One of my favorite shows is The Biggest Loser. Why? Because it’s one of the most inspiring things you can see on the tube. In this article I’m going to parallel the contestants and what they go through with you – my entrepreneur tribe. As you watch their journey, I’ll show you how you can be reenergized in business.

Let’s start at the beginning. The Biggest Loser contestants have it tough. So much tougher than we “normal sized” folks do. Why? Because they can’t hide. If you look at them with 100 extra pounds on their frames, you could assume that there is something not working in their lives.

That’s the good and the bad news for them. The good is that it doesn’t allow for slipping into denial because their pain or dysfunction is publicly visible. And maybe that makes them just a bit luckier in some ways.

Luckier? You are probably well aware that if you pull the curtain on some of the success teachers, actors or athletes, they are hiding many, many things. Maybe they are hiding the fact that they aren’t really making the money they claim. Or perhaps it’s that they are having personal or relationship issues themselves.

I think that when we are in the public eye – and as an entrepreneur you are in the public eye – the tendency is to want to put just a bit of ‘spin’ on the less-than-great elements in your life. It’s hard to step up and be authentic about the challenges you have gone through or the things that haven’t worked when you have the ability to put the nice suit on, crank out a few more happy tweets, and just go about the business of not dealing with what’s real.

But not my Biggest Losers…nope. They bare it all, and on national TV. As the saying goes, “The only way around is through.” These folks work through their issues to get to the healthier, happier, and beautiful person underneath. Week after week they face their fears, get pushed past their limits, and find strength in themselves that they never dreamed existed.

Isn’t that what the entrepreneurial journey is about? That’s how I have experienced it this last year, and I want to share my formula with you, so you too may have the business that brings you joy.

It’s about having D.A.T.E.S with your destiny –

D – Decide to change – The contestants first have to come to a place where they decide that they can no longer continue to keep living in this way. What do you need to decide? How about that you will have more fun in your business? Maybe it’s that you will finally give yourself permission to put yourself more fully into the work you do. Or perhaps that 2010 will finally be the year that you bite the bullet and get the team support you need so that you can devote yourself more to doing the work you love. Whatever it is for you…DECIDE! Repeat that to yourself over and over and over…”I am deciding to ______________, or I have decided ________________.” There’s power in that!

A – Assess what’s true – within the first week on the ranch where the Biggest Losers stay for the duration, they are giving a full battery of tests to determine their level of health and fitness. This is where many of the final shreds of denial fall away for these courageous souls. Last season a woman who was 49 years old tested out at about 61 which shocked the heck out of her. Some times we want to run from the parts of our business (and life) that are a bit messy. We don’t want to see that maybe our books aren’t in order, or that we haven’t been charging what we should, but by not looking at that, it still has power over you. How about this….”You can’t grow what you don’t know.”

Here are a few things you should be assessing for the health of your business –

Your marketing: how frequent and how effective is it?
Your follow up: is it automated?
Your billing: is it done on time?
Your books: are you getting up to date P & L’s and reviewing them regularly.
Your wealth plan: is it growing?
Your networking: are you making new connections and building powerful relationships?
Your offerings: does your market want something new for this year?

Have the courage to make a list of all the things you want to assess and have courage to tell yourself the truth.

T – Train with the Best. If you have seen the show, there are two very different strength trainers who work out the contestants. One is a very open-hearted guy named Bob, who clearly loves the contestants and shows that. The other is a kick-butt gal named Jillian, who is also very much there for them, but does it in a ‘boot camp’ way that calls them out when they are giving up on themselves. She screams and doesn’t let them off the hook, and while I’d probably be a mess of tears, her “in your face” style does the trick of helping the contestants to remember why they are there.

So let’s replicate their success. Who do you train with? Who calls out your brilliance, even when you can’t see it for yourself or are too tired to go on? Who loves you, supports you, designs exercises for your growth, and is there cheering you on? Every great athlete has multiple coaches. You just cannot expect to grow your business without training with the best, so in 2010, make it your #1 priority to find the best coach or mentor out there and let them get their hands on your business the way Bob and Jillian do for the contestants. You’ll love the results!

E – Enhance Your Environment – The contestants live on “The Ranch” which provides an environment for success. Thomas Leonard, the Father of Coaching used to say, “Environment is stronger than will” which means that a well constructed environment can pull you forward, while will is something you have to push and work at. An example of a powerful environment could be a mastermind group. You just show up, plug in and get new inspiration. Another one would be to design your office so that you feel energized just being there versus dragged down by clutter. There are environments in what sort of things you are reading and taking in. Are you surrounded by thoughts and ideas that enliven you and bring out your best? If not, change it.

