Eden Sunshine's BLOG

The Key to Winning is the Hand-Off

Wilson Kipketer of Denmark holds the men's world record for running 800 meters in 1:41.11. That's darn fast I say.

 

Yet the Santa Monica Track Club Men's Relay Team holds the world record for the same distance in 1:18:6. Granted each man ran 200 meters of the 800 meter race. It goes to show that a group of people working together towards a common goal can often produce a better result than one person can do on their own.

 

No one would ever deny that both Wilson and the track team are world class.

 

Both Wilson and the Track Team have the same goal; cover the distance of 800 meters as fast as possible.

 

There approaches were different. The team was able to leverage and combine talents. Walter was on his own.

 

One of the things Walter doesn't have to worry about in his race was dropping the baton. The team has to think about that. In fact, it is one of the keys to their success. If anyone drops the baton, they lose.

 

The baton pass is critical. Yes, having the right talent is important too. But all things being equal, that doesn't play into the equation. All the parties are talented. Or should I say, fast.

 

I propose that even though most businesses, unless you are a solopreneur, have team members working with them, they are dropping the baton often.

 

In business, your success as a leader and effective manager comes down to the baton hand-off. Let me put it in business terms. How well you convey information or communicate to people on your team is critical. Specifically, communicating the results you expect and how to perform their job or responsibilities the best they can is the key.

 

I have found that the simplest, most effective, reliable and proven way to improve or maximize employee performance is through quality systems.

 

I have seen businesses try to win the race without them and they NEVER perform as well as companies that use systems to ensure quality performance.

 

Handing someone a system will enable them to be the best they can be in their role in the business. And if your people perform well, then your business will win!

 

Want to be World Class? Then your job is to build a systems-driven business, made up of great systems, and make sure you get them in the hands of your people.

What are You Great at Doing?

Great businesses have high standards. It's a key differentiators in business. Setting big goals, big vision is what they do. Now don't miss understand, bigger is not necessarily better. Better is better. Great businesses, it seems, know what they are good or great at doing?

 

McDonald's is great at selecting promising new locations and ensuring return of investment for every franchise owner.

 

Starbucks is great at mass customization and creating an environment for people to hang out.

 

Zappos Shoes is great at creating an employee driven culture.

 

Wikipedia is great at ensuring quality content through collaboration and self governing accountability.

 

What is your business good at doing? What is it great at doing? What is your business potentially the best in the world (as you define your world, either industry, location, market) at doing?

 

Can you describe it? If not, then how can you do it? If you can't do it then you won't be it.

 

Tomorrow I will describe what I believe every business must resolve to be great at doing that will simplify and guarantee certain success in their organization.

 

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This One Thing Will Change Your Business and Life Forever!

Is it just me or are people in general looking for ways to simplify their businesses and lives?

 

Somehow business got real complicated. I could explain all the reasons why this phenomenon is true, but that's not really important. It just simply is...

 

I will say this however, one of the primary reasons business can be so difficult is because of the number of potential moving parts, areas of focus and aspects of business we are required to pay attention to, the incomprehensible number of methods and ways of doing things and the continual and endless barrage of frustrations and problems every business faces everyday. It's no wonder business is complicated.

 

Recognize that if we always got the results we wanted business would be easy. But when our goals and actually results don't line up with each other we have a business problem. So then we are forced to look for a solution. That's when it gets complicated. Think about it. The reason business is complicated is because we don't have an approach or specific focus or method we employ to get the results we want.  

 

Imagine you could actually categorize and discover a simple, proven and universally applicable way of handing all the above issues with the same approach and response. All of a sudden, instead of dealing with 1000 moving parts, we only have to focus on one moving part and do it really well.

 

I'll bet you are dying to know that one thing that will simplify the way you do business forever and, more importantly, get the results you are seeking and looking for consistently.

 

OK...here we go...

 

What if you accepted the idea that every breakdown, every failure, every frustration, every missed goals or objective, every people related, customer related, profit related, revenue related problem stems from one thing, the absence of a quality system that works.

 

What is you realized that every missed goal comes down to one thing; a systems problem. Then all you would need to do is work on your systems. Make your systems better. To continually improve your systems. Then your business would produce the results you desire.

 

So how do you simplify your business? Easy. Resolve that your business is going to be extraordinary at building the best possible systems to achieve optimal results.

• If you have people problems, it's a system issue.
• If you have cash flow problems, it's a system issue.
• If you are working to many hours, you have a system problem.
• If sales are down, you have a system problem. (Please don't blame the economy entirely)
• If your customers are complaining, you have a systems problem.
• If the office is a mess, you guessed it, you have a systems problem.

You and your business must continually ask these questions.

