Future Posts

All future posts of a similar vein to what has been posted so far can be found in BusinessSenseWithDi.blogspot.com as any future content in this spot has to be authorised by AMP and will be of a more financial or investment nature.

What Am I Worth

In a retail environment you know what you are going to charge for your products. You buy at a certain price and you charge the client a commonly acceptable price.

What of the service industry. How do I value my services? I find myself constantly re-evaluating myself, upwards. Which is good, except I am frustrated with my not fully knowing. This comes about because I am moving from commission based fees to 'fee for service'. Prior I did not have to know my worth, I was given it by the company. Now I am coming to the realisation of my worth.

How do I come to this knowledge? Making mistakes and suffering for them. Making assumptions and getting them wrong.

How is my value ascertained? By the cost of running the business, educating myself, time spent with and on clients files. Not all clients will pay the same because there are low value clients and high value clients. There are client who expect a lot and those who just want me to place the business.

I must go through this process and the pain will open my brain to the right perspective. I am not going to work for nothing and I think my problem will never be charging too much, I am not wired that way, the opposite is more the truth. I must embrace the change and get with the programme rather than throw up my hands in frustration and walk away.

The day is coming when I understand my worth and lift my head in confidence and freely say, 'this is what I will charge' and enjoy the experience.

Never Say You Can't do it!

I have been on an adventure of a lifetime. I rode in a 490km bike ride throughout Western Victoria, Australia. Before I left I went through sickness, grief and stress and yet I had a deep down feeling I would be all right.

On the ride I notice that fat people, skinny people, old people and young people participated.

I often hear "oh I could never do that I am too unfit." People I would class unfit stayed the distance and proved me wrong.

What is the measure by which you measure yourself? Do you not know that you already dream dreams, so why not dream bigger ones?

Why not embrace adventure? Why not do the thing you always wanted to do?

My experience showed me that my plans will come to pass if I just step out and begin. Each day I had to choose to participate, as I now have to choose to live life to the fullest.

Overwhelmed

After a week of working hard I have so much going into the pipe I need a stick to ram it through. Where to begin?

The very beginning. Make a list and work through the list.

Today I thought I had only one appointment, but I have two. I thought I had more time to process the existing workload, I don't.

Should I panic? Why? Write the list and work the plan.

The fact that I am going on a 590km bike ride in two days time and will be out of action for 10days can not panic me. I must write my list, contact the clients and give them an expected time frame.

Always create a plan and work the plan.

Work

It is important to understand the seasons in business. There are times when you really need to put your head down and work and do the best you can.

Right now can be one such time. Coming up to Christmas the retail sector will become extremely busy. I share Facebook with a few women who are in such a place. By Christmas day they will be exhausted but relieved. They made it, did their best and have arrived.

I am not in retail but am also in a busy time. I am on location and can totally concentrate on work and that is basically all I am doing, except for a bike ride and swim in the evening.

I have my laptop, my mobile, (new)Internet key and I am away, oh and printer, I brought that along as well. This week I am interviewing 7 clients and in most cases their spouse as well. I am meeting some delightful people.

As you can imagine this is creating a lot of work and I am so grateful that I have no distractions and can work. I am totally enjoying myself.

However, I know that I could not stay in a busy work mode forever, there are seasons and for that I am also grateful.

Be thankful for the seasons in business. We have periods when we must work 'on' the business and others, like now, when we work 'in' the business. A good balance works well.

Enjoy the day!

Problems

Problems are good in that they push us to discover the answers. I have been presented with a problem, how do I present the answer in the way the client will receive it without giving too much away so that my service is still required? Good problem!

When I work out the answer I will use it again and again, it will become a tool in my belt.

I have a vast array of resources around me and now have to go searching for the best tool. I have people I can call on and rather than try to re-invent the wheel I have to avail myself of their assistance.

Keeping a cool head, not resenting the problem and going on a treasure hunt will all assist me, when, at the end of the day, I present my solution.

Remember problems are good for us they force us to grow!

Importance of Relationships

This morning I had my first Mildura appointment. As with a lot of people who have policies with large companies and have not received service in a long time this client had the same removed attitude. 'Why should I deal with you', more or less.

I cannot despise this as I fully understand. In any organisation if people who have once been welcomed in are not nurtured they become used to being independent and they go off and do their own thing, even if it is not the best thing for them.

My role is to win back the lost and disaffected. Quite a challenge but I can do it with compassion and understanding.

Not all I go to will receive me, because they have other stuff going on in the way. This man was distracted with business concerns. Yes I can help but unless he can see that he will stay as he is, lost, until he is in a place where he is free to see and be found.

What am I saying? It is not about me, move on to the next one and keep looking for those who are ready to receive.

Am in Mildura, Victoria, Australia for work this coming week. When I arrived at my accommodation I read the literature, yes Internet access was available. When I went to organise it, 'no sorry our Internet is down'.

I kept my cool and asked for the location of the nearest MacDonalds, 'yes just down the street.' I thought I might pay at the same time and lo the receptionist gave me a discount.

Why did I get the discount? I imagine attitude had a big part to play in it. I have been with others who let fly at the receptionist making me want to crawl under the carpet.

I am very conscious that I don't know what my clients or future clients look like and it is always the best policy to treat people as you would like to be treated. It works, trust me!

The Way Forward

I have been given a wonderful opportunity to establish and run my own business. I have a tremendous support network. Now all I have to do is be still and walk with focus the path ahead.

Often our path is not about personal glory and accolades, not in this life. It is about making a difference to the ordinary folk in our world.

If I chase fame and glory it will elude me, however if I pursue customer satisfaction then it will come.

I love what I have in my lap, it is young, like a small pup, or even a child. I have years ahead of watching it grow, nurturing it and seeing it prosper. This business is not about me, I am about the business of finding people to help with my services and being the very best I can be for them.

If we go into business thinking of all we can get out of it we will fail. Yet if we look at it as a great opportunity then as we are diligent and nurture it we will automatically prosper.

Remember your business is not about you, you are about your business!

Walls

Ever find you are surrounded by walls? Today was one such day. I kept pushing forward and knew I was in for a day of breaking down walls. Each piece of territory I took was hard fought. I suppose the worst part was I was alone and the feeling of being hemmed in was more acute.

