The Power of "I Don't Know"

It was the perfect answer when I was a kid. The phrase "I don't know." What a perfect way to plead ignorance and hopefully get out of trouble. Of course, I pronounced it differently then. More like "Aaahh dunnooo."

My mom would say, "Cliff! Who left the barn door open?"

"Aaahh dunnooo."

"Cliff! Why aren't these dishes done?"

"Aahhh dunnooo."

"Cliff! Why is your sister emotionally scarred for life due to the pranks you used to play on her involving darkness and rodents you found in the field?"

"Aahhh dunnooo." (This is a more recent example)

As kids, it was such a convenient phrase. As adults we see it differently though. We tend to feel that saying "I don''t know" is a sign of weakness or inferiority in many situations. We like to feel that we know and hate to admit we don't, even to ourselves. We tie our egos to our knowledge in many cases. That is when it gets very hard to say "I don't know."

In reality though, saying "I don't know can be a very powerful tool. Here is how:

1. It opens doors to learning.

We all know the guy who pretends to know everything. There is nothing you can tell him because he knows it better than you do! From football to knitting to the JFK conspiracy theories, he has all the answers. Don't you get sick of that? Do you want to share anything with him when you know he is just going to pretend to know it already? Nope. By pretending he knows everything, he really limits his chances of learning anything new. 

If you are the kind of person that can admit when you don't know something, then you are the kind of person people will want to share information with. The humility shown in saying "I don't know" is something that almost everyone will respect. At the same time, these people will be excited to share what they know with you. Why? Because you make them feel smart, and we all like to feel smart!

2. You gain credibility and trust.

The moment you say, "I don't know." you prove your honesty to your listener. As soon as you admit to not knowing something, then they can trust that you are confident in everything you have said up to that point as well as anything you tell them in the future. Why? Because you just proved that you are smart enough, strong enough (and dog gone it, people like me) to say that you don't know something instead of trying to make up a bunch of BS to attempt looking smart. 

The phrase, "I don't know" is not a sign of weakness, it is a declaration of strength. The person who can say it is strong enough to know that no one knows everything. Admitting that, first to yourself and then to others, can open up some wonderful doors of learning and deeper relationships.

Embrace the power of "I don't know"!

In the next blog, I will interview recording artist Shaggy regarding the power of "It wasn't me." Heehee

(Just one caveat: If you should know what it is you don't know, you may want to prioritize preparation over this technique. I.E. If my doctor says "I don't know" when I am on the operating table, I won't be putting more tryst in him.)

Rags to Riches - Inspirational Examples

"Entrepreneurship is living a few years of your life like most won't, 

so you can spend the rest of your life living the way that most can't." 

Author Unknown

A friend sent this quote to me the other day. It really caught my attention and gave me a great sense of pride in being an entrepreneur. 

Think of all the great business builders who have experienced that "Mac and cheese for dinner again on that ratty old couch wondering if you have enough gas in the car to make it to the next 3 appointments which just might result in a sale" stage. 

Oprah Winfrey - From living in absolute poverty as a child, taking an opportunity on a radio show as a teen and building into the empire she has today.

Robert Hejavek - Arrived in Canada with his parents as a child with barely enough to live on. Worked 2 jobs at a time in order to learn his craft and now is a multi-millionaire with a spot on the Dragon's Den.

Arlene Dickinson - Also a Dragon, Arlene went from struggling single mom of 4 to a marketing mogul and self made multi-millionaire.

Richard Branson - Starting off as a poor student not doing well in school, he started a small magazine with the help of his friends. Growing this into the Virgin group of companies, he is now flying people into space and lending a helping hand anywhere he can in the world.

Chris Gardner - A bad turn of circumstances saw him sleeping in a subway station with his young son. This motivated him to break free of poverty and eventually have his own stock brokerage and a movie inspired by his life. 

Andrew Carnegie - From working in a cotton mill to a titan that changed the steel industry.

Examples like these have always inspired me when the road of building a business gets rough. All of these people took a tough situation, accepted that as their beginning and worked hard to change their circumstances. So, the next time you are feeling like your life is in a bind due to trying to build what your passion has got you building; follow the links above, read their stories and find the inspiration you need. 

These are the examples I look to for my inspiration, who else could we add to the list? Share the example you use for inspiration in the comments section!

Find Your Passion and Give It A Big Hug

If I had a dollar for everytime I heard someone say, “I don’t know what my passion is.” or “I can’t find my passion.” I wouldn’t need to work anymore. (But I still would, because my work is my passion and I love doing it).

Those statements are perfectly valid. However, there is usually more behind that feeling of not knowing what your passion is than you might think. You see, when it comes to people and their passions, there are 3 basic possibilities:

1. You don’t know what your true passion is.
2. You know your passion but have not acknowledged it.
3. You know your passion and live by it.

Interestingly enough, most people feel they are in group 1, but once they explore things a bit they realize they are in group 2.

If you are truly in group 1, you are in a tough spot. I completely admit it. If you honestly have no idea what drives you and makes you happy, it means that you haven’t experienced it yet. After all, if underwater basket weaving is your passion but you have never been in a situation where you had to do some weaving at the bottom of a pool, how would you know that it would get your blood flowing? So what do you do if that is the case? Jump off of your chair and go live life! Go to the places in town you haven't been. Talk to people you normally wouldn't. Sign up for classes that you have been embarrased to join (go zoomba it up gents!). In short, if you really don't know your passion, it means that your life is being lived in the wrong realm and you need to step into a different realm and explore. Eventually you will find that activity, cause or idea that fires you up like nothing else does. That is when you have to avoid falling into the trap of group 2.


If you are in group 2, you are with the majority of people. This means that you know what fires you up and makes you feel all tingly inside but, for whatever reason, you choose not to pursue it. The reason may be that you don't know how to build a business around it. Or that you feel you aren't good enough at it. Or that your friends will think you are weird if you pursue it. Or that every time you think of it you hear your dad's voice in your head saying, "Wake up and smell the liniment! Get a haircut and get a real job!" Whatever your reason for not pursuing your passion, I offer you this response:


"Wake up and smell the liniment!" (insert shocking, yet caring, double handed shirt grab so you can't escape while I excitedly yell in your face here) "If you know what it is that makes you happy (or at least have an idea of what area it is) OWN IT! Grab it and make it yours! This is the answer to the question you keep asking about what else is there to life! It's is right in front of you! Take it!!!!! ROAR!!!!!" 


Phew, I'll calm down now (insert polite readjustment of your shirt here)

It is completely possible that your passion may not be able to become a business, or that your friends might think you are weird. But if you know what makes you happy, accept it and try to make it a part of as much of your life as possible. This is where happiness dwells! It might make you rich, it might not; but it will give you a sense of fulfillment and happiness that you won't find anywhere else. 


Imagine waking up every day knowing that you have built what you love into every possible part of your life! It is very possible if you commit to doing it. That is when you become one of the people in group 3. Those who know their passion and follow it. That is when you stop feeling like life is empty and start feeling like you are doing what is is you were meant to do.


To help with finding your passion, take a look at my previous blog "6 Questions to Help Your Find Your Passion" or attend one of my "Discover Your Passion Workshops" (The next one being July 30 in Edmonton.


Now, get out there, find your passion, give it a big hug and bring it into every part of your life that you can!

Business and Fantasy = Oil and Water (?)

When I was a kid, I used to watch "Fantasy Island" with my grandma every week. Even then, I knew that my grandmother had a crush on the main character, Mr. Roarke; but my favorite part was when his sidekick, Tatoo, would run up to the bell tower and yell, "Eh Boss!! Zee plane! Zee plane!" as the island's latest guests flew in.

