And I said I’m passionate about kids. Unfortunately, I was never able to have them, but, you know, the universe works in strange ways – I now have 8. All of it just [06:14 stepped | ????] into me, but means I get to mother on a daily basis. So I think that as a result of that conversation with Roger, what I really started thinking about, Janet, was how do you create opportunities for the stuff that you love to inform the way that you make a difference in the world every day? And lots of people had said to me, you know, “We know you love kids. Don’t do that. There’s no money in that,” etc, and I thought ‘what if there didn’t need to be?’

Janet Beckers: Right.

Heather Yelland: What about if I actually grew my business in a way that it was so successful that I could do whatever the hell I want to support children and play with children and spend time with children and learn from children, without needing it to return me a financial return. Now, I think when you set out with that, what I call the heart investment rather than a financial investment, the universe has a way to conspire to give you what you want. I’m really clear about who the hell I am and what I stand for, and I think that’s been the crucial aspect of the success of my business and the growth of the team that I now get to work with everyday. Because I sort of — well, I love kids. I do love kids and I want to spend with them and I’m like the biggest kid of all the kids, so what opportunities are there for me to do that and not have to make the money, and I thought, well, our business consulting is the growing area of the business. What happens if we look at ways that we can make money out of that and then take the cream of the milk as it were and support the children’s program. So we did some research, discovered Super Camp in America, which is an American-based program but runs all over the world and has been running for — I think they’re entering their 39th year or something, and I made contact with them and said, you know, why not come to Australia, pretty much. And what I didn’t know at the time, which was great, was that they’d been trying to come here for about 18 years and had had 12 different partners in that time but it had never worked.

Janet Beckers: Right.

Heather Yelland: And it was great that I didn’t know what because I might have been a little more nervous. But once we ran our first very successful program – the co-founder from America came out for that program, and told me that “I figure it was just because you were waiting for me, or I was waiting to find you guys or something,” and it’s grown exponentially from there. So we’ve run, in fact, we just ran in October this year, program number… 13 here in Australia.

Janet Beckers: Fantastic.

Heather Yelland: And we’ve run 3 years of it in Bali, as well, in Indonesia. We’ve now taught the Indonesia people to run it for themselves, which is terrific. It’s an incredible program and provides really great personal leadership, academic acceleration and environmental awareness for kids from, well, all over Australia mostly, but we always get about 10 to 15 kids from New Zealand. This time we had kids from Myanmar, Indonesia, Sri Lanka, Canada… I think that’s all I can think of off the top of my head.

Janet Beckers: Yeah, for me it’s a real peek into the kind of work that you do with your corporates, because my son Clancy went, you know, he had a [09:49 | ???? heart] scholarship actually, which was really nice, he got to apply, you know… why should your child go, and I basically said “Look, this kid is fantastic! He’s really funny. He’s really, you know — all of these things that are wonderful about him, but I just can’t work out if he knows what lights his passion up. This kid’s capable of anything, but he just doesn’t know what he’s passionate about and so this kid is driving me crazy. If you can help me work out the passion, you’ve done your job.” And I tell you what – the difference in this boy once he’d been able to go through such a wonderful process and really [10:30 | ????] into what lights him up. I was just, like, you know, that was all he needed. And so yeah, so we’ve seen that amazing process and, of course now, Heather keeps on inviting him back and he’s now training. You know, it’s a big part of his life, so we get to see, all the time, the process and we get to practice a lot of the techniques because he brings them home and we have to use them.

Heather Yelland: Practice on the family and all.

Janet Beckers: Yeah, so anybody that wants to know about that, we will put the links here for you to be able to know about Green Super Camp because, you know, you’ve got to send your kids there; it makes such a huge difference.

Heather Yelland: But I think, Janet, there is gold in there. For the people who are listening, you know, they’d be thinking “Okay, so where are the parallel – what does that mean for me? How can I learn from that?” And I think though, there’s a few things that stand out to me. One is get really clear about what it is that lights your fire. Get clear about what it is that makes you want to get out of bed everyday and make a hell of a difference and leave a legacy. And that, for me, was about working with children. Number two is… if that doesn’t enable the opportunity for you to make the money that you want to make to build your business and have the kind of lifestyle that you want, find other ways. Like, don’t box yourself in, so from my perspective it was about — okay, I knew I was probably gonna blow somewhere between 15 and 20 grand on that first program, so I thought I’ve got to find a way to put together 15 or 20 grand. So then I thought “Well, okay, what am I good at?” I’m a speaker; I’m really good at speaking, okay.  With whom can I partner in order to spread the word about the Green Super Camp Australia program, but also to ask for support to make it possible for young people to come along if they weren’t able to pay their own way. So it’s like who can help? Why are you doing it? I guess this is the process I run myself through. Why am I doing, and I don’t ask or answer any other questions until I’ve got pages and pages and pages of answers to that, and I literally will book time, date myself, and I do it during business hours not during personal hours, I actually book appointments with myself and I sit down and I just write. Why does this matter, why is this important, why does it speak to me, why does it call to me, why will I commit to this above anything else even if it all goes wrong or the shit hits the fan and I don’t know which way to go forward, why why why – get really clear about that.

