"Your mind is not a warehouse, it's a factory."So many people (me included), tend to use their mind as a warehouse. We keep arcane facts, appointments, commitments, to-do's, worries, plans, and passions all whirling around in our heads.
We think we are more productive when we have the ability to instantly 'touch' each of these items if we need to. Unfortunately, all of these items tend to get in the way when you want to do serious work or thinking.
We tend to focus on the urgent and put the important on the back burner. And when the mental whirlwind causes you to forget something or procrastinate on an important task, your mental Jenga stack of blocks fall apart.
Stop being a warehouse — try to delegate/outsource all of these items to paper, planners, and assistants so they can help you focus on the important and not only the urgent.
Start being a factory — where great ideas and plans come in, are addressed and executed, and are shipped out to your clients.
P.S. If you want to be more productive, efficient and effective,Let’s talk. I’ve worked with people from all over the world who want to expand their horizons — call me to schedule a free session.
Just listened to one of my favorite podcasts this morning —How I Built This. They hosted Manoj Bhargava, the man who invented the 5-Hour Energy Drink. Manoj is a self-made man who started his career driving a $300 dump truck hauling away construction garbage. Now he's a billionaire dedicated to donate 99% of his estate to help the world.
There were a number of powerful statements that caught my ear. Here are a few:
"You have to be totally determined - I hate the word passionate. If you get hit, passion tends to fade. Determination - if you get hit 20 times, you get up again." Everyone has a passion. Many people leave their jobs and start their own business based on that passion. Some do well, most don't. Manoj is spot on — passion will only take you so far, determination will pick you up when you fall down. TAKEAWAY: Drive, determination, and tenacity will help you build you a successful business.
"It's not rocket science. If you use common sense, you're in great shape. If you use experts, you're in so much trouble." I find this quote so fitting to my profession, being a Business Performance Coach. So many times I'm asked by prospective clients, "Do you have a lot of experience in my industry?" I usually say, "No, I don't. But it doesn't matter." Most businesspeople want 'experts' who know their industry and can give them the 'secrets of their success'. Unfortunately, most of the time, these experts are people who tried their hand in that industry and failed, that's why they're not doing it anymore. As a coach who uses 'common sense', I am looking at your situation from the outside in, a completely different perspective from where you are. I keep it simple and focus on the basics — that's usually where the problems hide. TAKEAWAY: "Experts are great for telling you what not to do. But what you should do? They haven't a clue."
"You've got to figure that out. How hard can it be? I'll figure it out." I love Manoj's simple way of attacking a complex problem. He makes the complex, simple — the gargantuan, a series of small steps. Sit down, get a piece of paper and map out the steps you have to do and the people you have to see. It's that simple. TAKEAWAY: Dive right in and attack. Don't over-think it.
"If these guys can come up with this, I can do better." Just because someone has done something, it doesn't make them geniuses — they just did it first. I love his philosophy and drive — I can do it too.TAKEAWAY: You can do it better if you just try.
"Most people who have invented great things didn't have a background in that area." They didn't follow the 'rules' of the experts. Again, they are thinking from outside of the bubble and not beholden to a series of arcane rules — in fact, they're the rule-breakers. TAKEAWAY: Be a rule-breaker.
P.S. If you want work with a coach who uses common sense and sticks to the basics, Let’s talk. I’ve work with people from all over the world who want to play a bigger game — call me to schedule a free session.
We've got a big snowstorm here in Oxford, Connecticut. Thankfully, I work from my home office on Fridays — so I really don't have to go anywhere — I just meander down to my first-floor home office and talk to my clients.
We only get better when we play tennis with better tennis players. One way is to immerse ourselves into their lives, their learnings, and their tricks of the trade.
I thought I would do a "Rich's Favorite Things Early 2017" post and let you know what resources I use to stay at the top of my game. So here goes . . .
Podcasts:
How I Built This - I religiously listen to ever episode. It's about innovators, entrepreneurs, and idealists, and the stories behind the movements they built. Each episode is a narrative journey marked by triumphs, failures, serendipity and insight — told by the founders of some of the world's best known companies and brands. (from NPR)
The Tim Ferriss Show- I've listened to this since his first broadcast. Tim Ferriss deconstructs world-class performers from eclectic areas (investing, chess, pro sports, etc.), digging deep to find the tools, tactics, and tricks that listeners can use.
Smart Passive Income Online Business and Blogging- Pat Flynn reveals all of his online business and blogging strategies, income sources and killer marketing tips and tricks so you can be ahead of the curve with your online business or blog. Discover how you can create multiple passive income streams that work for you so that you can have the time and freedom to do what you love, whether it's traveling the world, or just living comfortably at home.