• What system or systems, or lack thereof, are impacting the results we are seeking?
• Can we objectively evaluate the performance of the system?
• How can we improve the performance of the system so we can get the results we want.

If you want to stop running around like a chicken with your heads cut off desperately looking for a way to get the results we want then simplify your life and your business and go to work on your systems.

A Great Idea Gone Bad

According to  Ed Catmull, President of Pixar Pictures, it is better to have quality, talented people over a great idea any day. If you have a great idea and the wrong people, they will screw it up. Nurture your talent, he says.

I agree. But what does it mean to have the right people in a systems driven environment? The right people doesn't necessarily require that you hire super expensive people with years of experience and background. Although that could be useful during the start up and innovation phase in a business. (More on that tomorrow). You are really looking for, first and foremost, people that fit the culture and personality of the business.

Obviously the personality and culture of businesses vary from organization to organization. Every business has its own personality or character. Pixar, I suspect, looks for people with a certain creative and collaborative bend in their personalities.

Nordstrom's looks for people who have a personality oriented toward exceedingly high levels of customer service.

GE looks for people who can get results independently.

Southwest looks for people who like to have fun.

Inflection HR looks for people who know how to think.

Lavidge and Internet Marketing Agency (IMA) look for people who work smart and are creative.

Aquatic Environmental Systems finds people with low egos and will work at a team.

The point is that attempting to execute good ideas without people that really get the culture and values of your business might not get executed and implemented properly.

Great business then begins with getting the right people.

Are You Going to POOP out?

The world is screaming at you for your attention. Just look around you. Shiny objects and apparent opportunities abound. We are inundated with a gazillion adverting messages, tweets, postings, applications, 300 + cable channels, get rich quick schemes, infomercials, promises of overnight results...

 

Oh yes, the world is a buzz.

 

As a kid I used to play tag. Did you ever play? The game would start out with the tagger surrounded by a bunch of people. The goal was to chase down and tag on of the other people. Once you tag someone they are it. And they become the tagger. Pretty simple.

 

Imagine have 10 possible subjects around you. The whistle blows and you go. You have a question. Who do I go after?

 

In my experience, if I begin chasing one person and then, while in pursuit, change directions and go after another, and again, while in pursuit, I change directions again, I ultimately won't catch anyone. I poop out without ever reaching my goal.

 

But when I select a subject and pursue them with focus and commitment. Never giving up, I will eventually catch them.

 

The point is I couldn't allow myself to be distracted by other opportunities once the game was afoot.

 

The same is true about business or any goal you set for yourself. If you allow the DISTRACTIONS OF THE WORLD to continually captivate your attention, you will eventually poop out and never achieve your goals and objectives.

 

Now, more than ever, we need an almost superhuman ability to stay focused and pursue our goals with a laser like commitment in order to achieve our objectives.

The 2 Characteristics of Unstoppable and Successful People

"One of the things that may get in the way of people being lifelong learners is that they’re not in touch with their passion. If you’re passionate about what it is you do, then you’re going to be looking for everything you can to get better at it."
Jack Canfield 

 

I won't define success for you. You need to do that for yourself. For some success is defined as accumulation of wealth, others a level of fitness or physical accomplishment, others a general sense of peace and joy in their life, others it could be building a business, whether an owner or employee, that serves their life and others could be to be able to spend quality time with others.

 

Perhaps success to you could be all those and more.

 

Regardless, I have come to discover in my years of working with people in business that two common characteristics exist among those who are successful in whatever they endeavor.

 

Number one is a compelling goal or vision. With a compelling goal or vision comes passion and commitment, focus, courage, perseverance, fortitude.

 

Number two is a constant, insatiable desire to learn and discover how to achieve their goal.

 

News Flash. Every single one of my clients that continue to breakthrough to new levels in their businesses are consummate learners. They are always reading, studying and growing.

 

I suggested to a client the other day, who happens to be an avid learner, if you want to build a super high powered team consider this idea.

 

First, consider how you get your people passionate about the work they do. I am not talking about showing up and going through the motions. I am talking about having a compelling vision for something related to what they do in your business everyday. Consider if they really care and are passionate about their work and results. Consider if they passionate about the vision of the business.

 

Then encourage them to learn and study everything they can about improving and doing that job well. Sadly, a lot of people won't take the initiative to learn. For some learning feels to much like school and school was a bad experience for them. So the idea of picking up a book or going to a seminar stinks.

 

Some people never developed an appreciation for learning. Personally, my parents built a strong value for learning in my life. I am grateful for that.

 

If someone is in sales, get them sales training books. If they are in HR, how about materials on human relations. Although that might be applicable to sales too.

 

The key is not shoving the information down their throats and say, "Read this!!" That, again, feels too much like my 5th grade teacher. Instead, put your energy into helping them develop a real passion for their work.