Yesterday's audit went well. I was at work at about 7.30am. My printer was beginning to complain. Although I have been given 'full electronic office' status I had written business before the release date so I had to print off reams of documents so that they could be checked. I felt like I was cutting down several trees for the sake of evidence. I am so glad that here on in I can present electronic evidence.

I have so much to do the walls pressed me, but I kept cool. Why waste energy on something I cannot control. People do not return calls, I have to trust that all will work out in the end. If I am doing all I can to expedite an efficient result I have to trust it will all work out. What alternative do I have? Too many people give up because they cannot cope emotionally. Emotional intelligence is important. What if the treasure is just beyond that wall?

The Audit

Today I am to be audited. Rather than fear this process I am welcoming it so that I can know and understand how then should I practice.

This is my first audit in many years. Since then I have worked for another man who dreaded the process. The office was filled with fear and attitude. However I have a young woman coming to see me, I have talked with her and I like her.

As a financial planner we must be audited by AMP at least once a year and depending on how we go we may need monitoring or even coaching. AMP want us to be ready should the governing body ASIC turn up.

In Australia Worksafe is another governing body that will turn up periodically and check that the working environment is safe for its workers.

Recently I went to purchase a piece of foam so that I could make a cushion. I was served by a young man with only one leg. What he did not do was not worth mentioning. His service was above and beyond. Yet I noticed his workplace was a danger to him. There was rubbish all over the floor he had to navigate. I was concerned for him.

The audit I am to experience is to protect my clients and myself from wrong or harmful practices. This can only make me a better planner.

So welcome the audit.

Employing Staff

Over the weekend I spoke to two people who had staff issues. When the budget is tight or you are wondering if the budget will allow for staff it can be disconcerting.

The first woman had staff and was, last month, able to work 'on' the business, whereas this month two staff members were on leave and she was compelled to work 'in' the business. She said she could not afford to employ more as finance would not allow her.

The second has only recently opened a shop and is entering her busy period and has employed two staff members, she said to me 'it is scary'.

Employing staff is scary for the small time operation. In the past I have had a lot of staff but in my current business I do not, not yet.

When do you employ staff? There is a delicate balance here. Yes you could work on the business, predominantly, if you have staff but then you have to train the staff so that you can be released. I have an enviable position in which I do a lot of my business away from the office, online, by email or telephone. When I now need staff I can employ virtual staff, I can buy a package of staffing depending on my needs.

When you have a shop or as in one instance, a gym, you need to have the place manned all the time, 9-5. How do you release yourself to work on the business? Employ casuals initially or trainees. Our Australian Government gives new businesses an incentive to put on trainees, they help with cash flow, which is good. However if you are needing experienced employees you pay more, as in the case of the gym.

Cash flow is vital and there is an element of faith required but a lot of wisdom when you step out. You must keep a good set of books and monitor them continuously, not to the point of distraction, but enough to know what the state of affairs is at any given time.

Choose wisely when you choose staff. I have a personality profile exam I will use, when it comes time for permanent staff. I want to be sure that the person I employ fits, otherwise I waste time discovering, by experience, that I have chosen wrongly.

Take time to choose the right fit now or regret it for a long time as you try to remove the wrong choice.

Celebrate

Enjoying the moment of celebration is important. We can be so busy preparing the event or in running the event we are removed from enjoying the event.

Yesterday I had another interruption that took a huge chunk out of the time I had given myself to prepare for the office party.

I stilled my emotions and went to the preparation at a less grandiose pace and settled for a modest presentation. I was tired, bone tired and the challenges kept coming yet amidst all the challenges I had my baby grand piano come home to me (I had given it to my son, but he has now gone)I was about to leave for the office a delivery came with the shirts I had ordered for the 590km bike ride at the end of the month. I was able to take them to the printers to have my logo stamped on them.

I went to the office and decorated, bought the food, set everything up and went home to rest. However, work awaited me and so my rest time was gone. I showered and made ready for my return to the office when I had a call. A florist had flowers for me. My manager had thought of me.

Had I allowed my body to dictate I would have been a grumpy, feeling sorry for myself type and would have repelled people. However, last night on the way home I received a SMS from one of those who attended saying how lovely I had looked.This morning a received another from someone else saying how inspiring I was to them. I would say that I had a few wins? Yes?

Milestones

Milestones are constructed to provide reference points along the road. This can be used to reassure travellers that the proper path is being followed, and to indicate either distance travelled or the remaining distance to a destination.(Wikipedia)

Milestones have been around for centuries. In very early biblical days when a patriarch had something significant happen they would set up a monument, usually a pile of rocks or stones, so that each time they went by there they would remember.

In our businesses we have to allow time to make milestones so that we can remember. During difficult times we can easily forget how far we have come.

These milestones can be photos, as almost everyone has a mobile that takes pictures we are apt to use them. I have included some photos of my new office because it is a first for me, also much of me is in that office. I painted the paintings, made the Roman blind and seat cushion in the bay window.

I am so loving this experience and have to remember so that I will always remain grateful for this moment. Tonight I am having another first, my office/Christmas party. Tomorrow I will post the photos. The people who are coming are special to me, some are clients others good friends, one couple the oldest friends I have in the area.

Take time to create good memories, they are important to your health. We so easily remember the bad but there is a lot of good, remember that.

Mindset

Do you realise your thoughts can be controlled? Your thoughts about a subject can make or break. If your thoughts are negative towards a subject then they will, if allowed to solidify, create an attitude and an attitude if given room will set up shop.

If you catch yourself being negative and complaining, get rid of that thought. Think of all the good things about your circumstances and speak them out.

Have a check up from the neck up. What is going on in your head? Is it true? Probably not! Most garbage that goes on in our heads has nothing to do with truth.

Is you head full of critical thoughts? Tell them to go. Start filling your mouth with praise for that person, those people, that circumstance. All things can be used for our good, we have to know and understand that, and allow it.

That difficult person is there to sand the edges off your life, teach you how to deal with difficult customers, because they are out there.

Start being grateful and watch things change.

Authority

We all want people to buy from us, but realistically not everyone will because for some reason or other they have a relationship elsewhere and we have not presented a greater one to them.

Yesterday I was at breakfast with a group of ladies, several of us have businesses. Each of us would like the others to do business with us.

