A Partner Who Will Pay For Your Stuff

Every year about this time I remind business owners and CFO’s (financial officers) to review their business deductions for the year. If you use the calendar year as your fiscal or tax year, December 31st is a very important date.

Here are two important facts:

1. Depending on where you live and your tax rate, about 40% of everything you make will go to the Government, and the final accounting for most businesses comes on December 31st. The more you make, the more your “partner” will take in taxes.

2. Conversely, any legitimate business expenses you incur in the next Eight weeks come right off that tax bill. In the U.S., that means “Uncle Sam” is willing to chip in and pay for about 40% of whatever you buy for business purposes! Take advantage of that!

If you need new office equipment, a new computer, or routine office supplies, take action! For the next eight weeks, they are “40% off!” If you can pre-pay some regular business expenses (insurance, rent, supplies or fees) by the end of the month, they come directly off your “bottom line” which means lower taxes in April.

Now, obviously, the expenses must be for legitimate business purposes. No cheating! And obviously you should check with your accountant or tax advisor for specific advice in your particular situation. But keep in mind that a few months from now you will pay taxes on every dollar of profit you make in 2010 and if you can legally reduce that amount by stocking up now, that’s to your advantage. Think about it!

Want more info? See the following article on year-end tax strategies. Also, I’ve got dozens of other articles on my website www.blakerbusinesscoaching.com.

 

Year-End Tax Strategies for Fun and Profit!

The Warm-up:

Year-end is a critical time for tax planning and budgeting, for both this year and the coming New Year. If there are items you need for your office, it probably makes sense to purchase them before December 31st. Talk with your tax professional now!
The Work-out:

The last dollars you make in November and December are taxed at the highest rate (your highest “marginal rate”), so for most independent professionals and small business owners, it makes sense to plan wisely. The words “spend it or lose it” take on real meaning this time of year.

The money you make at the end of the year could boost you into a higher tax bracket. So, consult your tax advisor and review both your income and any normal business expenses that can be paid (and deducted from your income) before the end of the year. For this exercise, your objective is to have the lowest possible taxable income. The issues basically fall into two categories: Delay income until next year, and accelerate expenses into this year. If you can easily arrange your affairs to reduce or eliminate some taxes, why not do it?

First, a word of caution: There is a huge and vital distinction between “evading” taxes which is illegal, immoral and a waste of time, and “avoiding” taxes, which makes absolute sense.

For instance, it is illegal to “hide” income earned and received in December until the New Year, but it is perfectly acceptable to shift income into next year. An example of the WRONG way to do it was an individual I heard about who saved checks he received in December and deposited them after January 1st. That is illegal. Don’t do it! But you can work with clients to postpone regular sessions until after the holidays. Sometimes I close my office and take a couple of weeks of vacation over the holidays, then work extra hard (and earn additional income) in January. Talk with your advisor about legally delaying income, and thus delaying paying taxes for an entire year! It will save you money, and make your life simpler.

The second strategy is to be sure you purchase (and take delivery of) items that can be expensed this year before December 31st. Items I encourage clients to look at are the furnishings and equipment in your office. If they need to be replaced or up-graded, do it now. You can deduct it from this year’s taxes, and it lets you start the year (and go through the winter) with nice new stuff! Does your computer or software need to be upgraded Do it now!

Check your printing supplies and other consumables. If you need more supplies, or if it’s time to improve that old business card or print a new brochure, do it now!

How about pre-paying next year’s dues for professional organizations? Do it now! Subscriptions can also be renewed and be expensed this year, although I’m told you can only deduct one year in advance, so there’s little advantage to taking the discount for multi-year subscriptions.

Finally, two other items in this category are paying all state and local taxes by the end of the year. If you will owe state or local income taxes for this year (normally due next April 15th), pay that tax by December 31st and it may become a deduction off this year’s federal tax liability!

A final caution: Before making any moves regarding taxes or business expenses, talk to your professional tax advisors. Based on conversations with my advisor, I believe the information in this article is correct, but even so, I’ll have Meleah review everything once again before filing my own taxes. You should do the same. Taxes represent a huge expense. Get smart professional advice.
The Rewards:

The obvious reward is saving money. Your last-of-the-year income will either be re-invested back into your business, or Uncle Sam will take about 40-50% of it. That means legitimate business expenses you incur between now and the end of the year is essentially half-price! That new desk chair you’ve been wanting? It’s 40-50% off! That business development seminar? It’s almost half off right now!

There are two other rewards that are even more valuable than the dollars you will save:

(1) It means you start the year with a thorough review of your office practices and up-grade your office to the way you want it. That has tremendous emotional impact on you and your clients.

(2) You start the year by consulting with your tax advisor, reviewing your business strategies, and making purchases according to a plan. That creates wonderful momentum for the New Year! Happy Holiday!

Last Weeks CelebrityU Radio.tv Program

Click on the following link, 

Watch live video from celebrityu on Justin.tv to view last weeks show where I covered how a new business owner develops their “Who, What and How”.

WHO market to a specific group of people – your Target Market

WHAT you do for your intended market – your Niche

HOW the specific things you do for your customers

What’s On Your List?

In the movie, “Schindler’s List”, about Oscar Schindler’s heroic effort to save thousands of Jews from the Nazis during World War II, there is a line that says, “the list is life”. Any person whose name was on the list, was saved. Their value and contribution were recognized. They were safe.

