Paula English ~ Marketing Strategist & Personal Coach

In a hurry? Check for readiness.

2010-01-06T14:43:00.002-06:00

Have you ever felt like you wanted something to happen NOW? Right now.
Maybe you have been planning, or waiting, or expecting or working towards something and now, you're done. It's time to get satisfaction.

Yea, I know the feeling.

When I feel that way, I check myself to see if I'm being impatient. In a hurry. Premature. IF I'm really ready. How do I check?
Readiness.

Again with the definitions:
1. Prepared or available for service, action, or progress: I am ready to work. The soup will be ready in a minute. The pupils are ready to learn to read.
2. Mentally disposed; willing: He was ready to believe her.
3. Likely or about to do something: She is ready to retire.
4. Prompt in apprehending or reacting: a ready intelligence; a ready response.
5. Available: ready money.

So first check is to be prepared. Homework done. Plan in place. Showered, shaved and shoes on.
Then it has to be something we're 'likely' to do - carry out and complete.
If we think we're in a hurry for something and it's not showing up, maybe, we're not really clear on what we're attracting?? We think we want it, however the mixed signals we give the Universe may net fuzzy results.
Swift response to the green light is next. If we say we're ready, when the opportunity arrives, we must be ready to move with it. That's why being prepared is so important.

If we jump into something too soon (like a new business venture) without the education and training, we may anticipate results and yet not quite be ready.
Really ready to take on the job, follow through with the plan and have the confidence in place to say and do what needs to be done.

Life is so generous. We want to be ready to receive.
Maybe 2010 is the year to check our list.

Setting up for Failure

2009-12-26T12:12:00.002-06:00

"I don't believe in New Year's resolutions. It's just a set up for failure" says my friend.
Being someone whose opinion I respect implicitly, I had asked about her resolutions for the new year. I was actually expecting something a little more commanding. It surprised me to hear the vulnerability of 'failure' lurking in the possibilities coming from one of the most take charge people I know. Her confidence and faith have been a buoy in many a storm. Her words left me in a silence. Thinking.

I'm not suggesting that by simply not making new year's resolutions, it implies negativity or lack of confidence. It was really the word failure that pulled the trigger.
Failure defined: 1. an act or instance of failing or proving unsuccessful; lack of success: His effort ended in failure. The campaign was a failure.
2. nonperformance of something due, required, or expected: a failure to do what one has promised;

To me, success or lack thereof is totally dependent on the finish line.
Doing or achieving x by a specific date sets a pretty hard finish line. And, sometimes that is a great motivator. Sometimes, for some people in some situations.

On the other hand, as a confidant for many, that finish line off into the future is often 'when' they will be happy, successful, recognized, finally there. So today is not that. Today is not happy, successful, worth recognizing, yet.
Maybe that is what my friend meant. That is what feels like failure. Until we have 'made it' - we haven't made it. Until we reach the finish line, we hang in the balance with failure looming.
I really have a hard time living like that.

Setting our goals into the future may inspire vision. I think about when I ran my first 5K. If I hadn't set my intention, I wouldn't have been able to train for the event and then show up to do the thing. Without setting intention for the future, we wouldn't need 5 Steps for Strategic Business Planning. I think it IS a really good idea to plan and arrange for the future.
I think the clearer we are about who we are becoming, the more likely we are to see that reality.

So where is the middle ground? For me this is where the message of Buddha and Christ intersect.
Being content today and having hope for tomorrow.
I love the idea of getting better. Better and better. I hope I am an ongoing project of enlightenment, understanding and joy. That is my constant resolution. In the new year, the new month, the new day, the new moment. Keeping the finish line close.

making the close

2009-10-26T09:56:00.003-05:00

Webster defines closing as:
1. the end or conclusion
2. something that closes
3. the final phase of a transaction
4. an act or instance of failing or going bankrupt

In a recent class of 15 people, 13 reported the lack of 'closing' as their number one obstacle. Received an email today from a leader saying the number one question asked of her by her business partners is 'how to close'.
I googled close, and found 1,120,000,000 matches. Right, that's one BILLION matches.
Wow - popular word.

When someone asks me about 'closing' I know what they really mean is 'how can I get more people to buy what I have to sell'. The reason closing is a major misnomer is that in most businesses, getting the sale is the BEGINNING of the relationship, certainly NOT the end or conclusion.
Maybe that is a big part of the problem. Maybe we aren't setting the right objective.
We may think we are. However if we use words like 'closing the sale' - even if our intentions are good, we may be signaling to all that is around us that we really have no intention of building a relationship with our customers.

hmmmm... What's in a word? Well you know that is one of my favorite conversations.
And, as one is alert and aware of the objectives they are setting, I do believe the specific language we utilize can make the difference.
Communicating and Selling Effectively starts with our power of attraction and setting clear objectives.
I would suggest perhaps as we set our goals and look to increase our income through generating more sales, we consider our magnetic ability. It will never be the products alone that people buy. It's YOU.
If you want to increase your closing dollars - consider opening a relationship.

And speaking of relationships, I've been doing a free training call every Thursday night for about 10 years now. This week we'll talk about openings.
Are you open?
Check out my calendar for details.

Introvert? Really?