Now I know I am a good financial planner and what makes me unique is my ability to care for people and relate to them. I do not have all the answers but I do know where to find them.

Do I make the client, or potential client comfortable with me and my expertise. Do I present an authority in my life to speak on my topics?

People have to open up to my authority on my products and want to do business with me. What will make them do that? I believe I must be:

• Competent with my topics and exude that authority, I have to be comfortable with my business and know my stuff
• Relational in my authority
• Comfortable in the understanding of the process of winning clients

Authority without relationship is arrogant and cruel. Relationship without competence lacks authority. There is a balance here, all are equally important.

Business Partners

Have you gone into business with a friend? Are you sharing an office with a friend or family? It is often said the best way to lose a friend is to go into business with them.

I was in business with my spouse and we parted. We can consider the way we are treated unfair and pull the plug.

I am currently endeavouring to share an office with a person I met through a course I conducted. I am now having to learn to 'live with' this persons idiosyncratic behaviour, and he with mine.

I am a fast mover, I am usually organised and get things done, no nonsense stuff but I also have an awareness of the need to allow others to work at their own pace and endeavour to give them room, with difficulty I might add.

We are having an event this Friday night, an office Christmas party. My colleague has not yet moved in and has informed me he may not make the event. No, mind you I did pick the date and I have organised the invites.

It would be easy to go to the blame game and in fact I have been a little annoyed but have to remind myself that I have been pushing for this. If I pull back and look at the big picture, then, if I sit on my emotions all things will work out for good.

In any relationship we have to keep perspective and not give our emotions free range. I struggle with, and I am sure you do, with speaking to the offending party directly and not to others, bad move!

Yesterday I let slip 'he is so disorganised' to a friend of his and saw his reaction. The friend has a face that registers all and he did not appreciate my criticism. We do not win friends or customers when we criticise.

It is important that I keep cool and look to the big picture.

Events

Finally moved into the new office. It has taken 3 weeks of fumbling, sorting out telephone, Internet, furniture but it is finally happening.

It represents the next step. To grow we have to step out from comfort and embrace the new. It was so easy to work from home. My office hours were what suited me, I dressed like I wanted, now I must always be professional.

Being professional requires a certain mindset. What am I going to do today? How does that look to potential clients?

Having an official office opening party requires everything to be in place, it compels us. Events force us to move, they also expose us to the public, show them who we are.

Events create momentum. People that have not done business with us in the past will now think about it.

Create an event, bring in the customers.

Equality?

Today I read a post by a friend on Facebook. She showed how the difference in pay between males and females is a lot higher in Australia than even New Zealand our close neighbour.

We can stand and rage at inequality or get up and behave equal, or better than. In my industry (finance) I know there are some powerful females and I have to not compare myself to the menfolk but I must compare myself to the best that I can be. Am I under performing to what I want to be or could be?

I know that the battle for equality starts in our own minds. Do I believe I deserve the best or do I consider that I am not up to par?

Another consideration is while ever I blame someone else I am hiding behind that criticism, is my criticism just a cover for my own fear or self doubt and all I am doing is projecting it onto the male population and blaming them for what I must own?

In my industry I can be paid as much as I like. It depends on me believing my worth and selling that to clients. I am my own ceiling.

Questions

Been away in Tassie with family and faced a barrage of questions about why am I looking so tired. Probably doing a lot or endeavouring to do so.

One thing I did realise was that I was trying to train for a huge bike ride, plus move office, say good bye to a dear friend who died and my children and grand children who are moving away was too much. You might say a bit too too much stress.

I had to re-evaluate why I was trying to do so much and what was the priority. The new office won. The bike ride can wait and my grief will fit around all of that and sneak up on me at times and I will give it space.

My friend died while I was away with family and so I spent time grieving when travelling. I was in the back seat so I could afford to be quiet.

Business still went on and will continue to go on but everything has to be at a measured pace because this body can only take so much stress and then it will complain.

Believe

Did you start your business because you were inspired? Because you believed in your product? Because you wanted to try?

On the road the storms and tempests will try to distract you. Stay focused! What has changed? Is your product still good? Do you still believe in you?

Don't let yourself be robbed of your dream by the storm. Believe and continue to believe and keep walking. At times it might feel like one step at a time, that is ok, you are still moving. When you stop moving then you actually begin to slide backwards, so keep moving.

Constantly re-evaluate! re-calibrate! This is important but don't let the storm take your heart, don't let fear in the door.

Be wise with what you have, use it well, don't waste your precious resources but build on them, slowly, steadily, keep going!

Believe!

Before You Spend

We can, in unfamiliar territory, be persuaded the only way forward is to spend money. For example if we are not familiar with the Internet.

I was making myself ready for an inspection of my electronic system on Wednesday and it hit me that I did not arrange my Internet security properly. I went on-line to download what was previously free to being asked to pay.

I could see no way around having to pay so I did. Then when I was needing to install said protection an error cropped up and the solution was to pay someone else. I was just about to buy something I now know I did not need when I decided to call my son who works in IT.  He said 'call AMP, they provide all that for free.' AMP is the company I work for. So I did. He was right. I then proceeded to remove what I had bought and get my money back.

When I was having my new protection installed the technician informed me that the second product was a scam, when they tell you you have 293 errors don't believe them, get good help from someone who does know.

The funny thing is, when I finally had my inspection, which I passed, there was not a question about my protection. The inspector was more interested in how I kept client files only.

Don't allow lack of knowledge or panic to push you places you do not need to go. Having said that, don't be slack and not be diligent or things will fall apart, a delicate balance isn't it?

Be Consistent

In a day when markets gyrate, people follow their own whims and fancies someone must be consistent. Clients still want the product, yes it has to be the best for the best bargain around but you have to have it. all sorts of things come against you to push and pull away from a consistent path.

However tempting it is to follow euphoria and run off the waste what is promised and not yet in the bank, don't. Conversely do not follow the doom and gloom as it will shut you down as well. Stick to the plan!

What did you say you would do? Write letters, make calls? Do it! Post that Blog, do that website, do that Facebook, consistently, do it!

Consistently turning the wheel at the flour mill gets you flour to make your bread. Consistent priming of the pump causes the water to flow. Don't become discouraged or distracted and you will have a harvest.