Many people have discovered the value and contribution of a daily “to do” list. By organizing and writing down your daily tasks, you achieve far greater productivity and success. There is no question. A daily “To Do” list is vital for your success.

But there is an even more profound List you need to know about. It’s an idea that has simplified my life, clarified my goals, organized my thinking, enhanced my health, made me money, and enriched my life. And, it has nothing whatever to do with a list of daily errands or minor projects.

I’m talking about a “Daily List”. My current list has 10 items on it, but over the years it has varied between six and twelve items that I am committed to doing every single day. The list keeps me focused, reminds me of my priorities, and organizes my day every morning.

I have a copy of my current list on nice card-stock on my bathroom mirror, another copy scrawled on my desk-blotter, and a copy taped to the dash of my car. The point is that I see the list often, in various formats, but always with the same reminder:

First Things First!

Tony Robbins says that most of us “major in minor things”, and it’s true. We get caught in our daily chores, our daily projects and errands. We focus on the trivial distractions of life, and lose yourselves in the process.

Only rarely do we think about who we are, what we value, and where we are going. Only rarely does life invite us to slow down, think about the big picture, design our lives, and be certain our choices actually reflect our deepest values.

My Daily List is designed to do precisely that. Every few months, I take an afternoon to re-think and review where I’m going. I scan my goals, and my recent past, to see if they match.  Then, I look for a handful of daily disciplines that will take me in the direction I want to go. I write them down, make a few copies, and post them where I will see – and READ – them every day.

The point is to be CERTAIN that I am reminded of the big picture every single day.

Here’s my current list – not that you should copy it, but as an example:

1.      Read Scripture, meditate and pray

2.      Exercise, stretch, eat well and floss

3.      Read, learn, grow – personal development comes first

4.      Write, create & produce value-added stuff

5.      Enhance my relationships (Call at least one friend every day)

6.      Maintain the nest (pick-up, fix-up, neatness counts)

7.      Expand my network; strengthen my community

8.      Serve my customers

9.     Monitor, maintain and grow the biz

10.  Dream, clarify, plan and commit to my preferred future

What items are on, or should be on, your Daily List?

A short list placed where you’ll see it often, in formats that will catch your eye and make you smile and remind you to focus on your most important items is powerful. And, after a while, if you notice you aren’t reading it any more, change it! Re-word it, rewrite it, up-date it so it’s current and the language again has the power to energize your day.

Nothing is more important to your ultimate success than living your life, and spending each day, the way you truly want to. Success is achieved not by doing extraordinary things, but by doing ordinary things extraordinarily well, day by day, every day. What’s on your Daily List?

When You Thinks Like An Owner!

A while back I was having lunch with a friend and we noted the extraordinary service our waiter was giving us. He was attentive, friendly, and available when we needed something. As we commented on it, my friend blurted out, “He thinks like an owner!”

In contrast, I recently played golf with a man who complained that he wasn’t being “paid what I’m worth.” He noted that he hadn’t gotten a raise in a “long time,” and that inflation made it “impossible to keep up.” I tried to be tactful, but pointed out that in the long run the only way to increase his income was to increase the value of his contribution.

Obviously, he may work for a lousy employer, but that issue aside, to grow your business or raise your prices, you must increase your perceived value in the market place.

Sometimes you can do that by education. Your customers may not know or understand the benefits they are receiving from you. But more often, to increase your value you’ll have to change either your product or the way you deliver it. That’s where “thinking like an owner” comes into play.

As the owner of your personal company, what should you be doing more (or less) of? How can you improve the quality or quantity of your service? Almost certainly, someone, somewhere, is making more than you are for doing essentially the same job. What, precisely, do they do differently? Do they call on more people? Do they provide some “extra” or bonus that customers appreciate?

When you think like an owner and are committed to providing slightly better service in every transaction, you’ll make more sales and earn more money. Trust me, the waiter who served us lunch got a MUCH better tip than the average server. Give yourself a raise by doing one thing better this weekend.

Attracting Riches, Including Money

Making money is an interesting hobby. There is lots of money in the world. The world is awash with it! There is more money floating around, changing hands and making people wealthy than ever before, and yet many of us find it difficult to keep enough of it for ourselves. How can that be?

Here’s a simple rule: Making money is hard; being of service is easy.

And here’s the brilliant corollary: If you can serve enough people, they will give you money out of gratitude.

Too many business people go directly for the money and find it awfully hard to get ahead. Money does not want to be trapped or tricked or corralled. Money is a reward for the service we provide to others and in some strange way, it flows to those who serve.

Do you need a good business plan, good people and good products? Of course! But the primary focus must be on providing value and serving your customer. If you do that, and do it with honesty, style and enthusiasm, the money will follow. It always has and always will.

We all prefer doing business with people we like and trust. We prefer doing business with people who make things easy, who serve us well, who stand behind their product or service, and do it with an easy smile and lots of grace.

Only rarely is a deal based primarily on price. I routinely drive past businesses (grocery stores, lawyers, repair shops) who might offer a lower price in order to do business where I have confidence in the service I’ll receive. I bet you’re the same way and in business, you want to use that to your advantage.

Find a way to provide extraordinary service and the money will follow. That’s been my experience and I trust it. I think it’ll work for you, too.