2009-10-22T10:47:00.003-05:00

Loves people. Great speaker. Never afraid to be on stage no matter the size of the crowd.
Life time sales & entrepreneurial career.
High anxiety about mingling with strangers.
Rejuvenated by being alone and in the silence.
Prefers intimate relationships to superficial contacts.
Not much of a networker.
Charismatic and at ease with all types of people.

Yes, this pretty much describes me. Or at least some aspects of my personality.
Starting in sales as a young woman, it seemed obvious that I was an extrovert.
Right? Anyone who is motivated enough to get up and make 40 cold calls every day in order to make a living could not possibly be an introvert.
Introverts are shy people, like librarians and computer programmers.

When I was almost 30 I took the Meyers-Briggs personality profile test.
100% Introvert was one aspect of my score. (ISFP if you know what I mean)
My counselor said: "no wonder you feel so misunderstood, everyone thinks you're an extrovert!"
Even today, my sister and my good friends will say: "you are no introvert. you have too many friends."

Shakespeare said to "know thyself and to thyself be true".
For me, it's not so much the label that counts, it's the information I have gained in learning about myself that makes it more interesting to develop my strengths and stop fighting the push back. If it's NOT comfortable, don't do it.
My objective is to find the way to live that is in agreement with my nature.
I believe that as we are true to our nature using our gifts and talents as they have been given, our work and life is more effortless, more gentle, more joyful.

So, yes, introverts can be great in sales and love people. And extroverts aren't always comfortable making small talk.
I will always be grateful to the Meyers-Briggs for opening a door that had big impact in how I live with myself AND how I work with others. Understanding profiles does not dictate who you are or limit possibilities. Sometimes it just gives us the ok to be ourselves.

playing piano

2009-09-23T15:05:00.003-05:00

I think I started taking piano lessons when I was about 6. Pretty sure I took lessons for at least 8 or 9 years.
Once I left home I didn't touch a piano for maybe 20 years.
A few years ago, I acquired a beautiful white baby grand.
At first I was so excited to play, I expected those years of lessons and practice would be waiting in my skill closet just exactly where I left them.
I was actually horrified to discover my trained touch was very rusty. So horrified in fact that even though I have this gorgeous instrument sitting in my living room, I rarely touch it. I just can't seem to muster up the courage to start over.
John Thompson's Book 1. Daily Dozen finger exercises.
I wanted to sit down and play Claire d' Lune just as the author intended it.
(Another case of all or nothing...)

It calls to me now, reminding me that I always imagined myself playing with ease and confidence. Somehow a payback to my parents for their years of investing in lessons.
And of course, my own joy.

Mostly I play from the church hymnal. I sing quietly to the songs we sang every Sunday.
My fingers don't remember all the notes exactly. My heart remembers. It is a comfort and a balm. Every once in a while I'll attempt Claire d' Lune or a Billy Joel song or one of the really tough Etudes.

It's not like meditation. Someone asked me the other day if it was.
No, it's more work than meditating.
I expect that as I continue to practice I will grow in my confidence.
Right now I am shy. Remembering and stretching at the same time.

maybe it's not all or nothing

2009-09-21T17:51:00.003-05:00

I was talking with a friend the other night about some of the challenges I'm having with incorporating some of my new 'intentions' into my current life.
She wisely reminded me that "it doesn't have to be all or nothing".
Now, of course I know that. Right?
As a coach I always look for progress or activity in ANY area that is helpful for moving one closer to their goals. So why am I so hard on myself?
Why does it feel like if I don't do everything perfectly every day that somehow I'm totally off track?
It seems that is a common issue. And, maybe that is a key part to this experiment.
As I find myself wanting to see the power of my intentions take hold, I'm also holding myself to some either or standard that makes every action only as good as the whole.
I am wrestling with this idea that if it's not perfect, it's worthless.
What kind of leadership is that?
ok, so a new day.
I am totally committed to my vision. That is for sure. And that is the first step.
The next step is to be kind enough to myself to TRUST that I have enough smarts and intuition to follow through when and where it will truly bring the greatest rewards.
Instead of spending the time wrestling, I'm finding ways to be patient and kind.
I think I heard it someplace to love your neighbor as yourself.
hmmm... maybe it's time to set that example.
No more beatings on what I'm not doing. Lots of praise for my accomplishments.
It's been a very good day.

the power of affirmations

2009-09-18T14:55:00.002-05:00

Last night I was in the midst of cajoling myself back into my usual state of enthusiasm, I patiently read through my affirmations again.
They are so good. And SO true. I truly feel a surge of power and connectedness when I read them.
Decided I wasn't quite ready for bed, so turned on the TV. (rare occasion)
And there was our good friend Dr. Wayne Dyer talking about the power of affirmations.
Especially right before bed.
What a great little gift from the Universe to remind me that everything is right on time.

compulsory and push back

2009-09-17T11:09:00.004-05:00

So seriously, the 1000 days thing tripped me up.
What started as my sincere desire to move from passive observer into active creator took a small twist and started looking like my list of 'have tos'.
uh oh.
The small girl child inside quickly folds her arms over her chest and says "you can't make me".
Ah common honey, you WANT to do these things. These are things that bring you JOY and HEALTH and MONEY.
"I don't want to."
Sure you do...you LOVE writing. you LOVE playing piano. you LOVE affirming your prosperity and divinity...
ARGGG...
somebody help me with this child!!
(I don't know how my Mother did it)
I'm driving to the cemetery to see her today. Maybe she'll have some ideas.