Janet Beckers: That’s great. Yep.

Heather Yelland: Then get clear about, okay, what’s the what? What is it I want to achieve? What is it I need to do? What is it I need to be? Get clear then – I write and I write and I write until I’ve got that – the “what” clear, then I ask the who. Who’s done it before me that I can learn from? Who’s currently doing it that I might partner with? With whom could I develop a partnership or a collaboration or even who could I join for a little while, and in fact, Paul Dunn, who is the founder of Buy One, Give One, or B1G1 as we know it — Paul and I had a conversation, that was about 3 and a half years ago in fact, and he was part of the incredible influence that helped me to redefine the name of the company and the way that I do business. And I remember in the conversation with Paul, he said “Yoiu know, Heather, I know 2 or 3 people that have done a similar thing that I think you should talk to,” and that’s exactly what I did, and I rang those people and I said “Paul suggested I should speak with you. I’d really love to buy you a coffee or shout you lunch and take an hour of your time, and this is what I’m working on and this is what I’d love to hear from you, and I guarantee that if you’re prepared to do that, I will give you the results of my research.” And absolutely followed through and honored that commitment.

Janet Beckers: Right.

Heather Yelland: Then I think once you’ve got the why, the what and the who sorted out, there’s a far greater sense of momentum and flow, and you feel much stronger about your certainty in what it is that you’re doing. So then putting together the bones of it — I think the big trouble for us in the western world is as soon as there’s a dilemma, we go straight to how.

Janet Beckers: Right.

Heather Yelland: “Here’s my problem. How can I fix it?” From politicians to law to whatever. Here’s the problem how do I fix it? And in my experience, all the how question does is amplify the energy. So if you’re asking that question from an energy of expansion and possibility and innovation, great! You’ll get more expansion, possibility and innovation. Most of us ask the how questions from a place of plain or deprivation or uncertainty.

Janet Beckers: I love it Heather! That is a huge clarifying point for, I know, a lot of people who are listening here because that is that classic thing. You should do the how because you solve a problem.

Heather Yelland: Correct. Don’t even ask how until you’re clear about the why, the what, the who and the when.

Janet Beckers: Yeah.

Heather Yelland: And once you get clear about that, you know, it’s like a funnel. The how steps kind of fall out the bottom with a real clarity and sense of certainty, but then if something that you choose to do in terms of how doesn’t work, you don’t get dissuaded, you don’t get shaken off, because you’ve got that absolutely clarity of why you’re doing it, what you’re wanting to do, who it is that can help you or who it is you’re trying to serve. All of us can pull ourselves out of bed even on horrible days when we’ve got that level of clarity and we’ve got that emotional engagement or emotional invested – investment.

Janet Beckers: So yeah… A few things that you said there that I’d like to just dive into for people to be able to apply, now one of the things you talked about was, with the why… because that’s the beginning, and I love how you were saying about your why was working with children. But, then you did a reality check and thought actually that’s going to be a really difficult way to make the money. So when it comes to people who you work with, because I know that this is the core part that you do, not just with the kids but also with your corporate clients, is getting into that why. Because I find when I talk with people, they can tend to fall into a few categories. They will go “Oh my god, I’m so shallow. I don’t have a big, overarching, life-changing why.” But then if they go “Well, I just basically want to make a shit-load of money,” that also is not a strong enough why for when things get tough. So I know that this is stuff that you do with people all the time, is there any advice that you can give on that part there?

Heather Yelland: Yes, absolutely. Two things: one, go and watch Simon Sinek’s TED Talk on why — S-I-N-E-K, Simon Sinek. Simon and I have different interpretations of exactly what the why is all about, but his TED Talk is a really great first cut of what why is important. The second thing is most us have either had a 3 year old, currently have a 3 year old or know somebody else’s 3 year old, and one of the things that’s lovely about 3 year olds is that their little brains are undergoing such changes and there’s so many wonderful things happening in the firing and wiring of their, neuroscience if you like, that they ask why a lot. And even though spending too much time with them starts to feel frustrating because it feels like they’re asking why just to annoy us, they ask why to create meaning.

Janet Beckers: Right. Yeah.

Heather Yelland: So just do the same thing. Sit down with a pen and say — write “Why does this business matter to me?” Well, because I love to serve people. Okay, service. Why is service important? “I love to make a contribution.” Great. Contribution. Why does contribution matter? What is that important? “I guess it gives me a sense of fulfillment.” Great. .Why is fulfillment important? “It helps me to, sort of, connect with who I really am and the reason I was born.” Okay, connection. Why is connection [19:35 | ????]? And so on it goes. And one of the things that we love to do with people is help them to understand what we call their big why, and to us your big why is the essential energy that must be in all things for you to be content. And in my case, Janet, you know, I do love to hang out with kids and I do particularly love to be around them. And I think perhaps part of the reason for that is because I wasn’t able to have my own.

Janet Beckers: Yeah.