S – Step up and Play Big – The final contestants of the Biggest Loser all get a makeover and then their families (who have not seen them in months) get to see the new person that has emerged. The metamorphosis is unbelievable. That’s what I want for you. To step up. Do the thing you have been afraid to do. What part of your business could you make over? Maybe that website that has been languishing could use a revamp. How about adding some teleclasses to your offerings to showcase your brilliance. Or let’s get crazy here….why not write that book you have been talking about for years?

It doesn’t have to be a complete business overhaul, but you have to start somewhere. Ask yourself these questions…

What are three things I could do that would energize my business and my spirit?
What help/support would I need to pull that off?
What results would I like to see as a result?
When will I get started?

There you go. My thoughts on how you can be The Biggest Winner!

Be sure to leave a comment on what you are going to do on the blog, and know I’m here to support you. (Not like Jillian, but I’ll for sure hold your greatness ’til you can see it.)

Crazy title, ‘ey?

Where did I get such lunacy?  From hanging out with my sales trainer friends.  Ya see, being a psychotherapist and life coach gave me zero preparation on how to sell my services.  So a few years ago when I entered the wonderful world of entrepreneurs, I had one steep learning curve!  I was blessed to study with Eric Lofholm, but it was my time spent with Michael Goodman of AZ Sales Pros that really drove this point home for me.

This is where we come to the concept that your clients aren’t buying what you are selling.  Most of us get so addicted to ’selling our services’ that we forget to look at it from the consumer’s end.  Let me give you some examples…

If you are an acupuncturist, is your client buying acupuncture?  No, what they are really buying is relief from pain or whatever their symptom is that brought them in.  Does a chiropractor sell chiropractic care?  No, their patients buy health, longevity, relief from stress/pain/fatigue, and a whole host of other benefits.

And we coaches DO NOT sell coaching!  We sell business acceleration, revenue generation, results amplification, marketing plans, fulfillment, freedom, etc.

Get the drift?

Now it’s your turn.  Make a list and write all the thing you sell (like your products or services) on one half a sheet of paper.

Next, ask yourself, “As a result of consuming this, what exactly is it that these clients are ‘buying?’  Put this on the other half of the paper.

If you can answer that, you are on your way to being able to use the correct marketing language to attract your ideal buyers.

Oh, and if you aren’t sure?  ASK your market!  There is nothing more powerful than asking your clients what they have gotten as a result of working with you.  Those are the golden nuggets that will help you understand exactly what you are ’sellling and what they have been buying.’

My story?  A few years ago I asked a client of mine this very question.  She was one that came to me and didn’t even have a concept for a business, but she said that as a result of working with me she felt like she was five years ahead of any business owner who would have started on that same day.  She pointed out that I shortened her learning curve, and helped her accelerate her results.  The funny thing…I had no idea I was doing that!  I knew the tangible aspects like helping her in the start up phase and all the mindset stuff we did to get her to own the role she was now taking on, but accelerating her results?  Who knew!  It was really powerful for me to have that tangible deliverable, so you bet I always ask my clients that magical question these days.

I encourage you to do the same so you can discover what a rock star you really are.

This one surprised me.

I was coaching a woman who is incredibly talented in what she does.  In fact, she’s positioned to make close to a seven figure income in a year, so the gal knows her stuff! Trust me – you’ll know her name very soon as she rolls her marketing out in a big way.

We were working on the elements of her ’squeeze’ page and other items for her new blog.  That’s when it happened.

I said, “Okay, so now what you need to do is to put those things we just talked about in your calendar and get them done.”  She said, “Yeah, but how?”  I said, “You just do it!”

She said, “But Therese, that’s where I break down.  I can’t figure out what to do in what order, so because of that I do nothing.  I need you to help me with that.”

Truthfully – probably not my greatest coaching moment – I giggled.  I couldn’t believe it!  This woman is so powerful and fearless about picking up the phone and getting clients, that I was shocked.  Luckily we have a good relationship and so she said, “I know you are giggling because you see me as really successful and you always see the best in me, but this is where I could really use your help because I always get stuck right here.”

So I took her through the process of deciding what to work on, which order, with how much time, and then to put it into her calendar so it could get completed.  She was delighted, and I had learned something really valuable as a result.

What I learned was that we all have areas where we struggle.  We all can look brilliant and talented on the outside, but experience places in our business where things don’t come easy to us.