Service

What does service look like? Or should I say 'good service'. I have been in stores where I have been ignored, I have been in stores where I have been too quickly cared for. Both are distasteful. So what does the right service look like.

I think being over anxious to please deters, yet being ignored does as well. I think supermarkets could be used as our most often experienced purchase. We like to go and browse and buy what we want but if we cannot find what we want we desire that employee to be there, right at hand to direct us. Well that is how it is for me. We like the shop set out in a way that pleases.

I remember in the past being involved in a group that owned several businesses. One of them was a mobile phone shop. The phone samples were all around the wall with information about them close by. The sales person was at the desk at the end and noticed if a serious browser tarried they might like some help. There was a one way glass window from which the supervisor could watch and monitor and be alerted if he was required.

When I go into a phone shop I go straight to the service desk and ask for help, unless I have prior knowledge and am just looking, feeding my want factor.

I know I like having signs up indicating what is where, I like to touch, and see and I like friendly, but not over helpful or pushy staff.

I am now in a service industry such as, say a bank. People like to decide for themselves when they go into a bank but they want to know that the people there know how to help them, have the right products and can them them to them quickly and efficiently.

By the time people come into our business the marketing has been done. Now what is needed is unobtrusively providing the service, quite a challenge if we don't know the person and know we have less than a minute to do so.

This is where first impressions are important. What is the front door like? Does it welcome? Is the shop orderly or cluttered, can people find what they are looking for or are they overwhelmed? Is the atmosphere in the shop what is conducive to buying? Is there music? Is it the right music?

Is the person available to serve able and willing? Do they look the part? Does you business shout 'I am here to please you?'

Your Uniqueness

What is you, how will you stand out above the crowds?

Yesterday I had a manager question me regarding this? He would like me to specialise in the retiree market. As I have been spending time looking at what I am and how I can best present it to clients I knew what my answer was.

How will your business stand out against all others on the area? I Googled financial planner in the Albury Wodonga area that I live in. It was interesting to see the results. How do I want people to find me. A noted a couple of search engines and determined which I wanted to find me.

I also knew how I wanted my community to know me. What group of people do you do community with? What do you belong to? A church group? A football club? A business forum? Who do you relate to? Do they know you are the best in your industry?

First you have to do everything in your power to be the best and then how do you promote yourself? Are you on Facebook? Being on Facebook requires you to do life in the small things but it is in the small things that people get to know you. Are you prepared for that?

While spending time strategising yesterday I knew what at the core of my being I am. I love to give. Give compliments, encouragement, gifts. So then I thought how can I use this gift and not go broke giving it all away? I thought about the events that I see happening in those in my world.

Babies are being born, people are dying, people are in hospital, people are having wins, people are having losses. What can I do? I bought a batch of cards. What do I send with the cards? For the babies I am giving a $5.00 deposit and a bank account. Yesterday someone close to me had a death, I sent flowers. Someone I know was in hospital, I sent them a get well message. Do you think my head is lifting above the crowd? Can I been seen? What do people see? I trust they see a generous person.

You see I know,'what you sow, you reap.' People don't want to hear how good your product is, they want to know how good you are to them. How will you bless them? touch their need? Show you care?

Now it is your turn to discover what is your uniqueness. Don't just copy me, people smell a fraud. If you are not like me they will spot it.

Uniqueness

New opportunities are right in front of us, however if we are bogged down with the doing of the business then we cannot see them. We can only see them with the right side of the brain. The left is where all the whirring of work is carried out.

Yesterday I knew I wanted to tap into the right side of the brain, the imagination, the creative. At times like this I will paint or garden or even play music.

The whole day was a struggle until I picked up my ukulele and spent time playing, then the ideas came. I quickly wrote them down. the 'Ah!' had arrived.

We can easily think 'no I must work, do the doing', yet it is draining and unproductive. We have to tap into freshness, life and breathe.

I know there is more, so today I will do less of the doing and more of the creative. I want what makes me unique in the market not a carbon copy of someone else, I have to find my uniqueness.

Creative Solutions

In the middle of every problem is the seed of it's solution. There is a creative solution to every problem. Steve Jobs was a great believer in creative solutions. Stepping up into the creative is where breakthrough happens.

The bog of the problem cannot contains us to the point of starving out all creativity. Shake it off and dream. This is where I love to take a break and paint a picture, go for a walk, garden anything but be caught in the doing in the bog.

Today is one of those days. I know there is more than the bog, more than the mundane, there is the creative life inside, I have to find it. I want the spectacular not the boring same old.

Time to dream!

Encouragement

Encouragement is something we all crave and need. It can feel real lonely at times and especially when we are facing our own wall.

It is important to remember the very thing we need, we need to sow into someone else's life an it will come back to us, because it is out there now.

Remember the song 'What the World needs now is Love sweet love'. Well we don't need to go to mushy stuff but a real act of love for our fellow man and woman is encouragement. It takes effort as does praise.

You want some praise for a job well done and no one is in sight? Find someone who you can praise and watch what happens!

Go!

Stick to the Plan

I am so grateful for a business plan. In the establishment of my business it has taken far longer to set up and far more resources than I had planned but I must keep moving on, according to the plan.

The plan produces results. The plan brings the next stage into focus. It is like going up in an escalator. Until you reach the top you cannot see clearly the path from then. If another escalator is the next step to get to it requires negotiating the crowd and to get to it, it is usually not straight in front of you.

Being anxious about the next step is a waste of time. "Today has enough troubles of it's own." Keep a cool head and control the emotions and keep on walking.

As I send out letters and make follow-up calls I am finding less results than I thought I would get, but I keep walking, I keep making the calls, keep sending the letters.

Focus is so important, it will keep you on track. Control your mouth and speak the plan not the circumstances and you will arrive.

Coping With Unfaithful Clients

How do you cope with the failure of others? Are you greatly disappointed? Do you turn away from those who disappoint you? Do you have clients who choose not to buy from you but go elsewhere?

When others fail us we need to remember 'there but for the grace of God go I'. I fail, I make mistakes.

I have had what I consider good clients who I have worked tirelessly for and failed walk away from me and buy elsewhere, it hurt, but hey if I cannot deliver someone else can.