Heather Yelland: But then I started to think what is it? Why do I love to be with kids? It’s the sense of connection. It’s that pure presence. It’s the honesty of the way that they engage with you. And so, then I started unpacking that a little bit more and saying, well, it’s actually that the why behind connecting with kids for me is not about the kids, it’s about the connection.

Janet Beckers: Right.

Heather Yelland: Absolutely! But — my big why is connection. So whether I’m working with Macquarie Bank, Blackmores, you know – some of the bigger clients that we have or whether I’m sitting having one to one conversations with young people at Super Camp, as I did with your beautiful son, the juice in that, the what feeds my soul, and that is the connection.

Janet Beckers: Right.

Heather Yelland: So when you get really clear about that, like, you get to a point where you’re able to say there it is, that is my why. We sometimes refer to it as the things that calls to your soul.

Janet Beckers: And you know what I really love about this, Heather, is you’re not having to articulate something, like… I’m going to bring water to developing countries where they can’t have clean water, you know. You don’t have to articulate something huge that you go “I should think that.” Really deep down it’s not the thing that’s getting me out of bed. Whereas what you’re taking about is that real energy, that integral, which [21:34 | ????] that connected-ness, you’ve totally tapped into that. That’s brilliant. I’ve actually done quite a bit of work on this myself, working out what is absolutely core to everything I do and what comes really naturally, and it’s love. Like, love is actually in our mission statement. Or, you know, everything — the first thing I do when somebody comes into our company is “how are you going to demonstrate love?” How are you going to bring into every interaction? But then you have to define, well, what does love mean to you? You know, love does not have — love, for different people, is different, but for me the love is about connected-ness and making people truly believe in themselves. That’s a real buzz. So I really like that that there can be your why. You can take the pressure off yourself.

Heather Yelland: And, you know, in the sense that I’m speaking with the queen of Vibe —

Janet Beckers: Of Vibe? Hahaha

Heather Yelland: Well, the queen of — I should, sorry, say that the queen of Tribe, your vibe attracts your tribe.

Janet Beckers: Yep. Spot on.

Heather Yelland: So if you show up with a vibe of uncertainty and, you know, lack of clarity and all those sorts of things, then those are the people that your vibe attracts. So if you’re — and we talk to the kids at Super Camp about this, your vibe attracts your tribe. If you turn up to camp going “Your camp sucks and I didn’t even want to come and my parents made me,” you’re going to find a whole bunch of kids who’d also feel like it sucks and didn’t want to be there. And that’s then going to be the way that you construct your reality. If that’s what you want, knock yourself out.

Janet Beckers: Yeah.

Heather Yelland: But if that’s not what you want and if you look at the kids who are engaging with the activity and drawing a huge amount from it and you want some of that, shift your vibe. That’s a personal accountability thing. And it’s the same for us in business. Why is it that some people are, you know, why is Heather so lucky? Yeah, I am. But I am because I create it.

Janet Beckers: Yep.

Heather Yelland: And I create it with the vibe, and the vibe that then attracts my tribe is that sense of certainty. And it’s interesting because, Janet, you know, in many ways there was a fairly significant cost to me in setting Super Camp up, and I still probably tip in somewhere between 10 and 15 grand per program, although the at-camp cost is now cost-mutual because of the numbers that we have at the program, but I don’t care because it’s interesting that even though what I did was set out to run a program that allowed me to just help young people understand and believe in and love who they are, and I didn’t care whether I made money out of it or not, it’s become a huge marketing strategy for us. And in fact we were commissioned to run a program for YPO, Young Presidents Organization or World Presidents Organization, which is sort of the creme de la creme, if you like, of business people around the world. We did that, a parent-child program we ran for them, and it was the highest rating program that YPO across the world has ever run, and the sponsor of that program was admitted into the hall of fame at the international YPO, and off the back of that, I then got to be in contact with about 25 extraordinary business people, 3 of whom are now coaching clients of ours.

Janet Beckers: Fantastic.

Heather Yelland: And one of them is a business consulting client so, in fact, one of our biggest pieces of work going on in our company at the moment is a piece of work that came to us from that program. So you just never know – it’s about being… if I break it down: one, know who the hell you are and why you do what you do.

Janet Beckers: [25:31 | ????]

Heather Yelland: Two, structure that into the way that you tell your story about what you offer. I could stand here, Janet, and say to you, you know, “I and our team work with corporate Australia and businesses across the country who do this,” who cares? Nobody’s listening anymore. Here’s the reason we do what we do: because we fundamentally believe that all anyone wants is to love and be loved and to be known – loved and got, for who they truly are be that in life or in business. So what we do is we grow people and we help them to connect to and express more of the truth of who they are.

Janet Beckers: Brilliant.

Heather Yelland: We do that whether it’s at Super Camp, whether it’s in our personal growth programs for adults, whether it’s in our business consulting. I turn up literally to the big 4 banks when I’m having conversations with them and I talk about – I’m going to teach you how to love your people. If you’re not up for that, tell me now, I won’t waste your time and you don’t get to waste mine.

Janet Beckers: Excellent.

Heather Yelland: Interesting that the big 4 said “there’s the door,” not as frankly as that. And Macquarie said “Well God knows we could do with a dose of that.”