Take My 90 Day Challenge

Sign up for my free Grow Your Business 90 Day Challenge. Log on to my web site at www.blakerbusinesscoaching.com. As soon as you sign up you will receive my 48 page Grow Your Business ebook. Then for 12 following weeks you will receive the GYB Weekly Motivator: a weekly email message that includes additional strategies, guidance, and encouragement and participant success stories.

Advertising vs. Marketing

I’ve been struck by the glut of advertising coming my way. Spam and junk mail are full of it, television is full of it, and even magazines seem to have more. And, I don’t buy it.

I’ve often written that businesses cannot “advertise their way to success.” Of course there is a time and place for advertising. You have to let people know you exist, and you need to make a splash with new products or new services. Advertising is a good thing. But you probably can’t buy enough to build a business on it.

And promotion, particularly self-promotion, has a similar limitation. Obviously, if you believe in a product or service, you MUST tell people about it and invite them to buy. You owe that to yourself as a business person, and to customers who need and want your service. Promotion has its place and well-used it can pay huge dividends.

But in the end, marketing is a different animal. Marketing is about your reputation. It’s about customer satisfaction and retention. It’s about your relationships. Marketing is about letting people know who you are, what you do and what you offer. (Never keep yourself a secret! There is no advantage in being shy!) Marketing is about YOU more than your product or service. It’s about your reputation, your response-ability and your follow-through.

In the end, most marketing is “free” because it comes from being who you are and doing what you do, to the best of your ability.

Many small businesses would be far ahead to scrap their advertising budget entirely and invest the money in themselves, their quality, and their relationships.

Your 90 Day Challenge

Sign up for my free Grow Your Business 90 Day Challenge and down load my 90 Day Challenge and begin to create the business and life you have always imagined. The GYB 90 Day Challenge is specifically designed to help you focus on the proper areas, gain momentum and pave the way for future success.

As soon as you sign up you will receive my 48 page Grow Your Business ebook. Then for 12 following weeks you will receive the GYB Weekly Motivator: a weekly email message that includes additional strategies, guidance, and encouragement and participant success stories. And remember, all of this is absolutely free and no obligation.

Click on the following www.blakerbusinesscoaching.com and see “Sign Up Here …” in the upper right hand area of the web page.

Relationships; What Women and Men Really Want

Recently I posted an observation that men and women are both from earth so get use to it. However, we all know there are differences between a man and a woman. One difference is in their “expectations”.

First I’ve identified what a wife wants her man to be and below that, what a man wants from his wife.

By the way; THIS IS NOT SERIOUS. After all, it’s mid-day Wednesday of a short week after a holiday weekend so it’s time to lighten up. Have a great afternoon.

For his wife, a man only needs to be:
1. a friend
2. a companion
3. a lover
4. a brother
5. a father
6. a master
7. a chef
8. an electrician
9. a carpenter
10. a plumber
11. a mechanic
12. a decorator
13. a stylist
14. a sexologist
15. a gynecologist
16. a psychologist
17. a pest exterminator
18. a psychiatrist
19. a healer
20. a good listener
21. an organizer
22. a good father
23. very clean
24. sympathetic
25. athletic
26. warm
27. attentive
28. gallant
29. intelligent
30. funny
31. creative
32. tender
33. strong
34. understanding
35. tolerant
36. prudent
37. ambitious
38. capable
39. courageous
40. determined
41. true
42. dependable
43. passionate
44. compassionate

WITHOUT FORGETTING TO:
45. give her compliments regularly
46. love shopping
47. be honest
48. be very rich
49. not stress her out
50. not look at other girls

AND AT THE SAME TIME, HE MUST ALSO:
51. give her lots of attention, but expect little yourself
52. give her lots of time, especially time for herself
53. give her lots of space, never worrying about where she goes…..

IT IS VERY IMPORTANT:
54. Never to forget:

* birthdays

* anniversaries

* arrangements she makes
and

WHAT A MAN WANTS FROM HIS WIFE:

1. Show up naked…
2. Bring Alcohol…

Giving Thanks for the “Labor” We Choose

I think in some circles work has a bad name, and that’s a shame.

Obviously, some “work” is just boring, undignified or dangerous, and that’s to be avoided at all costs. In my personal dictionary, however, I don’t really count that as “work.” Drudgery is just drudgery and while we all have to do some things we dislike, it’s mainly to be avoided. In a world of freedom and infinite opportunity, why spend your life being a slave?

True work, on the other hand, is one of life’s great privileges. I’ve often written that work is our chance to partner with God and continue the process of creation. According to the ancient story, God created the world in six days but didn’t finish all the details.

He left the details for us, and I count that a great honor.

Obviously, THOUGHTS subscribers belong to a myriad of religions, and many of you opt for no religious faith, and that’s fine. Please substitute whatever terminology you prefer, but somewhere, somehow, the laws of nature were left for us to discover and use. I like to think we’re each building something worthy of ourselves!

Every day, through our work, we get to invent and build and combine resources to create a world that our grandparents could not imagine.

Through “work” the Panama Canal was built. Through “work” the Mona Lisa was created. Through “work’ we have computers, aircraft, and the internet. Because lots of people went to work, we have modern medicine, and I count these as good things!

There is tremendous dignity in human effort.

During my grandfather’s childhood and early adult years, it was unusual to eat anything that was grown more than twenty miles from where he lived. My mother recalled when she was a little girl that she, her mother and her siblings received a basket with a few pieces of fruit in it as a Christmas present! The next time you visit a grocery store, think about that. As you look at the aisles full of food from around the world, note that it all arrived on the back of human effort and engineering.