We cannot expect total faithfulness from clients and friends if we are unable to deliver. The client wants the product and they will have to get it from a stranger if we cannot provide.

This is life! We would do the same. So be gracious to others when they fail you in the area of faithfulness.

Follow the Lead

Do you get an inkling you should go a certain way, call a certain person? You probably do and if you are not cluttered in your mind and heart you will. Women call this intuition. Guys call it luck.

In business you will have a plan and there are, like a jig-saw puzzle, many pieces moving into place. You know they are all important and at the right time you will pick up a piece and know where it belongs.

Struggling and straining to make pieces you do not recognise go into place uses valuable energy and wastes time.

Being of a cool spirit helps. If we don't allow the demands of the day dictate we can tune in.

The way to deal with the dictates is to write them all down, then they are happy they have been put somewhere, on paper. Once they are all out of the way, intuition can kick in.

Yesterday I had such a day. I knew I needed to go and look at furniture for my new office but I also knew a contact was out the same direction so I went, I made contact and the timing was right.

I have country trips planned. One was going to be at a later date yet I know I need to go earlier as a contact will be in that town at the same time. When the contacts are there, then it is time to go.

Timing is important, more important than dictates!

Keep Your Word

If you say, "I will call you before 5pm", do it! If you say "I will get that information for you today", do it!

Remember that the little things are important. If you are waiting desperately for some information for your own life and that person does not get back to you, how does it make you feel?

You word is worth cherishing it shows that you respect yourself and others.

If you have trouble remembering write it down, keep a log, do what it takes to keep your word.

You will find that because so few people do return calls you will gain a reputation of being a man or woman of your word and you will be respected.

I have been let down again and again lately and the one thing I really appreciate is a person who keeps their word. Would I pay them more? Definitely!

What is Important

Are you driven by the dollar? Do you see houses, cars, furniture you want? Do you want a bank full of cash?

Do you want a secret or two?

1) Don't waste your time looking at stuff, look at people, learn to like them

2) Learn to give. As you measure it out it comes back to you

3) Don't wear yourself out for money, it will kill you and destroy all those you love.

Try simple medicine! It works!

Making the Calls

A part of the way I work in my field is I write letters and then the week later I follow them up with a call. Come call time there is a natural inclination to find myself busy. However, if I discipline myself to make the calls I am rewarded.

Have you heard the phrase 'Prime the Pump'? Well how it works is you do what you have decided to do, regularly, almost in rote so that you get the results. Now the results don't always come from the place where you put in the effort but they do come.

I remind myself not to be disappointed by the No's but realise that the results will come. Just as throwing the ball into the air knowing it will not sty there but indeed fall so will doing the stuff bring the right results. It is called 'making good habits'.

I am currently marketing to Tasmania of all places and really enjoying it. I have a policy that if I see movement at the station (client base) I call. Now people are not used to being called so promptly and they either enjoy it or are challenged to think by my actions.

Be proactive, make it happen! Do it!!!

What DO You Watch?

If you watch the news and the stock market report your emotions will go up and down. Do you watch the bottom line on your bookkeeping? What do you watch?

I remember a story about a man who sold hot dogs by the roadside. He had a good manner and his hot dogs were very tasty. His sales grew and so he bought a bigger cart and more hot dogs and again his business grew. His son was away at unit studying business. When he came home he was horrified. 'Dad haven't you seen the news? We are in a recession. You can't plan to expand anymore.'

 His father thought because his son had been to uni he must know what was going on so he started to cut back and sure enough his sales fell. He said 'my son must have been right.' His son was not right and the father listened to the wrong advice. Because he began cutting back his standard dropped and the customers became dissatisfied and went down the road.

Yes you have to be aware but not influenced by the news. Remember the news is based around sales and the news reporters know bad news sells better.

So again I ask you, 'who are you listening to?'

Network

If you are in business and not in a franchise then you need to find somewhere to belong. Preferably a group in the same industry.

When I was a broker in Sydney I wrote business through an aggregator. The aggregator invited me to training days and events. This helped me belong.

Why do I need to belong? Belonging help the psyche, belonging keeps you updated, belonging keeps you honest, in touch etc

If you are in an unique industry where you are the forerunner then you need peers in business around you who you actually talk to, not bluff, or try to bluff.

Your peers can be a part of a local business group, they can be your accountant, solicitor, you financial planner or all of these, but you need them. We can become out of touch with reality unless we are grounded by belonging.

If we don't belong we find ourselves taking shortcuts, deceiving ourselves that what we are doing is ok. We all see the businessman or politician who believed they were above reproach and ended up with mud on their faces or worse in jail.

Today decide to belong, find a group to belong to, and make sure it is a legitimate group and not a bunch of thugs.

Technology

I am enjoying the path of discovery I am on. I thought creating  business Facebook page was all I needed but hey there is more so much more.

I have trialed uploading documents to a yousendit.com box that was fantastic. I watched a webinaire on creating and storing videos on-line. I am now using cloud technology to store all my data, I have published a book on-line and yet there is so much more that clever technos are creating. I am loving the experience.

Learning is a key to life. If you enjoy it rather than resent you have to do it life takes off.

I admit I have been a Start Treckie in the past. Mind you I don't watch much of anything these days, I prefer to investigate and learn.

Technology can open the way to better business. Technology will definitely leave us behind if we don't get on board.

If we, the business people, learn technology then we will stay in business and be on the forefront of business.

Buy a ticket to the future today, decide you will embrace technology and win!

Oh dear the Blog spell checker needs a ticket, it doesn't even recognise Facebook.

Opportunities

Opportunities are around but are we ready? It is not being in the right place at the right time or knowing the right people that is important but are we ready.

How do we get ready? How does an athlete get ready for a chance at gold? Although an athlete is not chosen to represent their country at any time they may be called upon to step up to the plate, they must be ready not sitting around in attitude or slothfulness.

There are stories told of athletes from different countries who were not on the original team but because they were ready and called upon did an amazing job.

Being ready means having done the study; sat the exams; passed the exams; having the cash; having the systems in place; doing business with a good attitude.

I remember listening to a CD by a speaker who was given an opportunity to take over a car sales lot, not because of his experience in car sales but his diligence in his existing field and his great attitude. He had the ability to raise what it cost him, a mere $50,000 compared to it's worth.