Janet Beckers: That’s fantastic, and that’s the other side, as well as you being — you’ve got your why. I love how you said you weave that into your story because the next part about that then is that, it means that — [27:01  | ????], you’re getting it off the fence; you’re getting the splinter out of your bum from sitting on the fence, and being able to say “Well, this is what we believe,” now that’s our tribe. That’s our vibe. That’s who we want to work with. So, you could very clearly, you know, your people who don’t want to be a part of that could very clearly go “Nah, this is not where we belong.” [27:21  | ????]. The ones who can relate, like the corporate with the Macquarie, or like the people who work with you one on one, is they not only go “Yeah that sounds good,” they go “Awwe! That’s fantastic!”

Heather Yelland: “Thank God!”

Janet Beckers: Fantastic! So I absolutely love that. So… wrapping up, so we’ve got that super, super clear on your why. We’re getting… weaving that into your story, which I just absolutely love. Then we’ve got this other, like, that adding in there of, you know, get the splinter off your bum – get off the fence because that’s where you’re going to get clients who you love working with.

Heather Yelland: And that level of clarity will allow you to say no to tire kickers because tire kickers refer other tire kickers.

Janet Beckers: Yes. Good point. Absolutely. That’s brilliant, that’s brilliant.

Heather Yelland: And there’s probably one other thing I would say, Janet, and that is understand the difference between growth and change and how you relate to both. Yeah, because I think a lot of is, especially if you’re looking to either you’re starting out your business or you’re looking to expand your business, a lot of us will say things like “Oh yeah, I’d really love to grow – I’d really like to grow, and I very much like –” and as soon as I go “Okay, well that’s going to require you to change,” they go “choke” and stop breathing. Most of us want growth, very few of us engage with an enjoyed change. If you don’t engage with an enjoyed change, that’s okay, but know that upfront and don’t let it become a constraint to you. Build in the supports and the structures and the systems that will help you to overcome yourself, really, when the fear of the change strikes. And the other thing that I would encourage people to think about is, especially if you’re a small business or maybe a solopreneur, and you’re thinking to yourself ‘it’s all very well to say outsource the stuff that takes you out of the flow, but I don’t have the money to outsource,’ you don’t need it. You don’t need it. The very first person that I brought into my team 8 years ago was a mum that was looking for an opportunity to re-hone her skills because she’d been out of the workforce for 12 years, she worked with me for 12 months for nothing.

Janet Beckers: Wow.

Heather Yelland: … and still believes she got the better end of the deal.

Janet Beckers: Right. That’s… fantastic–

Heather Yelland: Think differently about where the supports are available. Kids that are doing study at university need the opportunity to practice their skills. If you provide the context or the opportunity – the possibility for them to do that, they’ll often provide the assistance free of charge or at cost only, you know, be innovative about the way that you think about where the opportunities and the possibilities are. But, when you back yourself, you know what you stand for and you put out a vibe of that, those people and opportunities are often coming to you instead of saying “Well, look, I don’t really like to work with fill-in-this-name-here, but at the moment that’s paying the bills.” Because while you’re doing that, the insert-name-people are saying “Well this is great because I’m getting heaps of good outcome for not much money. I’m going to refer my mates who want a cheap deal,” and suddenly you’ve got an entire client-load of cheap deals. I remember when we moved our fees, our day rate fees, from 4000 dollars, which is what they were at the time, 4000 dollars [ 30:59 | down or damn or and?] I thought that was pretty steep, and I went “You know what, stuff it. What would happen if I just changed it to 10?” It wasn’t as simple as “when I woke up I’m going to make it 10,” it was “Who would I need to be? What would I need to believe? And why would I need to think I have a right?” And once I had the answers to those questions, I went back to my existing clients and I said “3 months from now if we’re still working together, I need you to know my fee is going up to this.” I lost 2 clients, but I gained about 8 of what I would call higher caliber clients who then refer me to other high caliber clients.

Janet Beckers: Excellent. Excellent. You’ve just given an amazing wealth of wisdom here, Heather.

Heather Yelland: You’re welcome.

Janet Beckers: Truly have! So, as a wrap up because I’m looking at our time, making sure that we’re–

Heather Yelland: Sharp?

Janet Beckers: Well on that, we’re totally sharp. In that wrap up, I think that the key things that I really want people to have a look at is really those – tapping into your why, and then you know, we’ve got some fantastic strategies there to be able to do that. Now, getting around to the who because you did a really nice loop then when you talked about the who you get to help, and it’s really because you’re super clear on your why. And so that was a really nice example to show how to be able to use that, including the way that you used that when you were first growing your business to be able to see ‘how I get to do what I love and to fund it.’ So putting those points going across is, really, and seeing how you can get super clear then on what it is that you do and who you want to work with, so I absolutely love that. So what I would really ask everybody that’s listening here – hopefully you’ve been taking lots of notes. Haha! And, you know, on the website here we’re going to have all the transcripts and the summary notes and all the links so you can go back there as well, but what I do ask you to do is… For Heather and I to be here, like, you can tell that both of us, we genuinely care about you getting results. It’s what drives both of us. And so for us to spend this time here is a gift, for us, you know, it’s a gift to us as well as gift to you. What would be incredibly, you know, a gift – real gift to us is if you get in contact with Heather. So whether it’s going to be, well put your contact [33:42  | ????] down below, anywhere that you connect with Heather whether it’s dropping her an email, whether it’s stalking her on Facebook, but let her know one thing, at least one thing, a big a-ha from today. Something that you have done because nothing will give both of us greater pleasure, and I especially know Heather, to know that there’s — we’ve made a change. So to do that, what’s the best way — where people can go to find out more about what you do, Heather, and to, you know, if they’re interested in working with you, how do they find out?