Books:
The One Thing - You'll learn to cut through the clutter, achieve better results in less time, build momentum toward your goal, dial down the stress, overcome that overwhelmed feeling, revive your energy, stay on track, and master what matters to you. The ONE Thing delivers extraordinary results in every area of your life--work, personal, family, and spiritual.
The Pumpkin Plan - Each year Americans start one million new businesses, nearly 80 percent of which fail within the first five years. Under such pressure to stay alive—let alone grow—it’s easy for entrepreneurs to get caught up in a never-ending cycle of “sell it—do it, sell it—do it” that leaves them exhausted, frustrated, and unable to get ahead no matter how hard they try. The Pumpkin Plan guides you through unconventional strategies to help you build a truly profitable blue-ribbon company that is the best in its field.
P.S. If you want to play with the big boys and girls, Let’s talk. I’ve worked with people from all over the world who wanted to play a bigger game and I got them to Wimbledon — call me to schedule a complimentary session.
It's Friday — time to talk about the big things in life.I've been coaching for 15+ years and I frequently recognize certain situations and problems clients run into time and time again. I thought I would document some today . . .
1. Stay in the present.
If you live in the future, you will get anxious — if you live in the past, you will get depressed. Generally, you have eight sleep hours, eight work hours, and eight personal hours — focus on what's in front of you. It's the only thing that you have the power to change or to shape or to use. It's your canvas. It's your material. So use it well.
2. Your happiness is not something to pursue — it is a by-product of doing the right thing.
So many people try to 'attain' happiness — and then get frustrated when it slips through their fingers. Try to focus on whatever the right thing is - and happiness will follow. Angry at yourself that you got nothing done during the day? Maybe it's because you slept in late, you spent your workday surfing fun sites, and had an overly-long lunch.
On the surface, each of these behaviors should make you 'happy' — but I've found that when I'm feeling most depressed, its usually based on actions I either did or (more importantly) did not do. Don't hunt for happiness — it will come when you do the right things.
3. You've been sold a fake idea of what success really is.
You're being played — everyday, everywhere. On TV, the street, when talking with friends or family - it seems like everyone confuses the concept of rewards with success itself.
When it comes to money, fame, recognition, praise, the rewards usually belong tosomeone else. That's wrong. Think of success as sustained effort of will. It begins and ends with YOU, and no one else. NO ONE ELSE.
Think of any goal you may have — say, you've always wanted to be a highly successful businessperson. Close your eyes and imagine it. What does that look like?
I guarantee you're thinking about big offices with lots of people buzzing around, jetting off to far-away lands for lunch meetings, and being interviewed by Fast Company, Forbes, or the Wall Street Journal.
In reality — you're fantasizing about BEING a great businessperson and not actually doing the work to become a great businessperson. This thinking is deceiving because it places the emphasis on passive recognition over active, sustained effort.
If you shift your focus onto your own actions and the more you create a sustained effort, the more likely rewards will follow.
It's that simple.
P.S. Are you caught in one of these three traps?Let’s talk. I’ve worked with people from all over the world who wanted to take aggressive steps in their career — call me to schedule a complimentary session.
The great Jim Rohn once said:"Success is a few simple disciplines, practiced every day — while failure is simply a few errors in judgment, repeated every day."
Now step back and look at what you do every day. What actions or people move you forward? What actions or people keep you back?
Stop being a baby — you absolutely know your bad behaviors. Surfing on your laptop, overly long and gossipy conversations with ineffectual people, doing the same busywork that you know won't get you business. And the worst — hanging around people who are also fumbling their careers.
Conversely — you absolutely know every good action and person who can move you forward. At light speed.
You're just too afraid to reach out and ask them. Or just take the action that scares you silly.
When I coach my clients, we have these conversations frequently —ME: "Why don't you just call them?"
THEM: "I can't do that! I wouldn't know what to say!"
ME: "Yes you would - just make the call."
THEM: "They don't want to hear from me!"
And so it goes — and I ultimately break down all of their excuses until they make the call. And guess what — they get the business. Or they meet someone they would only dream of meeting. It happens every day.
Today — I want you to start improving your positive disciplines — pick a few and DO them. You'll be surprised how fast your luck changes.
I've invited Erin Ardleigh, President of Dynama Insurance and one of the best professionals I know, to give you a few tips on successful communication in business:I say “insurance salesperson”…
You think, let me guess, “pushy”, “slick”, “fast talker”. Maybe you think of the stereotypical, unrelenting salesperson, such as Ned Ryerson, the schoolmate turned insurance salesman intent on selling life insurance to poor Phil, Bill Murray’s character in the film, Groundhog Day.