The premise of the show was that people could pay a fee to spend a vacation on this island and live out their fantasies. They would describe their fantasy in the beginning and then we would watch them experience it. Often it would go in a direction the character had not intended and we would smile smugly and say, "That'll learn ya."  (We didn't normally talk like that, but this show aired right after Beverly Hillbillies and we tended to get a bit wrapped up in that show too).

We all have fantasies rolling around in our brains. Some are impossible, some are inappropriate but some are within our grasp! As an entrepreneur, I am sure you have a fantasy for your business. Maybe it is owning the skyscraper in which your office is based. Maybe it is a change to the world due to your efforts. Maybe it is a feeling of a wonderful and fulfilled life provided to you by the business you have built. Each of us is different and each of us will have a different fantasy.

Too often, though, we view our fantasies as a completely unreachable world. We say things like, "Well I would love for all these things to happen, but I need to be realistic. Here in the real world it just isn't going to happen."  !!!!WHO SAYS!!!!


Your fantasies should not be brushed aside and treated as fluff. They are your brain telling you what you really want! Pay attention to them and use them as a tool that will help you reach your goals. 

Fantasies are more than substitutes for unpleasant reality; they are also dress rehearsals, plans. All acts performed in the world begin in the imagination.

Barbara Grizzuti Harrison

Here is an exercise that may help:

• Take out some paper and start writing out your fantasy for your business (or personal life, or family or whatever area you want to cover).
• Let your mind wander and dream. Don't judge or analyze your thoughts, just record them as they come. (If it is easier to do this by recording yourself talking, go for it. Whatever works for you.) 
• Set that list aside for 3 days and add to it if anything else comes to mind. 
• After the 3 days, review that list and start asking yourself what parts of your fantasy could be a reality now. (You may be surprised at the answers)
• Then ask what parts of your fantasy could be possible in the future. (Trust in your abilities at this point. Hard work and passion can create amazing results.)
• Transfer these items out of your fantasy and into your "real life" vision for yourself and your business. Write them down.
• Then ask yourself, "What can I do TODAY to get me a step closer to making these fantasies a reality?" 
• Ask yourself that last question every day.
• Most importantly ... ACT ON IT! Do those little things each day that will make those fantasies a reality for you in the future.

Don't ignore your fantasies. Explore them and use them as a tool to guide you toward what you really want. Take items out of them that could be a reality and then work toward them.

Don't let society and the wants of those around you dictate your personal and business goals. Look within YOU to find what YOU really want. Your fantasies will tell you what that is. 

Grog, Og and Sales Scripts

Scripts have been around almost as long as sales. From that moment where Grog the Caveman needed his cousin Og to go to the next cave and trade a freshly killed rabbit for a big stick and thought, "Og no talk good. Og need words. I make words for Og to say."

And of course we all know how Og reacted, "Me no like Grog's words. Too many to hold in brain (plus they just don't feel like the natural me, I don't want to appear mechanical and insincere during this transaction, it may turn the negotiations sour). Me just take stick and eat rabbit."

I am not a huge fan of sales scripts (if you hadn't already put that together). It is not so much the idea of a script that I despise, it is the misuse of them.

My son is 11 years old and has earned a 2nd degree black belt in Taekwondo. Yup, that is black belt plus another level of black belt at 11 years old. (Insert proud dad smiling goofily here). As a side note, part of his 2nd degree test was to be blindfolded and then told to locate a board somewhere in the gym by the sound of his master tapping on it a limit of 3 times. When he found it, he had to break it with his elbow. Crazy stuff!

 What does that have to do with sales scripts? Believe it or not, the process of using a script and attaining a black belt are very similar.

Through all of the colored belts my son had to work his way through to earn that first black belt, he was taught very precise movements. Hands and feet needed to be in perfect positions, movements needed to be at exact speeds and long series' of motions had to be memorized and executed perfectly. All the while his strength, balance and agility increased. When he tested for that first black belt, he was watched like a hawk for these intricate movements to be executed perfectly. But then ... training for his second degree black belt was different. He had mastered the mechanical movements and was now learning to make it his own. He was allowed to mold those movements into how his body naturally worked and adjust them depending on how he saw each situation. Creativity and decision making entered the picture. He took gymnastics and has mixed it with his martial arts and come up with some pretty impressive moves. And yes, he could probably beat me up if he wanted to.

If sales scripts are used properly, it should be very similar.

Do not hand a script to your salesperson and say, "Here, I want you to memorize this and use it when someone comes in the door. If they say this, use this script to answer them. If they say that, use this script. It's best of you just memorize them all so that you get them right every time."

First of all, that will drive your sales person insane. Secondly, it will drive your customers insane. Your sales person will feel like a machine and your customers will feel like they are talking to a machine. That just won't lead to many sales.

Instead, view the scripts you have as a way to prepare for the sales black belt. Give scripts to your salespeople with an attitude like, "These scripts will give you an idea of the things I want communicated to our customers. Spend some time with them so that you understand the key points and then find ways to say them in a way that you would normally speak."

Like a martial art, the basic mechanical movements of a sale must be taught. But don't stop there. Don't send your salespeople out sounding like a bunch of robots. Allow them to take that mechanical training and make it their own. Let them communicate your message through their own word. They will be much more comfortable and genuine which in turn will make your customers more comfortable and willing to do business.

If you have hired quality salespeople (which I am sure you have) put the trust in them that they deserve and let them create results for you.

Grog would be proud.

What Is Your Why?

We have all asked it under our breath, usually paired with a slow shake of the head and an exasperated sigh, "Why did I do that?"  You may have even had one of those; drop to your knees in the rain, look towards the stormy sky as the rain falls relentlessly onto your face and scream "WHYYYYYYYYYYYYYY?" while the camera pans out; moments.

In an earlier blog, we looked at your "Who" and your "What"  Now it is time to look at your "Why".

All to often, we reserve the question of why for when we regret a decision or something negative happens to us. In those situations it is good to ask why, not to throw a pity party but to actually explore why you took an action or why something happened to you. What I would like to suggest to you today, though, is to ask why all the time. The use of this question can lead you down paths of discovery you can't even imagine.

Think about the typical 4 year old. The word "why" is probably one of the most used in their vocabulary. I have had these kinds of conversations with both of my kids and several others.

"Daddy" (That part is usually only from my kids, not other peoples) "Why do we have to go to the grocery store every week?"
"Because we have to buy food."
"Why"
"Well, we need to eat."
"Why?"
"Because our bodies need food so that we can walk and talk and think and do things?"
"Why?"
"...... you know, I don't really know exactly."
"Why?"
"Because I didn't go to University and study that kind of thing."
"Why?"
"Because I wanted to be a rock star ok?! Back off, you sound like my dad!"
"......... Why?"


"Why" is the one-word key to discovery. When you turn it on yourself, you can discover things that can change your life. The trick is to not just use it when things go your way. Ask it of yourself in every situation and really explore your answer.

Why did you nail that presentation?
Why did you get the job?
Why did you choose to procrastinate?
Why did you not make that sales call?
Why did you pour so much energy into your last project?

Behind every action you take, be it positive or negative, there is a motivation ... a why. Be a 4 year old and explore those motivations. Have a conversation like this with yourself;

"Why did I nail that presentation?"
"Because I felt completely confident going into it."
"Why?"
"Because I was fully prepared."
"Why?"
"Because I knew my subject and my audience inside-out and backwards."
 "Why?" 
"Because I took the time to research it all very well."
"Why?"
"Because I knew that this presentation was key to the success of my business."
"Why?"
"Because I knew that landing a contract with these people would open many doors."


We could continue but you get the point. Just from asking why in this sequence we discovered that a great presentation comes from confidence, which comes from preparation, which comes from a desire to succeed.