Heather Yelland: The best way is just to make contact with us and we’ll find out what we’re up to and get a sense of who we are. There’s videos and information, that sort of thing, on the website, which is theelevationcompany.com, but also to just shoot us an email – [email protected] is our best option — *clears throat* pardon me, or you can shoot me an individual one at [email protected]

Janet Beckers: Excellent.

Heather Yelland: And of course, I am very fortunate to work with an extraordinary team of people so, you know, you might be interested to hear their views and what it’s like to be a part of the company as well, particularly if you’re wanting to look at, you know, adding staff to your team. Anyone in our team would be more than happy to answer your questions or give you some insights on what it’s like to be a part of the Elevation Company’s family, as we like to call it.

Janet Beckers: Fantastic. Thank you so much for your time, Heather! I could just spend days, literally, and we will. We will–

Heather Yelland: I think we found it quite well to keep it to 20 minutes or 25 or whatever.

Janet Beckers: Well it is a difficult thing to do.

Heather Yelland: For us. Hahaha!

Janet Beckers: Yeah! Okay. Bye, everybody! And can’t wait to see what action you take from today. Bye!

Heather Yelland: Thanks Janet!

10 Ways to Stop Giving Away Your Time for Free

10 Ways to Stop Giving Away Your Time for Free

Today’s episode is about how to stop giving away your time for free

If you are like most of the clients I work with, you help people. You get immense pleasure from helping people get results which is why most of my clients are coaches, service providers or consultants.

But there is a flip side to this helpfulness that gets such great results for your clients.


It can be extremely difficult, especially for the first few years, to create boundaries around your accessibility and to stop giving your time away for free.

I know this because it is something I struggled with for years and it wasn’t until my friend Sharon said “Stop giving away your expertise for coffee and cocktails, you are a consultant” that I realised what I was doing.

So, to help you stop giving away your time for free, I’ve got 10 ways for you to reclaim your value below.

Plus today’s podcast episode goes into more details, with a few stories thrown in.

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.

10 Ways To Stop Giving Away Your Time For Free

1. Do an honest Audit: what are you giving away for free

When you do a totally honest audit the results may surprise you. Think of this as “Free Creep”. You may originally only think about the obvious “pick your brain for coffee”. But then, the less obvious things may happen. For example, doing extra work outside of a brief for a client without them even knowing how much more work that involves. They don’t even realise they are exploiting you because you never set the boundaries. Or you may be giving free coaching via email when an exchange of question and answer starts to get a bit long.

2. Ask Yourself: what are personally getting out of giving away your time?

This can be a tough one because it takes personal insight and brutal personal honesty. Here are a few examples: You get to feel needed, you get the reward of martyrdom (the dark side of being helpful), you get to avoid asking for the sale. Told you this one was tough J

3. Stop being so available

If your advice and expertise is core to the programs and services you provide, then making that expertise too available reduces its value. If people know they can always get you on the phone, always get personal replies to emails asking for advice etc then why on Earth would they pay you for your time?

4. Use an online booking system

Set yourself up with a professional system to book people in for sales calls and paid consultations that takes you and your time out of the loop. Using an online scheduling platform makes it so much more efficient for both you and your client (or potential client). Plus, the one I recommend has a free level so you can look and act like a pro, even with a small budget.

5. Be Clear on Your Boundaries

Take it from a mother of teenagers, if you are not clear on your boundaries they will be exploited…even by the nicest people. They usually aren’t setting out to be disrespectful, it’s because they think you are okay with giving your time for free. And here’s another insight from the trenches of motherhood…..people are happier when they are super clear on what your boundaries are. That’s because most people actually DON’T want to exploit you and want to be clear on what is for sale and what is not.

6. Ditch the free consult

If you are using “Free Consult” as part of your marketing and sales strategy, I urge you to reconsider this. That’s because it says 2 messages:

  1. Your time has low value
  2. You aren’t honest, because we all know free consults are really sales calls in disguise.

Instead be open. Let them know they can book in for a phone meeting to see what help they need and how you can help them. You can promise them they’ll get great insights on the call, even if you both decide you don’t have a way to help them at the moment. That way they know you respect their time too.

7. Only get your profitable avatar on the phone

If you are converting new clients by phone, then make sure you only make your time available to the people who are likely to be your customers. You do this by ensuring your marketing is consistently targeted to your most profitable avatar (the person who you can help and who is most motivated to pay) and you are very clear what the purpose of the telephone call is (see point 6 above).