Well, I have to admit, I’m an insurance salesperson. As the founder and president of an insurance brokerage, I have to contend with the negative stereotypes that many people have about my industry. In my uphill battle to distinguish myself and earn my clients’ trust, I’ve found that communicating clearly and effectively is crucial to my success. I’ve worked with Jayne Latz of Corporate Speech Solutions to improve my elevator pitch, public speaking, and overall communication skills. Here are the tools that have helped me the most:
1. Listen, REALLY Listen.
This sounds simple and obvious, but so few people truly do it. I try to start a meeting by asking a few questions, listening to the other person and learning what is important to them. I love to hear my clients’ life stories – how they built their businesses and what their kids are up to – and they love to talk about their passions. Listening helps build a relationship, and lets people know I’m not there just to push a product at them.
2. Speak Clearly And Slowly.
In my industry, there are a lot of product names, technical terms and acronyms. It’s easy to confuse a client with all of the ‘lingo’. My team never uses acronyms, even if we think the abbreviation is obvious, because we want to be certain that our client understands us. For example, long term care insurance is never just “LTC”. We speak slowly when using technical terms and give our clients time to write notes, if they like.
I’ve traveled extensively, and it’s made me realize just how quickly New Yorkers speak! When I’m talking with someone that speaks English as a second language, I am mindful of the speed of my speech and the enunciation of my words. I’ve adopted the same approach with clients, since insurance really does seem like a foreign language to many people!
When addressing a room, Jayne taught me to always take a slow, deep breath first, to smile, and to pause and count to three after saying my name and before saying my company name. I want my audience to hear my name and company name clearly so they can follow up with me!
3. Be Aware Of Your Body Language.
If you’re focusing only on your speech, you’re missing a big part of effective communication. Most of us have distracting habits that we are not aware of: some people put their hands in their pockets, or nervously click a pen, others sway while standing and speaking. Having Jayne film me while I gave my elevator speech was an eye opener. I have the habit of using my hands a lot while I am speaking. Jayne helped me to use gestures to accentuate my message rather than distract from it. I make sure that my message is consistent, through both verbal and non verbal communication.
In business, we all need to communicate effectively, which takes training and practice. I think every business owner would benefit from communications coaching. (Having an amazing executive coach like Rich Gee doesn’t hurt either!) I, for one, am committed to continually improving my verbal and non verbal communication skills.
Now, if only I could bump into Bill Murray!
Erin Ardleigh is the President of Dynama Insurance, an independent insurance brokerage that emphasizes transparency and education as part of the insurance planning process. Dynama Insurance offers life, health, disability and long term care insurance as well as complimentary reviews of existing policies. www.dynamainsurance.com
Jayne Latz of Corporate Speech Solutions is an expert in communication skills. For over 25 years she has worked as a speech-language pathologist, professional speech trainer and coach and has co-authored two books titled, Talking Business: A Guide to Professional Communication and Talking Business: When English is Your Second Language. www.corporatespeechsolutions.com
"I'm Going To Change Your Life In One Easy Step!"I get emails like this all the time. Personalities who say they will radically change your life instantly. All you have to do is believe (and spend $195, $795, 0r $8995) and you will get the secret to the riches of the universe without lifting a finger.
I just received another one today:
"Rewire your mindset to become unbeatable!"
"Grow your financial fortune!"
"Get ultra-fit and feel better than ever before!"
"Achieve all the goals you never could achieve before!"
It's magic! And if you send them your money, they will change your life! Of course, they are highly successful, jetting around the world, filming videos in really cool places. So they must know the secret!
I get together with a number of high-level coaches each month and we are a bit perplexed with the success of these people who sell 21st century snake oil. Don't people get it? Here are some immutable rules of life:
Change doesn't happen overnight. It took you a long time to get where you are and it will take a little bit of determined work to get you where you want to be. Yes, you can 'change your mindset' — but the journey will be long, hard, and you will have to gird yourself against falling back into old routines.
You won't make seven figures right out of the gate. Unless you have a foolproof hair-growth formula (I'll buy it), incremental gains will only occur if you make the right decisions, at the right time, and deliver a powerful product/service that a lot of people see and want to buy.
You won't look like Ryan Gosling instantly. I don't know what 'ultra-fit' means, but after speaking with my personal trainer, it takes months/years to get (and stay) 'ultra-fit'.
Here's my 'secret' prescription for change:
You need a roadmap. If you don't know where you are and where you want to go, you're going to fail. You also need a step-by-step plan of tasks and activities to get you there.
You will need to focus. Don't get distracted by shiny objects — it will be hard to stay on track and not veer off into uncharted territory where you might get demotivated.
You are going to test your limits of confidence and work. It's going to be hard at times — you will have to push yourself more than you ever have before.
You are going to have to be open to change a few key things in your life. Bad habits and decisions are hard to break — you have to chart a new course and stay on it.
You are going to make many mistakes along the way. It's a fact of business — take chances and you might fail. It's how you stand up and keep going.
You are going to have to make a LOT of new friends. You have to reach out farther than you ever have before — meet people who are scary — make hundreds of new friends.