Everyone's "why" is different and certain situations will have different "whys" for you. Take the time to explore why you make choices the way you do. Channel your inner 4 year old and drill through the "whys" until you can't drill any more. Then look back at all of the answers. You will find heaps of information that will help you to understand why you do what you do and what you might want to adjust.

Why?
Because it works.

Who is Your What and What is Your Who? ... What?

Who is your what and what is your who?  It almost sounds like I have ripped off Dr. Seuss, but I haven't. Trust me, I have no desire to incur the wrath of the Cat in the Hat.

Where, you ask, did this nonsensical question come from? From a trend I have seen in many conversations I have been having lately.  Due to a presentation I delivered recently entitled, "Finding Your Passion", many of the audience members have been in touch with me wanting to dig deeper into that topic as it relates to their own life. Keep in mind, this trend is not unique to the audience in that presentation, it is very prevalent everywhere and in almost everyone (including myself). 

It is this ... we tend to mix our "who" and our "what". It's like an Abbott and Costello skit isn't it?

Who is your what?

No, no ... who is your who.

What is my who?

Naturally.

We tend to define ourselves by the roles we have in life. These are our "whats". You may be a mother, father, sibling, grandparent, son, daughter, friend, employee, boss, co-worker, consumer, producer, wife, husband, boyfriend, girlfriend, volunteer, helper, dependent, or any combination of millions of roles not listed here. 

Your "what" is the culmination of all of your roles. It is defined by what you do and what responsibilities you have to others.  We all have "whats" and there is absolutely nothing wrong with that. It is our "whats" that make us valuable members of society, able to contribute to those around us. 

The problems come when we start letting our "whats" take over and eventually drown out our "who". 

What is your "who"? Your "who" is you apart from your "whats". By that I mean this ... (wow, Dr. Seuss must have had lots of fun, writing sentences like this is making me smile) ... If you can put your roles out of your mind and really look inside at the person you are, you will find your "who". 

Doing it isn't very easy for most. That is because we are so used to defining ourselves based on our roles. If you had no responsibilities to anyone, even for just a day, what would you want life to be like? Who would be there?

What would you be doing?

How would you feel?

Where would you go? 

Think as freely as you can. This is where you discover your "who". Don't judge your vision, just soak it in. This is where you will find your passion. This is where you will learn what you really want from your life. Spend some time in this would of your "who". Get to know it very very well. Then bring it with you when you step back into your "whats". Adjust your roles according to the real you that you have found. 

That is where happiness begins.

Get in touch with your true "who" and adjust your "whats" to reflect it. We will talk about your "whys" and "hows" in another article. 

Show Wisdom by Speaking Simply

One of the most valuable skills around is being able to communicate complicated ideas in a very simple way. If you can master that skill, you will find that people will respond exceptionally well to you. Why? Because, when you speak, you will make them feel smart, and everyone wants to feel smart.

Think about the quotes that you like to read, jot down or even get put on the walls of your home. I bet the majority of them are one or two sentences long yet communicate a profound idea. Here are a few examples:

"Action expresses priorities" Mahatma Gandhi

"I am always doing things I can't do. That is how I get to do them." Pablo Picasso

"Decide that you want it more than you are afraid of it." Bill Cosby

Look at those quotes! Each fits on one line, yet can cause your mind to think for hours and reach new heights! That is the art of simple speaking!

In spite of the power of this concept, I find that many people speak in very complicated ways when it is unnecessary.  There are three possible reasons for that:

1. The speaker does not see the importance of speaking simply.
2. The speaker does not know the subject well enough to say it simply.
3. The speaker wants to feel superior and hopes they can do that by confusing the listener.

Take a doctor for example. She may say, "You have an esophageal food bolus obstruction. I will need to give you a glucagon injection in order to treat it." That sentence would scare me! I don't understand it, I feel stupid and I still don't know what is wrong with me. On the other hand, she could say, "You have a clump of food lodged in your esophagus, that is the tube that takes food into your belly. I can give you a shot that will relax that tube and allow the food to pass through to your stomach." Now I get it! My fear is gone and I don't feel stupid!

Whatever it is you do, you probably know the lingo and logic behind it much better than the average person. That is why you get paid to do it. When you are talking to a customer, they don't have the knowledge you do on that particular subject. If you want to help them and have them feel comfortable with you, you must speak in a way that they understand. Cut out the jargon and long winded descriptions. You may feel smarter if you rattle off some confusing sentence. But your customer will feel smarter and see you as wiser if you can communicate it simply.

After all, that is why we think Leonardo Da Vinci was so wise when he said, "Simplicity is the ultimate sophistication."

"Business Owner" Does Not Equal "Entrepreneur"

Entrepreneurship is the pursuit of opportunity without regard to resources currently controlled.

That is one of the best definitions of "entrepreneur" that I have ever seen. It addresses the fact that true entrepreneurship goes very far beyond simply owning a business and into the very character of the person who starts businesses.  

I believe that "business owner" and "entrepreneur" are two very different things that are sometimes connected. 

It is possible to own a business without being of an entrepreneurial spirit. An example of this could be someone who bought an existing business in order to have the freedom of not being an employee anymore. They own the business, they have their freedom but they have no desire to reach out and explore with that business. they bought it as a solid investment and want to keep it running on that same track. So they do, and so it rewards them and that's great! This is a successful business owner, but not an entrepreneur.

It is also possible to be an entrepreneur without owning a business. Picture the guy working on the loading dock of a large company's warehouse. He comes up with ways to improve the warehouse system, he motivates his co-workers, he solves problems. Eventually he is noticed by management and is moved up in the company. His creative ideas end up changing the face of the company, it branches out in new directions because of his vision. The company grows, he is rewarded and that's great! He doesn't own the business but he is the entrepreneurial spirit that drives it. 

In most cases though, an entrepreneur usually wants to build something for himself. It sits within that definition, "Entrepreneurship is the pursuit of opportunity without regard to resources currently controlled."

The very nature of an entrepreneur makes them want to create something out of nothing. Because of the nature of this, there are certain traits that most successful entrepreneurs share:

•  They see opportunities where others don’t.
•  They have the creativity to imagine ways to reach that opportunity.
•  They have the desire to pursue that opportunity.
•  They have the courage to move forward with action.

When all of that comes together, you have an entrepreneur. Does it sound like you? If so, go forward boldly! 

Cliff Turner of Mobile Minds provides training and support to help you become the strongest entrepreneur you can possibly be.

D-Fying Gravity with Deborah

Have you ever had one of those experiences that came out of nowhere, seemed unassuming and meaningless, but ended up changing your life? That is exactly what happened for one of Edmonton's newest entrepreneurs.

Deborah Schindel, owner of D-fy Gravity Apparel, was working as an image consultant with an established company but knew she eventually wanted to run her own business. A need that she identified while doing her job was that women wanted bras that provided both comfort and healthy support without sacrificing beauty. Products that fit this description were hard to find. The idea was planted. Deborah saw a need she could fill but wasn't sure how to go about it at that point. That is where a random event came into play that launched her into entrepreneurship.

Due to a mix up, Deborah ended up at a trade show that she didn't actually have tickets for. The people at the door encouraged her to attend anyway and let her and her business partner in for free. It was there that they discovered the products that would be the backbone of D-fy Gravity Apparel. Now, she runs her business out of her home where she has set up a very inviting space for her customers to browse her products and have fittings done. Her plan for the near future is to expand into a retail space and to find more lines of apparel that support her philosophy. That being, "Women should not have to sacrifice health for the sake of beauty." Eventually, she would like to open other locations in Western Canada.