Others are watching you even when you wish they weren't. You ways are being observed. What do people see?

Disaster PLan

Last Friday I wrote out my disaster plan. What would I do if....... Yesterday I had a chance to test my plan. My computer crashed.

I followed the plan, tested it. I found areas that needed fixing. I realised that my second laptop was needing to be brought up to speed and be able to function just like the first one. I also realised I needed phone numbers in my IPhone that I had relied on finding on the Internet.

It is good to have a plan that is documented and tested.

I had only just organised a 'cloud provider' to do data backup for me daily and had just purchased a separate external hard drive. I do the plan, I backup as planned.

As it turned out the problem was not major and was fixed within hours. I did not need to full plan to be implemented but I was ready.

I am about to move into a new office and will need to extend that disaster plan. New elements will come into play. There is another person involved now and he will need to be involved in that plan.

It is important to have a plan and to work the plan.

Do You Do Deals With the Devil?

What do I mean? Have you been backed into a corner and made believe there is only one way out and that involves compromise?

Hang on and look for the right way. Don't sell yourself short. You will be found out and what will that look like? How will it affect your family? Will it cause you to lose them forever? Is it worth that?

You might be saying but you don't know what I am up against? Don't I? All of us are in a corner at least once in our lifetime and all of us are faced with the hard choices.

If you have an addiction to gambling, drugs alcohol, get help and sort it out. Your business needs you to be clean, your family need you to be clean. Look down the years and see your children grown. Will they be saying 'thanks for your example', or will it be 'I don't know you, go away'.

Make the hard choices, get help and get into a network and move on. Sure you might have a lot of hard work ahead, you may need to take on another job as well but it will be worth it.

I made the decision that I am going to live without a credit card. There are times when I don't have the money to do what I want to do. I have to wait. There is nothing wrong with waiting. Waiting is good for the character. Fast money destroys character.

Persistence

Thomas Eddison is recorded as saying: "genius is 1% inspiration and 99% perspiration'. If this is the case giving up does not comes into the equation.

Those who birth new ideas struggle under a cloud of self-doubt and criticism from others. They are loners, often not by choice but by necessity.

They become labelled dreamers by colleagues. Comments like 'he always has his head in the clouds', follow him from the armchair critics.

What does the dreamer have to do? Develop a tough hide and put the energy he would use in verbal assaults to good use, work.

If you have a dream don't give up on that dream, walk towards it daily while working out the processes you need to understand to get there. If you persist you will make it!

Attitude

How easy is it to spit the dummy? Pressure mounts and if we feel it and grumble and continue to complain then we create a bigger mess. Suddenly the bad situation becomes a monster all fed by the words of our mouth.

I found myself in this place. I was struggling to break through with the creation of systems and it was painful and so when I was asked 'how are things going' I would go to the complaint when really the problem is only small and when solved the end product will be fantastic.

Suddenly I was covered with a black cloud and I found myself wondering why is this problem so huge? The answer is 'I created it!'

Words have power so we have to be careful with what we say. The better way to go would be to look beyond the problem and speak out what the end looks like, glorious.

If I had spent my time speaking out the end result I would have enjoyed the process more and probably have been more creative.

We know what the end will look like so why not speak it into being and give ourselves a break.

The Power of Words

Don't forget relationships! Don't become so engrossed in the business that you are consumed and fail to see the people. People are customers and customers buy your product.

Last night I was making customer calls and found a man who was so frustrated because he could not find anyone to help him. He was alone! We all know that feeling and how good is it when someone comes along to lift the burden, help solve the problem.

The man vented out his frustration and I asked if I could help. He was so far under the problem and had not had anyone come along and say let me help, he did not know what to do with me.

Now I may not be able to solve his problem but I can walk beside this man who is a client I have just inherited. He is now my responsibility.

Difficult people are difficult because they are going through difficult circumstances. It is not about us it is a cry for help. If we have the ability and expertise to help then we will have won a customer who will talk. All customers talk. He was talking down AMP to me and I now have to show him a better way.

I have a neighbour who became very upset with me for a careless comment I made one morning while taking out the bins. Careless comments can affect and hurt others.

My words can bring healing and life or destroy, I have to use them wisely.

Decisions

What provider of services should I choose? Do I go with the one who says they are the best and charge the most? I do I ask around to find out what others are doing? How much time do I put into the discovery? Do I just make a choice and move on?

I am currently looking at cloud technology and AMP have a preferred provider who is much more expensive. My accountant colleagues uses one much cheaper. Both are good and both are efficient, but who is more efficient? Probably the most expensive but do I need all the bells and whistles, now? Probably not. I will not know until something goes wrong.

An informed decision is a must but move on I must. I cannot procrastinate forever. After all lessons will be learned whichever road I take.

Proverbs says a host of counsellors is good. I have endeavoured to find counsel but most says something that shows me they have not gone where I am going and so I must ask each provider for a reference.

Today is the day for decision!

Beyond Failure

Have you failed? Failed big time? Are you facing bankruptcy?

Do you know how many greats fail many times before they succeed?

The key is to keep trying, keep learning.

As children we know how to do this, we want to ride that bike so much that we keep getting back on it, skinned knees and all.

The horse rider who is throw again and again wants to ride so passionately they keep getting back on.

In business, if at the core of who you are is a business person then get up, dust yourself off and go again. This time with wisdom from the lessons learned.

If wisdom is present so is humility. Perhaps you now view that stodgy old person differently? Perhaps you can now hear what your father was trying to say. Sure he might not light the sky with his business success but he is still in business, what is his key? Ask the question!

Humility will enable to to go further, don't waste time blaming others, find the truth, walk in it and open your eyes, ears and heart to those you had blocked out in the grandiose design in you mind.

Results

Do you run hither and thither looking for answers? Or are you settled and working the plan?

Yesterday I arose at 4am and drove 4 hours to Melbourne for a meeting that was barely useful. If I was not able to secure an appointment with the marketing department I would have wasted my time.

After driving 4 hours home and consuming many coffees and energy food to stay awake I resolved that I would not be going again, not for what evolved.

I had felt obliged to go because I am beginning a new practice, however, I have been involved in two other practices and what was being offered I knew. All I gained was making contact with colleagues.

