How Letting Go Will Make You Money
July 13, 2010
Many of the solo professionals I work with are stuck, and that stuck place (often a limiting belief) is hurting their personal and/or business life. It’s my job to find the stuck place and help that person see the down-stream effects of staying stuck. Sometimes, one experience can impact and confine us in ways we don’t even realize until an “outsider” points it out.
Let’s consider Patty, who had an asthma attack when she was 10 years old after being near some cigar smoke. (This is not a made up story, by the way.) Patty never wanted that to happen again. The feeling of her throat closing up and her muscles straining for oxygen scared Patty, as it would most of us. Way back then, something in herself or in her environment pointed Patty into fear that never has been let go of. She could have been scared over the asthma attack but, with reassurance, let it go. Instead, Patty set out to control her environment and make sure that never happened to her ever again.
By the time Patty was 16, she had opted out of summer camps for fear of being around camp fire smoke. At 17, she decided not to take her senior trip because she knew some of her class would sneak a smoke on the back of the bus. In college, she didn’t join a sorority and she roomed alone, fearful that she would be around sorority sisters who would smoke.
By the time Patty was 30, she had limited herself from ever wearing perfumes, ever having fresh flowers or live plants of any kind in her home, or using candles. Her limiting belief that she would have another asthma attack had spread from fear of smoke to fear of any odor at all, good or bad. Her constant statement was that she was “highly allergic” and had to stay away from people, places, and things that might set off an asthma attack. By now, that attack was 20 years old, but the limiting belief that she could control it ever happening again paralyzed her.
Patty is smart. She earned a college degree and then got a Master’s degree. But she studied for her Master’s online and at home, for fear of being out in the world. She worked for a small firm for many years, limiting her income, because she knew that the other 3
people would cater to her fears, agreeing to forego fresh flowers, perfume, smoking.
I could go on with this story, for Patty is now almost 60 years old and I still see the many ways she has limited her income and her personal life with the limiting belief that smelling any odor at all will set off another attack. She has lived her life for 50 years in fear of something that happened only once, and in the belief that she can control it ever happening again.
Maybe you are shaking your head in disbelief. The thing is that we ALL do this. Perhaps we limit ourselves in more subtle, less dramatic ways. But then again, perhaps not. Here’s a quick exercise for you. Sit down right now and list out all the things you have passed on in your business, for fear they would not work out. Give yourself five full minutes to really think about the things you’ve said no to, and why. I’d bet if you shared this list with a friend or your biz coach you’d realize that your past experiences have limited your current success in ways that you never even realized! The question for you today is this…..how has refusing to let go of old experiences and beliefs cost you money?
In a few weeks, I’m interviewing neuroscientist Sandi Smith, who is an expert at seeing how our fears block our fortunes. You are welcome to join in on the call, to register (it’s free) click here.
How Far Will You Stretch To Grow Your Business?
June 15, 2010
My hubby and I were out on the lake a week or so ago and snapped this picture of a cedar tree that has bent itself way off the shore to grow. It’s probably been hit by lightning in the past, refused to die, and began growing in another direction, toward new light and water and freedom. It may be an unusual shape for a cedar tree, but it’s fully alive, fully a part of the forest around it.
As we were drifting away from “seeking cedar” as we called it, I started thinking about how much we have to be willing to grow, in our own unique way, to create the fully alive life and work we crave. The work I do with others about their business often becomes about their personal life, too. Why? Because we can’t develop into the entrepreneurs we want to be without changing those parts of ourselves that hold us to the normal, everyday life. As solo business owners we have to be adaptable, just like this “seeking cedar” tree. We have to reach for the nutrients we need even if it means growing away from the shore that has supported us, or looking a little different than others who work for themselves. In fact, the more we know ourselves, the more we know our uniqueness, which is, after all, what others buy from us. Just like this tree, we have to stand out to be noticed. If we insist on blending in, we make it much more difficult for people to find us and want our services.