I’m not sure how many countries around the world have a “Labor Day” celebration, but I think they all should. Work is an amazing thing. It’s what makes us human, and allows us to create our world, and modify it to suit our preferences.

Do we sometimes mess up? Of course we do! Do we sometimes build or do things that have unintended consequences? Well, like Duh! Sometimes human beings work for evil or unfortunate ends, and that’s tragic, but it doesn’t change the fundamental truth. Work is the cost of freedom and dignity.

Most Americans will spend the Labor Day holiday weekend escaping from work. We’ll play and laugh, relax with friends, do almost anything except “work.” But I hope you’ll also take a moment over the weekend to give thanks for the work you do. Your creative work makes a contribution to this small planet. In some small way, each of us contributes our energy, our talent, our skill to making life better, and I suspect that’s how God intended it.

Here’s to the joy and dignity of honest, hard work!

Levels of Branding

A while back I read an article that reminded me of at least four distinct levels of customer loyalty:

1. Brand Recognition. This is when your potential customers have heard of you and are familiar with your company name or perhaps know a little bit about you. This is the kind of recognition you can often buy with advertising.
2. Brand Preference. This goes beyond recognition to include a positive preference for your brand. This is what you get when, potential customers ask for you buy name, or look for you in the phone book or search for you online.
3. Brand Insistence. This is when loyalty has risen to the level that your customers will only buy from you. They know your quality, your customer care, your passion and your commitment to excellence make you the clear leader in your field. At this level, price is of little concern because customers KNOW they will get value and they insist on buying from you.
4. Brand Rejection. This is the unfortunate opposite of Brand Insistence when customers know your brand and associate you with shoddy service or poor quality and refuse to do business with you. Once word-of-mouth gets out that you do poor work, your chances of turning that around are very slim.

There are many brands of ice cream, but how many people insist on one particular brand? Think “Ben and Jerry’s”, or perhaps Hagen Daz.

There are many nice cars in the world, but I know friends who absolutely swear by Lexus, or Mercedes, or (increasingly) Cadillac, which is nice since Cadillac was the “Cadillac” of cars when I was a kid but I didn’t hear much enthusiasm for them for many years. It’s nice to see them back again.

What is your level of branding? Is your product or service the one people insist on, the one they wait in line for? If not, why not? And more importantly, what do you need to do to elevate your service or product brand to be the one people insist on?

Key Essential Step for Getting Things You Want

Almost every month I receive emails from people who say they are stuck or confused or lost and need “help” to achieve their goals in life. As much as I can, I respond personally to those emails, sometimes even following up with a phone call, and the following thought comes from some of those conversations.

Now, there are lots of reasons people get frustrated or struggle in life, but one of the most common is that some people refuse to get started! Some people have big dreams but refuse to take the first steps to make them come true. No wonder they are frustrated and say they have “failed” to reach their goals!

The truth is that there is almost no real failure in life. One of Newton’s laws says that for every action there is an effect. Tony Robbins is famous for his observation that high achievers take massive action, observe their results, adjust accordingly, and take more action. There is tremendous power in persistent, determined action!

There is a famous phrase in the Bible that the “truth shall set you free” and a key truth is that to achieve any goal, no matter what it is, some action – some effort, some work, some activity, some physical exertion is required and the activity must come FIRST! To achieve your goals, action is required!

And here is a second truth: Often the required action is simple, easy and obvious. These are the cases that frustrate me.

Over my years as a business/leadership coach, I’ve had hundreds of conversations with people who want to reach the ordinary sort of goals that lots of other people have achieved. They want to save for retirement, start a business, travel the world, or do something else that (to them) seems difficult, but in fact has been achieved by lots of other people. The problem is that they “can’t find a way” to take the first steps toward success.

They hesitate to get started. They “can’t” find a way to save money, or to develop the first draft of a business plan. Now, I emphasize that I am not making fun of these people! For them the pain and frustration are very real, and I understand that. But to achieve success, they must also understand that the fear is in their own minds.

Often, the first steps are simple, easy and relatively obvious. The key is to get started, take action, observe your results, adjust accordingly, and take more action.

And here is a third truth: Most of the actions people take when they set out to achieve a goal are WRONG! Of course they are! We learn by trial and error. When we try anything for the first time, we are bound to make mistakes, but mistakes are not failures! They are simply the best, smartest action we could figure out at the time, but unfortunately they may not give us the results we desired, so we learn and try again.

Did you fall down when you first tried to walk? Probably! Were your first attempts at dating clumsy or embarrassing? Probably! Were your first attempts to use a computer frustrating? Probably! There is no failure or shame in that. We try, we learn, and we try again.

This is a truth about life! The key to getting anything you want in life is to take action. Take the smartest, best action you can think of and see what happens. If you can, hire a mentor or coach to help you. You might buy (and read!) a how-to-do-it guide, but take some action! Observe your results, adjust accordingly, and keep on keeping on.

Life, Liberty and the Pursuit of Happiness

I recently read about a huge survey (over 100,000 participants) that said only 47% of Americans describe themselves as truly “happy.” This is the biggest survey ever on the topic, and it amazes me that more than half of us (think of that!) are not fulfilled, satisfied or “happy” with our lives. How can that be?