 

Recently, I have even gone so far with some clients to suggest that they don't hire people that aren't open minded, willing learners. In a Level 7 Business it's impossible to support the culture unless people are willing to learn and grow. Otherwise they will get left behind.

 

Finally, I mentioned to a client that, because I have so many folks I work with that are reading some really great stuff, I personally can't keep up with all the book recommendations I receive.

 

However, I would like to create a recommended reading list to share with all of you.

 

Please send me a comment with your list of your favorite or recommended books that you have read and have found valuable to you as you pursue your passion.

The 4 Things That Drive Every Business Owner Crazy

"Why is working on your marketing so important to you today Tom?" I asked.

"Well," he responded, "We need to increase sales around here."

I didn't want to sound flippant yet I was compelled to ask. "Why do you need to increase sales?"

Tom gave me the blank, that's a stupid question stare back at me.

"No. Seriously," I continued. "Why do you need to increase sales? I think you are presupposing a solution to a bigger, more important issue. Like your business isn't serving your life."

"Well if I increase sales, I will increase the bottom line." He replied.

"And so why is that important?" I continued to drill.

"Ok you really want to know? It's my wife. She is driving me crazy. Somehow she thinks we are made of money and she is always on my case about not having enough. She's spoiled. Her dad is a multimillionaire and although he helps us a bit, we are really on our own. But her habits and tastes haven't changed. She wants a bigger house and an unlimited budget to buy whatever she wants. Our debt is racking up and I am stressed out."

"So now you know," Tom ended.

"Sounds like you need a new wife," I joked to break the tension for a moment.

"Yes. if you can help me with that then you could really solve my problems," he joked right back.

Tom's situation is not unique. Not the wife situation. The money situation. I have heard it over and over again. I have come to discover over the years that every frustration a business owner has comes down to 1 of 4 things.

Sometimes they are troubled only by one issue. Sometimes it is a combination or all four.

Here is the list of the 4 Biggest Frustrations:

1- Not Enough Money Personally. They aren't making the kind of money they want or need to make. I am not going to make any judgments on people's lifestyle or financial needs. Some people live well below their means and others have very expensive needs. It doesn't matter because every business owner has an idea of how much they would like the business to provide them financially. if you are good and content with your personal income, then bravo for you. If not, I would suspect that a lot of your energy and time goes into creating more revenue and sales for your business.

2- Not Enough Time Off. Specifically, how much time do you have to work each day or each week. I have met business owners who are working 80-90 hours per week and more. They have no life outside of business. When they are home, they are thinking about work.

In addition to the time at work, another frustration is the fact that they can't take sufficient, uninterrupted time away from the business for an extended period. Notice I said uninterrupted. Notice I also said extended. I am not talking about a 3 or 4 day weekend. I am talking about taking a week, two, three or even four without being in contact with the business. For some people they can't even imagine being away that long without the business falling apart. It's possible and many of the businesses that have successfully implemented Level 7 regularly take 3 weeks off from their businesses.

3- Doing the Work they Hate Doing. I have met many business owners that hate the work they have to do everyday. Sometimes they are caught up in doing a lot of administrative work and they don't like that. Sometimes they find themselves constantly putting out fires and solving problems. They don't like that either. Especially if they want to be working on developing new opportunities to expand and grow the business. Either way, when a business owner is frustrated, it could be that they simply don't enjoy the work they do in the business.

4- Disconnect Between Vision and Reality. The way the business works doesn't flow with their vision. Admit it. Most business owners have an idea in their head about how they want the business to work. They have a vision for its size and scope. They imagine how the customers will be treated and the impact the business will have on them. They often have picture of how their employees will act and treat each other. They imagine doing something extraordinary. When the business ins't really working the way they would like it too, that causes great frustration and discontent. Sometimes, the business is working great right now, but they want it to get to the next level and simply can't or don't know how to get it there.

Make A Change Today!

The first step in eliminating these frustrations requires first acknowledging the source of the frustration.

Next, establish and get clarity on the results you want in each of the 4 areas described above.

Then, ask yourself the question, how am I going to build a business that will support those objectives and develop your strategy.

Finally, spend time everyday implementing your strategy to transform your business and your life.

______________________________________________________________________________

Need Help with Developing A Strategy?

In The Level 7 Implementation Program, we begin by addressing each of these four questions and getting clarity on the result the owner wants. Then a strategy is created to help the owner build a business that will support their goals and objectives.

Want to find out more about how to resolve these frustrations with a proven, simple approach to business? Check out The Level 7 System.

Worry is a Thief...

"Worry does not empty tomorrow of its sorrow; it empties today of its strength."  
    Corrie Ten Boom

Being consumed about issues tomorrow will steal away the only thing that matters, how and what you will do productively today.