For me it’s spreadsheets.  I feel completely ill equipped to work spreadsheets.  They are like doing neurosurgery or something in my book and I look at people who can use the functions (like adding!) as demi-gods who I respect and admire!  I used to say that in my world, before I was an entrepreneur, Excel was a phone company!  This is one of my huge weaknesses.  But do I beat myself up for it?  Maybe playfully, but what I do do is to have an assistant who is a rock star with this stuff so I don’t have to try to slog through it, feeling stupid and frustrated.  I get to focus on what my unique brilliance is.

The morale of the story?  Everyone has both an inner rock star, and an inner goofball who can’t figure out what seems to be the simplest of tasks.  The goal is to not beat yourself, but to get the support around you that allows you to S-H-I-N-E.

I’d love you to share with me your thoughts.  Feel free to post your comments.

Blessings,

Therese

Loving My ‘Hate’ Mail

There it was.  Right on my Facebook wall.  Not in a private message to me.  No…on the wall.  The snarkiest comment I’ve ever gotten, just sitting there for the entire FB world to see.

Earlier in the day I had written a status feed asking for some support in picking a title for a new opt in piece, and had ten wonderful folks giving their ideas.  They were kind and friendly and encouraging…all the things I know to be true about my Facebook community.

Then his message came in.  It went like this:

“I wonder, have you ever noticed how incredibly self-absorbed you are?  Everything seems to be about you, even when it appears to be about “helping” others.”

YIKES!!!!!!

In that moment, I had three thoughts running all together.

The first – “Ouch!”

The second – “What a jerk!”  (Ok, I am human and was offended)

The third – “Woo Hoo!…This means my marketing is working”

Thoughts one and two are pretty self explanatory, but this article really is about the third concept – the one that you may not have heard much about, so let me break through some of the myths of marketing here.  We all know that we want our marketing to attract our target clients, right?  But here’s the flip side…

Good marketing serves to REPEL the wrong client.

Most of us spend so much time trying to be all things to all people, hoping not to ruffle feathers, and ‘win’ clients over, that in reality, it serves only to make us invisible.

So when “G” decided to blast me, I took great comfort in that fact because he’s SO CLEARLY not my market that the fact that I pissed him off, means that who I am being is working.  See, I have made the commitment to play very full out.  That means being a bit edgy, singing karaoke, and showing who I am.  It’s all about authenticity.  And I know the “risk” of that.  When you are operating to be safe and not ruffle feathers, you fly under the radar, so would likely never get this kind of blasting.

But…you also never connect deeply with the folks that resonate with your message and appreciate your work.  The ones who need what you have to offer.

In fact, here’s a cool “God-thing.”

One minute after “G” sent this to me; I got this post on my wall:

“Hi Therese,

Just wanted to wish you a wonderful weekend! You are such an inspiration to truly live our dreams – I appreciate all your reminders – you consistently keep us motivated – and in the ‘mindset’. So glad to know you and work with you!”

This person is clearly MY TARGET MARKET so appreciates how I express myself in the world.  That’s what I want for you.  To have your ‘tribe’ clearly find you, connect with you,  and value the work you do.  Oh, then hire you as well!

Now I’m going to challenge you.

Do you have the courage to stop being bland?  Are you willing to take a position?  Trying to ‘play nice’ and get along are the rules we learned in kindergarten.  No great movement can come about when there are not courageous leaders willing to take the hits and speak up from the place of passion inside them.

Here’s my request.

Look at your website, brochures, 30 second commercial, and any other marketing material.  If someone got a hold of it, is it very clear who you serve, who you DON’T, and what you stand for?  What has to shift in you to get out from under the cloud of obscurity?  Trust me….the more you step up and play big, the more we all win.

In fact, I’m so inspired by “G’s” snarky comment that I’d love to help you in any way I can to be able to step up and stand out…and repel the folks you need to repel!  Feel free to send me your website and I’ll be happy to give it a quick scan and give you’re a mini-consult (no fee!) to tell you how you can tighten up your message.

Now go shine your light!

OK, here’s the deal…

You are going to spend at least one third to one half of YOUR LIFE working. So why not make it something that gives you joy?

Today’s article is about looking at your business not just as a ‘cash machine’ or a form of revenue generation, but more of something that becomes an extension of you…and your life’s mission. Deep stuff I know, but since we are gonna be putting in all those hours, at the end of the day, let’s find a way to make it matter.

Since this article is not your basic Marketing 101 type of article, I want to set up in the beginning who I’m writing to.

