Small Biz Forward April '16 by Nancy Becher

VOL23 NO4

IS THAT REALLY YOU? 4 LESSONS FROM THE CONSTITUTIONAL CONVENTION WHY YOUR PRESENTATION DIDN’T CONVERT THE COST OF POOR HEALTH PAPERS, PAPERS EVERYWHERE! YOU HAVEN’T UPDATED YOUR DAMN WEBSITE IN FOUR YEARS! YOU’RE THE BOSS, NOW WHAT?

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Contents: 8

Linda Fitzgerald

Nancy Becher

Is That Really You?

4 Lessons from the Constitutional Convention. Brian Evans

The Time-Tested Secret to Success. Lisa Smith

When Your Presentation Doesn’t Convert. Leslie Zucker

The Cost of Poor Health Cindy Cohen

Papers, Papers, Everywhere! Susan Kousek

Great Customer Service.

You haven’t updated your damn website in four years! Wayne Sheldon

You’re The Boss, Now What? Heather Ann Havenwood

Business Is Business Is Business. Nancy Becher

Finding the Right Person To Help You Grow. Adam Fleming

Congratulations! Cindy Taylor

Find Value Through Outsourcing. Jerry Sarno

You Are The Boss— Accept It. Becky Tsaros Dickson

So You’re The Boss? Ed Becher

Executive Editor Nancy Becher Layout & Design Wayne Sheldon Advertising nancy@success4biz.biz Subscriptions: 701 N. Prairie Street Sturgis, Michigan 49091 (269) 651-3555 www.SmallBizForward.com info@success4biz.biz Twitter @smallbizjunkie Facebook www.facebook.com/ bsuconnector LinkedIn www.linkedin/in/nancybecher Small Biz Forward is published monthly by Celebrate Business Publishing, a division of Business Success Unlimited. ISN 2332-5887 No part of this magazine may be reproduced or transmitted into any form by any means without written consent from the publisher. Unsolicited manuscripts and photographs will be returned only if accompanied by a stamped, self-addressed envelope. All letters sent to Small Biz Forward (SBF) will be treated as unconditionally assigned for publication, copyright purposes and use are subject to SBF unrestricted right to edit and comment. © 2016 Celebrate Business Publishing | SBF 3

Office to Office. It’s April! Whoohoo! That means time for Spring: Flowers and greening grass and trees. The beautiful purple crocuses are all over my front yard, popping up through the muddy grass. Robins are hanging out around the bird feeder and I’ve even seen a few other brightly feathered birds flying around. Things are new once again. The same can be said for our businesses…it’s Spring cleaning time. Not only time to dust and rearrange, but it’s time to rethink what we have been doing with our business and if it might be time to rearrange and bring in new things here too. As the boss you are in charge. Of. It. All. You are the one that makes the decisions, that brings in the business, that creates the systems and the processes. Even if you are “big” enough to have staff to help, the buck still stops with you. Are you happy with everything you’re doing to help your business grow and be successful? Or are there areas that may still need a good dusting off and rearranging? Now’s a perfect time to take some time to work ON your business, knowing that by so doing your business itself will be that much better off. The articles this month are focused on you—the Boss—and all the different things that surround you as the Boss. All of the authors have been in your shoes. We are all small business owners and have (as one of my favorite sayings go) “been there and done that.” It doesn’t matter what line of business you’re in, we all have the same problems, struggles, successes and questions. We need customers, we need money to operate, we need 48 hours a day to get everything done. Sound familiar? Yup. We’ve all been there at one time or another and are here to help you get through those same issues. This issue, especially, is for you—letting you know that we “get” it and that we’re here to help. So, sit back, grab something to drink, put your feet up, and relax. Start reading and perhaps even get out a pen and paper to take notes. I’m sure you’ll find a lot of great information to help you with your spring cleaning!

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Business is Business is Business. If you’re a small business owner, you may disagree with this statement. I bet you know that if you’re a BIG business you have an entirely different set of worries, ways of marketing, methods of running your business than if you’re a micro enterprise—a mom and pop business. » Nancy Becher

Another statement that doesn’t ring true to me (and I’ll bet to you either), is that the government considers a small business to be anyone that has fewer than 500 employees. Tell me, would you like to trade your small business for one that has 499 employees? Sure, they have issues to deal with, but I’ll bet they’re not the same as yours for the most part. While all businesses have to market, have to balance the books, have HR issues, when you’re a very small business, yours are multiplied 10-fold. “For an entrepreneur,” says Phillip Forsythe, president of Forsythe and Long Engineering, “your number-one resource is time. You can’t afford to hire other people, so if you can’t do something yourself, you can’t do it; your time limits the growth of your company, and you can get into a real hole. All those little back-office distractions take away from the thing you should be focusing on, which is your business.” So, given a finite amount of time to work ON your bus iness, as well as IN your business (especially if you’re like me and are a one person operation), what are the most important things for you to concentrate on? 6 SBF |

All those little back-office distractions take away from the thing you should be focusing on, which is your business.

I read an article not long ago that was talking about the four important parts of running a business and asked us to rank them from 1 to 4. Production, marketing, price, and customer service were the different parts, and what they believed to be the #1 item was marketing. They showed that you can have the best widget in the world, but if people don’t know about it, they can’t buy it. Price, while important, is not number one because people will pay a high price for something if they deem it valuable enough. Customer service, too, is very important for if you buy something and the service that surrounds it is not high quality, people will tend to not come back, even if the product is great.

still want it. The price can be high, but if marketed well, people view it as valuable and will pay the price. And even if customer service is not all that great, with good marketing, people will flock to the product anyway. Interesting, huh? Successful small business owners recognize the need to educate themselves on a tremendous variety of subjects in order to stay current and relevant. Small business marketing is at the top of the list! So, my advice to you is to find everything you can on marketing—and ask yourself, does this make sense for you and for your business? How do you incorporate similar marketing? What all is involved in marketing? Once you have these questions answered, then sit down and draw a plan that uses different marketing techniques to showcase your business!

That leaves marketing. If a company markets something well, it doesn’t have to be the best item, and people will

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Is That Really You? Is the woman standing in front of me really who she says she is? Better still, is she who she presents herself to be? » Linda Fitzgerald

Does she display the actions and behaviors of someone who is truly authentic—or is she playing a part for any number of reasons. Reasons which don’t bode well as she pursues the next notch on her successful sales belt. Those of you who have been with me on the Affiliated Women International journey over the past 8 plus years know that authenticity (and transparency) are two attributes which I hammer on at a fairly regular and consistent basis. I do so because I’m convinced beyond the shadow of doubt that women (and men) in business who are not authentic will never reach the pinnacle of success they desire. They may amass a monetary fortune and have folks at their beck and call; but true life success will elude them. I was prompted to write this article by something posted on Facebook at The Go Giver Ambassadors page. It’s from “Go Givers Sell More” by international speakers, coaches and mentors Bob Burg and John David Mann. And it’s words to the wise about authenticity. After folks read about the “Law of Authenticity”, they ask how to become authentic. Bob and John David suggest that it’s not something we become; but something we already are. In other words, you either have it—or you don’t. And if you don’t—sorry, out of luck. Why is such a quality so important to our business success?