I had the opportunity to sit down with Deborah and ask her a few questions about her experiences in this early stage of entrepreneurship. Here are some of the things she said:

When asked what she would do differently if she was back at the beginning of her business with the knowledge she has now, Deborah said that she would put more effort into the foundations of her operations. That being her marketing efforts and creation of systems that help the business run smoothly. Now that she is deeper into the business with more and more things happening every day, she is finding that some of the day to day maintenance duties are falling through the cracks. She feels that if she would have built systems to handle them earlier, she would not be dealing with all the catch up work that faces her now. It is much more interesting, in the early stages, to concentrate on dealing with customers and improving your product or service, but those daily tasks will always be there. The book keeping, database management and analysis of marketing will need to be done at some point. Set up systems for it all at the beginning to avoid an avalanche later.

We then talked about her favorite parts of running her business. For Deborah it is the face to face experiences, whether it is a networking event, a trade show or consulting customers in her shop. It is easy to see why. Deborah is so calm and comfortable when she speaks, it is obvious that she is in her element when communicating with people. On top of this, she genuinely cares for the well being of her clients. She knows she is helping them and loves it. This is essential to success for almost all entrepreneurs. Being able to deal with people in a way that makes them comfortable is key when it comes to gaining trust and eventually sales. The best way to be able to do that is to fully believe in the benefits your business offers. If you believe in your product the way that Deborah believes in hers, you will be able to take it to the world without appearing like to are pushing it down peoples throats. Your sincerity in describing its benefits will bring people to you.

There is a lot of things any entrepreneur could learn from Deborah, but those three cornerstones are key to any business.
1. Keep your eyes open, you never know when opportunity appear.
2. Build your foundation of systems early.
3. Be sincere and enjoy dealing with people to find success.


And for the women reading this, you can learn about her products here ... Apparently her stuff is awesome, I just don;t have the right equipment to test it for you :-)

Don't Be a Herb Tarlek at Networking Events

Are You A Table Scrap Entrepreneur?

The voice of Rover the family dog, "Bacon! They are having bacon! mmmmm. I know there will be a bit left on a plate after they finish eating. I haven't chewed anything or dug in the yard. I bet they will give me a bite if there is any left over. Ooooh! Here it comes! She's taking the plate of the table! ... Yes yes yes ... Oh, she wants me to sit. No problem lady! Ok...I'm a stittin' gimme gimme!.....YEEEEEESSSSSSSS!" Chomp! One scrap of bacon gone. Rover is happy.

Why did I write this strange paragraph? Well, for fun of course! That and because I believe that often, entrepreneurs take the roll of Rover when it comes to how they run their business. Have you ever said anything along these lines?

"If I can see 20% growth this year, I will reward myself with a trip."
"If everything goes well at the office this week, I might have time to take the weekend off!"
"That client is really sucking up my time, I guess it is another late night at work for me."

Granted, being a business owner has it's share of sacrifices that must be made. Especially in the start-up phase. But if you are a few years into your business, it is operating successfully and you still are dominated by thoughts like these, you are probably a Rover. A table scrap entrepreneur! If the business you own and have created only rewards you when there is left over time or money, something is wrong. It has become your master!

If you are the master of your business, you will not be at it's mercy once it is running smoothly. Instead, the rewards that you desire from owning a business should be built into your expectations of it.

You did not create a business in order for it to be your master. You created a business so that you could be the master of it.

In order to solve this, ensure that your goal setting process is correct. Set your personal goals before your business goals. Know what you want out of life and then design your business to provide it. I run a workshop that does this very thing with entrepreneurs. It helps them think through their business as masters of it and ensures that their personal goals are built into the very fabric of it.

Did you get into business to have more free time? Design the systems and hire the staff to make that a reality.

Did you get into business for money? Make sure your marketing, sales and customer service are top notch and enjoy the income.

Did you get into business in order to be the world biggest provider of flugelbinders? (I don't think that is a real word). Then make sure that your brand is synonymous with flugelbinders and find ways to conquer your flugelbinder competition.

In short, identify what you as a human being want. Then find a way to structure your business in a way that gives you that very thing.

Rover is happy with his bacon scraps. I am willing to bet that if your run your business like a table scrap entrepreneur, you will not be happy for long. Ensure that you are getting what you want out of your business, not just what is left over.

Is "Sales" a Four Letter Word?

"Sales ... p-thew" (that was me attempting to capture the sound of spitting in disgust)

That word, "Sales" has a stigma attached to it. We hear it and we think of the piranhas that hover outside the door at the used car dealership, we think of the people that so conveniently call you at dinner time to get you to buy their personalized pens that can write underwater or in space. (I actually had that call come in. I told them that when I started taking on clients who were space artists or under water poets I would give them a call). In short, we usually bring to mind bad experiences we have had with sales people. Then the stigma kicks in, "Sales ... patooohey!" (Did that spit sound better?)

In reality, sales need not be a dirty word. We all do it every single day. We sell our products to our customers. We sell ideas to our partners. We sell the fact that studying will be worth it someday to our kids.

No matter what your business does, you need to sell it to others somehow. You can be the most talented carpet layer in the world, but if you don't sell your business, you will have a hard time making a living of it. (On the other side of that, you can see may example of people who are mediocre at what they do, yet have great success due to understanding sales). Imagine your success if you are great at what you do and know how to sell properly!

The thing is, those who are good at sales, don't seem like they are selling. They probably don't feel like they are selling either. Why? Because good sales come from listening to the buyer.

People love to buy, but they hate to be sold. The sales person who tries to convince someone they need something will turn most people off almost instantly. The sales person who listens to what the buyer says they need and then tries to meet that need will find loyal clients everywhere.

Zig Ziglar famously said, "You can get everything you want in life if you help enough other people get what they want."

This is the heart of good, honest, not-slimey sales. Don't approach sales with the attitude of "How much can I get from this person." Instead approach it with, "What can I do to help this person." If people view you as someone who genuinely wants to help, they will keep coming back to you. That creates repeat business and also referral business. If you come across as someone who wants to get them to buy as much as possible with no regard for their actual need, you will never see them again.

Sales is not a four letter word, literally or figuratively. (Although a lot of pushy sales people deserve some 4 letter titles) Sales, if done properly, is a pleasant form of communication in which both parties have their needs met.

The next time you are selling your product or service, ensure that you really understand the client's needs. Address those needs sincerely and provide the solutions you have to offer. It won't feel like "sales" to you or the client. It will feel like being helpful, and that is a way better feeling.

Don't Lick That! 10 Common Mistakes.

If you rode the school bus as a kid here in Canada, you know what the inside of the window frames look like when it dips below -25 or so. Yup, they build up a layer of frost that looks sooooo tasty that you just have to lick it. Everyone from your teacher to your parents to your grandparents to that weird uncle that lives in his van has told you , "Do not lick frosty metal." But you do it anyway. Your tongue sticks just like they said it would. You try to counter the bumps the bus hits as your tongue fuses itself to the window frame, but sure enough, you mistime one and riiiip! Den you thalk like dis fou aboud fou houwahs.

We humans are strange beasts. Despite repeated warnings, there are some things we just have to learn the hard way. It is the same when it comes to entrepreneurship. Have you heard these warnings?

1. Don't assume everyone will love your product just because you and your mom think it is the world's greatest thing.
2. Do not think that you can handle every little bit of the business yourself just because Tim Horton's introduced a bigger coffee cup.
3. Do not over promise on what you can deliver in the early stages. That rush order of 5000 hand made puffy slippers will not make itself and your friends will hate you for inviting them to a sweatshop party.
4. Do not start a business without clear goals. You will not know where you are going and even if you were where you wanted to be you wouldn't know it ... and that sucks.
5. Do not underestimate costs. Yes, you will have to pay for enough bandwidth to handle an online store. No, they will not give it to you on a trade for your old guitar. 
6. Do not ignore your instincts. The numbers may point one way, but if your gut points another, listen to it. Unless your gut is just constantly pointing toward the fridge. 
7. Do not view customers simply as a way to make money. They will hate you.
8. Do not view employees as a place to save money. They will hate you.
9. Do not view equipment as a way to save money. Your equipment won't hate you if you buy cheap version of it. But your customers will hate you. Your employees will hate you. Eventually you will hate you.
10. Do not give up! Seriously, never give up. Change course, adjust strategy, tweak everything, just don;t give up. 