The success of your life and business is simple math. Everyday of productive activity is like a penny that goes into the bucket of your accumulative success. Worry robs you of putting that penny in the bucket.

Focus on today. Do your best today. Do that everyday. Than worry will never have a hold on your life.

System to Hit Your Goals Every Time!

Yesterday I wrote about the need to make course corrections in order to ensure that we don't end up in an undesirable place in our business.

 

Often we set out to achieve a goal, only to discover later that we haven't hit them. Then we wonder why. But at that points it's too late.

 

The question is then, "How do I ensure that I hit my goals every time?"

 

The process is actually rather simply, but not necessarily easy. If it were easy everyone would do it. That's why so few people are actually moving forward in their businesses and lives.

 

Step 1 - Set the goal. Obvious, but necessary. Your goal must be clear, concise, in writing and have a date.

 

Example: We will double our revenue and profit by December 2010.

 

Step 2 - Ensure that you have a methodology for measuring and tracking the goal.

 

Example: We have our financial statements that are up to date and current at all times.

 

Step 3 - Identify the systems that impact or ensure the goals. Identify the systems that are going to require innovation or improvement to achieve the goal.

 

Example: Our lead generation system is the primary driver of doubling revenue and profit. We need more leads. We also have in place a good lead conversion process that currently converts 75% of our leads. Our fulfillment systems are solid and we are managing the inflow and outflow of our money effectively.

 

Step 4 - Establish a goal for the system.

 

Example: Currently our lead generation systems provide us with 60 new, qualified leads per week. In order to hit our objectives, the system needs to produce 120 new qualified leads per week.

 

Step 5 - Innovate your system(s) to make the improvements necessarily to achieve goal.

 

Example: We have identified our primary lead generation sources and will increased our market penetration into those markets.

 

Step 6 - Set up regular checkpoints to evaluate the performance of your innovated system.

 

Example: We will review the results of our new lead generation efforts every 2 weeks.

 

Step 7 - This maybe the most important step. Take immediate action, as needed, to revise the system to ensure you are getting the results, or in this case, the number of leads your need each week to hit your sales and revenue objectives.

 

The bottom line is if you want to hit your goals, you need to take new action in order to get new results.

Time for a Course Correction

It's been a year of ups and downs for sure. In my conversations with business owners all over North America, some have thrived, and well, let's say that other's have not done so well.

In most cases, the businesses that struggled continued doing the same things they always do without really making any changes to their approach. Yes, they worked harder. They struggled more. They cut some expenses. They had more sleepless nights, but they really didn't change their approach. Ironically, most of them actually think they were doing things differently. They weren't.

I believe that is a definition for insanity.

They still responded to problems and frustrations the same way. They still did the same work they always did. In fact, in some cases, they actually spent less time doing some of the work most critical to the success of a business. Specifically, leading and providing effective management and direction.

You have heard me use this analogy before. In scary times we feel like we just have to be moving, doing, going. It's like hopping in a car and just driving. "At least we are moving", you might be thinking. But where are you going.

As a friend said to me several years ago, "Are you just driving along aimlessly?"

Isn't it better to determine where you are going first before you drive?

Now that 2010 is quickly approaching, set aside a few minutes and answer this question. "Putting aside what is happening in your business today, good or bad, what would make 2010 your best year ever? What are your 2010 goals and objectives?"

Don't even think about what's possible. Just write down the goal.

Tomorrow I will talk about several specific steps to ensure you hit your goals in 2010.

Are We There Yet?

Got kids?

If you do, and they can talk, then no doubt you've been driving in your car and heard the infamous question, "Are we there yet?"

My response to them is always, "20 minutes."

They hate that.

Consider your business for a moment. Do you realize that if you have people working with you they have either asked one of several questions.

#1 - Where are we going? My kids always ask that question when they get in the car. I suppose they need to have an idea of the destination. Once they know where we are going they seem to be more cooperative on the way. Especially if they can see a personal benefit in where we are going. I believe employees in a business need to know where the business is going and how it is going to benefit them too.

#2- Are we there yet? Once your people know the intended destination, I believe they want to know how the business is progressing at getting there. In other words, we have to show them the road map.

Highly effective leaders are very intentional and focused at communicating the direction of the business and providing regular "Are we there yet" status reports.

Thanks for Nothin'... The Principle of Gratitude

By now you have likely come to discover that I am a principles based guy. I believe that if people understand good principles that will drive appropriate behaviors.

 

The Level 7 System is about good business principles that drive great results.

 

As we go into the holiday season, and with tomorrow being Thanksgiving, consider the Principle of Gratitude. I want to be a grateful person. I want my kids to be grateful. I want my kids to have grateful hearts, as do I. When they receive a blessing, I want them to say thank you. Not because they have been taught that saying thank you is good manners. To me that seems legalistic. I want them to say thank you out of genuine appreciation for the gift or whatever they receive.