If you are the kind of business owner who understands that in some ways your business is like your ministry, I’m talking to you. If you feel called to fully express your gifts through your business, I’m talking to you. If it’s important to you to serve as many people as you can, I’m talking to you. And if you are passionate about leaving a legacy – then you are my people…So let’s get going…

Business as Your Ministry –

I’m not referencing here the traditional or religious sense of the word ministry. To me it means that you know that your soul’s purpose is being expressed through your business and the services that you provide. One of the definitions of ministry is “the act of serving.” You may be a coach or speaker or own a store. Your work can be done consciously or unconsciously. You can look for ways where you can show up more fully and be of greater service, or it can just be a way to collect a paycheck. You get to decide.

That’s the absolute first step. If you have the sense that your business is like your personal ministry, you stand in the knowing that you are here to serve and are committed to that. From that level of commitment and decision, everything else falls into place.

Fully Expressing Your Gifts –

We are here to make a difference in people’s lives. (OK, that may be my belief, but I like it and am keeping it!) Your business becomes effortless when you express your gifts in the world, instead of trying to be what other people want you to be. This is where fulfillment lives, where passion lives, and its cute little down the street neighbor, Fun, lives!

First you have to know what your gifts are. And a big hint…what you think is easy and comes naturally and likely gets overlooked as “Doesn’t everyone have that?” – That’s YOUR gift. Take an inventory of what you do easily that your clients are really blown away by. Notice your passion-meter. What gets you juiced to talk about or do? Show up more fully in your business and you’ll not only enjoy it more, but you’ll also attract the RIGHT kind of clients who will resonate with your unique energy, AND you’ll also make more money doing it.

Stuck on what your gifts are? Ask! Survey your clients or close friends/mastermind partners and ask what they see that you are gifted at. You will probably be surprised at what they see that you have overlooked. Next – assign a value to what they say that your gifts are. You have to really own how much impact you have, so discovering what your gifts are worth is a huge step in gaining entrepreneurial confidence! When you really get clear about how much value you bring, raising your rates and being paid what you are worth will be easy.

Leaving a Legacy –

What will your footprint be? When you are gone, how will you be remembered? By the lives you touched? For the contributions you made? From the children you so tenderly raised?

Is legacy something that you strive for, or a thing that just happens when you show up and do your work in the world?

It’s my belief that sometimes we get so bogged down with the daily ‘to-do’ list that it’s easy to forget that we are here to make a difference. What would change in your business if you regularly tapped into that place in you that could hold the longer vision of what’s possible.

This legacy stuff on one hand feels a bit big and scary. But on the other hand, it can be energizing when you tap into the knowledge that your ideas and contributions will outlive you. I remember years ago meeting a copywriter and her big dream was “to be an influence.” It hadn’t occurred to me at the time that my scope was any broader that the local folks I was working with, but her soul knew that her purpose here was to influence how people thought and to help them open up to new possibilities.

What will it be for you? It’s not something I want you to ‘work’ at or stress over, but do give it some thought. If you create that new product, can you see the ripple effect? Imagine that 100 people work with you, and that work effects 10 of their friends, and five more down the road, in their networks. Can you see the endless possibilities?

So my wish for you, my dear reader, is to really do some thinking about the meaning of your business and the difference you make in the world because of it. Own your vision in a big way! We need that from you.

Are you my people? You know the kind – freedom seekers. Going through the world valuing our independence and pursing a quest for more quality lifestyle or self expression.

I’ve really drilled down with what all of this means to me, and I’ve come up with this:

“I am 100% committed to helping entrepreneurs transform the way they do business so they have more peace and prosperity.”

That pretty much sums of what drives me. Why? Here’s how I look at it….

If I can help 100,000 people become successful (over $100K) business owners, what is the ripple effect of that? First, they themselves will be more fulfilled. If they have children, they will be able to take the time to be involved more with their kids or to travel when they want to.

And in the process of becoming a successful business owner, one’s identity is changed. Being successful means you have to step into more of a leadership role. Confidence is developed, vision is pulled forth, and just the managing of one’s inner game with all the challenges takes a special skill that entrepreneurs must master.

What about the economy? It’s my theory that as an employee, if I earn $100K it doesn’t go as far as if a business owner brings in that same amount. Why, because to bring in that much $$ means that the biz owner definitely needs help! There may be employees or virtual assistants, but the revenue is divided up and it trickles down more.

So if you are an entrepreneur….just know how magnificent you are. Know that you are unique in that you have the courage to pursue your dream and often risk ’security’ for the quest for freedom. But oh, aren’t the rewards sweet?