1000 days

2009-09-14T19:00:00.003-05:00

Read this today and not sure if I feel better or worse:
"Scientists say it takes 21 days to change a habit because we often resist change. According to yoga teachings, it takes:

40 days to change a bad habit into a positive one;

90 days confirms the new habit in you;

120 days allows the new habit to become who you are;

1,000 days ensures you have mastered the habit."

hmmm...
I'm not really so much about changing a bad habit. I"m more interested in incorporating new activities, beliefs, results.
I'm a little daunted by it taking 1000 days to master.
Guess I'll go play my piano for a while and see if that makes me feel better.

a day of rest

2009-09-13T21:25:00.002-05:00

Studies show that people who take vacations live longer. And, students who take a break from their studies at least one day a week have better grades.
Resting comes in different forms for me.
Sometimes it is a nap on a quiet afternoon. Sometimes a hike in the woods.
Today was a drive through the beautiful countryside of Missouri.
The grass was green. The tips of the cornfields golden in the afternoon sun.
Blue sky with white puffy clouds.
In the silence of the whir of my car on the highway, I could hear my spirit sing.
This past month I have walked on the beach, strolled down the paths of my quiet village and seen the open countryside.
It wasn't 'vacation'.
Somehow though, I think it was rest.

your first 90 days

2009-09-12T12:48:00.005-05:00

If you have felt or are feeling impatient with your business success, consider this:

*To become a Medical Doctor – one will spend at least 10 years in school and $250,000 in tuition BEFORE having the right to set up a practice and begin to earn income (direct from a medical student)

* To buy a small franchise, (on average) plan to invest about $219,000, have liquid capital on hand in the range of $50,000, have a personal net worth of over $100,000 and pay annual franchise fees in the neighborhood of $25,000 (info from franchisegator.com) Plus overhead, inventory, marketing, employees etc...

* The SBA (sba.gov) sites the two top reasons a small business fails is LACK OF EXPERIENCE and INSUFFICIENT CAPITAL

So, let’s take a look at your business. What kind of experience do you bring to the table in SALES, MARKETING, and TRAINING? And what kind of capital are you prepared to invest in your venture?
How much time have you given yourself to LEARN how to actually do this business?

One interesting thing about looking at other choices for creating income is that Network Marketing is probably the only real option most people have for not only a low start up cost (relatively speaking) but most importantly to build RESIDUAL and long term income.
A Doctor doesn’t get paid when he/she is not working. A franchise owner does not have the flexibility of choosing when and where they want to work. Most small business owners cannot build passive income.

I am amazed when I hear people talk about making $10,000, $20,000 and $100,000 a MONTH in Network Marketing, and yet when we sit down to make a plan, they are come with very little experience and are unprepared to spend time and money to build the business they have envisioned. If I tell them it might take 5 years just to LEARN HOW to do it – Yikes! “That’s NOT what they told me when I signed up!”

Ok- so what’s my point?
Well, the truth is that I really want to see each and every one of you make it in your business. REALLY BIG, gangster type make it. I have worked with most of you individually and I know your dreams. I want to be YOUR coach on the sidelines cheering you on to keep going, keep going, keep going...
But you must be prepared for the reality. This business is NOT FOR WIMPS!
That means working STEADILY, CONSISTENTLY month after month, creating and building a business that you LOVE, knowing, and EXPECTING to see the success you have planned for yourselves and your families.

So what do you need to do?
Look again at your plan.
Recommit yourself to your short and long term goals.
Join with others of like mind.

And, of course, take advantage of all the cool training and coaching I offer.
This Monday, September 14 is Communicating and Selling Effectively!!
Check it out

a message to myself

2009-09-11T13:32:00.004-05:00

"In the beginning was the Word and the Word was God."

I love to contemplate this verse. I have spent my life studying the power of words and how the careful construction of our language can determine the outcome of many things; business, relationships, our financial status, our self esteem and how we see the world.

This week I've been very specific about my affirmations. I have carried them with me. I've stopped listening to my ipod while I'm walking. Now I listen to me. Praising, loving, seeing my life unfold exactly as my Creator intends. Partnering WITH my Creator to carry out my heart's desires. Calling into being all that I am.

Amazing. The noisy chatter has stopped. The nervous energy around 'what if' has changed to a subtle confidence around 'what is'.

For now, my affirmations are still a bit like writing in the sand. The day comes and goes like the surf washing them away. I know this will take practice to penetrate my subconscious mind.

Thursday night

2009-09-10T19:31:00.002-05:00

For more than 10 years now I have hosted a 'free' training and support teleconference call for my clients. My objective was to give people who were working with me as coaching clients another opportunity to talk about their business and meet with others on the same path.
Today, we are Paragon Partners - a professional association of entrepreneurs.
Something to be said for clarity of vision and consistency.
Visit my website to find out more: http://www.paulaenglish.com

the other 94 things

2009-09-09T14:29:00.003-05:00

Lately I am actually taking a look at my daily to do list I'm seeing some patterns I wasn't really aware of.
I guess I've tried to keep my tendency to be a multi-tasker pretty much in the closet. FOCUS and CONSISTENCY is the foundation for strategic execution of a well developed plan. Random irregularities don't fit it. Multi-tasking looks like there isn't enough time in the day to do everything, so I must do everything at once. Results: distraction, incomplete projects and higher risk of error.
Darn.
I know I am more of an in-time person than an on-time person so structuring everything to the time clock is not my strong suit. And yet, IF I really want to do more in less time, I want to organize in such a way that I spend the least amount of time required for the routine stuff and the maximum time and creative energy on the things that will move me in the direction I have set. Not all activities are equal. So, doing them all at once levels the playing field in error.
Great thing to get clarity around.