In the past couple of centuries, we’ve done well on two of the three freedoms proclaimed in our Declaration of Independence. We’ve more than doubled life expectancy. Progress in medicine, sanitation, and safety give us more years than ever before. And we certainly have more liberty!

We can say, think, travel, learn, buy, do or experience more variety than ever before. Even our parents never dreamed of the freedoms we take for granted every day.

And yet when asked closely about our lives, we are no happier (and perhaps not as happy) as past generations. Headlines proclaim that we are anxious, stressed, cranky or depressed. We take more pills than any people in history. We worry. We feel less safe than our ancestors who faced famine, war and pestilence. What’s going on? How can this be and what can we do about it?

Partly, I don’t think we actively seek “happiness” as much as we might. We are so busy pursuing things and taking care of business that we forget to enjoy our lives. Sometimes I’m not sure we even expect to be happy! In part, I blame our work ethic for this. We are so focused on a better tomorrow that we forget the wonders of today.

I’d like to propose that happiness be considered a kind of skill. There are keys or steps to increasing happiness, and they can be learned. Here are five suggestions:

1. Happiness Requires Safety. When Abraham Maslow introduced his “Hierarchy” in 1947 he began with security. I suspect happiness begins with locking the doors at night, with some money in the bank, with a belief that we and our loved ones are safe. Yes, we could be hit by a bus, but to increase your level of happiness, take security seriously. Take care of your environment. Nurture a sense of personal control. Save money and invest wisely. For most of us, basic safety is attainable. Take care of yourself and your loved ones.

2. Happiness Requires Community. People are happier when they have caring, loving relationships. Spend time with family and friends. Invest in your neighbors and co-workers. Remember that we are “tribal” creatures and we need our friends. Whether it’s an extended family, your golfing buddies or girlfriends, nurture your community. As one of my favorite music groups of all time, the Beatles, observed; we “get by with a little help from our friends.” Happiness is found in community.

3. Happiness Requires Contribution. This means doing work that gives you fulfillment and satisfaction. Happy people make a difference! Most of us do our work through our jobs, but it can also come from volunteering or in some other way. You have talent and ability! Share it. Make a positive impact in your world. Contribute. It will make you happy.

4. Happiness Requires Fun. Happy people have fun! Whether it’s playing catch, making love, watching a movie or flying a kite, we don’t laugh as much as we could. We take our fun too seriously. Too often, we define “fun” as flying to Vegas or hosting an elaborate party. Why not grill hot-dogs and be done with it? Pillow fights are fun. Watching a sunset or washing the dog can be fun. I like Jimmy Buffet’s observation that “having fun is about as good a hobby as there is.”

5. Happiness Requires the X-Factor. We each find happiness in our own ways. For some, it’s the excitement of discovery. Others are happiest climbing mountains. Franklin Roosevelt enjoyed his stamp collection. Whatever makes you happy, do more of it.

Do Actions Really Speak Louder Than Words?

Too often we talk about what we are going to do “someday” while we actually do very little to make our dreams come true. We talk and dream and set goals and plan. We budget and visualize. We do everything, in fact, except take action.

We all know that only action changes things. One of my favorite slogans is that “Nothing changes until something changes.” I love the reminder that even a small step in the right direction can have huge implications! And, I love the reminder that only action will make our dreams come true.

We are blessed to live in a time when we can have or do just about anything we can imagine. You can go to law school or medical school–yes, you really could! You can make a fortune, start a foundation, travel the world, raise happy children, run for office, publish a book, start a business or become a hermit and live in the woods. If you can imagine it, you can DO it!

The only catch is that you have to actually make it happen.

I see at least three popular tools that are routinely used to avoid taking action. They are good tools when used properly, but we mis-use them to stay in our comfort zones, change nothing, and wonder why our dreams never come true.

First – We set too many goals. I’m a huge fan of goal-setting. I use goals in my business and personal life, and I encourage my clients to set goals, so don’t mis-understand me here.

The problem is that we set goals instead of taking action. We plan and talk and set dead-lines, when what we should do is get to work and “go for it”. Losing weight is not a goal! It isn’t even a long-term project, it’s about walking around the block, skipping desert or whatever is right in your situation, and doing it today. Never set goals when it’s simpler and more powerful to take direct action!

Second – We wait for the right time. Yes, “there is a season for every purpose under heaven” and timing can make a huge difference. But we mis-use that truth when we refuse to take reasonable action while we wait for a “better time,” or for the moon and stars and our checkbook to be in alignment. It’s an excuse, folks! There will never be a magical “right time” to start a business or start a family or start a savings plan.

The time is NOW! Take action, do what you can, move in the direction you want to go. Stop procrastinating and move it!

Third – We look for “leverage” so we can make big, dramatic progress. Now, of course big steps forward are wonderful! They are fun and exciting and leverage can make everything easier. No one doubts that! But that is no reason to avoid doing what you can, where you can, right now.

In fact, too often the “big steps” are scary and then we find even more reasons to avoid them.

In most things, I’m a huge fan of “baby steps” and have written about taking the smallest, safest, least dramatic step you possibly can, so long as you take it today. Take small steps, just take them!

Find and use a goal-setting routine. Goals are vital to your long-term success! Just don’t get so lost in the process that you forget to look up, get up, and get into action! The same is true of timing and taking huge, bold steps when you can.