See how being less than authentic has a strong trickle-down effect? So what is authenticity? What is this somewhat elusive quality that one either has—or has not? Dictionary.com states the following: “Authentic, genuine, real, veritable share the sense of actuality and lack of falsehood or misrepresentation. Authentic carries a connotation of authoritative certification that an object is what it is claimed to be: an authentic Rembrandt sketch. Genuine refers to objects or persons having the characteristics or source claimed or implied: a genuine ivory carving.” Basically it’s being experienced and accurately defined by others as the “real deal.” “What you see is what you get.” What I am on the inside is what I am when I’m with others. Let’s assume that Bob and John David are correct. That being authentic is a critical key to our business (and life) success. And let’s also assume that their supposition that authenticity is not acquired, but simply “is”. What do we do if we don’t experience ourselves as authentic? Worse yet—what if others don’t experience us in that way?

Here’s what I believe about authenticity…

I would add to our “life” success as well? Because folks can spot a phony a mile away, and most folks don’t want to be in the presence of someone who is being less than real—let alone do business with her. For one thing, it’s an issue of trust.

There are many reasons why we hide behind masks rather than simply be ourselves in every situation. Each of us must find those reasons for ourselves. And once we do; then set about to correct whatever it is that drove us to masquerading in the first place. Find a good counselor, coach or strong mentor and work through the layers of deceit we’ve woven over the years. Until we come to something at our core that is raw, but real…

In other words, if you’ll hide your truth from me to draw me in—what else might you hide as well? And if you’re not authentic then you must not represent a company, product or service that’s real either.

There’s an interesting story about the great painter and sculptor Michelangelo. When asked about how he sculpted such great masterpieces (i.e. the David); he stated the following: I don’t carve them. I chip away the marble

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I believe that a very important aspect of our life’s work is to peel away the layers until we get to our center which is our authenticity.

until the real masterpiece is revealed. For it is hidden in the core of the stone!

I think the same is true for authenticity.

At the core of every woman is a center that is unscathed by life events. It’s raw in the sense that nothing has ever injured it in a way to leave as much as a scab. Never been bruised or wounded in any way. It’s “rawness” is its realness. It has never needed a mask or knew that such existed. Protected, well cared for and the genuine real deal! I believe that a very important aspect of our life’s work is to peel away the layers until we get to our center which is our authenticity. It’s only the brave and courageous who will start down that road and engage whatever it finds in its path. It’s the brave and courageous who are most likely to succeed in life—and business. Finding that which they most desire because they attract those who desire not just what they offer… Linda S. Fitzgerald, CEO & Visionary Partner A Women’s Place Network, Inc. dba Affiliated Women International Home of the Neighborhood Boutiques community, and COFFEE in the NEIGHBORHOOD The Neighborhood and Neighborhood Boutiques at Facebook

But who they are! My challenge to you is to take the leap of faith and begin a journey toward your center. Take a pick ax and a little dynamite with you so as to blast your way to the authentic you. She is there…waiting to be unveiled to all. | SBF 9

Entrepreneurship:

4 Lessons from the Constitutional Convention I’ve been helping my youngest son with his History Day project on one of my favorite historical topics: the Constitutional Convention. » Brian Evans

In my opinion, the U.S. Constitution is one of the most amazing documents ever written. But consider this: the Constitution was NOT the first attempt at government in the colonies. In fact, in reflecting on the creation and ratification of this amazing document, I see at least four parallels to the ideas of entrepreneurship and living lives of purpose that we share and champion. 1. Just start. When the pilgrims landed on this continent, there was no Constitution in place to greet them. In fact, there was no guarantee of anything, including their own survival. They just knew they couldn’t stay where they were, back in England, enduring lives of quiet desperation. And so they stepped out in faith on the idea of starting a new life. And they were willing to bet on themselves. As entrepreneurs, we have to do that, too. We can’t wait for the guarantees of success or safety nets. Sometimes, we just need to start and get in the game, with the faith that we can…

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2. Adjust as you go. As more people came to the New World, the need for organized government increased. The Mayflower Compact, the Massachusetts Bay Charter, and even the Articles of Confederation were all attempts at self-governing. And none of those documents survived. But they did allow the colonists to gain experience trial and error and gain wisdom and insight, which produced one of the greatest self-governing documents ever written. As entrepreneurs, we can get so locked into a certain plan or vision that we forget to consider adjustments that may be necessary for course correction. 3. Compromise on ideas, not values. The delegates were passionate about their values and beliefs at the Convention. They knew the Articles of Confederation were too weak to hold the newly independent nation together, yet they also knew that they didn’t want to re-create the British monarchy model they had just defeated. How could they find and create the balance between a strong national government to protect the

As entrepreneurs, we can sometimes get stuck waiting for all the ducks to line up before we move forward.

Country and their interests, while also protecting and nurturing their values of individual freedom, liberty and responsibility? The Convention almost disbanded because of the heated debates and arguments around these concepts. The biggest obstacle early on was around State representation in the Congress. The large colonies (i.e. states) felt representation should be based on population (valid point). The small states, fearing this would diminish their influence (and rightly so), felt every state should have an equal vote (another valid point). The delegates were at an impasse. The Convention—and the fate of the nation—hung in the balance. Finally, a compromise was reached. It came to be known as The Great Compromise, and it was an innovative idea which created a two-house Congress. The House of Representatives would have an allocated number of delegates from each state based on its population. The Senate would

CONTINUED »

CREDIT: HOWARD CHANDLER CHRISTY VIA WIKIMEDIA COMMONS

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have equal representation from every State with two senators each. After that one compromise, the rest of the Convention sailed along. The whole thing took less than 5 months. Are you in a stalemate with your clients or employees or suppliers over an issue? Is there another way to look at the situation that will allow for a compromise while still maintaining the values on which your company operates? 4. Unanimous is not required. It’s surprising to learn that the Constitution was NOT an immediate hit. Ratification was not a slam-dunk. In fact, there were a couple of delegates to the Convention that wouldn’t even sign the final draft, so opposed were they. Additionally, even though the Framers allowed for resistance by only requiring 9 of the 13 states to ratify it, it took two and a half years to get those 9 states, and even then, a few of those votes only passed by the slimmest of margins.