 

During this time of year it can be easy to get caught up in all the hoopla. Instead perhaps we should sit back and consider the things we are really grateful and the many blessings and privileges we have. Not because we have to or because its the right thing to do. But because we come to a realization that we are truly blessed.

 

Gratitude begins with a thoughtful recognition or inventory of what we do have. Not what we lack. Grateful people are humble. They do not carry with them a spirit of entitlement. They genuinely are grateful for all things.

 

Interestingly, grateful people often have more than they need and lack nothing.

 

If I were to suggest an action step to begin to develop a heart of gratitude, then start with a list. You can either right it down, or take a mental inventory of all the things that you are grateful for.

 

Then simply say thank you. Not because you have to, but because you want too.

 

Have a happy and grateful Thanksgiving.

No, I Haven't Been in Tibet... I've Been Busy Transforming Businesses

The other day I ran into an old friend who commented that they thought I had falling off the face of the earth or went to Tibet or something.

 

Of course you know better than that if you've been receiving my Daily Message (you can subcribe by clicking here) or keeping up with these postings.

 

Fact is I have been business working on my soon (hopefully) to be released book on the The Level 7 System (The official title is yet to be determined. I am open for suggestions).

 

In addition, I have been working diligently to develop and prove what I consider the to be the World’s Most Effective Business Transformation and Development Process. OK, I know that sounds like a lot of hype and maybe an over exaggeration.

Actually, I've been working with a handful of business owners across North America as we have been implementing The Level 7 System in their businesses. The results for those businesses who have been serious about improvement have been nothing less than extraordinary. That is not hype by the way.

The Level 7 System is unlike anything you have seen in business before.

 

As one of my clients has said recently, "Eden, The Level 7 System is the best kept secret in town. (I know that sounds very clique) If people only knew the impact Level 7 could have on their business and life, they would be beating your doors down to work with you and implement Level 7.”

 

I love it when my clients talk that way.

 

As a result, I am rolling out a process I call The Level 7 Experience. I don’t want people to just hear about Level 7. I want them to experience it. It’s kind of like getting a free sample of ice cream from 31 flavors.

 

People who partcipate in The Level 7 Experience will get to experience the potential life and business changing impact of this simple, yet revolutionary business development process. I know those are some strong claims. Let our results speak for themselves >>.

 

I admit Level 7 is not for everyone. As simple, intuitive and straight forward as it is, it requires people with an extraordinary commitment to being the best of the best. It requires people who are willing to do what most people won't do.

 

Regardless, I feel obligated to let people know that there is an option available for people who want to build a World Class Business without pulling their hair out.

 

The Level 7 Experience is a two-day, one-hour per day conference call.

 

In that call people will experience our powerful “Breakdown to Breakthrough Process.” This process alone will change the way people approach problems while eliminating the things that hold their businesses back forever.

 

One client suggested that implementing this process into his business has been worth millions of dollars to his company. His business has grown from 3.0 million to 10 million in the last several years. Despite the tough economy, his business has had the best 6 months in company history.

 

Another client suggested that the Breakdown to Breakthrough Process netted him, in one sitting, a bottom line one year increase of $60,000. I promise, its that powerful.

 

In addition, participants will be introduced to a system that will enable them to get more leverage and performance from their people. Finding good people is tough. Imagine having a business full of powerhouses without paying powerhouse prices.

 

The Level 7 Experience will be held on Tuesday, November 18^th and Wednesday, November, 19^th at 11:00 Arizona time, 10:00 A.M. pst, 1:00 P.M. est.

 

Register Early. Seats are limited and this will fill up fast. Click Here to Register >>

 

Everyone who has been introduced to Level 7 says that it makes so much sense and yet realize very few businesses are doing the things that The Level 7 Systems represents. I totally agree.

 

In fact I am thinking about calling the book, "Doing What Most Won't Do to Build a Business That Really Works" or something like that.

 

What is all comes down to is I believe people really need to know about Level 7. 

 

I invite you to check it out. Click here to register now >>

 

What the Great Ones Do - Part 1

Great businesses and their people do what average people and businesses won't do.

 

Great businesses are clear about goals and expectations throughout the ENTIRE business. They don't just post a mission statement on the wall and leave it at that. They don't establish a revenue goal at the beginning of the year and forget about it.

 

Great businesses are specific and intentional about the direction and goals for the business as a whole, each department and every position and person in the organization. They are also very clear about the purpose and goal of EVERY system, process and procedures in the business.

 

They simply know that if they are going to apply energy toward an action they better know what they are working to accomplish.

 

What most business won't do is to take the time and effort to define results continually and purposefully.