Action always speaks louder than words or plans or goals. Only action gets stuff done! Take small steps, but start today. Call someone. Read something. Open a savings account. Invest a dollar, take a walk, talk with your kids. Whatever it is, just do it! Before you go to bed this evening, take some real, measurable, positive step (no matter how small) in the direction you want to go. Then tomorrow, do it again.

“Rules” For Success

One of Martha Stewart’s recent books is titled, “Martha’s Rules.” In it she describes her personal maxims for success in business. It got me to thinking about my own rules.

Every successful business operates from a set of “first principles.” They vary from company to company, but just as a ship needs a rudder, every company needs a clear direction and set of principles to keep it on course.

A few years ago, Ford Motor Co. turned itself around with the adage that “Quality is Job One.” When he was the CEO of General Electric, Jack Welch was famous for his dictum that fifty percent of company revenues should come from products and services that had been created in the past five years. That kept GE on the cutting edge and made it one of the world’s great companies. (And, for those of us who owned its stock, it was a great investment!)

Stephen Covey is famous for his comment about focusing on “first things first,” and his insistence that business and individuals operate from a fixed set of principles.

What principles guide you and your business? What are the “rules” that guide you (and every employee) every day?

Many companies have adopted rules that (1) “The customer is always right” and (2) “If the customer is ever wrong, see rule #1.” An insurance broker friend of mine has a rule that he personally visits one of his clients every single business day, to touch base and say hello. Among others, I have rules that (1) I send a hand-written note to someone in my network every day, and (2) a financial snap-shot of the business is completed every Friday afternoon.

Obviously, the rules don’t have to be fancy or complicated, but they must be clear and they must support you in building the business you truly want. They must keep you “on course” and growing. What are your “rules for success?”

Opportunities in Times of Chaos

While I’m enormously proud of my country for our peaceful elections and the way we come together once the votes are counted, the fact remains these are chaotic, difficult times.

We are constantly warned of threats to our well-being–economic problems, job lay-offs, home foreclosures, the annual flu scare, and even warnings about a new glut of spam and email viruses on the loose. Sometimes I wonder why I get out of bed if the world is obviously falling apart and “going to hell in a hand basket!”

And then I remember a wonderful quote from Will Rogers: “Hardly any of the things I worry about ever happen.” What a magnificent insight! We listen to the news, we worry and raise our blood-pressure (sometimes even give ourselves ulcers!) and for what? At the end of the day, we come home and the house is still standing. The kids and the dog still love us. We have dinner, watch a little television or put the kids to bed, and life is good. But what about all that “danger” out there?

I’ve often joked that for all the violent movies, news stories and the billions spent on “security” it’s been a long time since anyone shot up my neighborhood with a machine gun. As a real problem, it simply doesn’t exist. (I’m afraid James Bond and I live very different lives!) In my world, most of these fears are just “news” designed to make money for the publishers–and perhaps create business for the “stress reduction” industry.

For me, chaos is best used as a motivator to help me review my priorities and insure my future. Specifically, here are a few things my coaching clients and I have been talking about:

1. Assess actual risk. Are you, in actual fact, over extended or exposed in any area? Are you carrying too much debt? Is your job at risk? Does your investment portfolio need to be adjusted? Facts and numbers rarely lie. Face the truth and if you are at risk, take action. Talk with experts and get good advice. Assess your level of actual risk and protect yourself. As the kids say, “Like, Duh!” Get this done!

2. Relax and enjoy. I use the example of storm watching. Most of us prefer warm sunny days to cold rain, but resorts I Colorado do great business during winter storms. People throng to the mountains to watch the snow fall. Later, they sit by warm fires, eat great food and talk with friends. It’s wonderful to be warm, safe and comfortable while you watch the storm. View these times of crisis that way. If you’re protected, relax while you watch the storm from the safety of your own hearth.

3. Chaos creates opportunity. During this recession, thousands of new businesses will start. Millions of people will change careers, move to better communities, simplify their lives, or discover talents they never knew they had. What opportunities are available to you? Instead of watching hours of bad news, read a book, enjoy dinner with the family, or sketch a new business plan and take action.

Most people will (sadly) let this recession happen “to” them. However, a few people will use whatever comes their way to their advantage. They’ll see and seize the opportunities chaos always provides.

Recently I heard that the common, ordinary stick was inducted into the “Toy Hall of Fame.” (Who knew there was such a thing!?) The point was that kids have never needed fancy dolls, expensive toys or electronic gadgets to have fun. Give a kid a stick, let her imagination loose, and amazing things happen.

If the news and the “warnings of impending doom” are inspiring your imagination to create awful images in your head, CHANGE THAT! Stimulate your imagination to create images of what’s possible, what’s new and creative, fun, loving and empowering. Remember, “we become what we think about all day long.” In times of storm, think about the rainbow.

Impulsive Foolishness or Disastrous Hesitation?

The English language is full of clichés, but few are more confusing than the conflict between “Fools rush in” and “Those who hesitate are lost.” How do we balance the “need for speed” with the advice to “look before you leap?”

We all know the necessity for planning and preparation. We know that success requires a strong foundation, careful thought, and precision. But, we are also advised to “strike while the iron is hot” and that “the early bird gets the worm.” What’s a person to do?

This confusion first struck me when I read about Roald Amundsen and Robert Scott, the first two men to reach the South Pole. Amundsen was the more impulsive of the two. He landed on the shelf ice, unloaded his gear and took off. He got to the pole first, and he returned to tell the tale.