8. Use pre-qualifying questions

In some cases you may want to ask a few qualifying questions before people can confirm a time to book for a telephone call with you. An example is if people are interested in one of your higher priced programs or they are asking for a proposal discussion for a service you provide.

If they DON’T fit the criteria to be accepted into the program, or be a company you likely would write a proposal for, then you can contact them and cancel the meeting (in a kind and respectful way of course). After all, you don’t want to waste their time either. I do this for people who apply to find out more about my Rising Stars Coaching Program.

9. Always think how your paying clients will feel (or future ones).

This was a game changer for me. Once I started thinking about how a high paying client would feel if she knew I was giving away my time for free, when she has paid good money for access to me and my brain, then I became so much clearer on my boundaries.

And if you don’t have any high paying clients yet (however you define them), create an imaginary one for yourself and think about how your imaginary friend will feel.

You might find this post on 2 reasons high ticket clients change their minds over here.

10. Have freebies so you can always help, without exchanging time

Saying no is always hard if you are a person who loves to help. And let’s face it, most people who are coaches, service providers and consultants, come from a place of loving to help.

So it is easier to say no if you can offer them a consolation prize or gift at the same time. That’s why creating great free content via blog posts, podcasts, videos and list –building down-loadables is such a strategic thing to do (as well as essential to creating your leadership platform).

The Last Word

My challenge to you is to take the first steps today and start with Step 1 from the list above and do an honest audit of what you are giving away for free. Listen / watch / read the podcast episode on this page because I go into more details (and a few stories) to help you reclaim your time and value.

If you have friends who you know would benefit from this post please share with them, or even better use one of the share buttons on this page.

I’d love to hear from you, after all, I get a lot of personal value from helping (see point 2 above) and hearing your feedback means a lot to me.


Janet Beckers

Read The Transcript Here

Hello and welcome! Janet Beckers here and today we have very special episode of Romance Your Tribe Radio because we are talking about a topic dear to my heart and that is giving away your time for free. And I’m gonna be sharing with you today, ten different ways that you can stop giving away your time for free without having to offend people while you’re doing that. So we’re gonna cover those ten steps and the ones that I share with my clients all the time in fact that’s one of the very first things we do when we start working together. And it’s one of the things that I had to learn the hard way and I don’t want you to make the mistakes that I did of really devaluing what I had to offer people and gave away too much for free. So what does it look like? You know I didn’t even realize that I was giving away my expertise for free. You might be in a situation if you find that you are spending time where you’re giving people advice, you’re letting them pick your brain and you are swapping your expertise for coffee or cocktails. If that is happening to you, stop it right now. It was a real eye opener for me when one of my girlfriends said “you know what, you just gave two hours worth of consulting for a couple of cocktails. Really why did you do that.” I didn’t think that I had a consulting business. I’ve got a coaching business crockery and it’s an art gallery.

I just want to use my voice because I’ve learned so much from building an online business. That’s when she said “Yes, you are giving away your expertise. You’re a consultant. Either you make the decision that you’re going to be a consultant and start charging for it, or stop giving away everything for cocktails”. There you go. So if that’s happening to you, recognize that this is gonna hold you back in your business for a long time. You need to stop it now.

So what are the very first things that I found that I was doing when I did end up taking that advice and realizing actually I have really enjoyed doing this, so, let’s build a business around it. So when I started my consulting business and it’s had numerous forms since then. When I first started it, I had little office because I decided to move out of my home office, I need to take myself a bit more seriously and it was just me. So I was the person answering the phone and I really enjoyed it because I’d answer the phone, I’d really get to know all these potential customers and new customers, we talk for ages on the phone. You know, I made some really really good friendships through that way. But I’ll tell you what it didn’t convert very easily to sales, of course sometimes it did. But really our family was quite often having conversations with the same people that there was only money changing hands here.

Now, this is gonna be one of the things that we’re going to look at, how do you snap out of that and what can you do instead. Now if you’re doing this, this is, you know, you could be giving away free consults that might be one of the things that you doing all the time, you might be saying to people “Well you know, I’m spending some time with them. This is a free consult it’s going to lead to a smile“. I can tell you now that if you are using the model of giving away free consultations with the intention of it leading to a sound if you do not have any kind of system around that, it is not going to end up in your business. It’s all it is a free consult. It is giving your time away for free. OK, so I can convinced you that this is something for you worth looking at, OK. So now let’s dive into 10 different ways that you can stop giving your time away for free. So I’m gonna get my list here so I make sure I don’t miss anything.

Number one is you would have taken orders before you can even decide “I cannot give you my time away for free.” You need to be very clear on what you are giving away for free. Are you giving away consultations? Are you meeting people for coffee to say “oh yes sure let’s get together. You know, I can give you some advice so we can to get to meeting always.” You’re meeting people for coffee if you’re doing it, you’ve got to stop this. If you’re sending people lots of really really good resources, things that people perhaps cannot pay for but you know it’s gonna help them say you give it to them. If people are you picking up the phone and talking to people and then taking that time to answer a lot of their questions, take an audit first say exactly what it is where you’re giving away your time and your expertise for free. It might take you a few days to do this because you think you’ve got your list and then you’ll have an aha. When got to do something and you realize “Oops! I’m doing it again”. So take your orders, that’s step number one.