Here’s a quick exercise you can try that will help you understand how much you are willing to stretch to build your business. Get into a quiet spot for about 15 minutes with a pad and pencil (or your laptop if you consider that a thing of the past, LOL). Ask yourself:
- What two things stop me from being all I truly can be in my life and my work?
- Am I the one stopping myself from removing these two things, or is it someone else?
- Am I willing to stretch myself to change or remove these two things?
- What will I gain by stretching in this way?
- What’s the worst thing that might happen? And what happens after the worst thing has happened?
- What’s the best thing that might happen? And what comes after that?
You can use these questions whenever you are scared of an opportunity that presents itself in your business. They will help you to see what you should do, what actions or thoughts will serve you the most in building your business. Just don’t be surprised when you realize that stretching to be the entrepreneur you can be also stretches your personal life. It’s a hand-in-glove proposition – when you stretch one, you stretch the other. You can die in place when you’ve been pushed or shoved, or you can become a seeking cedar and stretch into a brand new space.
How To Fail As An Entrepreneur
March 24, 2010
One of the things that catches up the entrepreneurs I work with is perfectionism. I see this almost every day, an unwillingness to 
launch a product, produce a video, do a live event, publish a book, launch a website unless it is perfectly done. The fear of failure is often immense. I think there are a lot of reasons for that, and I know that it is a peculiarity of American culture much more than in other cultures. We seek to be entrepreneurs who always shine, don’t make mistakes, and look perfectly in control.
The problem is, holding perfectionism as your goal means that you are always chasing your tail. Just like a puppy who goes round and round until exhausted, you chase after yourself. You go round and round, when what you want to do is move forward. I’ve had clients who take months to write perfect copy for a website launch, losing tons of time in building their list. I’ve had more than one mompreneur resolutely stay exactly where she is in her business, because every single time she will chose to service her family rather than her business, indulging in a fantasy of being the perfect mom.
It’s my job to help entrepreneurs lose that habit of chasing perfection. Replace perfection with curiosity. You give yourself much more opportunity for growth. You quit using perfection as your excuse.
- Consider launching your website with the copy you have right now. As the weeks go by, see how it draws people (or not) and change the copy if you need to. Websites are, in fact, never done. It doesn’t matter if your website isn’t perfect. It does matter if your website isn’t launched.
- Consider baking one less set of brownies for your child’s homeroom, or missing one out of hundreds of sports events. Instead, take that hour to complete and launch a new product or service offer, and consider that being a financially successful mompreneur might be just as important a model for your child than the memory of an extra set of brownies. Which serves you and your child more?
In Stephen Mitchell’s The Second Book of the Tao is a verse I often read:
“The mature person is like a good archer;
When he misses the bull’s-eye,
he turns around and seeks
the reason for his failure in himself.”
We have total responsibility for what we do. When we get stuck in seeking perfection, we use it to hide, to keep ourselves from being responsible. Instead of the problem being within us, we look for an outside person or event to blame. It’s much easier to say “I’m just not sure if the web copy says what I want it to say” than it is to to say “I’m scared to move forward.” It’s much easier to say “Oh, I have to cancel our meeting, I have a soccer practice to attend” than it is to say “I’m going to get this done now, it is equally or more important for me and my child.”
If you want to fail as an entrepreneur, practice perfectionism. If you want to make money, practice shooting the archer’s bow, and keep practicing until it hits the mark. Learning from what doesn’t work is just as important as hitting the bull’s eye first time out.
(c) Sue Painter
Do You Have The Courage Of An Entrepreneur?
March 4, 2010
Years ago, I heard the statement “the fastest way to personal growth is to open your own business.” Thirteen years after opening my first business, I can promise that statement is true. Like many people who are self-employed, I came out of the corporate world, where I was used to having support staff, creative people around me to bounce ideas off of, and the big bosses over me to handle the heat. I also had janitorial staff to clean the office and technical support staff to handle an errant computer. When I left all that to open my own business, I soon discovered that my support staff, creative people, big bosses, janitorial staff and technical staff was the person I saw when I stared into my mirror.