The point is that even though the Framers believed in what they had created, they had to sell it to the people. They had to argue for its merits and endure the haters. They knew they weren’t going to get 100% buy-in across the land, but they also knew they didn’t need it. They only needed enough. As entrepreneurs, we can sometimes get stuck waiting for all the ducks to line up before we move forward. We get analysis paralysis waiting for all the conditions to be perfect. Similar to point #1, perfection (i.e. unanimous alignment) is usually not necessary. Get moving. Take action. Alignment will most likely happen while you are in motion.

we can all enjoy the benefits of entrepreneurship. And we can celebrate the lessons they modeled for us in incorporating our values and beliefs into our businesses, our communities, and our lives. Brian Evans is a marketing consultant, life coach and writer. With over 20+ years in sales, marketing, management and life, he helps people see—and reach— their potential by helping them navigate and implement change in their career and life. You can find him at www.AdvantageUp.com

Thank goodness the Founders didn’t wait for guarantees or perfect circumstances and alignment to put this nation together. And thank goodness they didn’t compromise on their belief in individual liberty and responsibility. Because of their vision,

I picked up several great ideas at the Dream Big Retreat and put them into action. As a result, our 4th Quarter was 83% above our 3rd Quarter. DAVID KEENAN

OWNER, AFFORDABLE HEARING STORE

Visit DreamBigRetreat.com or call Nancy at (269) 319-6041 for information.

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They knew they weren’t going to get 100% buy-in across the land, but they also knew they didn’t need it. They only needed enough.

SOAR HIGHER.

NANCY BECHER . STURGIS, MICHIGAN 49091 (269) 319-6041 . NANCY@SUCCESS4BIZ.BIZ . WWW.SUCCESS4BIZ.BIZ

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The Time-Tested, Always-Has-BeenAlways-Will-Be Simple Secret to Success. There is no lack of noise out there (books, blogs, newsletters, videos, internet, social media, teleseminars/webinars/telesummits) touting the latest and greatest ways to achieve our goals (or that refer back to “old fashioned” or tried-and-true methods). » Lisa Smith

Yet ALL of them (unless they refer to the principle I teach here) are still either biased to one technique/tool/methodology, over-complicated, or bandwagon/flash-in-the-pan ideas. What I am presenting here is the bare-bones, stripped down, undeniable, fact-not-opinion TRUTH (few things can really be called that) about what ANY one, ANY time, in ANY situation, past/present/future needs to succeed in ANY endeavor.

What is this Simple Secret to Success? “Success is 20% strategy and 80% psychology.” Or as I like to put it, success is 20% skillset and 80% mindset. Ah yes, the Pareto Principle at work again. Everything I have learned and proven to be born out (through experience AND science), everything I teach and all the tools/techniques that I use with people–no matter what their goals/issues are–tie back to this simple principle, which contains two important ideas:

1. There is both a practical and a psychological element necessary to employ in any endeavor (or make any change) and; 2. The exponentially more important element is of the two is the psychology (what’s going on in your head). The know-how can be attained through various means— others’ experience (which you can access through their dissemination in various forms—like this blog) as well as your own experience (trial and error). The know-how is important, and the more you can partake of others’ experience to shorten your path or learning curve (so you’re not starting completely from scratch), the better.

You’ve got to know what to do (have the skillset) and you’ve got to DO IT (implementation).

But I find that people place all (or too much) emphasis on this element and too little on the real lynchpin. I can irrefutably PROVE that people’s challenges in getting what they want come less from not knowing WHAT to do and more from not actually DOING IT. And THAT is all because of the negative things going on in their head. Fears, doubts, perceptions, values, stories, conditioned programs, beliefs, etc. influence us all—both consciously and unconsciously. This is really the cornerstone of all that I teach and why I can help people who have taken all kinds of training but it still hasn’t gotten them what they hoped because they either didn’t implement what they learned or had access to, or gave up the implementation along the way. If you REALLY want to achieve your goals and not just talk about them or hope they’ll be achieved or keep feeling frustrated with them staying on the horizon and never getting closer (or living them), focus daily and purposefully on these two keys and in the proportion that I emphasize here. Learn what is limiting your success, is it your beliefs or fears? Setting achievable goals will give you the boost of confidence you desire. Practice techniques to shift your mindset to what is important for you and your future.

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Why Your Workshop or Presentation Doesn’t Convert Audience into Client. Five Mistakes Coaches, Consultants and Entrepreneurs Make » Leslie Zucker

#1 You don’t specifically describe what problem you solve.

Have you ever said, “I adapt my services to what my clients need” or “I offer something different for every client”? You may be trying to convey that you are an accommodating person, hoping it will catch those potential buyers who may be skeptical that you are the right fit for them. If this describes you, you may be sabotaging the success of your workshop or presentation meant to bring in clients. Instead of giving a first impression that you’re accommodating, you likely seem vague and possibly inexperienced at what you do. Your ideal clients have specific problems and struggles, things that keep them up at night, pains and embarrassments that haunt them over and over. I’m not just talking about some inconvenience that would be nice to avoid, I’m talking about something big that drives them CRAZY! Every time this struggle shows up, they get frustrated and fed up. Doesn’t that happen to you sometimes? It definitely happens to me! It’s not fun.

#2 You don’t truly know or fully decide on who your ideal clients are.

Let’s say that I asked you, “What type of person could I refer to you?” Would you be able to describe that person to me in one minute, and really paint a vivid picture for me that I won’t forget? If you’ve done this well, it’s likely that someone in particular will come to mind for me. If you haven’t, 16 SBF |

then I get that un-excited feeling when something is vague or too common, maybe even over-used and tired. I’m not likely to refer anyone to you. For example, many coaches and consultants I meet say that their ideal clients are “looking for transformation”. That word “transformation” gives me the heeby-jeebies. Yes, it’s true… as coaches, we want to evoke big results for our clients. Our role is to hold a bigger, better possible future for our clients than they are able to see for themselves. I get it. But, let’s be honest…do our ideal clients really say to themselves at night “I’m looking for transformation”? Probably not. If that’s how you describe your ideal clients, then you may have more digging to do. You may be new to coaching or consulting, and not be fully decided yet on whom you most want to help, that’s okay. Keep reading.

#3 You are afraid of being perceived as “pushy” and don’t make an offer.

I’ve noticed that so many business coaches out there are teaching how to make a high-value offer. It’s a pretty popular topic these days. That’s because it’s such a common problem. If you’re still saying to yourself, “I hate sales” or “I’m no good at selling”, then you’re probably sabotaging your own success. If you have chosen to use workshops or presentations as a marketing strategy to bring in clients, then… you are selling. If you are afraid of how you will be perceived, or you are embarrassed to describe what you sell, then you fail to truly believe in your own value. When you believe in your own value and you can speak about it without any embarrassment or shame, then you attract clients, not push yourself on them.

#4 You have become disconnected from WHY you do what you do.

Entrepreneurs and self-employed consultants and coaches face all kinds of obstacles—from isolation to self-doubt to overwhelm and financial stress. Being self-employed can be a roller coaster ride. The reality of paying the bills, building the website, finding clients, getting out there, and creating new marketing materials can be overwhelming. Because of the daily stress, you may forget, or unintentionally create distance, from the real reason you want to help. In your workshops, you may fail to connect, on a personal level, with your ideal clients because you are failing to connect with your own motivation. You are focused on the number of people at the workshop, the logistics, or worse, something as petty as the typo in the Power Point slides!

#5 You don’t let your passion and personality shine through.