You need a little luck. Yes, luck. Luck appears when you open yourself up to new opportunities, options, and friends. And you cast away bad habits and procrastination.
Think of the new successful tier of business - Tim Cook (Apple), Brin & Page (Google), Jeff Bezos (Amazon), Mark Zuckerberg (Facebook), Jack Ma (Alibaba), etc. They all have and currently work quite hard at their roles to get and stay where they are today. Want to be highly successful? Want to be a star? You have to work it.
Most businesses today have a fatal flaw that will take down their entire client base.It’s the fear of doing something . . . anything . . . NEW. They know it ‘might’ fail — so they do nothing.
I’m here to tell you that doing nothing (most of the time) is worse than failing. Why?
Let me give you an example:
Let’s say you’re quite sick. Now many people will disregard the symptoms, say they are not sick — because they feel that the diagnosis or the treatment will be worse or possibly hurt them more than the illness. So they do nothing. What they don’t understand is that the initial reason why they are sick is not being addressed — and it will slowly grow to infect other parts of their body.
Now if they just tried one type of treatment or just went to the doctor and asked for a complete work-up, they would at least make a positive move forward in treating their sickness. Let’s say it failed – they should try something else. And something else — ad infinitum — until they felt better.
I did this with a recurring allergy. I first went to my general practitioner who gave me LOTS of pills. Nothing happened. So I went to a specialist. They took tests (63 pokes of a needle) and also gave me LOTS of pills. I got a little better, but then it came back. I then finally tried an old, but simple cure (a Neti Pot). Guess what? It worked. And I feel GREAT.
It’s like business. People will just act like nothing is wrong and “stay the course” while they see their clients and profits drain away. The problem is that they are afraid of taking any action — it might be wrong — it might worsen the situation — they might lose the business.
But at the end of the day, they need to understand that what is making their business sick can be cured. Here’s the simple process:
Realize that you’re sick. You might get better, but you’re probably going to get sicker. And sicker. And then die.
Understand why you’re sick. Get a good diagnosis. Find out what the causal elements are — Get the facts. Work with a partner or coach.
Take action. Make a list of possible treatments — list them by how much effort (time, money, resources) they will take and what impact they will make.
Pick one and take action . . . NOW. Accountability is key.
"50% of occupations in corporations today will no longer exist by 2025." —from Fast Forward 2030: The Future of Work and the WorkplaceIn less than 10 years, we're going to see a massive landscape change in companies, organizational structures, and even customer wants and needs. To succeed you need to be flexible, innovate, and be agile.
For example, 10 years ago, Steve Jobs walked out on stage and introduced the iPhone. At that moment, we couldn't even comprehend how smartphones took over our lives. We now have instantaneous access to a multitude of abilities only dreamed of a few years ago. Thousands of companies have sprung up that deliver physical and virtual products for our smartphones — and they're making billions (Instagram, Snapchat, etc.).
And guess what — it's only going to move faster and faster. So we need to come up with another way of anticipating change, observing the landscape, orient where we fit in, make a quick decision, and take action. We don't have time for five-year plans anymore — we need to cull them down to one-year plans and quarterly updates.
I have a solution for you. It's called the OODA Loop. Developed by military strategist and United States Air Force Colonel John Boyd, the OODA Loop was applied to the combat operations process, often at the strategic level in military operations.
The phrase OODA loop refers to the decision cycle of observe, orient, decide, and act — the approach favors agility over raw power in dealing with human opponents in any endeavor.
In fact, decisions occurs in a recurring agile cycle of observe-orient-decide-act (OODA):
Observe - What's happening? What's changing? Who's growing? Who's shrinking? OPEN YOUR EYES.
Orient - Where are you? What is your position in the marketplace? Where do you need to go? Who do you need to engage? SET A FIRM FOUNDATION, SEE WHERE YOU ARE AND WHERE YOU NEED TO GO.
Decide - Once all facts are in - make a quick decision. Don't prevaricate or procrastinate. DECIDE & STICK TO IT.
Act - Take action - do what you need to do, see who you need to see, meet who you need to meet, spend what you have to spend. MOVE FORWARD.
If an individual or an organization can process this cycle quickly, observing and reacting to unfolding events more rapidly than the competition — they can "get inside" the competition's longer decision cycle and gain the advantage.
In the next 5-10 years, new jobs will require increased creative abilities, social and emotional intelligence and the ability to leverage AI. Those jobs will be immensely more fulfilling than today’s jobs which are mostly centered on recurring activities with tedious paperwork and red tape.
So if you want to succeed in business — try the OODA method. It works.
Everyone has a manager/boss. Even if you are in business on your own, someone is out there plucking the puppet strings of your career.I work with a myriad of people who have incredible success and terrible issues with their manager. Some bosses are insane, some are saints, some are psychotic, and some are surprisingly normal.