My business was brand new and very small, one room in an office building. I had to handle everything, whether I was “trained” to handle it or not. I had to discover what I did well, what I enjoyed the most, what I hated to do, when I could afford to hire help, and what help I needed to hire first. I had to stretch and grow quickly. Fortunately, because I had solid experience in growing a business, the Touch Therapy Center (a massage clinic I own to this day) built itself quickly. Within the year, I could hire help for cleaning and laundry service. Next came a bookkeeper. Now, 13 years later, I manage the business while other staff do most of the therapeutic massage, I’m in a medical office building with multiple treatment rooms, and I have a practice manager to handle the front desk, errands, and most adminstrative tasks.
What I want to point out is the rocky path of personal growth it takes to get from year one to year thirteen, turning a profit the whole way. Here are some of the things I had to learn or consider:
- Watch my operating costs and bottom line – I had to remain profitable even if I was spending more money on getting help with cleaning, laundry service, and so forth. Watching my weekly financial statements was critical, or I could have worked myself crazy and not made a dime.
- Know myself well enough to figure out what I liked to do and was good at versus what I am not so good at and am not fond of doing. One of these in the massage business is laundry. I didn’t enjoy dragging home loads of sheets and spending my evenings sorting, washing, drying, and folding them. And I wasn’t particularly great at it, either. On the other hand, I’m very practiced and skillful at attracting clients. I didn’t need or want to pay anyone to handle marketing for me, other than getting help with a design for my business card. It was easy for me and saved me money to develop my own brochures and press releases.
- I had to find out about my willingness to take risk and how to handle the good and bad that came from that risk. Should I move into larger office space and increase my rent? If so, how much more business would I need to generate to remain at my same level of profit? Could I get larger space, spend more money, and at the same time make even more money? Could I negotiate new lease terms that were favorable to me?
Before long, I had a very busy practice and was ready to hire other staff. Now, I could draw on my past experience as an Executive Director and use my past hiring skills. This time, if I made a bad decision, it was mind and mine alone to deal with, for better or for worse.
And, after about 8 years, I had to make a decision about opening my second business, The Confident Marketer. Other entrepreneurs had been asking me for serveral years how I’d built my business, how I knew what to do when, how I got profitable. I found that I absolutely loved helping other self-employed people be successful. So, about 5 years ago, The Confident Marketer was born. And with it, a whole new level of personal growth and challenge was necessary. It’s one reason I keep myself always working with top coaches who can help me face up to the personal growth and new business skills I need to keep my business successful and innovative.
The point to my story is that it takes courage to be an entrepreneur. You have to be willing to find out what you don’t know, get help with those things you don’t do well, and become expert at a few things that are yours and yours alone. You have to be willing to step up to intimately knowing and watching your financials (something I find many new entrepreneurs don’t want to do). You have to make decisions using both the facts and figures AND your gut feelings — your intuitive skills. And when there is a problem, you have to be willing to meet it and work it through, taking time to consider whether and how much it affects your customer service and your bottom line.
All this takes a great deal of courage and a willingness to grow both personally and professionally. A great business takes three things – a solid biz plan, a creative and well-thought-out marketing plan, and a willingness to do engage in personal growth. And behind those three vital things is courage. Step right up, and see how quickly your business becomes unstoppable!
(c) Sue Painter
How To Set A Goal And Make It Stick
January 30, 2010
When I speak, I often engage the audience, working interactively. Why? Because I know that the more we engage all our senses (not just our ears) when we hear new material, the more it helps us to anchor that new material within us. I also know that anchored information will more likely be used when we return to our offices. Instructional designers call this “transfer of training.” Proving that what we teach is actually taken and used in someone’s work is the holy grail of professional training.
When you decide to set a new goal for yourself, how do you do it? Do you sit down and make a list? Do you write out an affirmation? Do you simply think to yourself one day while you’re in the car “I need to do thus-and-such” and set out to do it? Whatever your method, you can have a higher degree of sticking to your new goal if you include as many of your senses as you can to help you along.
