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Success Mindset

The BEST article on pricing that I’ve ever read

By | CEO Tips, General Biz, Success Mindset | 12 Comments

It seems like everyone and their dog these days is touting the wonders of charging ‘premium rates’ for ‘high-end packages’.

Ugh. I’m tired of it… and here’s why.

First of all – it implies that if we aren’t charging ‘as much as we can!!’ then we are missing out. That the only goal of business is to squeeze every last dime out of the work we do.

Second – I’ve seen this set people up for failure. Either they struggle to sell at their new ‘premium’ rate (because deep down they don’t believe it’s worth it) or they sell at this premium rate but fail to deliver what the client was expecting (and find themselves in a bit of a pickle).

If the goal isn’t to charge as much as we can – then what do we aim for?

How do we know what the ‘right’ price is?

My friend Carolyn Herfurth shared this article with me recently and I daresay it’s the best article on pricing that I’ve ever read – including a really simple strategy to find your right price without going overboard.

Click here to read the article –> Your ‘Happy Price’ vs. Your ‘Sad Price’: How To Charge An Amount That Motivates You

And share below to let me know what you think? I’m curious to see if – and how – this might change the way you set your prices.

It certainly got my wheels turning…

The Safety of Confusion

By | General Biz, Success Mindset | 2 Comments

It always surprises me how often we get in our own way – how resistance shows up in sneaky ways to try and stop us from creating the success we desire. (Those pesky Upper Limit Problems, if you are familiar with the work of Gay Hendricks.)

I found myself getting stuck in a rather interesting ‘trap’ lately and am curious if you can relate?

I’ve recorded a brand spankin’ new video quickie to share more…

A surprising reason that you may not be closing sales

By | General Biz, Leadership, Success Mindset | No Comments

It’s hard to make sales when you (secretly) don’t want to fulfill on what you are selling.

When you are selling out of habit even when you are bored out of your skull. (“I’ve always done this so I may as well keep doing it”)

When you are selling what you ‘should’ be selling even though you don’t enjoy the work (“people want it from me so I may as well offer it”)

It’s comfortable to do what we’ve always done. To offer what people keep asking us for.

But at a certain point you won’t be able to keep fooling yourself – trying to convince yourself it’s OK.

Nor will you be able to fool anyone else – they will (subconsciously) pick up on your ‘ick’ and you won’t get the sale.

This is one of the surprising – and often hidden – reasons why what used to work is no longer working. Why your business is stalling.

If you suspect this may be going on for you and would like some support click here to learn more about how I may be able to support you.

It’s not meant to be easy…

By | Leadership, Success Mindset | No Comments

“It’s not meant to be easy, but it certainly can be easier.”

I will admit that I am annoyed when people say things like

“When you love what you do you will never work a day in your life”

This implies that the journey is meant to be easy – that we aren’t on track if we are feeling challenged.

It’s BS.

When you are on track you WILL be challenged. There are days you may wonder if you have lost your mind. Or if you are really ‘supposed’ to be on this path.

If you wait for it to be easy then your calling – your purpose – might just pass you by.

Now this doesn’t mean you need to work yourself to exhaustion – working 24/7. Trying to please everyone else. Trying to be something you are not. That will only fill your calendar and drain your soul.

There is a sweet spot in the middle of challenge and easy – this is where the magic happens if you are willing to do the work.

3 signs you are entering your zone of genuis

By | General Biz, Leadership, Success Mindset | 7 Comments

One of my favorite books in the world is The Big Leap by Gay Hendricks – especially the part where he talks about the distinction between Zone of Excellence and Zone of Genius.
But the part that has always confused me is – how do I know what my zone of genius is? I’ve finally got that part figured out (yay!) and wanted to share with you the 3 signs that you are bumping up into your zone of genius in today’s new video.

 

3 Steps Ahead (a mini-article)

By | General Biz, Leadership, Success Mindset | No Comments

I was thinking recently about something I learned from Thomas Leonard (founder of the coaching industry) at a coaching conference in 2002.

We do our best work when we are 3 steps ahead of those we are meant to serve.