We are all taking in first impressions of each other and everything all the time. In Malcom Gladwell’s book “Blink”, he describes how we often have an intuitive hit about something or someone right away, literally in the blink of an eye. We may notice different aspects about people, but we are constantly taking in information with accompanying thoughts such as “I like that”, “I’m confused”, “Good analogy”, “That doesn’t seem authentic to me”, “I wish I could be more like her”, “That’s vague” or “I’m impressed”! Our first impressions do count. If, at your workshops, you’re trying to appear more one way, or less another way, you are likely not showing up with the sense of self-confidence that sells. You may be asking, “What does my passion have to do with my workshop?” or saying, “I don’t have time to include that, and besides, people don’t care.” If you don’t let your passion and personality shine through, frankly, you just blend in. You don’t shine. A few months after your workshop, the audience may not remember you or your name. Most independent entrepreneurs, freelance professionals and small business owners have difficulty converting prospects into paying clients. Let me teach you how in just five steps. We all need to know how to ride that professional bicycle.

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The Cost of Poor Health. Corporate wellness initiatives demonstrate to your employee you care about them. When they see you care about them they care about you, resulting in increased engagement and bottom line. Âť Cindy Cohen

What Is Poor Health Costing Your Company?

Savvy employers are concerned over the cost of health care for their company and their employees. According to the Kaiser Family Foundationâ&#x20AC;&#x2122;s 2013 Employee Health Benefits Survey, average annual premiums for employer-sponsored family coverage have increased by 80% since 2003 equaling to a compound annual growth rate of approximately 6%. This outpaces income growth and the national inflation trends. Increased cost-sharing with employees has provided short-term reprieve for some employers attempting to protect their bottom line, but smart employers turning to more sustainable solutions to attack the root cause of rising health costs their employees and their families health. The Center for Disease Control (CDC) estimates that $3 of every $4 dollars employers spend on health costs related to missed work days and low productivity are used to treat and/or manage chronic medical conditions such as obesity, hypertension, diabetes, asthma, and depression. A Gallup study suggests that these 18 SBF |

same conditions create workforce absenteeism costs amounting to $153 billion of lost productivity for U.S. businesses each year. All of these conditions are preventable as they are driven by the following behaviors. Poor nutrition: Coronary heart disease, hypertension, diabetes, and obesity are conditions most commonly attributed to poor dietary patterns. A SHRM study estimates that 76% of U.S. workers consume insufficient levels of fruits and vegetables, 63% are overweight or obese, and 38% have high cholesterol levels. The study also approximates that these behaviors cost $650 - $1400 in excess annual medical costs for high-risk adults. Smoking: The United Health Foundation estimates that 1 in 5 Americans smoke despite the fact that smoking is the most preventable cause of death in the United States. The CDC estimates smoking amounts to $96 billion in health costs each year while the Wellness Councils of America (WELCOA) assigns $40 of additional health costs to every pack of cigarettes tobacco users smoke.

$3 of every $4 dollars employers spend on health costs related to missed work daysâ&#x20AC;Śare used to treat and/ or manage chronic medical conditions.

Physical inactivity: WELCOA estimates that 70-80% of the U.S. population are physically inactive, or achieve less than 30 minutes of moderately intensive daily exercise. Furthermore, 15% of health claims are attributed to sedentary lifestyles. SHRM approximates over $900 in excess annual medical costs for physically inactive adults. Together these disease risk factors make up 75% of your company’s health care costs. The “2015 Employee Benefits” SHRM research report released in June 2015 reported 70% of U.S. employers currently offer some sort of wellness programing. The Affordable Care Act currently allows employers to allocate 20% of employee premiums to wellness programs. Though it is left to be seen how effectively wellness programs and incentives can influence employee behaviors, one thing is certain an unhealthy workforce is a cost that employers cannot ignore. What is your company doing to address the risk of unhealthy behaviors?

Cindy Cohen is a Registered Nurse, is an expert author and recognized national speaker on the topics of health promotion and corporate wellness. Cindy has 35+ years of experience in nursing with a focus on wellness and disease prevention. As the Founder of C2 Your Health LLC, Cindy Cohen RN, BS BA as a Wellness Consultant and Certified Health Coach has combined her two passions, health and business to build a successful results oriented nationally recognized award winning health and wellness firm. Cindy is certified in corporate wellness, awarded the position of faculty status for Wellness Councils of America (WELCOA) Well Workplace University and nominated for Top Health Promotion Professional in the nation. Cindy is also a national sought after speaker and published author.

What Is Poor Health Costing You?

In 2013 the Center for Disease Control and Prevention (CDC) monitored then published the average health care spending habits of Americans. This is a cost estimation of their findings. In Indiana 70% of businesses are classified as micro and small businesses with less than 20 employees. Ask yourself: “What is my responsibility to my health, wellness and financial security of my employees and my company?”

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Recently, in my work as a life coach, I decided I need to triple my billable hours. One of the first steps to get there is to hire an administrative assistant to take care of mundane tasks so I can focus on selling. » Adam Fleming

Finding the Right Person to Help You Grow. This will mean some up-front cost, and some risk, but I can’t get where I want to go without moving some things off my plate, like those trips downtown to put checks in the bank and to deliver statements to my accountant. A friend mentioned that you can get a free DISC assessment at TonyRobbins.com, so when I posted on Indeed.com for help, I stipulated that applicants should take the DISC assessment, then download and attach it to their cover letter. There’s a principle I’m borrowing from Dan Kennedy here: “Hire slow and fire fast.” Dan also recommends setting up additional hurdles in the hiring process to winnow out applicants before you even bother interviewing. It worked. The DISC told me if people were wired for the job, (I was looking for a “high C”), but that’s only half of the battle. A lot of people sent resumes, probably over 100. About 5% of them actually followed instructions, and of those that did, several said “I took the test but can’t figure out how to attach it for you.” Not being able to figure out how to attach it is not a problem. The key I’m looking for is communication skills. I want to hand off a task and know that one of two things will happen: it will either get done without another thought from me, OR my assistant will communicate back to me if they have a problem. The character required (humility) to be able to say “I wasn’t able to figure it out” fulfills the latter of the two and is perhaps even more critical for me to know than the former. In fact, setting people up for failure in the process (a broken link, for example) is a really good idea. It will tell you whether applicants are able to

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handle telling you something is wrong. You don’t need someone who ignores problems on your team! This helped me sift my applicants rapidly. I interviewed two people, both of whom I would say were over-qualified, and I’m lucky to have a very bright young man coming aboard in April. He’s fluent in French and Arabic and is the perfect person to take with me on some of my international travels; next time I go to Congo I hope he will join me. He has another part-time gig, so I can hire him initially for 10 hours a week. In fact, it was providential that I found him, he happened to be the very first person who responded to my posting, but I didn’t just hire him right away; I waited until I’d seen dozens of resumes, most of which didn’t have a cover letter at all. I might not have noticed him at all if I hadn’t set up some hurdles for him to jump. Take risks and outsource work that doesn’t pay what you want to make. Set up hurdles to help you weed through the average resumes. Look for the right personality, and hire for character. Adam G. Fleming, CPCC, is an international life coach and coach trainer and is credentialed with CCNI. He’s the author of two books. Most recently he published The Art of Motivational Listening: Creative Ideas for Effective Leaders, (2015) with Entrust Source Publishing. It’s available on Amazon, at Entrust Source, and you can purchase an autographed copy through Adam’s blog at www.adamgfleming.com/bookstore.