One area I find where most people begin to see the cracks appear in their relationship concerns how they communicate with their manager.
Healthy, regular communication will always ameliorate any potential situation, ensure problems are addressed, and steps are taken in a reasonable amount of time.
Things go wrong when people forget two-way communication resembles a tug-of-war with a huge rope. When one side doesn’t communicate and pulls away, the other side needs to fill the void, take up the slack, and increase their communication.
So how do you do it? Here are some simple rules:
Regular — schedule it on their calendar; meet with them (face to face) to discuss what’s happening.
Short — make it a 10-15 minute meeting; the shorter, the better — focus on the tactical.
Stick to business — cover what you’re working on and discuss next steps. Use an update sheet (1 page) to document what is discussed.
Here’s a great email/paper template I offer to my clients (Rule: Only 1 Page):
1. Accomplishments (from last week):
Accomplishment 1 (keep each bullet point short)
Accomplishment 2 (keep it less than 5-7 words)
Accomplishment 3 (easy to scan)
2. Activities for this week:
Project 1 (projects to be completed this week)
Project 2
Project 3
3. Long-Term Projects (in the near future):
Project – Due Date (must have due dates)
Project – Due Date
Project – Due Date
4. Concerns & Issues:
Issue 1 (talk about obstacles)
Issue 2 (come with solutions)
Issue 3
This template allows you to document your progress and ensure there are no crossed expectations about what you do and what your manager wants you to do. In addition, when you have 52 of these sheets in a binder, reviews go so much easier because you have a syllabus of accomplishments to choose from.
If you meet regularly with your manager (say weekly) for 10-15 minutes and use the recommended template, your relationship will strengthen and soar.
I've even suggested this template for attorneys to keep their clients up-to-date on their progress. It actually helps when their retainer runs out and the client asks 'what have you been doing?' — you now have a weekly documented process to bypass these uncomfortable conversations (and ultimately when you discount your fees because they're angry).
What do you use to update your manager/client on your progress?
If you read Stop Playing In The Kiddie Pool the other day, you got a harsh introduction into running your business. You need to be SERIOUS, COMMITTED, & FEARLESS in yourself and your business. This is a 'Part Two' to that article.
When people run a race or push themselves when they exercise, they tend to hit a physical and mental wall that tells them to stop running or exercising. They're too tired, they are over-taxing their body, or they might be close to passing out.
Physically, that might be true — there are many tell-tale signs (heart rate, breathing, etc.) that will tell you you're getting close. What's funny is that your brain usually takes over and tells you way before that you should stop. In fact, your body can go a lot longer than you think — check out this podcast — it opened my eyes!
When it comes to business and your mental state — many of us tend to give up when the going gets tough or when things get out of focus and we're afraid to make the next decision.
We are afraid to make a tough decision, spend money, hire a service — we get paralyzed. And we make no decision. We tell ourselves, "No decision is better than a bad decision." Unfortunately, that's not true.
Let's look at my simple decision matrix:
Make the decision and it's good - Congratulations! Now make another. And another.
Make the decision and it's totally wrong - Too bad! Now turn around and move in the other direction.
Make the decision and it's partly wrong - You're going in the right direction, just recalibrate your angle.
In all three situations, you have to make a decision. In today's business world, no decision, no movement, and no action is bad for your business. Doing the same thing, the same way, with the same resources and moving nowhere is a prescription for failure. Someone else is going to come along and do it better, faster, and cheaper.
In the Welcome Packet I send to new clients, on the cover I have one of my quotes: “If you’re not continually reinventing yourself, your company, or your brand, it’s only a matter of time before you become obsolete, irrelevant, and end up in the bargain bin.”
So hire that new person, engage with that branding firm, move to a bigger office, or take out that needed business loan. Big businesses become big by taking chances and trusting their instincts.
As Walt Disney said so many years ago, “Around here, however, we don't look backwards for very long. We keep moving forward, opening up new doors and doing new things, because we're curious...and curiosity keeps leading us down new paths.”
Whether you're established in business or just getting started, you want your pricing to position you as a leader – not as a follower.
Let me explain — you don’t have to be the most expensive, but you can’t be the cheapest and you surely can’t be a bargain!
Clients and decision makers really do respect and value what they pay more for and here's why — it all comes down to your CREDIBILITY & CONFIDENCE.
You could be an amazing coach, consultant, organizer, therapist, chiropractor, coder, designer, nutritionist, etc., but if you’re under-charging, you won’t have the credibility and confidence you need to make more money in your business.
Credibility & confidence is definitely attractive — both open doors of opportunity for you because they define what you do is valued by others. Credibility and confidence gets you invited to speak at amazing events, or invited to partner with people who can help you grow your business. Plus, you’re recognized and you have new client referrals effortlessly flowing in to you.