Free Shipping! or Buy 1 Get 1 FREE!

2009-09-07T12:11:00.002-05:00

Testing subject lines for email offers and in-person offerings at Networking events, etc.
What motivates YOU to buy? Free shipping? Getting something extra? Rewards, bonuses...
We want to know.
Comment or email:paula@paulaenglish.com

Fear is the opposite of Enthusiasm

2008-07-21T15:54:00.006-05:00

Have you ever gotten really excited about something and then lose your nerve?
What happened?
Maybe you got tripped up with one of these counter-emotions:

Fear of rejection

Fear of looking foolish

Fear of being disappointed

Fear of what to do next

What if those emotions masquerade as logical and protective considerations, but in truth are nothing more than holes in your bucket of enthusiasm?

If you feel excitement for something, that is your 'real self' bolstering up the charisma and courage it takes to do the thing. It might be a phone call or sales appointment or maybe even trying something totally new and different.

It doesn't really matter where those ideas come from or how big the thing is. What is important is to check our level of enthusiasm. When we are genuinely inspired, our brain begins to consider the possibilities for success. As we focus on the success potential we are more likely to move from idea state to action state. Recognizing and using the power of your enthusiasm is the key.

On the other hand, if we allow 'fear' (of anything) to get any mental air time, we might find ourselves second-guessing our ability to meet our objective.
Then we run the gamut of negative imagination. The more we focus on the risks, the more holes in our bucket. If we're not careful, we can lose our inspiration before we ever even get started.

Five things you can do to brace yourself again the wiles of your 'fearful' mind.
1. Be clear about who you are and what you want. Hold to your values and dreams. Believe that you are here for those dreams to be fulfilled. And with everything know that if it's not this, then it will be something even better.

2. Choose to be with people who share your values and dreams. Be an example. Expect the best in those you do associate with. Remember that you are the one who designs your life and that includes the people you work with, live with, pray with and play with.

3. Have a realistic understanding of your resources for the activity or adventure.
Find someone who has done or is doing what you want to do and find out what resources they used. Do you have what you need to do the thing? If not, what do you have? How can you get what you need so you can do the thing?

4. Make a plan. Don't wing it. Preparation does not mean lots of time thinking about doing it. A plan means you understand the process and what you will do to meet your objective. The clearer your plan, the more confident you will be. Leaving the process and outcome up to chance is one of the worst enthusiasm drains.

5. Don't do it alone. Remember those people who share your values and dreams? Get them enrolled in your vision. Tell them about your objective. Get the support and accountability. Sometimes it feels better knowing someone else is out there who knows what we're doing and is willing to walk beside us.

Napoleon Hill says:
“Enthusiasm is a state of mind that inspires and arouses one to put action into the task at hand. It does more than this, it is contagious and vitally affects not only the enthusiast, but all with whom he comes in contact.”

Use it.

captivity

2008-06-23T21:17:00.002-05:00

the days unfold as if they have a will of their own
we make our plans
or not
the children come
and go
we cut the strings
but there is something more
that keeps us tied
they hold our heart captive
even in denial
the lines are blurred as to where the parent
begins and ends
we watch the clock as if there will be a clue
as to when
there will be release
sometime later
or maybe never
so we love and give and cherish
even in captivity
and with a memory, a hug or a simple smile
joy is the balm that restores our strength

Paula English
Founder
Paragon Living Institute
6.22.08

Reservations and Obstacles

2007-11-25T20:07:00.000-06:00

"I'm wondering how this is going to fit into my current schedule."
Reservation.
"I just don't have the money to invest in a new business right now."
Obstacle.
How can you learn to tell the difference between reservations and obstacles?
One good way is to set clear objectives and rules of engagement at the beginning of every proposal.

Typically, reservations are the kinds of things that come up during the stages of an interview process or sale once the objective and rules have been established.
They usually come with natural conversation as we lead our prospect in discovery about their interests and needs.

Objections or obstacles come up when the pitch is made too soon or when the rules were never clear.

Learning to set up your recruiting and sales conversations in such a way as to avoid the obstacles and achieve your objective is the key to mastery of Communicating and Selling Effectively.
Each stage of your conversation is vital to the whole.
From your entry into the encounter to the clear and graceful exit, execution of each step for driving a conversation is essential.

There are 8 simple rules.
1. Personal Charisma
2. Rules of Engagement
3. Setting your Objective
4. Creating Agreement
5. Acknowledging Similarities
6. Driving the Conversation
7. Agreement and Decision
8. Graceful Exit

In 4 - 90 minute classes you can learn about each of these vital components and how to implement them.
Last Class for 2007 starts Monday, November 26 at 7 pm ET.

Sign up now:http://novcase2007.eventbrite.com/

No more Recruiting?

2007-11-13T20:25:00.000-06:00

I'm intrigued by the news about big MLM companies struggling because they promote growth in sales through sales force expansion.
Recruiting, in other words.