Take risks and outsource work that doesn’t pay what you want to make.

By Business Success Unlimited

Another in the Dream Big series!

Learn, Plan, Grow

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Papers, Papers Everywhere! In the early ‘80s they talked about the paperless office. It’s never going to happen because some of us love paper. But having so many papers can be suffocating if they’re stacked up on your desk, on top of file cabinets, on visitor chairs, on the floor. » Susan Kousek

You’ll need space to put the papers you’re going to be sorting and space to put 5 to 10 empty boxes.

If that sounds like your work space and you are tired of it, check out these steps to get those papers under control.

How do you organize all those stacks of papers?

No, you can’t just toss them. There may be papers you need to keep for tax or legal purposes, for projects you’ll be working on soon, and for completed work you want to keep. The first thing to do is a pre-sort to sort the papers by category. Make some space to work You’ll need space to put the papers you’re going to be sorting and space to put 5 to 10 empty boxes, either on the floor or on a table. Gather your tools Boxes: I like using economy storage boxes, available at office supply stores, folded flat with lids, and easy to assemble. With the lids on you can stack them up out of the way in between organizing sessions. File folders: Have a supply handy so you can immediately create file folders for very important papers. Containers: For important files you create during this process (to hold 10-20 files until you move them to their appropriate file drawer). Decide on your main categories. Make a large label for each box and attach it so it’s easily visible. You’ll probably have categories like these:

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• Doing Business - business license, client contracts, web site, vendor contracts, federal and other registrations, marketing collateral, anything related to setting up and operating your business • Financial - tax returns, income and expense records (if you have multiple years of income and expense records to sort, have one box for each tax year) • Client Work - one box per client or one box for all, depending on your situation • Current Projects - one box per current project or one box for all • Future Projects - one box per future project or one box for all • Take Action - for anything that requires action in the immediate future (this is the most important box and the one you’ll be processing first) • Recycle • Shred Minimize interruptions. Put a sign on your office door “Busy organizing; come back later.” Now you’re ready to do the pre-sort (don’t forget to include the papers on your desk): • Stand up and grab a stack of papers and start tossing them into the appropriate box. Now is a great time to get rid of papers you don’t need. Toss those into the Recycle or Shred box. Papers to file go into a category or project box. Papers that require action in the immediate future (individual papers or file folders) go into the Take Action box. • If you come across REALLY important papers to file, create a file folder for them immediately, put the papers in that file folder, and place it in your temporary container to file later. • For a large file or lots of related papers requiring multiple action steps, put in a project box and make a note on a full size sheet of paper of the next action you need to take. Put that note in the Take Action box. Take a break. When you’ve finished the pre-sort, put the lids on the boxes and stack them up neatly out of the way. You deserve a break! So take a short break and treat yourself

to a nice cup of tea or maybe a few Thin Mints. Then back to work. The only box you have to address today is the Take Action box. • Empty the papers from that box onto your desk. • Look at each one. • If an item takes just a minute or two, and you can do it now, do it! • For all the others that you’ll do later, put them into the system you use for managing your to-do items (list, software program on your computer or smart phone, or a tickler file system). Now, what to do with those other boxes? Make an appointment with yourself. Yes, enter it on your calendar! Once a week or more often for an hour or two, work on one box at a time: create file folders and file the items in those boxes. Start with the project boxes that have action items you need to do soon. I think you’ll find doing it this way reduces the “overwhelm” of it all. And think about how great you’ll feel when it’s done! Certified Professional Organizer® Susan Kousek is the owner of Balanced Spaces® in Reston, Virginia. She works with people who are overwhelmed by papers and all they have to do. Susan can be reached at or (703) 742-9179 or Susan@BalancedSpaces.com.

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Do you greet your customers by name when they come to your store, or call your business? Do you know things about them, like anniversaries, birthdays, children’s special days? What about treating them like you’d like to be treated? Do you ever put yourself into THEIR shoes, asking yourself what would the customer consider special treatment? » Nancy Becher

Great Customer Service. We all love to be treated like royalty when we go somewhere. An excellent example of this is a little Chinese restaurant in South Bend, IN that my husband and I go to every chance we get. The owner, a small, diminutive Oriental lady, dressed in culturally correct clothing, greets you at the door, and escorts you to a table, providing you with menus. In a few minutes she comes back, sits down and asks you what you like to eat, if you have allergies, have you ever had…Often she tells you what you’re having to eat, and if you’re up for a great meal, you’ll say ok. Other times, she gives you what you order but there will be a special treat (free of charge) delivered to your table. Your drinks are constantly refilled, and she periodically stops by to ask if everything is okay. One time I had asked for a meal without any spices, but when it came, boy was it hot!!!! When told, she whisked the food off the table and stomped back to the kitchen demanding that it be done, and done RIGHT! Now THAT is customer service. When was the last time you were treated like that when you went out to dinner? Another time, getting ready for surgery, I was scheduled to have tests at the local hospital. When I got to the appointment I was told that I did NOT have one (although I had confirmed the day before). And further more I had missed an entirely different doctor’s appointment at a different facility for the exact same time (I had never heard of this doctor and had definitely NOT scheduled an appointment with him). When trying to get information 24 SBF |

on all this mix-up, I was told the scheduler would get back with me when she got around to it, and that I was no more important than anyone else. I could just wait my turn. Finally, I was assured that I would get in to see someone that day (the appointment was originally at 9:30am). By 5:30 that afternoon, I was growing really tired, but finally was called into the examination room to see still a different doctor than either of the first two. At that point, I really didn’t care what I was told, all I wanted was to go home. It had been a VERY long day. My question to you then is: which example is one that you would consider GOOD customer service? Would you like to be treated like the first or the second? After answering that, then consider your customers and how you and your employees treat them. Does it come closer to the first…or the second? Nobody sets out to deliver bad customer service, but it happens. Sometimes because we just get complacent and don’t think about how what we do or say affects others that we’re helping. We may be having a bad day and without even thinking, we take it out on someone who calls and asks a difficult question. The customer may be having a bad day and it flows over you. Do you let it get to you, or do you become that much nicer?

Statistics show that less than 25% of all dissatisfied customers actually report their feelings. Instead, they simply go elsewhere.