Robert Scott was far more organized, and he had better equipment. When he landed on the ice, he prepared carefully for the enormous challenge ahead. He was the better scientist and he, too, got to the South Pole. But he got there second and, because of his delay the Antarctic winter began before he got back. After weeks of bitter and heroic struggle, he and his men died just eleven miles short of base camp and safety.

I also recall the story of young Theodore Roosevelt. When he was 25, after his wife died in childbirth, Roosevelt made his first trip to the “Bad Lands.” When his guide backed out, he plunged ahead with no idea what to expect. He was unprepared and might have died, but instead found a rugged wilderness that restored his health and in many ways created the man who later became president. Who could have guessed?

So how do we balance the “need for speed” with the advice to “look before you leap?”

First, understand and honor your unique personality. Some of us are “planners.” For them plans, research and a methodical approach are required. Impulsive action makes them nervous, and that’s fine! But others are built for speed. They see opportunity and feel they must act quickly. That’s fine, too! As Shakespeare advised, “First, know thyself and to thine own self be true.” Design your life so that it (mostly) brings you the type of opportunities and situations you prefer.

Second, understand the limitations of your preferences. Some of us eagerly jump in, while others are planners, and both are good but each has its limitations.

Some things in life must be grasped instantly or they are gone forever. Sometimes, if “you snooze, you lose!” and if you are a planner, some opportunities won’t fit your natural inclinations. Design your life so that, as often as possible, you have time you need for thoughtful, careful consideration.

Others prefer the drama and excitement of speed. If that’s your preference, design systems that create multiple opportunities where you can “grab and go.” But, be aware of the downside risk. Some impulses, like driving too quickly on a dark and slippery road, can end in tragedy.

Finally, learn the fine art of flexibility. Few of us are so extreme in one direction or the other that we can’t make exceptions when called for. Learn to analyze the true nature of the situation, and respond accordingly. Even if you strongly prefer careful planning, know that some situations call for immediate action and that’s alright! Go for it! It’s good practice and might, like Roosevelt’s ride into the Badlands, lead to amazing results. Other situations require detailed preparation and no matter how much you want to act quickly, caution is advised. Winners recognize the difference and respond appropriately.

The key to success is using your personal preferences to your advantage. Design a life that builds on your strengths.

The Reverse of “All Hat and No Cattle”

One of the saddest mistakes I see professionals and businesses owners make is the reverse of the phrase, “all hat and no cattle.” This is a Texas phrase that refers to someone who has a big mouth and little or no follow-through. The reverse of that is to build a GREAT enterprise, with little or no marketing.

Every week, I work with professionals and entrepreneurs who provide a great product or service, people who have invested and taken risks to create a great business, only to watch it struggle for lack of customers. Why?

A common pattern is that they (1) are not good at marketing and (2) they compound the problem by refusing to invest in marketing!

Yes, they may throw a little money at advertising. They may have attended a workshop or even paid a consultant at some point, but they fail to understand the dynamics of marketing and they refuse to get better at it!

Remember the definition of insanity: “Doing the same thing over and over, while expecting a different result!”

Consider this scenario, which is all too frequent: a passionate professional invests many years and thousands of dollars in education. They love their work and they are very good at it. So they do a little “marketing,” then they wait, hoping their expertise and passion will attract customers. Unfortunately, it doesn’t happen.

Or I see business owners who put their life savings into a new business because to provide a great service at a fair price. But since everything’s invested in the business, there’s no money, time or energy for marketing and within a year, the business closes its doors. What a waste! The community loses a valuable service, and the owner loses the business and their life savings.

Invest in marketing! And perhaps more important, invest in learning HOW to market. There are lots of great trainings, books and manuals to help you! If you don’t have enough customers, treat it as a skill problem and master it!

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Your Best Summer Ever

This is a story of two contrasting groups of people. I have a friend who is part of a Mastermind group of four entrepreneurs. They meet every week to encourage and support one another and what strikes me is how productive they have been.

My friend was sharing how he went back and counted the projects and initiatives this little group developed over the summer last year. Between them, they developed three new books, launched several new websites, and one member launched a whole new enterprise.

While estimates are always risky, my guess is that these “summer projects” generated substantial revenue by end year end last year, and it will propel exponential growth in the years to come.

In contrast, I know too many people who work only part-time during the summer. Now, obviously, I want everyone to enjoy a relaxing summer but at what cost?

Every year I write that summer is the time to get a jump on your competition. Every summer I note that while most people are on vacation, this is the time to build your business.

NOW is the time to dream big! NOW is the time to organize your fall campaign, your special events and your end of year triumph! NOW is the time for action! As a coach, I am convinced that the work you do during the summer will largely determine your level of success for the entire year.

Yes, of course you should take the kids fishing, have some picnics and enjoy the long summer days. (And, in the Southern Hemisphere, avoid getting caught in the “winter doldrums.”) But as Brian Tracy has advocated for years, when you work, work flat-out. Work hard! Work smart! Work with full concentration and full attention.

Find a Need and Fill It

Recently, I was visiting with a friend that had attended a class on real estate investing and she told me that while the focus was on the nuts-and-bolts on making money in real estate, what struck her most was that almost all the “success stories” had to do with creating win-win situations.

The really big money is never made by ripping people off or over-charging! That may lead to one, or even a handful of profitable transactions, but it eventually costs you customers, costs your reputation, and just plain costs you too much!