Somehow the art of building a distributor database has become a 'bad' thing to do if you want to escape the MLMer patina of misunderstanding.
It's only ok to get customers? Is that it?

Another thing I find curious are surveys that report most people think they don't need sales training to be successful in Network Marketing.
It's all about telling your story.
Right.
And I do totally believe in the power of a good story.
But what is it that makes a good story?

Has the business of Direct Sales become so misunderstood that we have to tell people there is no recruiting and no sales in order to attract them??
Isn't that something like telling a heart surgeon there isn't going to be any blood?

So what if you really want to be successful in building an international team of partners?
Here are 3 simple rules;

1. Make sure you can tell YOUR story as the key component to establishing your integrity and plan. It's not the manufacturer (entirely). It's not the patents on the products (entirely). But it can be entirely dependent on your charisma, your business plan and your ability to engage and sustain the desired relationship.

2. Be clear about your objective. Plan to attract others who are on the same path; smart, passionate, committed people. A clear objective can help quickly reveal the short and long term compatibility of new partners. That concept extends beyond an immediate 'upline/downline'. It's about all of your partnerships. Every connection has the link to the next connection. Setting your rules of engagement with intention can make those connections all the more powerful.

3. Become educated and practiced in your art. In a business where a person has the potential to earn income on personal group sales and on an extended sales force, acquiring skill and confidence in communicating and selling can have a direct impact on the income potential. Treating any entrepreneurial venture with glib can be not only risky but a bold waste of time and resources. Which in turn, in the circle of business, impacts YOUR story and your ability to establish your integrity and plan.

Hi Paula,
Just a note to let you know how much the training has impacted my life and business. I feel that Communicating and Selling Effectively* is the most important part of our training in achieving our goals. I look forward to growing using this model in a new direction. In the last three years I have tripled my income. I have also qualified for the cruise in 2008.
I look forward to participating in future trainings with my team. Just a note of appreciation.
Suzanne Finkeldie, Endless Summer Marketing

*New series starts Monday, November 26, 2007

Can we change other people or not?

2007-10-30T13:27:00.000-05:00

the power of creation. what is it and what role do we play, if any, in the circumstances around us. in particular, are we creating the way other people behave?

Where does my creation begin and end? Where does yours begin and end?

Can we impact the people in our life in such a way as to CHANGE their course of behavior?

What if THAT is the purpose of our words;
To use them to bring out the best in all of life around us?

To speak and to see the best in everyone is to use our power to create good.
To use words in a provocative and ill tempered way or mean spirited intention is using power in a negative way. Even worse; carelessly.

It is how we interpret our experience, that ultimately colors our emotions.
so different words and sounds, and volume usually represent different emotions.
Think of a friendly whistle. A whisper. A shout of victory.

Much of those emotions are learned.

Experience, impression, emotion, belief, behavior.

If there are people in your life who've had a series of experiences where bad impressions and deep emotions have created beliefs and behaviors that are totally contradictory to yours, it does not mean YOU have created that scenario for that person. Nor is it your job to fix it.

However, if you are someone in their life who supports or encourages, consciously or unconsciously, the behavior you don't like more than you support and encourage the behavior you DO like, there is the risk of perpetuating the bad behavior.

By being conscious of our responsibility and the power of our words, we can ignite our potential power for good. And CHANGE.

It's the being conscious part that requires practice and discipline.
Usually to get the ball rolling, WE get to be the power of good in our own life first.

"I AM that I AM"
The most powerful words. The name of Divine Creator.
And a direct reference to self. Coincidence?
I don't think so.

The key to changing others is to live into the change we see.
Live it now, just as you want it to be.
Choose words carefully, so they always represent what you DO want.
You are telling the story of your life. Every day, every minute.
to yourself, to your family and your friends.

What has to happen for us to live our life from the perspective that everyone has the full potential to be their absolute highest and best? How would your words be different?

When everyone comes together with the specific intention of bringing out the best in life, our words and the power of our intention does evoke change. In ourselves and in the people in our lives.

the Emotion of money

2007-09-25T10:53:00.000-05:00

Winning the lottery! Sounds like Happiness.
Getting a bill for unexpected taxes due the IRS. Certainly something to cry about.
A big sale usually stirs up Joy and Pride.
Canceled appointments leave us feeling Disappointed and Rejected.
Money left over after the bills are paid. Wow, that is true Satisfaction and Peace.
Not enough money to pay the bills on the other hand gives us reason to be Fearful and Insecure.

In most encounters with money, we not only feel the emotion, we also personalize it by being the cause and effect of the money that comes and goes or doesn't come. It's somehow all about us.

I often hear people ask the question: "Do you know anyone who needs extra money?"
What is 'extra' money anyway?
When does the 'extra' part kick in?
Is that over and above poverty level? After you've paid all your debt? Once you buy the second house in the country? It's funny, for as common as that question is, I don't know that I've ever met anyone with 'extra' money....

And I think that is partially because we keep ourselves bound emotionally by the money in our lives. On any given day, I can tell the energy of my clients by how they are experiencing the abundance in their lives. If they are feeling restricted or doubtful the energy is low and cautious. Sad and worried.
When they experience bounty, they feel powerful and strong. Our conversations open to new ideas for expansion and success.

When we experience success we are more likely to believe success is possible ~ again.
When we experience restrictions and financial difficulties it is easy to believe that we are bound for more trouble.