Statistics show that less than 25% of all dissatisfied customers actually report their feelings. Instead, they simply go elsewhere, thus losing you money. As well, only 1 in 10 will report a good experience, but 9 out of 10 will let everyone they know know that they had a bad one. In today’s society, it’s all about reputation. The customer doesn’t care about your bills and your time, they care about “What’s In It For Me”. You have to think about what they want, not what you want. It’s as simple as that. If you can figure out what the buyer wants (and I’m not referring to the product or service here), and you can give them that and something even more special, then you will create a raving fan. It’s no longer about being simply satisfied: if a customer is satisfied, when another company provides the same quality product/service at a lower price, the customer will most often take the less expensive alternative. HOWEVER, if you have given them special “treatment”, provided them with something that they want above and beyond, then you have created a customer for life. And this is what we all want, right?

Want to check in on your business’ customer service? If you have employees, have a friend call in and see how they are greeted. Think about other ways of suggesting something to a customer instead of saying the word NO. Are there things you can do to make your customers feel special? If you improve the way you deal with them, they’ll buy more from you. And have some fun doing it! Nancy Becher, CEO, Business Success Unlimited, Small Biz Forward Magazine, and Dream BIG Retreats, has been helping SMBs since she was 12 years old when she opened her first business, Things-N-Stuff, a craft retail store that she ran with her mom and sister. Her monthly magazine, Small Biz Forward, shares the writing of various entrepreneurs who have been there, done that, and are willing to share with others their successes and failures. You can find her on Facebook, LinkedIn and her various websites (www.success4biz.biz; www.smallbizforward.com; and www.dreamBIGretreat.com).

Building a business is as challenging as anything I have ever done. I want to surround myself with other business owners who want to design their future! KIMBERLY HARTKE PUBLICIST

Visit DreamBigRetreat.com or call Nancy at (269) 319-6041 for information.

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“You haven’t updated your damn website in four years!”

Those were the exasperated words of a colleague when ask by his client, “Why aren’t we getting any new traffic or favorable rankings from Google?” » Wayne Sheldon

Not an uncommon complaint, I’m afraid. These days it seems we’re all just a little too content tracking our social media Likes, counting our blog post Shares, or chasing down whatever latest, greatest app is making the rounds, and sometimes forget that we still need a strategically relevant message to tie it all together—and the infrastructure to support it. Best place to start is (gasp) your website. Sure, it isn’t as sexy as that most recent digital platform all the Millennials are purportedly using, but it still has relevancy. Big, belly over the belt buckle relevancy! Think about it. Where does one go to search out more information after viewing your latest tweet, post, or video? Your website, of course. When was the last time you gave your website a good going-over? How old is your content? Are your landing pages up-to-date? Are your links still valid? Is it mobilefriendly? Google cares about these things. You should too. So here are a few things to ask when evaluating your site:

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1) What is the purpose of your website?

Selling a product is different than selling a service. A product may have an e-commerce element that requires security, versus a service which demands knowledge-share and would benefit from, say, a blog. Each require a different back-end strategy. Both require a platform that can accommodate their respective back-ends. Problem is, too many organizations are “getting by” with a platform that isn’t ideal for their business. Often times it’s an inexpensive DIY tool that doesn’t offer proper functionality or it’s based on an outdated architecture that is no longer recognized by the major search engines. Better to match the platform to your business, not the other way around.

2) Does it need to be scalable?

Important if you plan on growing your business. And, frankly, who isn’t? As new opportunities present themselves your needs will evolve, and with it the relative capacity and functionality of your website. Although the life-cycle of a typical site is getting shorter (if you can get two or three years out of it, you’re doing well), nobody wants to go through the process of rehabbing their site again in six months. Best to think future-tense. Using the right platform and designing-in the right capabilities will keep your site serviceable longer. A professional can guide you.

When was the last time you gave your website a good goingover? How old is your content? Is it mobilefriendly? Google cares. You should too.

3) Who is visiting it?

This seems obvious but is often overlooked. Ask yourself, who am I talking to and why would they be compelled to visit my site? Have I given them a reason to linger? Will they come back? Simply by going through the process of asking and (honestly) answering these questions, you’ll gain a deeper understanding of your market and how you can better engage with it. Your answers might prove revealing and will certainly be useful.

4) How will they navigate it?

and engaging. Think: Once on the site how quickly can I get relevant content in front of my prospect?

5) How are you managing that content?

Don’t forget content management. New content is vital for search engine rankings and establishing your company as an industry leader. Keep it fresh. Update it often. And have in place the mechanisms to do so. A built-in content management capability is a must-have.

Remember, this shouldn’t be like navigating a supermarket. You don’t want your users to have to wander first through the chip and cheese-dip aisle just to buy a gallon of milk. Keep your content accessible and intuitively organized.

A note: Your site should never be finished. Sorry, but it’s true. Google and Yahoo don’t stop adapting and updating. Neither should you.

Additionally, this is the time to consider a one-page scrolling site versus a multi-page clicking site—or perhaps a hybrid. I’m not recommending one over the other, they all have their advantages, but in this day and age of mobileeverything users expect to scroll and are comfortable doing so (long gone are the days of the above/below the “fold” debate and, frankly, it’s about time). Designed properly, all your content will be easily accessible even on a tiny smartphone screen. Turns out the typical user doesn’t care anyway, as long as your content is easily discoverable

Useful, engaging content is key. Nobody wants to read your entire decades-long history, nor will they stick around to do so. Certainly include a couple sentences about your generations of happy customers and how you’ve kept them coming back for all those years. But avoid seven paragraphs about your grandpop coming to America and setting up shop in the backyard shed. Too much copy is a quick way to lose your audience. Best to make your point briefly and powerfully and then move on.

6) What content are you delivering?

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And for goodness sake don’t sell. Inform. Share. Nudge. Keep in mind that unless your site has an e-commerce component, your visitors are likely lingering near the top of the sales funnel and are in no mood for a sales pitch. Plan your narrative accordingly. Remember, your users only care What’s in it for me? A note: An authentic story is vital. Yet too many small, and even large, businesses rely on conventional distinctions to tell their story: Service. Quality. Value. Passion. Solutions. These over-used descriptors are neither descriptive nor distinguishing. Don’t use them! Better to peer deeper and find those things your company can do that your competitor can’t—or at least, not as well. Then find an inventive way of saying it. If you find it difficult to do this on your own, a professional message-maker can be an invaluable resource. Seek one out.

7) What visual image do you wish to convey?

Professionalism is a given but consider your market; your competition. What are they doing? How are they doing it? Do something they’re not. Avoid contrived stock images or hasty snapshots of your product. These won’t distinguish you and might even hurt you. Best to tie your message to your visual. A professional can help you develop and/or polish your visual brand.

Update your damn website!

I hate to be the one to say it but my colleague’s words, indelicate as they are, speak a truth. You do indeed need to update your website. Before even considering that new content, digital, or social initiative (or any traditional effort, for that matter) make certain your site is in optimum condition to support those efforts. Without it everything becomes a struggle. And who needs that on top of everything else? You know your market best. I’ll help you engage with it better. A seasoned strategic resource and award-winning graphic designer, I have 20+ proven years guiding, aligning, supplementing, and executing critical marketing/ branding initiatives—for businesses large and small. My background is on the print communications side of the marketing equation, as I was trained as a print designer. However, over the course of two decades I’ve found my skills and capabilities expanding (through experience, client demand, and just plain necessity) to include message development, market strategy, copywriting, and website design. For a no-cost consultation, please contact me at (616) 334-4257 or email me at wayne@seguecreative.com. My website is www.seguecreative.com.