There are several ways of doing this, and most of the methods I know work pretty well. One that is popular right now is called Emotional Freedom Technique (EFT). EFT is often used to change our emotional reaction to a certain situation. For instance, if you get nervous speaking in front of people, you can learn to use EFT to say affirmations and tap yourself on specific points of the body. EFT is nicknamed “tapping” because you actually do tap yourself repeatedly at specific spots as you are saying the sentences you construct about your goal — the change you desire. I’ve used EFT more than once and if it is used consistently, it has worked for me. To learn more about EFT, you can contact my friend Annie Wills, at Full Circle Coaching.
I’m going to give you another way to involve your senses and make your new goal stick, though. It is often called VAK, which stands for Visual/Auditory/Kinesthetic. I like VAK because it is another way to become an embodied entrepreneur. Simply put, that means that you are engaged in your work with your heart, soul, mind AND body – and you are sure to be quite successful if you can achieve that!
So, to set a goal and put the power of VAK behind it, here’s what you do:
- Write your goal down.
- Close your eyes, and ask yourself “what will you see that will let you know you’ve attained your goal?” Even better, you can give this question and the following ones to a friend and ask them to walk you through this and answer to her, out loud. Take a breath or two, and see what pictures you get, what you’ll see when your goal is met. You will probably get more than one vision. Open your eyes, and write each of them down.
- Again, close your eyes and ask yourself “what will people say to you once you’ve reached the goal?” After you’ve recorded your answer (or had your friend record it for you), try asking yourself “what will people say about you once you’ve reached your goal?” And finally, ask what you would say to yourself when your goal is reached. Record your answers, or have your friend do it for you.
- (This is my favorite part!) Now, close your eyes again. Ask yourself how you will feel when you’ve reached this new goal. Really take some time to let this sink in, and see what feelings arise in you. Once you have a good strong feeling going, ask yourself about the color, shape, texture, and even the temperature of that feeling. Finally, ask yourself where the feeling is located in your body. Record all your answers. Don’t rush yourself, give yourself time to really get into the feeling of reaching this goal.
- Finally, ask yourself what belief you could state about yourself that will help you get this goal. For instance, if you want to lose weight but always snack at night, could you create a belief about yourself that you are able to easily turn your attention from eating after 8:00 PM? Work on this replacing your current belief that it is “impossible not to eat” or “I must eat because I get too fatigued, too bored, or too scared not to eat at night.” In other words, replace your negative self-talk with a positive belief in yourself as someone who is capable of doing what you want to do.
- Be sure to ask yourself if you foresee any reason NOT to reach this goal. If you secretly think that being thinner will be bad in some way you will not reach your goal until you have put that belief to bed. We almost always have a secret reason that we don’t want to do what we say we want to do. I say I want to improve my auditory Spanish skills, but secretly I don’t want to put in the extra half hour a day to do that. So, of course, I don’t! Bring your secret reasons up into your consciousness, and you’ll go a long way to helping yourself get that goal.
The point here is to create a framework around you that helps support you in all your senses. If you have a goal to grow a rose garden, you can close your eyes and envision the layout, the sunshine, the colors, and the smells for sure. The more you can embody your goals, the more you’ll be able to make it stick. Let me know how it works for you.
Is It Time To Tear Your Business Apart?
December 17, 2009
Change is uncomfortable and scary for most of us. Although we have varying levels of tolerance to change and risk, all of us have 
some point where we avoid these things. I’ve been a risk taker most of my life – I love exploration and adventure, and I know that my willingness to try new things, or do old things in a new way, has brought me much delight and success.
Still, like everyone else, I have my limits. So it was with a great deal of fear, dread, trepidation and tears that I let Bill drive me to a hospital early Monday morning, where in a few short hours my left knee would be amputated out of my leg, and if things went well a new knee would be put in. There was a chance that my knee was so injured that a new knee would not work. So I had to let the haze of anesthesia settled over me, not knowing what I would wake up to. Honestly, this was one of the hardest things I’ve had to do in my life.