What I wonder though is WHICH COMES FIRST ~ THE MONEY or THE EMOTION?

If we practice the art of bliss and satisfaction in ALL circumstances are we more likely to attract and handle money more profitably?

Fill your bowl to the brim and it will spill.
Keep sharpening your knife and it will blunt.
Chase after money and security and your heart will never unclench.
Care about other people's approval and you will be their prisoner.
Do your work, then step back. The only path to serenity.
Lao Tzu

Networking vs Marketing

2007-05-09T13:14:00.000-05:00

In the business of Network Marketing, it's
interesting to consider what the name
implies. If you don't think too much about
it, it sounds like a simple concept; you
market your business by networking, right?

After you've been in the business about 10
minutes, you discover that 'Networking' is
just a fancy word for 'talk to lots of people'.
Sounds easy enough, right? Fun even. A great way to make money.
IF you LIKE talking to lots of people...

And IF if the people you talk to are people
who say "yes" to what you have to offer, and then stick.
Independently, forever.
If you want to build a big business, it's key that those same people LIKE to talk to lots of people who say "yes" to whatever they are offering and then stick.
Independently, forever.
And so on...
That would be perfect. For those people.

But what about the rest of us??

It's not that I don't like talking to people, don't get me wrong.
It's mostly that I don't like talking to people when I'm supposed to say things that someone else cooked up that is supposed to be the magic 30 second pitch to get everyone to listen, get excited on the spot and say "yes" to whatever I say next.
I definitely don't like that.
I don't like talking to people if I'm really not sure what comes next. (Besides of course, talking to people.)

I like to have a plan. I like to know that my gifts and talents and resources are being used at my highest and best. I don't like to gamble with random odds that determine if and when I get lucky.
So what about you?
Are you anything like me? If so, it may be the MARKETING side of the business that makes sense for you.
Marketing is long-term exposure to a target audience with the goal of building rapport and reputation. Marketing is about establishing your presence in the marketplace of choice.

Strategic marketing means you have a plan to make that happen.

And that is what I LOVE about Network MARKETING.

If you've been doing the networking and just not getting the results you want, maybe it's time to learn how to do some marketing.
Summer 5 Steps training starts Friday.
Check out the options for getting started now.

Team Play and Organizational Growth ~ an excerpt from the new 5 Steps for Strategic Business Planning Workbook

2006-09-01T11:14:00.000-05:00

The Interview and Building your team

Depending on your marketing activities, people will be attracted to your business in a variety of ways. Sometimes people come to the business as a result of product experience. I believe that happens most often when we model our commitment to the products we sell and follow through with a consistent, focused plan for DEVELOPING our customer relationships. Especially when we model a business that is fun and profitable.

Through advertising, direct mail, phone contact, internet based marketing and personal contacts we have opportunity to attract our ideal business partners.
Those activities can be to cold market (people who have not yet said YES) and to warm market (existing customers, referral sources and business partners).

You decide what specific activities you want to do when you complete your Plan of Action for BUILDING new business partners. (page: )

When someone says: “yes, I might be interested” I suggest having your Interview process in place, and your team set up to do it with you. I find the energy of a team working together is almost always the most interesting, dynamic and inviting way to attract someone really good.

In this section you will find a sample phone script for telling someone about your plans for expansion, a letter you might send announcing same and an email that can be a nice follow through after leaving a message for someone who might be looking.
We’ve seen great results using a COMBINATION of activities.
One phone call, email, letter, postcard etc. is rarely enough to get someone to respond.
Multiple marketing activities going all the time is always going to be your best bet.

I recommend getting a resume or some kind of work history and interest statement during the interview process. If it’s true that you are looking to attract someone who is going to be connected to you for a long time, maybe even for a lifetime, doesn’t it make sense to get good, solid information upfront so you know who you are going to be working with? Your happiness and business success is dependent on this new relationship.

Many people assume adding business partners will automatically increase your income.
That can be true IF they come to the party with resources, experience and a commitment to do the thing. On the other hand, if we do not hold any standards for WHO we attract as business partners, initially that relationship may be a liability before it becomes an asset.

I believe it is our responsibility to work successfully with our business partners.
Like a law firm or medical clinic, the success of each of the partners is a reflection on the whole. It would be totally unfair to bring a new attorney into a law firm who has no experience, no existing client base and no idea how to get started and leave them to sit in their office alone expecting them to thrive and grow. Most firms have an excess of cases and accounts to share with the new partners. They work on cases together long before the new partner is expected to go hunting. Many times new clients come as referrals due to the good work of the new partner in assisting with existing cases.
I know Direct Sales is not the same as a Law firm. Yet I do see similarities.

So what do I mean exactly?
Well, if I were to plan an expansion in my business ~ first I would create specific activity series’ for BUILDING and DEVELOPING new business partners.
Marketing activities to attract them in the first place is the building part. How I work with my new partner in getting THEIR activity series’ in place is the developing part.

The Punchlist for Getting Started is the first step in that dance. (See inside cover and page xx)

Part of my plan to get someone to take action sooner rather than later is to provide simple tools for getting started right away.