You Better Get Your People Together or Your Business is Toast!

"United we stand; divided we fall.” 
    Aesop

Here is a modern day spin on an old saying, "United you grow, divided you fail". In business particularly, and perhaps more than ever, we need collaborative, focused and purposeful efforts from all our people to grow and thrive.

Did you know that it is the responsibility of the leader to set the stage for unity and cooperation in a business? Or course you did.

What happens if you don't get your people on the same page? Very simply, you're toast. A business that desires to be scalable, replicatable and capable of breaking through growth ceilings while serving the lives of people within it must have people working together for a common goal.

The leader must make it known that the standard for the business is working together. They must then be a walking and acting role model for the standard.

The leader then must intentionally foster a culture that will support the standard so it will sustain and replicate itself even if the leader is not present.

So what are you going to do about it? Begin by doing the Implementation Step of the Day.

Implementation Step of the Day -

1- Come up with a definition for unity as it relates to your business.

2- Cite at least three examples where you have seen people demonstrate unity in your company.

3- Develop a strategy to integrate and regularly communicate that definition into your business.

5 Minutes to the Perfect Business

"Live out of your imagination instead of out of your memory."  
    Les Brown

 

I have made it my life's works to understand what makes businesses and people tick. The people thing is a little more tricky. Business is not so difficult.

 

In fact, I have come to discover that if your do the right things, business is rather simply. It's not necessarily easy. Why? Because doing business well requires that we do things that most people won't do.

 

Statistic suggests that less than 4% of businesses actually really succeed. I am not talking about surviving or hanging on by a thread. I am talking about businesses that really stand out and work.

 

I am going to challenge you to do a little assignment. Because you are the best of the best, or at least endeavor to be the best, I trust you WILL take this challenge on. Most ordinary people won't do this. They will make an excuse or something... That's what ordinary people do. But you are not ordinary. Right?

 

I challenge you to do this task for 5 minutes. Only 5 minutes. That's it. 5 minutes only represents 3.4% if your entire day.

 

Get out a piece of paper and a pen. Imagine for a moment that you were going to recreate your business today. You have an opportunity for a clean slate. Forget about the past. Forget about limitations. Forget about what you think is possible based on your past experience. Rely solely on your imagination.

 

Then write out the answer to this question. "If you could create your business all over again, how would your business be different than it is today?"

 

Why is this question important? Simply this. You have a choice if you want your business to stay the way it is, or really become something great. Most people, at least the people I work with, want great businesses. In order to create something great, you have to know what great is.

Are You A Master Avoider? Part 2

Continuing from the previous post...

 

Our actions are driven by our thoughts. Our thoughts are a reflection of our beliefs. We are not always conscious of our beliefs. As a result, our thoughts are being influenced by those beliefs. As a result we take the wrong actions. When we take the wrong actions we get the results we desire.

 

Example: Mary's goal is to accumulate wealth and retire early. Her unconscious belief is, "I have to work hard all my life to survive". As a result, despite all her conscious efforts to accumulate wealth, her belief system won't allow her to do it. She ultimately will sabotage her efforts.

 

Do you know that many of our beliefs are a result of events that transpired in our past? We locked them in and accepted them as truth.

 

So how do you break the cycle?

 

1- Apply The Level 7 Principle of Knowing What's True by asking yourself the question, "What limiting beliefs do I have that are getting in the way of my progress?"

 

2- Determine if the basis for your belief is true. Using the example above, is it absolute truth that Mary has to work all her life just to survive? Is it possible that people can make the right choices and accumulate enough wealth and retire early? Yes. It is possible and is done all the time. Of course Mary would need to accept the truth that it is possible. If she looks for evidence, she will easily find others have accomplished what she desires. Now if Mary says something like, "Well, those other people had opportunities, are smarter than me or have more talent" she has revealed her own limiting beliefs.

 

3- Realize that your eyes and ears are the gateway to your beliefs. What you put in your eyes and ears will influence your beliefs. Here is an extreme example. If you were to call someone a loser everyday for a period of time, at some point they might start believing it, unless they knew how to protect their ears from the onslaught of attacks. The point is you must protect what you allow in.

 

4- You need to start reprogramming your mind with positive, more affirming beliefs. For example, some people are hesitant to hold others accountable for their agreements. They believe that if they do hold people accountable they won't be liked or accepted. In a case like this they would need to reprogram their mind by saying things like, "People appreciate when I hold them to a higher standard."

 

5- Establish a specific routine to feed yourself with your new way of thinking. Personally, I recommend writing down your affirming beliefs and review them at least three times per day with intention. What do I mean by with intention? Don't just scan what you've written. Say it out loud, think about it for a moment, consider what your are saying to yourself. When you hear that little voice in the background saying, "Oh you won't do that, or this doesn't apply to you," simply respond to it and say, "I wasn't talking to you."