Both in business and personal life, there comes time when we need to tear things apart, blow things up, be destructive. And the truth is that we do not know what the outcome will be at these times. What we do know is that the current situation and the road we are on is not working. Plain and simple, we need to stop.
I’ve put together a road map that will help you to know when it’s time to tear things apart, and how best to prepare for it. Here are some of the rules of the road we are on that simply won’t take us where we want to go.
- We tend to fear completely deconstructing things so much that we stay on the wrong road far too long.
- The longer we stay on the wrong road, the more we lessen our chances of a good outcome once we’ve finally torn things up.
- We spend too much time, energy, and resources trying to make the road we’ve been on work. We make ridiculous accommodations that do not serve us, and we engage in more wishful and magical thinking. Denial gains super-sized strength from our fears.
- We assign fear to those around us, assuming they will dislike what will happen when things are torn completely apart, and using that as an excuse for keeping ourselves on the wrong road.
In both our personal and business worlds, however, we can ruin ourselves and our opportunities to have what we desire by refusing the “blow it up, tear it up, deconstruct it” path. Our secret ambitions or dreams for ourselves languish. The outward signs of “living wrong” can include anger, bitterness, depression, constant excuses, wishful thinking (if only), blame, totally buying in to beliefs and stories we tell ourselves about why we can’t do something, being cynical, jealousy, and dishonesty with ourselves and others. Ugh!
No matter what “it” is, force yourself to have the curiosity and honesty to consider what might happen after deconstructing what you have right now. Don’t just list the “bad” things you immediately think about. List all the possibilities you can think of, too. Energy follows thought, so keep yourself on the possibility side of the list as much as you can. Rule number one? You don’t have enough foresight and knowledge to deconstruct something alone. Get help, give it time and attention, and move through the steps without continuing to tell yourself how scary or wrong it is once you’ve made up your mind.
- Consider the alternatives with at least three people.
- Find the very best people to help you.
- Make sure you like the way they approach things and their energy.
- Enroll your significant others – friends, business partners, family members, support staff.
- Ask these people to tell you their own fears about the deconstruction. This helps clear the air and prevent sabotage.
- Set up a timetable for when you will end the old and what all the steps are for the new.
- Make it as easy as you can on yourself. Clear the calendar of other demands. Whatever else you do, hire it done or stop it for a few days. Maybe you get someone to shop, cook, and clean for a few weeks so that’s totally off your mind.
- Gather up your courage, quit listening to the “backtalk” from yourself and others, and take one step.
- Keep going through your steps with determination, even when you begin to doubt or run into an unexpected hurdle.
- Remind yourself that what you have been doing DOES NOT WORK and that you are now creating a new order of things. You are not reaching for perfection, you’re reaching toward a solution that will actually get you what you want.
- Be honest to yourself and others when you have “doubt days” – get it out of yourself to prevent self-sabotage.
- Once a day, look at the big picture. Remind yourself that the road you have been on DOES NOT WORK. Give yourself credit for each step along the way.
- Work diligently on the new road. Don’t go back and wonder if you’ve done the right thing. Whatever you are doing, it’s probably more right than the wrong thing you were doing.
As I write this, I’m in a rehab hospital learning how to use my new knee. Yes, I did get one! It’s been painful and hard, and it’s easy to fall into doubt that I’ll ever get the pain to stop or that I will be able to bend my knee very well. Like everyone else who goes through this, I’ve had my few days of “hitting the wall” and wondering why in the world I ever did this to myself. But my surgeon is expert at his craft and at reminding me where this can take me. My teachers and friends remind me of the truth about how things were just a short week ago. My new “knee friends” share every setback and success with me over meals and in the hallways. And the hospital staff support me completely, from helping me get a shower to making sure my pain medications are delivered right on time. I’m off the road that was getting me nowhere, and would have never gotten me where I want to go. This road is “more right” than the road I was on.