Just as a kid can't help but lick that school bus window frame, most entrepreneurs will make at least one of these mistakes despite all the warnings out there. So really, this blog seems like a waste of time eh? Go lick frosty metal. 

Find Your Confidence Spot (or underwater basket weaving)

"Hoist me up in the bucket of the tractor so I can reach the roof. Don't hit the electrical wires. If you do, I will probably get electrocuted and fall off, so don't touch me. Just run to the house and get Ma." These were instructions I received from my grandpa when I was 10 years old.

For me, confidence comes in the form of operating vehicles. I grew up on a farm so there was lots of driving practice for a young boy. I had my first dirt bike when I was 8. Was driving tractors when I was 10. Trucks in the field when I was 12. Trucks on the road when I was 13. Did a bit of motocross racing. Drove 5 ton delivery trucks when I was 19. I am now 36 and have never (knock on wood) been in an accident when I have been at the wheel. I drive assertively and safely and I know it. (Ok, I'm done bragging, watch me back into something in the parking lot after I finish this blog post)

When I am driving vehicle, I feel safe and confident in my abilities. Knowing that, I often try to leverage it when I find I need confidence in other situations. What makes me confident in a car?
Knowing how a car works.
Knowing its limits.
Knowing how it wants to move.
Understanding the rules of the road, even the "unwritten" ones.
Watching far ahead for possible hazards.
Being in tune with what other drivers are doing around me.

In business, I try to do the same in order to have that same confidence. In any situation I try to:
Know how my business works.
Know its limits.
Know how it wants to operate.
Understand my surroundings and the rules that govern them.
Look as far into the future as possible for possible hazards.
Be in tune with the people around me and what they are doing.

It seems simplistic but it works for me. If I find myself in a situation where I am lacking confidence I try to think, "What would be similar to this in a driving situation and how would I prepare for it?"

Think about an activity that you feel completely confident doing. Is it rock climbing? Knitting? Playing hockey? Curling? Underwater basket weaving?

Whatever it is, analyze what makes you feel confident in that activity. What do you do that gives you that confidence? Then, when faced with a situation that you are lacking confidence, try to compare it to that activity. What lessons can you pull from it to give you confidence in the situation you face.

Try it ... it works!

ps. I did not bump the power lines and my grandpa was pretty happy about that.

6 Questions To Help You Find Your Passion

Often, I speak to people that know that they want to be in business for themselves but don't know what kind of business to get into. They often feel lost and like they are "missing the boat" as they search for a business that will make them happy. I tell them that I think they are wise for wanting to make sure they find a business that suits them rather than just jump on the first opportunity that shows its face. Pouring all of your time and effort into a business that does not somehow feed your passion will usually lead to a rough time. 

So the questions is, if your passion isn't staring you in the face, how do you discover it? One of the workshops I lead (Finding Your Passion and Making it your Business) explores that very question and helps participants find their passion. It is done by working through a series of questions and activities that really help a person to look within and find what truly drives and excites them. Here are a few sample questions from that workshop that can be a good starting point if you are trying to discover your passion.

What are 3 experiences you have had that made you feel "alive".

What was your dream job as a child? What did your parents do? How did you feel about their jobs?

If you had to pretend you knew your passion right now, what would you do or say about it? (I know this one is tough, spend some time on it.)

If you could subscribe right now to 3 magazines, which ones would they be?

If you could travel back in time and visit yourself when you were 16, what one message would you want to communicate?

If you could take over any person's life (the good and the bad), whose would it be and why?

This is just a small sampling of the exploration done in that workshop, but it may be just enough to get you pointed in the right direction. 

Look through your answers. try to find a common thread running through them. The answer may be just below the surface. In essence, discovering your passion is all about self awareness. Know how you feel at key moments, explore why you feel that way. Your passions are hidden just below the surface.

You may be very intelligent, hard working and have oodles of business savvy; but without a passion for what you do, you will never experience true fulfillment. 

Find your passion and run with it. 

(For more information on the workshop mentioned above and other topics please visit www.Mobile-Minds.ca)

Exercise Your Creative Business Brain

During a recent workshop, I was asked how to develop the creative part of your mind when it comes to business.

Any time you want to develop a new product or service; Any time you want to create a new marketing effort; Anytime you run into a challenge that has no obvious solution; you will need your creative abilities to shine. For some, it comes naturally. For others it is difficult.

If you are one of the people that seem to have difficulty tapping into your creative thoughts, here is an exercise that can help. (Before you start, remember that you must allow your brain to function freely as you do this. Do not judge your own thoughts. Don't worry if you get "off topic", let your brain go in whatever direction it wants. You never know where it will take you. Likely, it will take you exactly where you need to go, just not by the route you anticipated)

Select a random object from the room you are in.

Grab a recording device.

Sit somewhere comfortable and just let your mind go.

Say everything that you think out loud so that you can have a record of it on tape.

Do not judge your thoughts or try to pull them a certain way, just let them develop naturally.

You will be amazed at what you learn.

It may go something like this. "Pencil ... I write with it ... I doodle with it ... this pencil is kind of dull ... I wonder where my sharpener is ... I like the smell of pencil shavings ... it reminds me of being in school with those wall mounted sharpeners ... I remember when Jim and I broke the one in Mrs. Drizzle's class and he blamed it on the class hamster ... I wonder what Jim is up to now ... Maybe he is on Facebook ... I should get back in touch".

You never know what thoughts will come to you and what actions they will inspire. Those actions could be life changing in the end. Maybe Jim is now an angel investor who will want to invest in your company!

Remember, the whole point of this exercise is to get you feeling comfortable with allowing your brain to run its natural course with thoughts. Once you can do this freely with random objects, you can bring that same technique into your business.You may set before you a picture of an employee, a product that needs improvement or a service that needs to be marketed. If you have become comfortable with your creative side, you will be able to run with thoughts on those topics as well. Letting your mind run wherever it wants and eventually bringing you through thoughts that will lead to a solution.

If obvious answers just aren't there and you are having trouble coming up with creative solutions, try this exercise. Build your imaginative muscle and become comfortable letting it work. I guarantee you will be impressed by the results.

Many of our workshops are geared toward developing your creative skills in business. Click here for a list of dates and topics.

Show Confidence Through How You Speak

It is natural for people to talk faster (and sometimes in a higher voice) when they are nervous. The psychology behind it is that speaking fast lends importance and validation to what a person says, at least thats what the speaker thinks. In the other person's mind, it says that the speaker feels nervous talking and feels inferior to the listener or not confident in the subject matter. If you are like most people and want to appear confident in what you are saying, you might need to slow it down a bit.  

The next time you are talking, try to notice your voice. Listen to how it changes in certain situations and critique it a bit. When does it speed up and slow down? When does it get higher or lower? Are there certain sounds that come out smooth or raspy? 

Then, find a private place and speak the way you would like to sound. It may seem silly at first but stick with it. You will soon find a pace that not only sounds confident but makes you feel confident. If it helps, imagine a celebrity that you think has a great way of speaking and imitate it, then slowly blend it into your natural voice. (For me it was Jack Nicholson, I removed the long drawn out vowels but concentrated on his depth and speed, which is quite slow). Here is an example of Mr. Nicholson Talking. He shows nothing but confidence no matter what he says, as he appears to be doing it on his own time. 