 

5-  Here is the key to put it all together. There is no magic formula for applying discipline and follow-through. You just have to do it. If you don't, nothing is going to change.

 

Special Offer for those with the guts and desire to really make improvements in your life and business. Sometimes it is more difficult to see our own limiting beliefs that are holding us back. If you would like some objective feedback and help establishing new more productive beliefs and an action plan to make the change, then lets talk.

 

I am prepared to give you whatever time is needed to help you make your break through. E-mail or call me today if you are interested.

Are You A Master Avoider?

"Is it possible", I asked my friend, "That by not doing those things that you know you ought to do, that you will be in the same place six months from now as you are today?"

 

"Not only possible," he said. "Probable."

 

"So you must like where you are?" I asked.

 

"No. I am not happy. In fact, if have this nagging, guilty, 'I shoulda thing' going on in my head everyday."

 

"So why do you keep avoiding?" I asked. "I suspect its fear."

 

He thought for a moment. "Yes, I suppose what it all boils down to is fear. Fear of change. Fear of what will happen. Even fear of success."

 

"That's interesting. Fear of success. Do you not believe you should succeed?" 

 

He hesitated. So I continued. "Since you don't see yourself inside as a success, you will avoid doing things that represent moving to the next level. You are unconsciously self sabotaging your own success so you won't create any in congruency on how you see yourself."

 

Here is an example. If you see yourself being overweight by 15 pounds. If you deep down believe that is who you are, no diet or exercise plan in the world is going to change your weight. Sure you might lose the weight for awhile, but I promise it will eventually come back. You know what I mean don't you?"

 

"Yes." He replied.

 

"The same is true about business. You are the leader of your business. But if you only see yourself leading your business that way it is now, you will never progress. No matter what advise or help I offer you."

 

"So what do I do?" He queried.

 

"It starts by beginning to reinvent who and how you see yourself..."

 

Check back tomorrow's post for the rest of the story

Dad, I Lost My Chapstick Again.

It was 15 minutes before we were leaving for school and he still wasn't ready to go. He just seemed to be pacing back and forth throughout the house.

"Kyle, dude," I said, "You've got to get ready for school."

"But Dad I can't find my Chapstick" (actually we don't use the Chapstick brand but that's what we all call it anyways).

"Kyle you've been up for 45 minutes now. What have you been doing?"

"Looking for my chapstick." He said.

"Where did you leave it?" I asked.

"Dad if I knew that it wouldn't be lost."

Dang, I thought. When did he get that smart? It was true, however.

"Well, where do you usually leave it? Don't you have place for it? Kind of like I have a place for my keys." I replied.

"No. Not really." He answered.

"Ohhhh... I feel a Blog Post coming on", I thought to myself.

Did you know that businesses are not unlike my son Kyle. They place things somewhere only to spend inordinate amounts of time looking for them later.

The average employee spends 2 hours per week, for example, looking for documents they have saved on their own desktops or computers.

Do the math. Let's say you have 10 employees averaging $15.00 per hour. That's $300.00 per week in lost productivity. That adds up to over $15,000 dollars per year.

So here is a system that you can create in less than an hour that will be potentially worth $15,000 or more to you and your business.

Figure out how you would like your documents stored on your computers. Don't just say put them on the Z: drive. Create your foldering system. Perhaps by position in the company or by business function. Either way determining your document storage protocol can take little time and dramatically increase your employee productivity.

Kyle has yet to find his Chapstick. Guess we will have to work on a system for that too.

I'll Take Drive Over Talent Every Day

"I know the price of success: dedication, hard work, and an unremitting devotion to the things you want to see happen."
                Frank Lloyd Wright

 

Can you believe I am starting to have conversations about hiring and recruiting with my clients again. The recession is ending, so I am told by the media. Hey, we believed them they said it was bad, why not believe them now.

 

Ok, so maybe you aren't hiring today, but you will be soon. Especially if you have goals and aspirations to grow your business. So when should you begin recruiting. Now!

 

The pool of prospects is large right now you can get your pick of the litter so to speak.

 

So how is the Frank Lloyd Wright quote relevant. Simple. When you begin your search for people it is better to find people with an unrelenting drive to succeed and willing to work hard over those people with great talent and ability. The world is filled with incredibly smart and talented poor people.

 

I'll take someone who wants to win and is willing to get their hands dirty (or engage their brain and effort) over a talented primadonna any day of the week.

 

As you begin your recruiting efforts (you should be recruiting all the time even if you aren't hiring today) create a screening process that identifies those people who have demonstrated a willingness to really work and a drive to succeed.