A confession — I used to stay safe and secure (comfortable) by keeping my prices low. I would say, "I don't want to leave anyone out that might want be a client with Rich Gee!"
Even more insidious, I was so afraid of hearing “NO” from potential clients that I priced my services really low so that getting a client never made any difference to my finances. Guess what . . .
“YES” never arrived until I tried something completely different. I did something completely different than I ever did before.
Today, I get YES’s from the right people instead of NO’s from the wrong ones. Did you catch it? That's the secret.
When someone runs away from my pricing, they are the wrong people for my practice. They don't appreciate the impact my coaching will have on their business. All they are thinking of is how much I will cost them — not how I will help them make a lot more money for a lot less headache (a LOT more money). I am no longer afraid to stand up for the value my services provide!
People are happy to pay us if we can show them how we can help them fix the problem they have. Yes, not everyone will say ‘YES’ and that is how it should be. But, if you cure a pain or help someone get pleasure faster and better than they can do it themselves, then charge more. A lot more.
TIP: If you want to move from a fear-driven pricing practice to value-driven mission in life, contact me today.
How serious are you about your business? What are you willing to do to make it to the next level?
How would you like to add another $100k a month to your business? It's not impossible — many people do it.
But they have to be SERIOUS, COMMITTED, & FEARLESS in themselves and their business.
You need to be SERIOUS — are you willing to work 60-70-80 hours a week to make things happen? Go wherever you need to go? Spend more money than you ever have? This is not your HOBBY — this is your BUSINESS.
TIP:I want you to fill in your entire calendar for the week with meetings and work to drive your business forward.
You need to be COMMITTED — are you willing to keep pushing yourself forward when everyone else is telling you stop? Can you keep yourself going when you're out of energy, options, and money?
TIP: I want you to stop listening (and asking) for permission — I want you to listen to your inner voice and take action!
You need to be FEARLESS — are you willing to play with the big boys and girls? Are you scared about calling the big people at companies for a meeting? Or do you want to play in the kiddie pool?
TIP: I want you to scare yourself every day — pick up the phone and call someone you'd be deathly afraid to reach out to.
Too often, life comes along and we get derailed — we stop being serious, our commitment flags, and we begin to be scared of our own shadow.
I help business owners reach that higher level within months. Why? I get them to stop playing in the kiddie pool when attracting new and better clients.
The changes we make to your business can increase your sales so many times. In fact, when you get it right, you’ll swear you were playing in the kiddie pool all the time . . . and you probably were.
All business owners underperform to one degree or another.The question — Is your underperformance is affecting your business success to a great or minimal degree?
Are your 'bad' behaviors making you miss out on a few percentage points per year or 10-20-40% per year?
Or in another way — a few hundred dollars or a few hundred thousand dollars?
When I start with a business owner, I usually diagnose one or more of these mistakes:
1. They don't have a 2017 business plan.
Not a 100 page business plan, a one-page business plan. What do you want to make for the year? How many clients do you want to see? How much will you charge? How will you package/promote/segment your offerings?
2. They don't run their business based on a schedule/calendar.
WHEN is a major part of every business. When are you going to do things - when are you going to get them accomplished? When are you going to launch new products/services? When can you reach out to new audiences?
3. They don't get out of their office.
To be successful, you need to get out of your office EVERY DAY. Put on your uniform, get out, and meet people. People are your currency — they can either be your customers or connect you to MANY customers. But only if you get out of your chair, take off those sweats, and get out into the sunshine.
4. They don't have a realistic idea of hard work.
To make a lot of money, you're going to have to WORK HARD. There are many charlatans and con-men out there who promise six- and seven-figure incomes for only a few hours of work at your home computer. Or they tell you about this great multi-level marketing business (and they always say "It's not a pyramid scheme!") where you will become a millionaire overnight. If you meet and interview any highly successful business owner, they will tell you they put in 60-80 (and even more) hours per week to hit that goal.
5. They are not willing to spend money.
To make money, you have to spend money. To have a successful business - you have to invest in your business. So many people try to run their business on a shoestring and spend the least amount of money on the services they need. If you need a great website - spend the money to make it happen. If you need better social media or SEO, don't hire a college intern, hire the best. If you have limiting beliefs about your abilities or keep running into obstacles, you need a certified coach.
Look at your performance in 2016. If you feel you're underperforming, you need ME.
P.S. I have to thank Hans Hanson for this great idea! He’s THE MAN!
During this holiday season, I want you to spend some time and relax. Don't think about work, politics, the economy . . . anything. What do I want you to do? Those things that make life special — spend time with friends and family, read a good book, watch a fun video, catch that movie you've been wanting to see.
Every year, I take off the last two weeks of December to do a few things:
Relax - Sit back, enjoy my tea by the wood stove.