If we are 10 steps ahead of someone then we may not be able to connect as deeply with who they are and what they need (and I dare say we may no longer desire to support them in the way they need – I know boredom kicks in for me here.)

If we are only 1 step ahead we may not yet have integrated our learning enough to be able to provide a deeper level of support. (Folks who learn something and teach it before they’ve actually lived it fall into this category – and we all know how annoying that is!)

3 steps ahead is the sweet spot – not too close, not too far.

If we embrace this concept then the truth is – we aren’t necessarily meant to do the same thing forever. If you are working to grow and evolve yourself this means you will be called to grow and evolve your business at some point as well (different clients, different offerings, etc)

It also means that we have to be willing to let go of the things that we have outgrown – the spaces where we are more than 3 steps ahead. I find something especially beautiful here – every time I am willing to let go it frees up space for someone else to step in to the place they are meant to serve.

For me this happens about every 3 years – I find myself in an up leveling cycle that requires me to make some changes. Sometimes the changes are big – sometimes they are subtle, but they always lead me to a greater expression of what I am meant to do.

I’m just coming out of my most recent up-leveling cycle and although it’s been tough – I am blessed to be on the other side and embracing my next 3 steps ahead mission. I know some of you are traveling this path right now – I am sending love and courage your way!

The truth of what’s been going on in my business

By | Leadership, Success Mindset | No Comments

In my last blog post I opened up a can of worms, chronicling about the Dark Night of the Business Soul.

Today, though, I want to share with you about my own journey…

It started a couple of years ago. I had hit the point of success in my business that I had always wanted.

  • I was making great money
  • Doing work I enjoyed with great clients
  • Had an awesome team
  • Working about 30 hours per week – no weekends!

I had accomplished what I set out to accomplish and it was good… but something was off. Something was missing and I couldn’t put my finger on it.

Despite my success, I wasn’t truly happy. And those sneaky little thoughts crept in:

“It wasn’t supposed to feel this way”

“Why aren’t I happy?”

“If this isn’t ‘IT’ then what is?”

I had everything that I wanted from my business – an amazing team, good money and plenty of free time. And I was feeling this way? Read More

The Dark Night of the BUSINESS Soul

By | General Biz, Leadership, Success Mindset | No Comments

I’ve been going through an interesting journey the past couple of years and I’m curious if you can relate…

It starts with a hint of dissatisfaction.

“It wasn’t supposed to be this way”

“Why aren’t I happy?”

“If this isn’t ‘IT’ then what is?”

That quiet voice in the night – saying things that you would rather not hear.

After all, you’ve been working your butt off to get this far. You’ve achieved what you set out to achieve. And it’s working.

You’ve created a business doing what you are good at.

You are making a comfortable amount of money.

You do great work and your clients love you.

Put simply, you are where you wanted to be and you still don’t feel like you’ve arrived.

After all this work, you still aren’t satisfied. It doesn’t feel like enough.

Another little voice kicks in now:

Read More

You can’t help a client who is missing this…

By | Leadership, Success Mindset | 11 Comments

I’m at the point where I won’t work with a client who doesn’t have urgency behind their desire.

There is a big difference between:

“I’d love to have this but if it doesn’t work out, oh well”

VS

“I have no choice but to create this because if I don’t there are real consequences.”

without-a-sense-of-urgency-desire-loses-its-value-quote-1If we don’t have urgency we won’t do what it takes. We will take the easier path. We will put things off.

If there aren’t any consequences attached to the things we want then we simply won’t stretch ourselves to the place we need to go to create success (anything new does require stretching!)

This isn’t a reflection on the person – it’s simply human nature and we are all wired this way! (It’s easy to say that I’d love to lose 20 pounds but truthfully it’s not that urgent – so I don’t do what it takes to make it happen.)

Always explore urgency with a potential client! Ask them why they want to make the change they are making now. Ask them what the cost is if they don’t make this change now? What if they did nothing and were in the same place next year – how would they feel?

Pay attention to their answers – look to hear and feel the urgency. If they don’t really want it or it’s not really that important you need to be willing to say no to them (even if they want to work with you!)