For example:...
Order NOW

The Whale

2006-06-29T21:27:00.000-05:00

On December 14, 2005 a marine animal rescue team saved the life of a female humpback whale who had become entangled in a spider web of crab traps and lines.
A fisherman spotted her just east of the Farralone Islands (outside the Golden Gate) and radioed an environmental group for help.
The rescue team determined that she was so bad off, the only way to save her was to dive in and untangle her~ a very dangerous proposition. One slap of the tail could kill a rescuer.

One of the divers, James Moskito, said the whale was peaceful during the hour or so it took him and others to cut the ropes and there was a vibration coming from the whale the whole time. Moskito said that when the whale realized it was free it began swimming in circles.

"It felt to me like it was thanking us, knowing that it was free and that we had helped it," Moskito said., "It stopped about a foot away from me, pushed me around a little bit and had some fun." He said the whale nuzzled him, then swam to each of the other rescuers as well. When she was free, the divers say she swam in what seemed like joyous circles. She then came back to each and every diver, one at a time, and nudged them, pushed gently around-she thanked them. Some said it was the most incredibly beautiful experience of their lives.

May you, and all those you love,
be so blessed and fortunate
to be surrounded by people
who will help you get untangled
from the things that are binding you.

And, may you always know the joy
of giving and receiving gratitude.

I pass this on to you, my friend, in the same spirit.

(Sent to me by Pam Budner ~ thanks Pam...)

The Energy of the crowd

2006-05-29T19:54:00.000-05:00

I ran my first 5k yesterday. The Amy Thompson Run to
Daylight. In support of the Brain Injury Association.

People close to me know about my friend Kathi and the near
death she went through this past March.
There were almost one hundred of us from the community of
her friends who joined to walk/run in her honor.
Most of us had our entire families there.
And, for the official race, it was the largest turnout ever.

Last June I decided I was ready for something new
to turn me on as I began to plan my mid-forties strategy for
looking and feeling my best. I was ready to stretch myself. I
wanted to set a goal that was a bit longer stride than I was
actively taking. My first step was to just start walking around
the block.
Before too long I had increased my distance. Within 6 months
I was walking and running 20 miles a week. The stronger I
got the more I loved it. By December I had decided to start
training for a race.
Little did I know this would be the race, and Kathi would be
my inspiration.

All I knew was I was ready to do something more.
I had not yet maxed myself out. (Thank Goodness!!)

So I trained without a specific goal in mind except that I
would someday soon do a race. And even once I signed up
for this one, I
didn't go into it with a big competitve urge. It was just to do
it.

For the fun, for the momentum, for the experience. I wanted
to see what I am capable of right now. Then I can decide
what I want to do next. How else will I know, right?

I am very happy to report I did my best time ever. And
I loved it. I was proud of
myself. That felt so good.

It's interesting that even though I walk and run almost every
day on my own, it was distinctly different to do it with other
people.
What I experienced was 'the energy of the crowd'.
I looked at their faces. I saw the motivations of their hearts.

First it seemed everyone was there for a cause bigger than
themselves.
Someone in their life had been touched by brain injury. The
shared compassion was evident.
Then there was the excitement of the competitors. As they
burst out in front, clearly the leaders of this pack, everyone
found their own comfort zone. We could see right away,
some would go first. And the rest would follow at their own
pace.
Without the competition it might be quite dull. So everyone
cheered and clapped as the speedy ones zipped by.
And, everyone had their own personal best in mind. Even if it
was as simple as showing up. They made the effort, they
supported the event. They too are an integral part of the
scene.

I saw many women, running and walking alone with the look
and smell of personal ambition. It was our own time that
mattered.
I wanted this to be my best time.
My record. My race. Me and me. And it was the perfect place
to just take off. My friends and I didn't need to walk together.

The kindred spirit was thick on the streets as
strangers ran side by side as compatriots.
We were in
the mix of human existence at it's very best.
For a cause. For each other. For ourselves.

Competition or Compliment?

2006-05-03T16:29:00.000-05:00

Imagine this ~ One of your customers tries a new side of your product line. And, they don't get the results they are looking for. So they decide not to buy that particular product from you anymore. They do however continue to buy lots of other products from you. They remain one of your best customers.

And let's also imagine your new next door neighbor markets another brand of products very similar to the ones you carry.

How likely is it that you will refer your customer to your neighbor to see if maybe she could help with the particular product your customer is seeking?

Is your neighbor your competition?

What if you did refer your customer and they became really good customers of your neighbor's, TOO?
How would that be?

Perhaps it would be a compliment to your business stability and a spirit of plenty.

I would like to believe that we each attract our own. That's why we want to be specific about who we seek to attract. What sort of bait are we putting out there?

I often remind myself that there really is no competition at the top. For when one reaches a level of excellence in their own work, what others do is either irrelevant or complementary. Excellence is excellence no matter where you are.

Instead of thinking that all the other people in all the other companies (even in your own company) are competition, what if by supporting one another we are actually raising the image of the entire industry?
Entrepreneurs supporting entrepreneurs.

The key is to find others who share your values. In Networking groups and Chamber Mixers, watch for the 'Sneezers' and 'Connectors'. Those are the people with a sphere of influence and some credibility. (People who might previously have been seen as competition.)

In the book, Purple Cow, Seth Godin says: "Finding and seducing Sneezers is the essential step in creating an ideavirus."

That means if you really want your idea to take off, being around people who have influence and friends is a good thing.
If you like these people, TEAM up. Find out how you can support each other. Encourage everyone to be specific about their target markets. It helps reduce the threat of someone 'taking it all'.