Meditate - Take time out each day to reflect and be grateful.
Plan - Brainstorm new ideas for my practice and life.
To help YOU relax, I've linked to some of my favorite books, videos, and music I've experienced this year. ENJOY!
BOOKS
The Graveyard BookBy Neil Gaiman
In The Graveyard Book, Neil Gaiman has created a charming allegory of childhood. Check out the Audible version too - read by Neil Gaiman - one of the best narrators around.
The Daily Stoic: 366 Meditations on Wisdom, Perseverance, and the Art of Livingby Ryan Holiday
A treasure for managing our choices, overcoming self-deception, and learning to act according to the true worth of things while keeping the common good always in view. Caring for the soul in this way makes not only better people, but a stronger society too.
VIDEOS
Innovative Leadership: Scott Galloway (start at the 4:00 mark)
One of the World Economic Forum’s Global Leaders of Tomorrow, which recognizes 100 individuals whose accomplishments have had impact on a global level, his video series Winners & Losers, has garnered the attention of viewers globally. If you like this - you can watch this one too.
One Day Builds: Adam Savage Makes Something Wonderful from Scratch
Watch Adam build, from start to finish, a stylized box to carry and display his Blade Runner Blaster prop replica. The entire project took less than one day to complete, and Adam narrates this video with commentary about his design and construction methods.
Cam Closer
One of the scariest short videos on YouTube today. I love this stuff!
The Birth Of A Wooden House
This is a documentary movie uncovering the process of building a wooden house with mostly hand tools from (as much as possible) local natural materials starting from forest till the living space.
The World In 2050 - Dr. Peter Diamandis
Co-Founder of Singularity University and Founder of the X-Prize - United States of America - He shared insights on how bright the future looks and what are the trends that will shape the world as we know it in the next 25 years.
2016 — Banner year or Bummer year?Not doing what you really want to be doing? Not getting the 'right' type of clients? Does your boss drive you up the wall?
Sometimes we get in a rut. Sometimes it's a cavern. Here are some tips to help you get out of that rut and set the stage for an unbelievable 2017:
It's never that bad.
We tend to over-dramatize our situation. We obsess, worry, and focus on the negative to the point where it's looks insurmountable. Granted, sometimes it's really that bad. Most of the time — it's tough to see the light at the end of the tunnel.
Solution: Bad and Good are cyclical. If you're in a rut, it usually takes a few quick actions to turn the situation around. If you just lost your best client, you need to get off your butt and get out there and visit all of your current, past, and future clients. Don't sit and mope — make a decision and take action. If you have a bad boss — time to see if you can change the dynamic in some way — communicate more effectively, be more appreciative, anticipate their needs. If you can't do that — it's time to look for new digs. Check out this book.
Take small steps.
When things are bad, we want to get out of that rut ASAP. We want big things to happen, quickly. We want to buy that lottery ticket that delivers $250 million. Unfortunately, life rarely delivers a big enough boon to elevate you out of your chasm.
Solution: Take small steps, keep repeating every day, and be consistent, regular, and unwavering. Why? First off, small steps are easy — big steps are hard. Small steps are recoverable in case you take the wrong step, you can easily step back and change direction. Small steps build upon one another and deliver an inner momentum and confidence big steps will never deliver. Check out this book.
Be positive.
When things are dark and gloomy — we tend to be de-motivated, enervated, and depressed. We're Johnny Raincloud to all of our colleagues, friends, and clients. It shows — everyone notices and candidly, they don't want to be around you.
Solution: Find the internal mindset or external environment to get you in a positive, energetic frame of mind. Nothing good ever happens to a cranky person — turn that frown upside down (I had to say it), and start envisioning where you need to go and what you need to do. Meditate, relax, go for a walk, take a mental health day — do something to change the dynamic. Check out this book.
Take the stairs.
It doesn't happen overnight. To get in a rut, it usually takes a number of bad things to happen over an extended period of time. You might have lost that huge client, but in retrospect, you probably sealed your fate months ago by not communicating or making a serious mistake.
Solution: It's going to be hard — I'm not going to sugarcoat it. You need to work harder everyday to not only make up the yardage you've lost, but to overcome your fears and push yourself to do even better. But if you stay positive, take small steps, and realize that your situation is temporary, you'll find your hard journey upwards rewarding and invigorating. Check out this book.
If you try each of these suggestions, I promise you will not only get out of your rut, you will have an UNBELIEVABLE 2017.
Many people today feel they are just 'one bad decision away' from losing their job or business.So instead of making decisions, they make NO decision. Or if they have to make a decision, they take the least offensive, least impactful, least expensive, and most spineless way out. Most of the time, that's the wrong thing to do.
What happens? You ensure management is happy while you infuriate your staff, vendors, and smart clients.
Who thinks big and takes chances? Apple.