I could have stayed and used my time more wisely and saved myself the physical tiredness and financial cost.

I have to now step out and believe, it is time to do the stuff, to act and bring in the harvest.

Get Up Early

In wanting success we must be prepared to pay the price, get up early, get organised. While we can work all night the fresh perspective of morning after a night's sleep (and coffee) is the best.

Planning the day the put the plan into practice gives a sense of accomplishment and well being.

What is important today? Not what is demanding. Try to look at it this way. You have a demanding child insisting on his own way, do you give in just to keep him quiet? No! You deal with his behaviour, same with business.

The young business is immature and lacks experience and wisdom, so treat it that way, don't spoil it by destroying yourself to bend over backwards to yield ground.

Keep to the programme, keep a cool head! and win!

Get Ready

When an elderly man turned 90 he went and rented a huge hall for his 100th birthday, he was asked, "wasn't that a little presumptuous?" He replied, "No I know that what you are ready for generally shows up."

What you may be doing right now, may be unseen and go unnoticed but if it is building habit patterns for the day when the increase comes, it will come. If you build a dam then the rains will come.

Habits are best started early, while there is time to think and plan. There will come a day of business when there is no time and if all the processes and procedures are in place you will fly, if they are not you will stumble and the small hole in your plan will grow to a huge black hole and it will consume you.

Begin early, don't look around and fret about what is not happening, be glad and plan, stay focused.

The List

Are you bogged down in the doing? Do you feel hemmed in by a plethora of things that need attention? Write a list! Tick off one thing at a time and don't panic, chose the most important, not most urgent and prioritise the list accordingly.

This is good medicine. The actual ticking off of things on the list give a sense of achievement and watching the list shrink quietens the troubled soul.

Write down the list on something that you will follow. Nowadays most of us have IPhones or something similar and they have a function of a note page. They also have calendars, calculators, alarms etc. These are handy tools that we can carry anywhere and use almost any where. We can carry our office in our pocket, almost. The IPad probably carries more.

For those of us who commute the IPhone and IPad are a great tool to organise our day while in transit.

No I am not being paid by Apple to say all this, there are other alternatives.

Remember the list!

Keeping the Balls in the Air

Juggling all the areas of business can be an art, a challenge and a commitment. We cannot afford to just focus on one area all the times and neglect others or clients will go elsewhere.

I am discovering people will not wait anymore. They want instant answers, instant provision and if you do not provide it they will find someone who will.

This does not help if you are caught in having to work on one particular area of your business. For example you are extending into another area and this takes a whole lot of time, money and focus. However while you are preoccupied clients continue to have needs and will go and get them fulfilled elsewhere. The risk we take is that they are gone forever.

How do we keep all the balls in the air? it takes practice, staff and systems. If you are a sole operator then you are it and this is when it can be particularly challenging. Don't assume that clients will be faithful to you, not even friends will be faithful if you fail to deliver.

Don't lose heart by being disappointed that friends and family do not wait, understand that is business. Keep you eyes open and keep the relationship sweet so that when you are ready they may try again.

Blockages

If I buy a hose and attach it to the tap I expect water to come out. I bought a business and expected increased cash flow and increased numbers of clients. What I got was blockages. Let me explain.

In setting up a business we need accreditation, systems, software, practices, support. When I paint a picture I can firstly put down the rough outline, (the business plan). I then have to take the time to fill in the spaces with colour, clients. To do this I need tools.

In my case I found that to do business I needed authority to do it,(accreditation), I needed policies and procedures to govern and software to do the business with, I needed programmes that would care for my clients, remind me when services are due, send them birthday cards. I needed Internet platforms that would process the business.

I am wanting the house called business but first must lay the slab, create the frame, then clad the walls. Not until all the basics are done can I decorate. All I received when I bought the business was the piece of land, it is up to me to construct.

Now I can see where value in a business comes from, the bit that you don't see unless it is not there, the hard work is in the establishment not in the running.

Change

Are you ready for change? How do you cope with change? Do you like things the way they are or do you desire a different result?

Desiring a different result requires a disciplined action. If we want to lose weight we must exercise and eat right not sit on the couch and watch life eating pizza.

Same thing in work. Change requires thought, desire for the new that is greater than the comfort of the old, and disciplined exertion.

I am looking at my current website and dislike it intensely. What am I going to do about it? I want to change it but that will cost me something. What am I prepared to pay for change?

I am looking at my office systems and dislike them, what am I going to do to change them. If I always do what I have always done I will always get what I have always got.

My dislike for dysfunction has to be far great that my comfort. Comfort is bad, ease is bad, this is where I become slack and lazy. I cannot afford these characters in my life. I must shake them off.

Success is for the diligent, the ones who accept pain as a part of change. Those great heroes of sport all accept pain as a part of the process, same in business. Pain equals gain!

Perseverance

Two steps forward, one step back. Ever heard this? Have you said it? Remember not to look at the circumstances but rather at the goal. Remember to speak the goal, the positive not get caught in the troubles that currently assail you, 'this too shall pass.'

Difficult times create strength, if we allow them. By not yielding to a bad mouth and a negative report, negative thinking and all the garbage that is floating around we can overcome. We receive what we say. We are created creative being. What we say we get. Try it! Start saying you are an awesome businessperson, you are talented, creative, inventive, mighty and see what happens after consistently saying this for a whole month.

Authority

As you gain ground, study, learn you have a new authority to speak. Yet how many times do you allow those without authority to speak into your world?

As an individual it is important that we speak what we know not suppose. It is important that we do not speak out of someone else's authority but our own. So many times we can think that that person has it right only to find out they spoke with authority but did not know what they were speaking about. If we use what they say then the egg is on our faces not theirs.

I have people who think they know how I should run my life, my business, my world. They speak freely their opinion but I must know myself how I will conduct my life and be polite but not take it to heart. Not taking it to heart is the hard part because often they are close to me.

We have to have a thick skin when criticised and not go to water or become angry and abusive in return. What is achieved if I am just like my critic, they have won then haven't they? Don't go there! Rise above the critic and move on.

Opportunities

Opportunities are everywhere, if we have eyes to see. That annoying person who is demanding service, that company who is sending emails, but most importantly the client data base.