No matter how big it is in your business or personal life, have the courage to say aloud “this road is over.” You might find out that tearing something up is actually the way to create what you’ve always wanted.
(c) Sue Painter
Are You The Block That Keeps Your Business From Succeeding?
November 5, 2009
To make your business profitable, you must have two critical things in place. The first is a business model that adds up. In other words, what you offer and how you offer it will generate the amount of money you need, minus all your expenses. Your business plan and projected financial statements prove that your plan will take you where you want to go.
The second critical thing you must have is a creative marketing strategy that is comprehensive and hits your target market. As Ali Brown and many others have said, you can be the best at what you do in the whole wide world, but if you can’t market yourself you will go broke. You have to master marketing even more than you master your expertise.
If you have these two in place and you are faithfully working them, wonderful things are sure to happen. And when they don’t happen, a third thing is coming into play, something I often see in the bright, capable solo professionals I work with. That third thing is you – the resistances, denials, limiting beliefs and energetic blocks you hold that keep you from fully implementing your biz model and your marketing strategy. These are the inner blocks that are keeping you from being profitable. In other words, if it isn’t a bad business plan or a weak marketing strategy, the problem is right within you!
I often tell budding entrepreneurs and solo professionals that the best way to engage in a rigorous path of self-growth is to open your own business. It will push every button you have, and challenge you to develop yourself both personally and in business skills. It takes a courageous combination of inner work and outer work (skill building) to support fantastic success in business.
A mathematician might say that my formula for success is P + BP + MS + RIB = DCT. That translates to passion plus business planning, plus marketing strategy plus removing inner blocks equals dreams come true. It is a formula that works every time. Find the weak link, fix it, and you are on your way.
Solo professionals must have a true passion for what they offer. Working on your own requires high energy, so if you are not enthusiastic about what you do, forget about it! You will more than likely burn out before you get where you want to go. So, that P in the formula is critical.
However, you can’t build a business on passion alone – you have to know and work your business plan. What is your model of doing business? How much income is it realistic to think you will generate? How do you measure that? What is your overhead, or operating cost? If you don’t watch the money in and money out, your overhead costs can go out the roof very quickly.
Marketing strategy is the formula’s next part. Are your actions gaining you top of mind awareness with your target market? Are you getting a return on investment with marketing, publicity, events, social media, and advertising? A plan will keep you on track, marketing in a consistent manner rather than piecemeal.
If you have those pieces done well and in place and your business is not creating DCT (dreams come true) then the place to look is RIB (removing inner blocks). Blocks show up in dozens of ways, but the bottom line is fear. Fear is behind every excuse and every failure to implement. Fear creates dark and murky underplaces, which show up as resistance, avoidance, passivity, or denial. How do these show up? Here are a few things to check.
1) Look at your to-do list, and put a star beside anything that has been on your list longer than a week. You are avoiding the starred items, and that’s a good sign of an inner block.
2) Look at your calendar and find the last time you carved out at least two days for a personal retreat. Never? Three months or longer? You have an inner block about working on your business versus in your business. There’s probably also a block about control and delegating.
There are dozens of others ways to look for blocks. The point is, a willingness to look combined with a willingness to change will serve you over and over again, both in business and personal life. I have a great deal of respect for solo professionals who are willing to do that. They grow both inside and out, and they take off in their businesses.
(c) Sue Painter
Four Great Ways To Keep Your Business On Track
October 29, 2009
Solo professionals need a strong vision of where they’re headed and an internal warning system that tells them when they are getting off their game. Here are four ways to make sure you are keeping on track.
1. Take a look at your to-do list. Put a star by anything that has been on that list for more than two weeks, and look at those starred items with an eagle eye. Chances are, you are procrastinating on those items. Take the starred items and list them out on a separate sheet of paper, and out beside each one note what the very next step is to move that item forward. Now, either schedule it in your calendar for THIS week, or hand it off to an assistant. Often, entrepreneurs procrastinate because they are unsure how to proceed. If that’s the issue, call a friend, talk to your Mastermind group, put it on your coaching agenda – take an action that will get you out of “not knowing how.”