The retreat was a confidence booster for all who attended. Not so much in a “rah-rah” way, but because we all came away with practical knowledge and skills. DAVID KEENAN

OWNER, AFFORDABLE HEARING STORE

Visit DreamBigRetreat.com or call Nancy at (269) 319-6041 for information.

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Your site should never be finished. Sorry, but it’s true. Google and Yahoo don’t stop adapting and updating. Neither should you.

All the ideas that have been coursing around in your mind for the past few months have been sorted into a logical plan. You are officially a business owner! » Cindy Taylor

Congratulations! It can be a scary step. Are you ready? I will confess…I was NOT ready for the task of building a business, from scratch, on my own. What did I learn? I learned to ask for help! Here is where to begin in your journey…

Step 1:

List all the tasks you will need to do as a business owner... the big and the small. You have everything from accounting to marketing and so much else in between. Take time to research, ask questions and prepare. Some things are obvious, some you may have set aside as too difficult...and some may be too scary! Just list them all.

Step 2:

Take inventory of your skills. After you review your list, take a good look at the tasks that you have the skills to accomplish. You can even go so far as to categorize this list and look at each task from an objective perspective. Here are some ideas to consider: • You LOVE doing the task and it gets you excited! • You have the skills and can complete the task well…it just isn’t your favourite things to do • You have NO skills and have NO idea where to begin!

Step 3:

Determine how to fill the gaps that your skills can’t handle. Now that you are the boss, you are responsible for all the tasks…but that doesn’t mean YOU have to do them all! When starting out, you will have to do things you love… and things you like…but what about those tasks that you have ZERO skills to complete? This is where you need to reach out and find help!

Where do you find help? Here are some ideas: • Local networking groups for in-person opportunities to find help…and many other possibilities • Join Facebook Groups where you can find ongoing support and connections around the globe • Some skills you can learn online using YouTube, Udemy and various courses • Check your town for business development courses… and you can meet others starting out too • Read books and magazines (like this one) to keep encouraged and continue learning! When you are the boss, the biggest challenge can be that the success of the business falls squarely on your shoulders. Be wise and reach out, learn how to be a solid leader and as your company grows and you add more team members, they will be excited to join your amazing company! The future is yours!

Now that you are the boss, you are responsible for all the tasks, but that doesn’t mean YOU have to do them all!

Cindy Taylor is a Business Coach with Grow REAL Companies with over 30 years experience in the Direct Sales industry. She loves digging deep with business owner to find out WHY they want to be successful in their businesses…and then working to set up a step by step plan to help her clients realize their goals. Connect with her via www.growREALcompanies.com or her CindyBiz Coaching Facebook page.

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Finding Value Through Outsourcing. Being successful in business is rarely a solo endeavor. It usually takes a team: trusted mentors, solid employees, good leadership, the right financial backing. Even though we know it’s hard to go things alone, we lose sight of this when faced with day-to-day tasks. » Jerry Sarno

An outsourced expert can save you substantial time by handling tasks that interfere with the work you should be doing to make your business thrive.

Most businesses have meager beginnings. Often the founder is in charge of everything from accounts payable to HR, marketing to IT. It’s understandable—we try to do as much as possible ourselves in an effort to save money. Eventually, that strategy usually backfires. As the business grows, demand grows and soon one person just can’t keep up. Enter outsourcing. Many business owners may be reluctant to outsource or hire outside help out of fear, scared they’ll lose control or look vulnerable. Perhaps they’re nervous the person they bring it won’t have their best interests at heart or will cost them serious coin in the long run. As an independent consultant, it’s something I see all the time, especially small and medium business owners who fall into trap of thinking they can do everything themselves. The truth hurts: no one can do it all. Albert Einstein had it right when he said, “Genius is the ability to focus on one particular thing for a long time without losing concentration.” By spreading ourselves too thin we end up doing nothing well. We forget what we’re good at and truly passionate about. Those tasks, not coincidentally, are usually what make us the most money. By identifying tasks and seeking outside assistance, business owners can realize plenty of benefits. Some include: Time: It is the scarcest resource in today’s economy. An outsourced expert can save you substantial time by handling tasks that interfere with the work you should

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be—and need to be—doing to make your business thrive. Engagements can be of varying length, but for complex projects consider partnering with someone who will stick with you in the long run to ensure demands continue to be met.

Money: Outsourcing can help you contain operating costs. Too often we mistakenly think the cost is too high to engage an outside consultant when in fact it is far more economical than hiring a full-time staff member to handle the task. That is, of course, if you can find someone with the credentials needed and keep them busy enough to justify adding another full-time salary to the books. Security: There are so many aspects to running a successful business, it is unlikely someone is an expert in all of them. Enlisting the help of an expert gives you peace of mind knowing you’ve made the right decisions and taken the right steps to take care of business. No longer will those nagging questions keep you up at night. Knowledge: There are so many aspects to running a successful business, it is unlikely someone is an expert in all of them. Enlisting the help of an expert gives you peace of mind knowing someone with specialized knowledge is giving you proper advice tailored to your specific needs. Even the strongest companies can benefit from outside assistance. In my work as a telecom and merchant services consultant, I routinely encounter businesses who think they have their expenses and services under control when, in reality, there is plenty of room for improvement and cash savings. Next time you’re facing a challenge or hit a roadblock, consider outsourcing it to a professional in the field. Then spend your time focusing on what you do best: growing your business.

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You’re the Boss, Now What? Seven Inner Game Transformations You Must Make to Achieve Entrepreneurial Success Since 1999, I’ve made it my business to become a master at business. From a million-dollar success to broke and back again, I’ve positioned myself as a coach who has failed and succeeded and I know my history only lends credence to what I have to offer: helping burgeoning entrepreneurs pave the way to profitability as fast as possible. » Heather Ann Havenwood

I have produced and managed more than 350 seminars and events, and hosted tele-seminars with the leading top business visionaries. I’ve also coached men in how women think, and now have shifted my focus to instructing women on how to play with the big boys in business.

protected from the losses a business experiences, with a superior often in the position of acting as a buffer. You’re an entrepreneur now. You can handle the hits.

Seven governing mantras have guided me through obstacles that threatened to block my path to success and I share these life, and game changers in my book “Sexy Boss: How the empowerment of women is changing the Rule Book for sex, money and success.” At the heart of these lessons-to-learn is the target you must set for yourself: getting to the money. In other words, you gotta be the rainmaker!

3. Hire a coach. Entrusting your direction and growth to a coach is imperative because it addresses a permissions dilemma you might be having with yourself. An employee looks to their higher-ups to ask if they can participate on a particular project, or if they might be allowed to explore a new creative direction. When you switch to the entrepreneur mindset, the need to seek out an authority figure is strong and ingrained. I call these internal thoughts head trash. An effective coach can help you to develop direction and embolden your confidence, which you need to act decisively.