Now, step number two, you’ll be honest with yourself. What are you getting out of it personally? What is your reward? Just be totally honest here. I know for me every single time that I give free advice and consultation with people, I could see what help they needed and I was able to help them. The big buzz that I got from that is, number one I felt really valued. I was able to help people so it was kind of feeding my name to be valued. And I also felt significant. I was showing them more just showing them. I was being perceived by them as a person of significance because I had a way of helping. So that’s me being totally totally transparent. I probably wouldn’t have acknowledged it back then but be totally honest with you. So what do you get out of it? If you find helping people incredibly satisfying, awesome. You’re perfect to be in a Coaching Consulting Service sort of business. But if you’re just going to keep on giving it away for free, you don’t know a business. OK. So that’s number two, be totally honest with yourself when you look at that audit, what are you getting out of it because you need to let that go. We need to replace that. So let’s have a look at that.

Now the first thing is once you decide that you are going to stop giving away your time for free, you don’t need to stop being so available. This was a hard step for me to put in place someone tell you what when I did it absolutely freaked me out. So, if you are a person who’s answering the phone and somebody is wanting to get some advice from you or you’re thinking I can really help them you can say “look I don’t have time at the moment to be able to give you the help that you need. Would you like to schedule a time and then we can have a talk about the best ways that I can help you. You’re not saying we get on the phone and also the problem you’re talking about the best ways I can help you.” So you can let them know that actually your time has value and they are not, you can’t give them all the help. Now quickly get them over onto a scheduled call so they have boundaries around what you are doing. Move them over to that special meeting as quickly as you can. Even better, if you can get away with not answering phones get somebody else to answer. If you, if they then have to say “I’m sorry, Janet Becker is busy at the moment. Can I schedule a meeting for you?” They’re gonna value your time a lot more. So either way it works, make sure it is valued.

I’ve got a special link for you. This is the next one. Don’t do that scheduling yourself. Don’t say to them “OK! Let’s make a time.” So this is step number four. Don’t make a Don’t Say Say let’s make the time. Are you free on Friday or whatever it is. You can say to them “Now my calendar gets pretty full and I’m sure yours does too. So I’m gonna give you a special link that may e-mail it to you or you might even be on and just say what the you are at least and this will give you access to my calendar so you can find a time that suits you.” That way you are not positioning yourself as the person who is the administrator. You are the person whose time they come in to come in and they’re gonna value. And also, it’s crazy for you to be spending all of your time trying to workout calendar stuff, that is crazy, not when there are automated systems and a lot of those are for free. So I’ve got a link down for you below to the system that I use. I’ve got a link there to a post that I’ve got where I talk about all the different ways that it works and you can see behind the scenes on how I use it. So if you can have a look at the program that we use online that will really help you absolutely save you so much time and make it look like a total pro.

Number five, when you do get the phone with people, be absolutely clear on what the call is about. Now there’s many people for coffee ok because you got time traveling they coming back becomes something that could be a 15 minute meeting for two hours. So when you are there you say “This is the amount of time that we’ve got so you let them know Oh, we’ve got 30 minutes, what we’re going to be talking about is this. So it could be to find out what your big problems are and I’m going to help you to work out if I can help you. And the why is it I’ve got to help you.” So it’s very very different to saying “Tell me what the problems are and yea, yea, sure I can help there, I can give you this advice.” Completely different way. So you are letting them know that there are boundaries on what you can talk about and boundaries around how much time you’ve got.

Now, number six. Ditch the free consult. Don’t tell people that “Let’s hop on the phone and I’ll give you a free consultation.” If you pitch it off as free, you’re pitching so the low rent and people are not going to respect your time. And at the same time have you ever believed that when somebody said “I’ll give you a free consultation and you didn’t have the back of you mind cyclical North-South cycle. And I think and so me and I think in a pinch me. I really don’t know if I want to take that free consultation.” Have you ever been in that situation? C’mon. You know that’s happening in the back of your mind. So just tell people “We’ll get on the phone and I will say if I have a way to help you”, let them know that this is not free consultation. This is you, working out which of your products, services, programs whatever it is, is going to be the best solution for them. So you’re letting them know that. Just be totally clear up front people, people are actually really really respectful of your honesty.