Once you have found a pace of speaking that makes you feel confident, go out and use it. Start with people who don't know you. The bank teller, the taxi driver, the grocery clerk or anyone else you bump into. Get used to using it. See how you feel and how others respond when you use it. After some practice, start bringing it into your life until it is the norm. You will be amazed at the results. 

DO NOT come up with a fake voice for yourself. You need to be you in all situations to have true confidence. But do learn how to control your pace of speaking and the tone that you use. Having that control will lead to clearer and more direct speech. That will cause you to feel more confident in what you are saying and that confidence will be communicated to the listener. 

Network Like A Human

Networking events; some people love them, some people hate them. From my experience, the expectations you have going in will determine how valuable an event will be for you.

Many people go into a networking event with the false belief that the goal is to sell their product or service. I bump into these people at events without fail. They walk up to me and give me their elevator pitch and then wait for my reaction. If I don't seem interested, they move on to the next person and throw their pitch. It feels like someone just grabbed me, slammed me against a billboard and then walked away. I am 99.9% certain that 99.9% of the people that do this fail 99.9% of the time.

It is funny to watch when two of these walking infomercials bump into each other. They both struggle to talk over the other while neither listens. Then they grudgingly take turns talking for the next 30 seconds, and then both turn away in disgust with that "What a waste of time" look on their face. ( I call these conversations "Herb Tarlek Showdowns" and have often considered taking side bets on who would stop pitching first.)

Networking events exist for the purpose of building your network, hence the name. Your network is the circle of people that exist around you. To have someone in your network, you need to have a relationship with them. Therefore, networking events are about building relationships!

Going into a networking event with the main goal of making some new relationships will lead to a much more productive and enjoyable time.

The way I do this is by thinking about the person I am talking to rather than what product or service they are representing. Instead of thinking, "How can I sell my service to this person?" I am thinking, "Who is this person and how can we fit into each others world?"

They may not be interested in my service and I may not be interested in theirs, but that doesn't mean there is no value in a relationship with them. I may be able to learn something from them that I would not have learned if I did not get into their world. They may introduce me to someone who is interested in my service. They may learn something from me that will help them in their world. Maybe you will eventually use each others services after building some trust over a few cups of coffee. Who knows, you may even be meeting your future spouse! (Unless you already have one. In that case it may be better not to shoot for that kind of thing at networking events.)

The point is to look at networking as "people meeting people" rather than "businesses pitching businesses".

You are a dynamic human being with a lot more to offer the world than just the product you sell. Every other person at that event is also a unique human being with interesting knowledge and stories. Connect with people on that level and truly discover what a networking event is about.

Find out more at www.Mobile-Minds.ca

Wherever You Go, There You Are

Often I hear people talking about being a different person when they are at work than at home. I call B.S.! (Usually not to their face as that would be rude, but I will try to point out that it isn't true at some point.)

Yes, most people have to conduct themselves differently at work than they do at home. Take me for example. I like to wear my pajamas when I have no where to be. The top has a picture of Oscar the Grouch and the word "SCRAM!" written across it. I like to talk in funny voices with my kids and sing songs in the manner of Beaker from the Muppets. Acting like that in front of a client would probably not go over well. With clients I dress nicely and speak lightheartedly yet professionally.

Does that mean I am a different person? Do I shut part of me off when I meet with clients? No! My personality is mine and I don't shut off any of it at any time. If my client happened to start singing "Dust in The Wind" like Beaker I would join right in. (Which is awesome, by the way. Check it out) I am the same person in any situation, everyone is, you can't escape yourself. You simply must conduct that personality differently in different situations.

When you walk into work, you are still the same person you were when you were at home. The same strengths, the same weaknesses, the same baggage, the same joys. If you had a bad morning it will likely have an effect on your workday. If you have a great workday it will have an effect on your evening at home. Trying to deny that leads to undue pressure to cover up feelings and try to mask what is going on inside; and that is never healthy.

Instead, you need to embrace the fact that you are you, no matter where you are. Know that you need to conduct yourself in ways suitable to the situations you are in, but that you should never try to disguise who you are.

If you are a fun-loving person, embrace it and be that way to the degree that is appropriate in all situations!

If you are a serious person, embrace it and be serious to the degree that is appropriate in all situations!

Whoever you are, embrace it! You will be happier and so will everyone around you because they will know they are getting the real you. Granted, you can't please everyone. Some people won't fit with your personality whether you are faking it or being genuine. So why not be genuine and let yourself be surrounded by people who appreciate you for who you are?

I am goofy. I know it and I love that about me. I am good at what I do and I can be very serious if needed but at the core I am goofy. That degree of goofiness will change according to what I am doing. If I sitting with a client exploring ways for them to reach their goals, I am focused and serious about the task at hand, but I don't hesitate to throw in a bit of goofiness if the situation is appropriate. That is me and I don't mind being me in a meeting. But when I get home with the kids, the goofiness can be let loose (assuming there isn't a serous talk I need to have with one of them). The bottom line is, I know I am goofy and I love it. I know that it is only appropriate in certain situations but that it is a part of me every second of every day.

Admit to yourself what the core of your personality is and own it! Don't feel that you have to shut it off in any situation. Don't try to hide who you are, just conduct yourself in a way appropriate to each situation. Be you at home, be you at work. people will appreciate you for who you are.

3 Parts of a Successful Business

When you have a brand new business concept, the ideas flow freely and the excitement is electrifying! The sky is the limit and your dreams seem to come alive! It is a great feeling! There is a point, though, where all of that excitement and brainstorming must be put into a workable plan. That doesn't mean that the excitement needs to die, but it does mean that some critical thinking is needed.

In an earlier series of articles called "4 Parts of An Entrepreneur" I talked about the different characters within an entrepreneur that work together to build a business out of that flurry of ideas. Just like a successful entrepreneur has these parts that must work together, a successful business has parts that must work together as well. At the base of it all are 3 main pieces that must be put to use properly:

1. Product/Service
Of course, every business needs a product or service to offer. If you are starting a new business you will need to be offering a new concept or a new spin on a old concept if you are to be successful. If you come out of the gate offering the same product at the same price and in the same way as your competition, you will find it very difficult to succeed in the marketplace. So you must offer something new or offer a unique experience to consumers. If you don't do that, you will fail to pull people away from their normal buying habits and switch to you.

2. Purpose
Without purpose, a business will lack vision and determination. Much like a human being, a business needs to have a sense of purpose if people (employees, lenders, customers) are going to buy into it.

There are two ways to think about purpose and both are important.

First is your outward purpose. What change is your company making in the live of those around it? Do you make meals easier to prepare and thus take stress off of time crunched parents? Do you educate the public about something that can make them enjoy life more? Do you make it safer to work in a warehouse setting? Look past your product or service and see how it actually changes lives. That is your outward purpose. That is why people will buy into you.

Second is your inward purpose. What change does your company make to your own life and that of your employees? Does it allow you to live a certain lifestyle? Does it provide you with the feeling of control you desire? Does it free up time to spend with those you love? This is your inward purpose. The benefits that you and your employees receive from doing business.

Define both of these and set goals for them. Then when you face decisions, you can compare your options to your purpose to see which is the best.

3. People
Never ever forget that the success of your business, no matter what it is, is dependent on people. Right from the beginning you will need people.