If you get into the habit of regularly scanning your to-do list and noticing what hangs on there for several weeks or more, you’ll develop the strong habit of pushing yourself out of procrastination.
2. Get yourself a timer. As you sit down to work on the task at hand, set the timer for half an hour and pledge to work ONLY on that task, with no interruptions. I often tell my clients that the world actually can live without them for 30 minutes at a time! Don’t check e-mail, answer the phone, Tweet about what you are doing. Stay right on task until the timer goes off. Using a timer to create concentrated periods of work teaches you focus. Entrepreneurs are well-known for having “bright shiny object syndrome” (also called fuzzy focus.) The more you train yourself to focus for short bursts of time, the more productive you will be.
3. Remind yourself of your big vision at least once a day, and tell someone else at least once a week. It’s easy to get discouraged when obstacles get in the way, and discouragement can lead to self-doubt. Regularly reminding yourself that you are doing your business for an important reason, and that you have every capability to succeed is critical. And about once a week, it’s good to hear that from someone else who is a supporter. Creating the habit of keeping your vision in the top of your mind fosters a strong faith in yourself and what you’re doing. It drives self-doubt out the door.
4. Get yourself into a Mastermind group, meet regularly, and don’t skip. You didn’t decide to be in business for yourself to play small, did you? Developing a strong relationship with other solo business owners who can encourage and support you creates a habit of thinking big. And that’s what you want to be doing, thinking big, thinking out of the box, thinking in ways that most people don’t think. A good Mastermind group will both encourage and challenge you to get out of your comfort zone, keeping you from thinking too small about yourself and your business. It’s a safe place to test out your most outrageous business ideas and get help in shaping those into reality. Develop the habit of thinking big and out of the box! It will help ensure that your business flourishes.
Using these four systems fosters four good habits that keep you right on track. And in the end, those habits lead directly to a better bottom line.
(c) Sue Painter
How Putting Off Planning Costs You $$
October 25, 2009
Something I often encounter from budding entrepreneurs is strong resistance to spending the time and money to slow down, sit down, and seriously dig into their financial situation and future planning. Two people I worked with not long ago give me great examples of the high cost of putting off “taking a good look” at how things are and could be.
Entrepreneur Number One (we’ll call her Melinda) has been in business a few years now but finds herself unwilling to face the new skills she needs to learn in order to handle the big growth that could come her way. Eventually, the pain of not looking became stronger than the pain to look, so Melinda booked a day with me, fearful though she was. One of the costs of her waiting was that her energy, enthusiasm, and belief in her business success had flatlined. Melinda had taken on some debt to grow her business, but then because she felt guilty about the debt and didn’t really want to face it, she’d failed to keep up her bookkeeping and had no idea where she was in terms of sales, expenses, and accounts receivable. Her guilt drove her to describe herself as “in debt and making no money.” Yet she really didn’t know if that were true or not. As we talked about this, her emotions came to the surface and she realized that constantly telling herself that she was in debt and a failure had drained her faith in herself – a far greater cost than actual financial debt. Melinda needed to step up and act like the successful entrepreneur she is. In her case, that means getting a weekly cash flow statement from her bookkeeper, keeping her pulse on her true operating costs, and letting go of trying to do everything herself in a wrong-headed effort to save money. As we developed a comprehensive list of business systems that Melinda will put in place, she came up with an idea that not only would save her own staff production time, it could easily be a product that she could sell to others in her industry. This one idea will more than reimburse Melinda for the day she spent with me – and more to the point, with sales to others she can probably erase at least half of her debt. Melinda paid dearly for putting off this day – in energy, self-doubt, overhead that was increasing because it wasn’t being watched, production time for her staff, and a missed opportunity to sell to others.