I am fortunate I know when my clients contact AMP, I am a part of all they do. I can choose to ignore what they are up to or I can be proactive and give them a call and offer to help. They may not need my help but I am creating relationships not writing deals.

Yesterday I was sent a lead by AMP, probably because I act and deal with things. If clients are calling AMP it means they need something, if I take the time to call them, they will get to know I want to be involved.

By being proactive just in the past two weeks I have uncovered opportunities. By asking questions I have discovered a bigger picture. There is always more going on that it seems at first glance. Good service has it's rewards.

Finding the Right Employees

Do you have employees? Are you looking and don't know how to find them? Do you have them and not know what to do with them?

Finding the right employee can be challenging. People sell themselves but then you don't see the true colours until they have the job. What to do so that you can eliminate the wasted time? May I suggest you do a personality profile? A What? Yes you can do this on-line. But first you need to know what your profile is and what type of person compliments you.

You can Google personality profile and find a selection on offer. Do your own to determine the accuracy of the programme. Have your potential employee do the test and then you will have an idea of what they are not telling you.

Don't be sold by the front do the research because it is easy to employ but not easy to dismiss.

Have a contract with the employee which spells out expectations. Give time frames.

Don't assume all will be well and rush in, it won't. Use temporary staff until you have the right one, you do not have time to waste. Just as any TV will not do, or any type of washing machine will fit the bill you must know your expectations and relay them effectively.

Take time and you will be rewarded with good staff that compliment you and your skills, not compete. You do not want another you!

The Edge

Are you looking disaster in the face, can you smell the sulphur? Disaster looms but it only takes us out if we yield.

I constantly choose to believe. I can't afford to doubt, it is crippling. On the edge of disaster is the beginning of all you have worked for. This is to say we assume you have been doing all the right things, ie not consuming what is not consumable, working the plan, doing the business.

I saw my own business and was sorely tried, beaten, abused my those sent to destroy me but I stayed the distance and I will continue to look down the tunnel towards the prize. When a track and field runner runs they can only afford to see their destination and not be distracted by their opponents.

Taking my eyes off the wheel when I am driving puts me in the ditch. Just so I must keep my eyes forward, especially when the storm is brewing.

Stay focused, don't yield!

The Customer

Why do things go wrong? What causes markets to crash, people's desires for our product to wane? A whole lot of things all based around the fickle human nature.

Greed and fear drive the market we are told. Why do people want out product? They believe it will enhance their lives? In some instances they need us to educate them to the need, as in financial planning.

In Financial Planning I would hazard to guess most people think they will see one when they 'have' money, not many realise the best time is when they don't have money.

Satisfied customers are the best advertisement. How do we capitalise on their good report. Yesterday I had a lovely customer agree for me to do a video clip of her telling what I have done for her, this clip is on my Facebook.

I love my customers and will do all I can for them, I see them as friends. There will be those who don't want to be cared for, usually because of their own stuff going on in their lives. However they are few.

Good relationships with existing customers is a must because the best advertising is free. Happy customers tell others and so do unhappy customers, it is important to have happy customers.

'In' or 'on'.

A new day begins. Perhaps you have had a break over the weekend. I have and I loved it.

You can start the day with a befuddled mind, so much to do, where do I begin? With a list!

If we just plow into the day without a plan the demanding urgent will always be attended to whereas the necessary may be overlooked.

Keeping perspective in the day is most important, calling the shots yourself rather than the demands of others is imperative otherwise you will end the day as you started, befuddled and realise there are things you have not done.

The squeaky wheel gets the oil. What squeaks loudest in your world? I would hazard to guess the little, mundane things: the hot water not working; the refrigerator needing fixing; the car needing service; the kids wanting, wanting, wanting.

What about the business? Today is Monday. Will you work 'on' the business today or 'in' your business? If you start without a plan you will be drawn to work in the area that is least stressful to you by default. What is your default mode?

Get a list! Get a plan!

Listen Up

Are you the type of person who constantly watches the news? Does it fill you with dread? I remember hearing the following; 'when you are under pressure you are melting and what you look at you become.' (Phil Pringle)

I heard a series of teaching tapes by an American man who says during the Sept 11 tragedy he only watched enough television to know what was happening and then turned it off because he did not want to take in fear, you see he had to fly as part of his work.

What do you watch? What do you listen to? What do you allow to be 'gospel' in your life? This is important! What you constantly listen to or hang around you become.

If you want a successful business buy cds by successful businessmen and women. Let them feed you. Put them on in your car as you drive, put them on your Ipod while you walk or jog.

Remember 'garbage in equals garbage out'!

Timing

Over the last few days I have been working on a deal and for it to go through there were many bases that had to be lined up. I pushed and knocked and shoved but at the end of the day it was not going to happen.

When the walls are up we can become very frustrated and I sure was. Keeping a sweet attitude was a challenge. Fortunately I did not abuse anyone but it didn't stop me from bugging them. I wanted my client to have 'the deal'.

I ended the night with a good meal and movie and was sitting in bed checking my emails when lo I received a notice from the exact same lender I had been arranging the deal with and there was a fantastic offer, three times better than that which I would have secured.

What am I saying? There is always a reason why things don't work out we just have to be patient to get insight.

As the client was a friend I sms'd her the news, she was ecstatic, so was I.

There is always a reason, always. We just don't know what it is half the time.

Market Share

Today is the day of the online shopper. Have we placed ourselves in that space? Do we use all at our disposal? 'I have not got time for that you say'? I say 'you have not got time to ignore it.'

Ignoring the Internet is like saying 'I have always sold hot dogs beside the road and it has always worked and will always work'. It won't if people start flying or changing their tastes.

I see retail shops struggling for market share. Why? They are combating the online shops which can be accessed at any time of the day with an abundance of wares that the small shop cannot carry.

Does our online shop sell for us? If not they are going elsewhere. How do we get the traffic? Talk to marketing experts! Research, do some online shopping yourself and see what you like in a site.

Don't limit yourself to a website, get a facebook, a blog and there is more. Twitter, utube etc are all given to us to use for free.

We can create a safe haven for our customers if we use these tools for building relationship with our customers and providing them with all they need in the one place. What would you like in a bike shop, a camera store, a office supplier? What you want in all these areas is what your clients want out of you.