At first it may just be a family member to help with the accounting, but soon you will have customers who need to be treated right. Then you will need suppliers, lenders and employees. Behind every business you deal with and every order you take there is a person. Treat them wrong and you will lose them or be treated poorly by them. Pay your bills, listen to your employees, deliver on all promises to your customers. No matter how wonderful your product is, you will taste defeat of you do not treat people properly. Guaranteed. The great thing is that people respect those who treat them well. So in return, you will receive the kind of treatment you desire from all of these people. That makes business a much more pleasurable thing. Sound too simple? It is simple! But it is amazing how fast people forget this when things do not go smoothly. Be the one who keeps treating people properly at all times and see how appreciated you become. Your business will flourish because of it!

When you are starting a new business, there are a million things to think about. Be sure that these 3 are in place and you will have a strong base to build from.

Know that your product or service is unique and be able to explain why.

Know your company's purpose and be able to communicate it.

Know the people around you and treat them well.

Enjoy success!

These concepts are covered in detail at our "Discovering the Entrepreneur Within" workshops. Click here for dates and tickets. 

3 Steps to Right Side Up Goals

The new year is fast approaching, and for many of us that means goal setting time! Of course, goal setting is something that can be done and re-done throughout the year, but it seems to be that feeling of a fresh start that comes with January 1st that encourages up to really look at where we are and where we want to be.

There are generally 3 steps to setting goals. If a person uses them correctly, it can really become an inspirational force to push you to where you want to be. The problem is, most people set them backwards!

Here is how it usually works:

1. Numbers - We say things like, "Alright...I did $750,000 in sales last year. This year I will do $800,000."

2. Achievements/Milestones - "If I do that much business I will need an assistant to take some stuff off my plate. I know I was working way too much just to keep up this year. So that will be a goal for this year, hire an assistant."

3. Rewards - "Well, after paying that assistant, my net might not be a whole lot different. I do need to reward myself though. Ok. I will take a 2 week trip to Mexico again like I did this year. I should be able to afford that."

Starting with the numbers limits everything. If your goals are limited, so is your imagination. If your imagination is limited, so is your excitement. If your excitement is limited, so is your determination. If your determination is limited, so is your result.

To set an effective goal, flip this system over!

1. Rewards - "I enjoyed my 2 weeks in Mexico last year. This year I want 2 trips. Two weeks in Mexico and 3 weeks in Ireland."

2. Accomplishments/Milestones - "If I am going to be away, I will need someone competent to handle things when I am gone. An assistant won't be enough. I need someone who can actually manage the place. I will hire an manager to work under me in the first half of this year."

3. Numbers - "I know what I want and the major change that will have to happen to make it a reality. I need to pay for it. After crunching the numbers I realize that my business needs to do $900,000 to pay for all of this. I will do at least $900,000 in sales this year. Having that manager in place will take a lot of work off my plate so I can concentrate on sales so I should easily be able to reach that number and not have to work insane hours like last year."

This way creates motivation, drive and determination because it is based on something you want as a person, not just cold numbers at the accountant's office.

In the first system it sounds like this, "I will pick a number that is bigger than last year because that is what businesses are supposed to do right? (P.S. I don't agree that is the case). Then if I hit that number, I will do something nice for myself."

The second is much more powerful because it sounds like this, "I know what I want in my personal life and my business is my tool to provide those things. Here is what I want and here is what my business needs to do to get it for me." Much more powerful! (On a side note, do not be surprised if you need to scale your business back a bit to meet your personal goals. Especially if you are in the case where your business is starting to consume your life)

This year, when you sit down to set your business goals remember, you are a person. You have things that you want to experience in this life and you have people that you want to share your life with. Your business is simply a tool to make those things happen. Set your personal goals and then set your business goals in a way that supports them.

Your personal goals may not be a trip. They may be a new house, more time with your family, more time for yourself, to give a certain amount to a cause or to volunteer more of your time. It is all up to you and there are infinite possibilities. Just concentrate on what you want out of your life, then build your goals around that.

If you set your goals in this way, you will find much more drive to make your business a success. That is because you will be working toward providing what you see as a fulfilled life. Not just shooting for empty numbers.

Working on the person behind the business is key to being a success in business and life. Click here for more information on how to reach your goals. 

The 4 Parts of an Entrepreneur (Part 2)

In Part 1 you read about the artist and the analyst working together within you. Those two come to light at the beginning. They get all the ideas rolling and find ways to make them a reality, if they are working together properly. Once they get to a certain point with their ideas, they need two more parts of your inner entrepreneur to step in. They are the manager and the motivator.

The Manager
Ideas that your artist and analyst create are wonderful, but at some point they need systems and actions put into place to drive them forward. That is where your manager comes in. She is the part of you that takes the ideas and says, "Ok, if this is going to work then we need to do this, this and this...." She makes the plans that will take your realistic idea and make it a profitable business. Your manager is the one that will watch everything that goes on in your business, see what works and make adjustments to the things that don't. She will crunch the numbers and decide how to make them better. She will often come up with problems that she can hand back to the artist and analyst to solve. She will also delegate a certain role to the next character ...

The Motivator
The motivator is the communication specialist within you. This is the part of you that can turn on the charm, do the negotiating, encourage, convince and argue. The motivator is the part of your inner entrepreneur that is shown to the world. Everything created by the artist, analyst and manager come to light through the motivator. She is the part of you helping others to see the value in your dream. She makes sales, gets buy in from employees and shows the public what you are all about.

By combining these 4 parts of you properly; The Artist, The Analyst, The Manager, The Motivator; you will be able to bring your business into the world and know that you have all your basis covered.

Often, one of these 4 will stand out due to an entrepreneurs unique personality. It is very important not to let that happen. To be a well rounded business owner, the 4 must operate in a balanced fashion, aiding each other and performing their specific roles.

In my workshop, "Discovering the Entrepreneur Within" we explore the relationship between these 4 parts. You will learn to identify them, bring their strengths to the surface and make them work as a well oiled machine.

Find these parts of you, give them faces, get to know them and see how easy it becomes to make and act on decisions.

The 4 Parts of an Entrepreneur (Part 1)

Most entrepreneurs find themselves walking through stages in their business as they build it to success. In each of those stages, a certain mindset is needed. The temptation is to completely change your mindset once your business moves into the next stage. Instead, it is important to keep each mindset active as you build your business to success.

I look at my inner entrepreneur as 4 parts. They are the artist, the analyst, the manager and the motivator. (Maybe I shouldn't admit this, but I actually have a character built up for each one, that I can see in my mind as I consult with them.) Perfection is to have all of them active in any decision, working together as a team.

 Today I want to introduce you to two of them; the artist and the analyst.  Here is what they do:

The Artist
This is the part of you that is present right from the start. He is probably the one who came up with your business idea, then ran with it. The artist is the one that got you all excited and pointed out all of the possibilities to you; some realistic, some maybe out of reach (for now). The artist may not always be the most practical but he is always full of imagination and creativity. Unfortunately, after the initial excitement dies down, the artist often gets pushed aside by the next character, but don't let it. Keep the artist alive and strong at all times.

Who is that next character?

The Analyst
When the analyst steps in he takes everything the artist has dreamed up and says, "Ok, this won't work, that will, this is great,... What on earth were you thinking here?...This part is genius, that part isn't...". Basically, the analyst puts the artists work up against the present reality. Of course, that is a necessary part of bringing your dream to life. Unfortunately it is where many potential entrepreneurs give up. If they see too many objections from the analyst, they completely forget about the artist and forget their dream.

Instead, you must embrace both of these two and get them to work together. The artist creates ideas, the analyst tests them. The analyst identifies challenges and gives it back to the artist. The artist then creates solutions to hand back to the analyst. This cycle continues until a clear and reasonable path to success is found.

If you build this wonderful relationship between your artist and your analyst, you will find that decision making and problem solving become much easier and more fruitful. You will see challenges as things that can be solved or maybe even used to your advantage. Your dream and vision for your idea will stay clear in front of you with a defined path toward it.