In 1998 — they launched the iMac without a floppy disk drive ("How will we transfer files?).
In 2007 — they launched the iPhone - no experience (joining the fray with huge, entrenched leaders).
In 2010 — they launched the MacBook Air without a DVD drive ("How will I watch movies?").
In 2016 — they launched a new MacBook Pro with 4 USB-C ports ("How will I connect my stuff?).
Each time the media made fun of them and pundits attacked. One year later, everyone embraced the change and moved forward. The result? One of the biggest companies on the planet with a product line admired by all.
To move up and to be noticed by the people that matter, you need to be bold and sometimes stick your neck out. You might hit a home run (most of the time) and sometimes, you might get it cut off (rarely).
That's why I suggest to my clients that they all have INSURANCE. For example:
An up-to-date résumé, done by a professional, ready to be distributed at a moment's notice.
A polished and professional LinkedIn page, with recent professional headshot, testimonials, etc.
Actively networking and connecting with movers and shakers outside of your sphere.
Learning new things about your industry, taking classes, reading books and writing about what you learn.
A lot of people ask me — "Rich, how can you be so happy all the time?" "How do you get on your coaching calls at 6 AM with vigor?" "How do you do it?"
I have a secret. And it's time I let you in on it.
No — it's not medication.
It's a book. A book that I use every morning and evening.
A book that helps me in the morning center myself to prepare for the day ahead and to easily reflect in the evening.
It's called The Five Minute Journal. And it's GREAT. Why? Because it takes 5 minutes to fill out.
It's easy. It's fast. And it WORKS.
Every morning, I get up, take a shower, get dressed and sit on my deck and fill out the top part of the page. I read the inspiring quote to get me in the right frame of mind and then quickly list three things I am grateful for today. It could be my health, my family, my marriage, my home, my work, etc.
I then list three things that would make today GREAT. What could I do to make the day more powerful, more inspiring, and where I can touch and change people's lives.
Finally, I write down two affirmations about myself — to help me build and maintain my self-esteem throughout the day.
That's it. Again, it only takes a few minutes — but it feels like I've filled up my enthusiasm gas tank for the day.
In the evening, before I go to bed, I sit at my desk and fill out the bottom part of the page:
3 Amazing Things That Happened Today — this allows me to reflect and better understand the power of the world around me and how I fit into it.
How Could I Have Made Today Even Better — this is the self-improvement part — how could I have been more focused, less frustrated, more helpful, or less sarcastic, etc.
Why does it work for me? Because it stops me first thing in the morning and makes me focus in on what's really important in my life. It then catches me before I go to bed to reflect on my whole day.
The best part? The repetition of doing it every day starts to build my motivational, mental, and philosophical muscles. Every time I do it, I feel myself getting stronger. I feel myself becoming a better person who can better help the people around me.
It's been a crazy week. Heck, it's been a crazy year.Many people I know are quite unsettled. Business is unsettled. The markets are unsettled. A large portion of our electorate voted for the runner-up, a larger portion voted for the president-elect, and an even larger portion stayed home and didn't vote*.
But I'm absolutely sure one of three things will happen — it's going to get better, worse, or stay the same.
What am I telling my clients? Don't freak out and keep your eyes open. See where things are going and act accordingly. But most of all . . . ACT. Don't get mad, don't get too excited, and most of all, don't shut down.
When things don't go your way, we tend to get frustrated, sometimes angry, and we shut down. This happened to me early in my practice when I was approached to provide a massive amount of leadership training to an organization. From a good friend on the inside, it sounded like a 'done-deal'. I have to come in, show my curriculum, and if they like me, it's GOING to happen. A Sure Thing.
Guess what? They LOVED me. Everyone in the room could not get enough of me. They glowed so much, they had me back in to tighten the requirements, collect their input, and deliver a close approximation of what needs to happen.
I presented my proposal with pricing. They took it with a smile — and then — crickets. Nothing for a week — no call, email, text — nothing. I then called them a number of times and finally got my 'friend' who informed me that based on my proposal, curriculum, and pricing, they were totally rethinking their focus. Somehow, they realized that they might be going down the wrong road with their 200 high-potential executives and it's going to take 3-6 months for them to reassess.
Was I frustrated? Absolutely! In fact, I had to call my wife (I love her so much) and vent for 15 minutes. She helped me calm down, put together a cogent plan and MOVE FORWARD. I didn't shut down, I didn't stay angry, and I didn't do anything rash.
In fact, I took my personal curriculum and proposal and I proceeded to present it to many of my other clients. And guess what?
I received twice the amount of business I would've from my recalcitrent client. Go figure.
So when things don't go your way, don't get angry, don't shut down — step back, re-evaluate, and move forward ASAP.
*Based on the electoral college final tallies. Not the pure total vote. I get it.