The BIG money comes from finding a way to SERVE people. Over and over again, the success stories were about helping someone keep their home, or helping a business find a more suitable location. The success stories that made REAL money came from helping someone solve a problem!

In the end, business is always about serving a customer or client. Successful restaurants serve the best meals. Successful architects listen to their clients and create buildings that serve the spirit as well as the budget. Successful coaches help clients create masterful lives, not just make money or win contests.

I believe it was Zig Ziglar who noted that “you can have anything you want in life if you find a way to help enough other people get what they want.” In the long run, achievement, wealth, fame and fortune all come from serving people.

Who are your best customers and what (exactly) do they really need? How can you serve them better, faster, or cheaper than anyone else?

If you want to increase sales and grow your bottom line, find something your audience wants and serve them better than anyone else in town. The key to success? It’s simple: Find a need and fill it.

Whisperers: Horses and People Similarities

As an executive/leadership coach, I have the privilege of working with many fascinating people. This also means I have an opportunity to experience a fantastic array of individual’s unique behavior styles. Coaching leaders is what I do for a living, it pays the bills. I’m passionate about being in a profession that affords me the opportunity to help people in becoming more effective communicators and leaders.

I have a second passion that is similar and it is working with horses. Horses display behaviors that are as unique and varied as people.

For instants, did you know that there are extrovert and introvert horses? Horses that are extrovert will display more charismatic and/or ambitious behaviors, while introverted horses will display content and/or sweet behaviors. Also, horses that are predominately left brain will be tolerant, while horses that are predominately right brain will be sensitive.

I love to interact and communicate with a horse and the better I’m able to adjust my behavior style to his, the better I’m able to connect and, in turn, increase her trust level. I’ve observed the same thing with people. When I adjust my behavior style to emulate the person I’m interacting with, the quicker we’re able to make a connection. This is especially true for the first time meet up. But I digress, so back to horses…

You may have heard of horse whisperers. The term comes from how a few people learned how to join up with a horse by communicating in their language instead of using force and fear to break them. Horses are prey animals and highly social so you can see why breaking a horse isn’t good.

We are not prey animals but we want, and need social connection; we need community for our well being. Consequently, the better skilled we become at reading and modifying our behavior style to emulate others style, the better chance we have at developing and sustaining community. To be clear, I’m not suggesting that you go against your believes and values; I’m only referring to outward behavior styles.

If you like horses and you want to work with them, but you’re unsure of how to connect; learn to communicate in their language and you will discover how much they want to join up with you.

It’s my experience that the same goes for us humans too.

Your Most Profitable Investment

I have the privilege of working with a wide variety of clients, and whether they are rich or not-so-rich, one thing they all have in common is the desire to invest wisely.

We all want to maximize our results while minimizing risk. For some, that means investing in mutual funds, while others feel safer in real estate or investing in their own business. Whatever style or preference suits you, I’m always amazed at how often people miss their most profitable long-term investment altogether!

Recently I began working with a group of coaches, studying online marketing and learning “best practices” because nothing is as profitable as learning new skills! Sure, lots of people have made money in real estate, and over the years our stock investments have done well, but clearly the two most profitable two investments I’ve ever made are in (1) the people I know and (2) the skills we’ve developed.

I’ve written many articles about the value of attending conferences, and I usually get at least a few emails from people who complain they can’t afford the money, the time, the travel, or “my employer won’t pay for it.” Amazing!

One of the most important events in my own growth was when I heard about WJim Rohn buying a copy of “Think And Grow Rich” at a garage sale for forty-seven cents. When telling the story, he always raises his voice and yells the phrase, “Forty-seven cents!” Then he lowers his voice to a whisper and adds, “That taught me the difference between cost and value.”

I still remember the first time I heard him tell that story almost 30 years ago. It moved me and I’ve never forgotten it. It taught me “the difference between cost and value!”

Whether you up-grade your skills on your own, attend an adult-education program, travel to a conference, or apprentice with an expert, nothing will determine your future more than your eagerness to learn. Learning is easy and few things cost less than education. Libraries are free! Used books are dirt-cheap. New books are a bargain! There are classes on-line, and audio programs by the thousands. There are people to teach you. What’s hard is the WILL to learn!

And here’s one of the most closely guarded professional secrets of top performers: it’s not only WHAT you know and WHO you know, but who knows YOU, that counts. Think about that!

You go to a Conference. It’s a bit of a hassle and it costs a couple thousand dollars, but you get some good information. Now, here’s the miracle! They let you use that information for the rest of your life at no additional charge!

And, it gets better! While at the Conference, they let you shake hands with whomever you wish. You can walk right up and talk with people in the lobby, in the elevator, over drinks or at dinner. You can share a taxi to the airport with anyone you wish. And this isn’t just any group of people. You can walk right up and shake hands with the select few, the bright, the skilled, the leaders who attend Conferences! THAT is the value of workshops and conferences!

Now, obviously, my point is not that you should attend any particular conference. That’s up to you. My point is the importance of constant learning and constant networking. You want to learn from the best. You want to meet the best. You want to be where things are happening, where the leaders in your field are meeting and mingling, planting seeds and harvesting ideas. You want to be in the sandbox when the cool kids are making friends and setting the agenda. As Buckminster Fuller once said, “You cannot learn less.” Go where the action is, be one of the “cool kids” or, in that quaint old phrase, a “leader of the pack.”