In my "Discovering the Entrepreneur Within" workshops, I teach people to first identify and accept their artist and analyst. We learn strategies to draw out the power of each one. Then we explore how to make them work together to make your business a success. We also look at how the other two characters, the manager and the motivator, must be brought into this picture. I will write about those two in another blog article soon.

Until then, work with your artist and analyst. Make them see how they need to work in unison to bring your vision of a successful business to life.

On to Part 2

Business Grade 6 Style!

Today I finished up a series of classes called "A Business of Our Own" with a grade 6 class in Glenora school. The program is provided by Junior Achievement and delivered by volunteers like myself. The idea is for the kids to plan, build and operate their own business within their school. It comes completely from their own ideas and I act only as a consultant and guide.

I worked with this class over a period of 5 weeks. Their business was a snack stand to be operated during a book sale at their school. They borrowed $200 from a class fund they had as their initial investment. They divided themselves into groups that would be responsible for different parts of the business and they went to work.

They experienced all of the phases a new business would go through. The initial excitement, the pie-in-the-sky ideas, the slap of reality, the realistic business plan that follows the slap, the vision of a common goal, the squabbling on how to reach that goal, the productivity that comes from teamwork and finally the reward of seeing a functioning and very successful business in the end. Most entrepreneurs go through these stages over the course of several months, if not years. This group of kids dealt with it in a few weeks.

They saw a gross income of over $500 from the $200 investment. That is a 150% return on investment for a month of work! If only we could see that kind of return in our own businesses on a regular basis.

If there is one thing I see in them and wish I could give to every entrepreneur I know, it is their lack of fear. Granted, they were working in a safe environment, (if they lost money it wouldn't mean they would have to pay it back out of their pocket) but it was amazing to watch how they would make decisions when they didn't have fear of failure blinding them.

These kids had no business knowledge but that would not stop them. They looked at what they had to do, asked questions and found ways to learn the things they needed to know. They used creativity and curiosity to find ways to make their business work.

Personally, I will strive to have that same attitude when I face business decisions in areas I am not so skilled in. Like those kids, I will set the fear aside so that it doesn't block my view. Then look around for the answer. If it isn't there in the open, I will find creative ways to dig for it. Once I find it, I will implement it confidently. Operating outside of fear can lead only to progress. An earlier article I wrote asks the question, "What would you do if your weren't afraid?" I think the kids in that class were a living answer to that.

Do the same for yourself! Just try it! I know fear will always be there, especially in the early stages of business, but try ignoring it. Don't let it be a factor! Focus on removing fear from situations you face as you build your business. See the clear paths that appear when you remove that hindering emotion. Then walk down those paths confidently knowing that fear did not influence you or hold you back.

In the end, all of the profits they created were donated to the Stollery Children's Hospital, providing yet another good example for this world to look at.

So thank you to the grade 6 class of Glenora school for being a great example to the business world in many ways. If any of you from the class are reading this, I sincerely hope you learned something valuable that will help you in the future. Please know that I have learned some very valuable lessons from all of you as well.

You are Not Your Business

For entrepreneurs, a constant danger is getting eaten by your business. (Normally I would use the word "consumed" there, but that just isn't graphic enough). You can get eaten! If you aren't careful, your business can take you and wrap you up so tightly within itself that you start to believe you are a single creature.

I see this in every industry but it really stood out to me during my time in real estate. So many real estate agents had sacrificed their own personal goals and replaced them with business goals. So many had lost meaningful touch with their families while trying to further their business. So many had started basing their own personal self worth on how many sales they were making. This type of behavior exists in every industry. It is a slippery slope that ends in bitterness, even if the business that has eaten you does well.

You and your business are two separate entities and you must constantly remind yourself to keep it that way. If you don't, you will start to experience some of the things I listed in the last paragraph. Your personal values and feelings of worth will end up being dependent on the success of your business. Your businesses operates on a different field than your personal life. If you let the business take over how you run your life it will end up being a hollow experience. You see, a business cannot provide what a fulfilled life needs. It can provide the tools to gaining a fulfilled life, but only you as a person (not as a business) can truly experience your life to the fullest based on your personal values (not on those of your business).

I know, I know. This line can be very grey, especially if you run a business that was based on something that makes you feel fulfilled as a person. But it is imperative that you retain your personal identity outside of your business to keep your life and your business healthy. As soon as the two start to become one, bad decisions get made on both ends. Business decisions end up having too much of your personal interests involved (i.e. hiring your very unqualified nephew to avoid offending a family member). Your personal interests end up being dictated by your business (i.e. You're time at home with your family is dictated by how much work needs to get done each day.)

To keep these two separate, start with making two sets of goals. One for your business and one for yourself. Your business goals may include a certain sales volume or profit, a milestone of some sort or possibly an expansion. Your personal goal list will be things that you want for yourself and those you love. Maybe a trip or a house or a certain amount of time spent with someone. Only you know what should be on your lists. After you see what your two separate lists of goals look like, then give attention to making them BOTH successful. Clearly define what you must do as a person and what your business must do. Do not mix them!

When you are working toward your business goals, make decisions and carry out actions that reflect the values and interests of the business. Have a place where you think only in business terms. An office that when you walk in, your mind says, "It's business time."

When you are working on your personal goals, enjoy it! Don't let your mind start working while you are spending time with family or friends. Know that your business is doing its thing off in the distance and that right now you are being a person and enjoying your life.

When you are working on your business, focus on it! When you are working toward your personal goals and enjoying your personal life, focus on it! Keep them separate, give them both the attention they need. You and your business will both benefit and you will not get eaten.

Icy Roads, Country Music and Self Discovery

Last night I was driving back to Edmonton from Calgary after looking at venues to host a "Discover the Entrepreneur Within" workshop. It was a relatively slow drive due to falling snow and I was getting tired of my usual music playlist. Digging into my console, I found an old CD with mostly '90's country music. Putting it in brought back all sorts of memories that I hadn't visited in a long time. Among them was a Clint Black song called "No Time To Kill". I remember listening to it as a teenager and not really "getting it". Last night a line stuck out to me like it never had before and I started to "get it".

The line went like this, "If we'd know 10 years ago today would be 10 years from now, would we spend tomorrow's yesterdays and make it last somehow."

That's a real mouthful and will probably take a couple reads to wrap your brain around if you are anything like me. In essence, it made me think back on all the time I had "wasted" over the past decade. I know that there were times where I could have accomplished more than I did. I could have worked harder to build business faster. But just when I started to think that I should make sure I pour tons of work into every moment from now until I die, another line caught me.

"No time to kill but time to change the kind of hurry I've been in."

If I am going to look back on the last 10 years and decide if I wasted time or not, I had better decide what is important to me first.

Sure, I probably could have pushed harder in business to make more money. I could have spent more time analyzing and growing my business. But you know what? When I look back, I am more than happy with where things are in that part of my life. I take pride in the fact that I spend a lot of time and energy enjoying time with my kids, family and my close friends. I see no "wasted time" in either of those realms. Where I do feel I "killed time" was in rewarding myself. Times that I could have done something nice for myself I often filled with chores or some other thing that really wasn't that important. So, I decided on that drive home that, over my next 10 years, I am going to make some time for me.

Look back at your last decade. What parts are you happy about? What parts would you change? Decide now to take control of that. Decide now to spend the next 10 years using time to the advantage of things that are important to you.

One last line from the song to sum all this up. If you get a chance, take a listen (And yes I sang this at the top of my lungs about 6 times over during that drive. My steering wheel is my biggest fan.)

"The highest cost livin's dyin' and that's one everybody pays. So have it spent before you get the bill, there's no time to kill."