Now, this is the next one. If you’re gonna get on the phone with people and this is people who are at the moment have approached you because they’re wanting to pick your brain, get some free free help. If you’re gonna get on the phone with them, the reason you’re going to get on the phone is because you get to see if they can become a client of yours. That’s got to be the best way that you can help them. You’re not gonna be able to solve all the problems in 30 minutes, if they’ve got big problems that need your help. They’re gonna take longer, OK. So you only want to get people that you’re on the phone with, likely gonna be your ideal customers that you can help them and that they’re gonna be able to pay to be able to get helped. So make sure you only get your most profitable Avatar on the phone but profitable Avatar that’s the person who really needs you and also is motivated enough to pay you for that. Now to make sure you get your most profitable Avatar on the phone is really a whole process to do with your messaging, to make sure that your messaging, all of your marketing is only targeted at those people. Now that’s a bigger process. And if you’re finding that you’re often getting people on the phone who just are not your clients you need to look at your marketing messaging because that’s where the problem is if you need help with that, that’s my specialty. I love doing that, I’m making it so you get aligned we have special exercise that we do. I’ve never seen it elsewhere from the exercise I’ve developed in our programs to really help you with your profitable Avatar. We have a profitable Avatar corporate exercise so you get super clear on not just who needs here but who’s motivated. And we match all of your marketing leads to that point. You really should very very have few people are ever going to turn up on those calls that are not profitable Avatar. So really really look at that.

Number eight, if you have a big ticket or a few this might be 500 dollars. It might be a few thousand, 10000, 20, 30, 40, hundred whatever it is. If you have a big ticket item for your business, you might be thinking “Well, I know that there are certain people that are not going to be able to afford this program.” So you don’t want to waste your time on a special call that is going to waste their time as much as yours because they can’t afford it or then they’re not the right people for it. So what I suggest you do in your heart tech once when you get it you want to talk about if they’re going to be rough the program is have some qualifying questions. So not only you’re not giving your time away for free now, you’re only gonna get on the phone with people who are very very likely to be able to say yes to working with you. I do this for people when they are expressing an interest in joining my rising stars coaching program. They’ve already got all the information on the program. They just need to talk to me to see what the investment is and if it’s right for them and if they want it is because not everybody gets accepted. So before people can even book that call, I have a series of qualifying questions. Now the last part is the program that I will link down to below that I use for scheduling all of our calls and that you can get. Also, allows you to decide if you can ask questions before they can even book. So that’s really really super cool.

Now, here comes the last two points because we’ve talked about here just the strategies and what we’re going to do. But the other thing that’s going to happen is you don’t sabotage here if you don’t get the mindset part right. And so I have two ways here to help you.

This is step number nine, think about if you have a high paying. So somebody who pays for your time, pays for your attention or your special service and you don’t have them. Now how would they feel if they find out that you spent half an hour or an hour or more giving free advice free service to somebody, you know, how are they gonna feel. I mean that is pretty angry. If I was paying somebody for that and then I found out they’re giving what I was paying or paying for they are giving it away for free. Now you might go “Well I haven’t got any like that yet.” I want you to think about your future clients. So really really visualize this wonderful person who you have, who is paying you for what you’re worth and you’re giving them their attention, you’re their your focus. How is that future client gonna feel if they find out that you’re giving your time away for free. So if you are not gonna be doing it for yourself, do it for them. Because the thing is if you do have a paying client, they gonna find it and you put that you’re giving information away for free, they’re gonna feel incredibly devalued. And the last point in that is you are going to have people that you know that you can help but really they’re not in a position to pay you. And I’m not talking here about the few cases that you might do pro bono. I’m talking here about people in general, they just might not be at a point where they’re motivated enough yet to even take action and do something that’s not their top priority but they still want some help or they just don’t have the finances or for some other reason they’re not ready to be able to make the most of what you’ve got. But you know you can help them. That’s when you free resources come in. That’s why I create this podcast because I know not every person can work with me but when I’m working with my clients classically we go through this, you know, I give them scripts on how to use or show them, you know, here’s exactly the questions that I ask when I’m pre-qualifying you use the eyes but I know that not everybody can afford to work with me or at this stage where they’re ready to. So this is my way, when somebody comes to me saying you know that they might have this problem I can say look I’ve got a great podcast and a blog post for you that’s really going to help you. So giving away something that’s gonna give for free means that you’re not really saying no. You can say “I have got some resources for you. I only have a limited time that I can actually spend on the phone with people or in person helping them.” So that’s your last step there as well think about the people who are paying you and then have something to give to the people that you know can’t afford yet or aren’t ready for whatever it is that you’re offering.

So I hope that helps you, this ten steps there that’s gonna help you to stop giving away your time for free and start valuing yourself and letting you put boundaries around your availability around your time and around your intellectual property, so that your potential clients are going to see the true value that you offer and be very very willing to be able to invest in your help and the people who were never going to invest with you anyway can go and use your free resources and not tap into your energy and your intellectual property. I really do hope that that helps you. If you come over to the blog post, if you’re listening to this on iTunes for example, if you come here on the blog post and just leave your comments or any questions that you’ve got down below. Is this something that you have had a challenge with? I would love to hear from you. And do you still have a challenge with it, and do you have any I have a little things that you can help other people who will be out viewing that page. Yeah they can help them as well. So share your expertise and your experience as well would be wonderful. And you’ll also see on this page I’ve got a link there for you from behind the scenes on the software that I use to do my online bookings and manage my calendar. There’s a free little of it and the rest of it’s really reasonably priced so you can see behind the scenes how I use it and you don’t check it out. And it’s very very simple for you to get started. OK. Bye.