If there is someone in the group who seems to be especially aggressive or territorial, let them be. They will get theirs.
Stay focused on YOUR target.
The better you are at what you do, the more likely it is the ones you want will come to you.

Are you Renting your business?

2006-04-09T08:14:00.000-05:00

One of the first things I talk to my clients about is how they store and manage their customer data information. More often than not, it is the first time they have had that conversation. Most trainings & tools are a one hit approach. As if a parade is passing by, the 'sellers' job is to present their best pitch to see if they can get the passers-by to buy their goods & service. The old adage "some will, some won’t, so what, NEXT" exemplifies that attitude. That business model looks like an ongoing process of talking to strangers.

In building an asset database, it is more like stocking a pond, and then fishing from there over a lifetime. It is the art of stocking the pond in the first place that determines the degree of success one can have. As we refine our marketing strategies we are more likely to attract the fish best suited to what we have to offer. I believe our greatest resource is the relationships we cultivate; customers, referral sources and business partners.

If you look at this subject from a more traditional business approach ~ one Google search: the value of a customer database, gave me over 10,200,000 matches.

One of the first being an article, The 24 Essential Database Marketing Techniques, by Arthur Middleton Hughes. Mr. Hughes makes several critical points that are often overlooked by the home-based entrepreneur:

"Customer Lifetime Value can be calculated in any industry, business to business or business to consumer. It is used to direct marketing strategy. It is powerful and it works."

He also talks about Customer Communication:
"Personalized customer communications, based on data in a database, can be shown to increase customer retention, loyalty, cross sales, up sales and referrals. They are effective and they work. They are the principal reason why you build a marketing database."

The number one job in most business ventures, and especially in Direct Sales and Network Marketing is the building and developing of a database of people who become your customers, referral sources and business partners.

Creating a database with value is the key to building an income producing asset. That is accomplished only when your Plan is about marketing to and servicing your audience with focus and consistency.

When we create a focus for our business, and then consistently expose our marketing strategies to our database over and over, month after month, year after year, we establish credibility. And when we keep track of what we do, when we do it and what kinds of results we get we become better and better at creating strategies that attract and maintain a database of the highest value.

That is how we build the asset. Without a database, it's like renting your home. We get to live there and use it but when we move, the owner is the one who possesses the asset. Investing in a database is like buying your home. You own it and the responsibilities that come with it.

As you take care of your property over the years you gain a greater value to your asset. As an entrepreneur, it is exactly the same. As you take ownership of your database, building and developing relationships with the people in your contact management system, your attachment grows. You know it is truly your business that you are growing and nurturing. We are stronger entrepreneurs. Our customers get better service. We make more money. Everyone is happy.

Never hear NO again? Is it possible?

2006-04-07T21:21:00.002-05:00

How many people do you know who got into a business of their own thinking they would never have to do any SALES? And because it's not really sales, there is no worry about people saying NO...right?
Looking through a number of web sites and training courses especially for people in Direct Sales and Network Marketing, I am amazed at the number of classes there are on how to do this business without SELLING.

OK, maybe I'm sensitive, but as someone who considers herself a PROFESSIONAL SALES PERSON, I get the feeling these other people think selling is some kind of a bad thing! Isn't sales a basic necessity for helping people get what they want?
It takes skill, strategy, intuition, knowledge. Not to mention caring, compassion, understanding and wit.
Selling is NOT for dummies. It is also one of the highest paid professions.

The biggest problem for most people when they think of a sales job is the rejection.
Right? Isn't that the big fear; People will say NO to whatever it is you are pitching?
What if you never had to hear NO again? Would that be good? Would you be more confident when you pick up the phone or go out for an appointment if you knew for sure you didn't face 'rejection'?
Most of you who know me, know that even after 25 years of Sales experience, I am really a big chicken.
I hate to hear NO. Really hate it.

But when I decided years ago that I wanted the freedom, money and lifestyle that comes with being in Sales, I knew it was essential to my survival to learn how to do it in a way that would give me the results I wanted without the risks of rejection. So over the years I have developed a simple conversation model that I use in every encounter.
In person, on the phone and even in writing. Now, I never hear NO. Want to know my secret?

One of the first things I learned to do is set my objective.
Having a clear picture of how I want the encounter to go is essential to preparing what I'm going to say.
Many encounters have the same goal ~ to clarify if the person I am talking to meets my criteria for being a customer, referral source or business partner. Some encounters have a very specific agenda ~ to make a sale, or get a commitment.
Every encounter needs a clear intention for outcome.

Once I have set my objective, I can then figure out the direction the conversation needs to go in order to reach my desired outcome. And that is where I have learned to avoid hearing NO. I can pretty much always tell whether a person is who I am looking to attract in the first 3-5 questions.

Then, my job is to drive the conversation so no matter what happens, I can always exit gracefully leaving every encounter with a successful ending.

Learn the 8 steps to this conversation model I have created.

Communicating and Selling Effectively

One of the most important tools you can give yourself for being more dynamic, effective and successful in for being more dynamic, effective and successful in Sales and Communication.

Learn how to set clear objectives, ask the right questions and never hear NO again. Without it ~ you may never know just how good you can be.

Communicating and Selling Effectively
Info and sign up here.