Avoiding GM Problems in Your Business

General Motors is reinventing itself.

 

Why is it that when businesses get into trouble they look seriously at consolidation and brand identification? Because its the right thing to do.

 

Hum? Interesting. So what can we learn from this. Momma said, "It is best to learn from other peoples mistakes. Why learn the hard way." Good advice Momma.

 

So what have we learned from GM and other companies that have over diversified and then, when tough times came about, they had to scale back?

 

Great companies are very slow to diversify. Instead they focus on building product or service dominance and a powerfully recognizably brand.

 

Here is a strategy to help you build a great brand and strengthen your business model.

• Find a niche that has a need or interest in your service. Make sure the market is large enough to serve your company financial goals.
• Decide to be the best in that market or niche.
• Build an incredible product and put your time and resources into it.
• Begin promoting in a targeted, laser focused manner to your market.
• Continually ask yourself the question, "How do we become more effective and efficient doing what we do?"

Distractions! I can't get a freakin thing done...

"Any occurrence requiring undivided attention will be accompanied by a compelling distraction.” 
                Robert Bloch

 

Hum interesting...

 

Essentially it requires superhuman attention and intention when it comes to achieving the important goals we establish for ourselves and our businesses.

 

I find it funny that when we don't have any goals, we don't have distractions. How can you have distraction if there is no target?

 

Ironically, when we set a goal and have a strong desire to achieve it, all of a sudden anything that doesn't contribute to that outcome becomes a distraction. The bigger the goal often the bigger the distraction.

 

We have to make a choice and be conscious to the fact that with a goal we are committed too we either put on our laser focus and stay on the target or we will be constantly riddled with things that will draw our attention away.

 

Bottom Line: Stay focused and committed to your goals and decide that, regardless of the distractions that come up, you will do what is necessary to achieve the goal.

Is It Possible to Over Innovate?

Stop innovating to get your needs met! I had to remind a client the other day.

 

We get excited and it's a part of the nature as an entrepreneur to always be looking for ways to make things better. But you have to stop innovating for the sake of innovating or feeling good.

 

The Level 7 Principle of Improving Performance suggests that your innovation and improvment of performance in your organization is just as systematic and consistent as anything else you do.

 

Innovation takes place either when you have a breakdown or frustration and, upon evaluation of the system, requires that it needs improvement. Or when a system comes up for review as dicated by your improvement schedule.

 

As an entreprenuer who is innovating and bring new ideas, you have no idea how much the emotionally compulsive innovation patterns are distrupting our businesses. We might think we are helping or doing good, but most often you are not.

 

The key is to install a system, big surprise, that manages how and when we go about innovating and improving performance. We don't do it to feel good. We innovate to improve results.

Have You Got the Mind of A Great Marketer?

Adopting the mind of your prospect or customer is vital to your business success. Discovering the needs of the client is what great marketers do. Understanding human nature is helpful too.

 

By the way, did you know that marketing is really about understanding the client or prospect. It is often confused with lead generation or advertising activities. Good marketing leads to good advertising.

 

Being great at marketing also leads to making intelligent and productive conclusions about what product or services to sell and deliver to your customers.

 

So often we completely bypass the marketing function and dive right in to providing more fulfillment. Consider all the work your company does on a day to day basis that really has no significant impact on what the customer wants. Yet we keep doing them nontheless, believing we are providing more value. At the same time, we a doing a poor or mediocre job of delivering that which the client really wants or needs.

 

Bottom line: Great marketing strategies lead to simplified business operations and models.

There Are Holes in Your Business

"Technically your business isn't better or worse today compared to when the economy was less strained", I said to a business owner the other day.

 

Confused, he asked, "How that is so".

 

"The results you are getting now are reflective of a downturn in the economy but those results, or lack thereof, is more a reflection of the holes and problems that already existed in your business before the market changed. They simply are more evident now".

 

"A good economy is more forgiving. Businesses succeed in spite of themselves", I continued.

 

"Now, more than ever, businesses have to be doing the right things and do the right things well".

 

"For example", I went on, "Poor sales today are more a reflection of a poor marketing, lead generation or lead conversation strategy and system. Your systems in those areas were defective or no existent before. It's just more obvious now".

 

"Bad profits and cash flow is a reflection of inadequate cash and cost management systems and objective assessments of departmental and personnel performance. The problems were always there, you just didn't have to worry about them then".

 

"So you have a choice, you can now scramble to survive and hope the economy will turn around quick enough to plug the holes of your inefficient and effective business model and systems or you can go to work on repairing those holes in a systematic and strategy way. Once you do that your business will be stellar when the market does improve. In addition, you begin to repair your problems today that are killing your business".

 

Nodding his head in agreement, "Guess it's time to change the way I work and what we focus on."

 

"I agree!"