Entrepreneur Number Two (we’ll call her Amy) mentioned to me that she had been wanting to go on a personal retreat to do business planning for a long time. “How long,” I wondered out loud to her. “Six months, at least,” she replied. Amy’s willingness to let everything else come first before she took personal time for herself and her business came close to costing her the chance to more than double her income. It’s not what you will SPEND on your personal retreat, it’s how much it costs you to remain in the same place and fail to take action for moving ahead. Amy tole me that she wants to hit six figures in a year. She has the capability to do that, but not if she doesn’t change her mindset and her business model quickly and drastically. For instance, one reason she has put off going for a 3 day personal retreat is that she doesn’t want to lose work that in essence pays her about $25 per hour. But during her “business makeover” retreat time, she can easily generate ideas and plans that pull her up to an average hourly fee of $100. Until she plans it, that higher hourly fee won’t happen, and neither will her six figure income. It COSTS MONEY to stay stuck. Doing what you have always been doing is only going to get you the very same result you are getting now. So, if you want a different result in your business, take the time for that personal retreat. Set your goals, make your plans, and get on down the road. Your bank account will thank you in the end!
(c) Sue Painter
When Dreams Come True
January 14, 2009
There’s a lot in the workshop world these days about abundance and visioning. It isn’t something really new, as teenagers many of us made collages of things we loved. But there’s a lot more talk these days about the importance of visioning – the importance of looking deeply into ourselves, having the courage to write about and picture what we secretly most want. I’ve decided to share my story about dreams coming true, on the theory that it just might help someone else who is doubting that they can have what they want.
About 13 years ago now I became a member of a Quest group. One of the first things the group’s leader had us do was to answer, in writing, a series of questions about our clearest vision of our life – how we would be living it in the coming years, what would feel the most satisfying and truest life for each of us, how our relationships would be, what our work would look like. When I got this set of questions and was told to write an essay about them I was working in a very high-powered, high-stress position. I was not happy doing it, but the money was very good and I had made the decision to do this work for a while so that my husband and I could buy lake property and build a house. I worked 60 to 80 hours a week, travelled all the time, and managed a large group of people. While I was very successful, I was also very exhausted. So, to get this long writing assignment thrown into the mix didn’t make me very happy. I was stressed out, pissed off at working so hard, and already lugging around a bulging briefcase as I flew back and forth to D.C. I really DIDN’T want to spend time answering these questions.
So, in my best “I really don’t agree with doing this” manner, I answered – truthfully but also in a peeved tone. I started the essay by saying that “I had no idea how I would ever get there, but what I really wanted was” — and I held forth for three solid, single spaced typed pages. I folded it up, took it to the next group meeting, and read it aloud, unsmiling, when my turn came. Then, I efficiently folded it into thirds, popped it into the back of my daily planner, and promptly forgot it was there.
Fast forward 10 years later. The exhausting job was long gone. I was home one day, bored, and decided to clean out my now-defunct daily planner (I was on computer now!). I thought the planner was empty, and before throwing it into the trash I held it by the spine and shook it hard. And, out from the last, back, hard to reach pocket fell that 3 typed pages that I had long ago forgotten. I wondered what it was, and opened it up – and to my absolute and total amazement I read three pages of “what I really wanted” – and, point by point, every single one of my wants had come true! It was and is crazy, unbelievable, ridiculous. I sat there next to the trash can, holding what was my most precious possession – my vision for myself, my life on a page, my deepest heart’s desires. And I realized in that moment how wise and special the leader of our little Quest group was. How indebted to him I was. How grateful, fortunate, and lucky I was to have secretly carried my dreams with me for all those years, and how writing them and speaking them aloud to that group had taught me that energy follows thought.
Yes, dreams do come true. And as they do, we add more dreams. There is always forward movement until the moment we give up, and begin to die. One of the reasons I so believe in and support people in visioning is the lesson I learned myself – the one that took me a decade to learn. My small group Visioning fron the Heart workshops are my own way of helping others to Quest now. And my sincere belief is that the same dream coming true will happen to you.
(Credits: With many thanks to my friend BJ Ryan for the use of her painting “Sunset in the Desert.”)