You can’t want it more for them than they want it for themselves. I see this happen all the time, and it simply doesn’t work. People say they want something and you decide to work with them, but there is no urgency so one of two things happens:

1) They don’t take any action, which leaves you both frustrated (and you feeling totally disempowered because you really want to help!)

2) They blame you or the program for not working, which again leaves you both feeling frustrated (and could have you questioning your value!)

Bottom line is – if there is no urgency have the courage to say no to that client, even if they are willing to spend the money.

If you want something but can never seem to make it happen – explore your urgency. Be honest with yourself – are there any consequences if you don’t create what you want? Do you have an exit door or safety net of some kind that makes it OK if it doesn’t happen?

If something is important enough you may need to create your own urgency:

  • Fire a client who no longer serves you, so you can create space for the client who will.
  • Make an investment that goes beyond your comfort level – spending money you can’t afford to lose. <– I did this just last week!
  • Presell something so that you have no choice but to create it, because people have paid and are waiting for it! <– One of my favorite strategies

Yes, urgency is uncomfortable and that is where the magic happens… for us and our clients.

I’m curious how you’ve seen this play out for your clients? And yourself? Comment below and let me know…

How to not lose your mind while running both a business and a household

By | CEO Tips, General Biz, Success Mindset | 4 Comments

I was joking today with my Program Manager Ashley that there are days I’m lucky that I haven’t lost my mind.

Because let’s be real – my life is pretty nutty. I’m a single mom of 2 young girls (8 & 10) and am running a business that is the sole provider for our family. It’s a busy life, to say the least.

Here’s what I find helpful when it comes to juggling everything and keeping myself sane:

Delegate at Home Too!

Wednesdays are my favorite day of the week. Why? It’s the day my cleaning lady Patty comes over, and there is a brief window of about an hour where my house is gloriously clean (then my kids get home from school…) As business owners we talk a lot about the importance of delegation, but what about our lives?

I’d like to challenge you at home with the same question I would in your business – What are the things that you can do, but that others can do just as well as you? Could be cleaning. Cooking. Laundry. Yard Work. Shoveling. And what would it look like to get help in those areas?

Put Your Self Care First

Last year was a tough year for me. There were a lot of challenges I was dealing with and I found myself feeling surprisingly blah on a very regular basis. After reading Dan Harris’s book 10% Happier (which I highly recommend!) I decided to give meditation a try. Just 15 minutes in the morning – sitting quietly and being mindful, nothing fancy. In a matter of days my energy and mood changed dramatically, and to be honest I was surprised that such a simple thing made such a difference! And on the days I don’t do it I can feel myself slipping back into the blahs.

Self care comes in many forms. What are you doing to put yourself first on a DAILY basis?

Rely on the Power of 3

I have a little mind-trick that I like to use whenever I feel overwhelmed by the sheer volume of stuff that needs to get done both on the home-front and in the business. I call it ‘the next 3 things’. Whenever I feel that ARGHH moment of too much on my plate, I pause and ask myself:

What are the next 3 things I need to do?

Then I focus on doing only those 3 things and forget the rest. For example, last night I could feel one of those ARG moments coming on so I paused, asked myself that question and decided that all I had to do was 1) Make the kids lunch for tomorrow, 2) Clean the litter boxes and 3) Pack Lexi’s bag for gymnastics. I did those things, felt accomplished and avoided a potentially grumpy night for me and the girls (You know what they say… if momma ain’t happy, ain’t no one happy!)

Unplug baby!

My friend Tara has been my bestie now for 39 years. When I need an evening of ‘whine &  wine’ she’s my gal. We have a lifetime of inside jokes in our arsenal, so that all it takes is a quick comment or sideways glance to get us laughing. And laughing. And laughing. (From the outside looking in I’m sure people think we are crazy. 😉

Unplugging is necessary for our sanity. I need to unplug from being mom every once in a while, as much as I need to unplug from being CEO. Go out for dinner. Get to the gym. See a movie. Give yourself permission to unplug from the responsibilities of your life at least once a week, so that you can bring the best of who you are the rest of the time!

How about you? I’m curious what keeps you sane in the craziness of running a business and running your life – post your tips in the comments.

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