1. Set your space. Even if that means returning to the same coffee shop each day, setting your space fills a human need to work consistently and with the same expectation. Your space might be a home office, or a shared co-working area, but whatever you choose, use it predictably each time you get to work. 2. Allow yourself to get hit. Business is like a game. You have to get on the field and get off the sidelines if you want to play, and that means being unafraid to intercept a few wild pitches. In corporate America, employees are

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Recognize your new position means you are now charged with neverending growing and learning.

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4. Realize being the boss lowers the ego. Suddenly you’ve become responsible for customers and possibly even employees on your payroll—for their livelihood! It’s heady and frightening. When you get caught in-between balancing a big head and staying grounded, remember you will get to the ROI faster when you remain humble. This theory applies especially to online marketing companies, where you can’t have any ego.

7. Get clear. I always ask myself one question before embarking on any new marketing strategy or business process. Does this feed my confusion or strength? Just because you’ve been offered an idea or opportunity, doesn’t mean you have to take it. Every decision should align with your business goals and brand. A confused mind never buys. If you’re not clear, then your customer will not be clear.

5. Be flexible. You must be willing to open your mind to hear the needs of your consumers and to meet their demands. Marketing requires your accommodating attitude and changed behavior in how you respond to enlightening data and improvements in your industry. Hold yourself accountable to stay current and educated. Learn how to capitalize on trends.

Challenge yourself to live with your own clarity each day. This is the bedrock on which I built my thriving business, and I know these tips will help you to achieve your own business goals.

6. Be willing to expand yourself. Recognize your new position means you are now charged with never-ending growing and learning. Spend time in your business in each position to glean facts about the best way to run it. Work as your web developer, as your copywriter and bookkeeper. When you become intimately familiar inside and out with your business needs, you will be better able to fulfill those needs. 34 SBF |

Heather Ann Havenwood, CEO of Havenwood Worldwide, LLC and Chief Sexy Boss, is a serial entrepreneur and is regarded as a top authority on internet marketing, business strategies and marketing. Since marketing her first online business in 1999, bringing together clients and personal coaches, she has played an active role in the online marketing world since before most even had a home computer. In 2006 she started, developed and grew an online information marketing publishing company from ground zero to over $1 million in sales in less than 12 months.

Challenge yourself to live with your own clarity each day.

You Are the Boss. Accept It. Of all the things I’ve learned in my 8 years in online biz, what’s moved my business forward the most is executing on things that matter most. And eliminating or outsourcing stuff I shouldn’t be doing at all. » Becky Tsaros Dickson

Being held accountable is a large part of progress because it adds pressure. When your feet are held to the fire, goddamn it, shit gets done. There’s a huge DIFFERENCE between: 1) Doing shit that may keep you as busy as the CEO of Microsoft, and 2) Doing the difficult shit that MUST get done because it directly results in the business moving forward. As the owner and CEO of your own business, what your business looks like right now—and the profit it generates—is a direct manifestation of what you choose to DO each day. If you want it, you need to get your ass into gear and make it happen and that means you need to DO THE WORK. And what’s the work exactly? Most women know all about support and nurturing. We make everyone around us happy and comfortable. We support their dreams, making sure to criticize ourselves, downplay our wins and stay out of the spotlight. We support who we think we should be rather than accepting who we are. We see ourselves as others see us, establishing self-worth based on their acceptance. We’re what others want, rather than real. When people don’t do what we think they should (after all we’ve done for them!), we mope. We support other people’s power over us by reacting to their behavior instead of taking responsibility for our own. We say yes when we mean no. We stay in relationships we don’t want or need because they need us. We think or believe thoughts that drain us.

The single most liberating thing you can do as a woman in business is to say what you think.

Connecting to who you are and what you want—and saying it out loud? THAT is power. That is how we manifest, how we get what we want. You have to be willing to be yourself and admit you have needs, desires, wants and dreams that other people may or may not like. (And fuck ‘em if they don’t.) You cannot get what you won’t admit you want. Letting go of expectations and accepting what is. That’s power. Not needing to define yourself according to rules, requirements and standards. That’s power. The single most liberating—and profitable—thing you can do as a woman in business is to say what you think. The second thing? Do what you want, when you want. These two tasks elevate you and your business. You stand out by being yourself—the one thing no one else can be or take from you. And the guts it takes to do that is the very same stuff 7-figure businesses are built on. It takes grit, grind and a willingness to do what most won’t. Do. The. Work.

The problem with all that is self-evident. So is the solution. Just stop. Nurturing others and their dreams while putting down yourself means you are wielding your power against YOU. Doing what you don’t want to is wielding your power against YOU. I need to be the woman they need… Is the same as…I need to be someone I’m not so they will like me. But power doesn’t come from outside. It has nothing to do with money, beauty or fame. | SBF 35

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So You’re the Boss? As business owners and entrepreneurs we are the bosses, even if it is of ourselves. Someone has to be in charge. As a security consultant and provider of personal protective services, I deal with ‘bosses’ whether they be the CEO, CFO or just a client. » Ed Becher

To me they are the boss for that brief time that I am working with them. But this can change if I bring other security and protection professionals into the game. As the ‘Boss’ I have to wear many hats—everything from scheduling, payroll, logistics and I am even the HR and Labor Relations guy. I am also the point man with the client, dealing directly with them on any and all contractual issues, ensuring that they receive the protection that they have requested. When I throw on my training provider hat, I am the ‘Boss’ again but this time with any instructors I may utilize and when we conduct a field training exercise, I am the students’ Detail Leader (Boss). In this role, I am ensuring that the students get the most out of the training exercise while running any interference from outside sources.

As the ‘Boss’, I feel one of my key responsibilities is to train my employees to be the best protective professional they can be.

During a Protective Detail exercise it is not uncommon for security or others to ask ‘What the Secret Service is doing in town’, or ‘Who is the celebrity, can I get an autograph, do they mind us taking pictures’? Oh it can get interesting, especially if the local media hears someone important is in town. As the ‘Boss’, I feel one of my key responsibilities is to train my employees to be the best protective professional they can be. I want them to be able to step into my shoes if for some reason I cannot perform that day, whether it be due to illness, injury or something else. Mentoring is a great way to find that special person to take your place. Once you find that person, you know they are a great choice and you start molding them, training them, given them more and more responsibility. While in the United States Marine Corps, we had eleven leadership principles and they apply not only to the Marine Corps but to business as well.

Marine Corps 11 Leadership Principles: • Know yourself and seek improvement • Be technically and tactically proficient • Know your Marines and look out for their welfare • Keep your Marines informed • Set the example • Ensure the task is understood, supervised, and accomplished • Train your Marines as a team • Make sound and timely decisions • Develop a sense of responsibility among your subordinates • Employ your command in accordance with its capabilities • Seek responsibility and take responsibility for your actions I think many of you will see how these 11 principles can be used by all business owners and entrepreneurs who have even just one employee. They have worked for the Marine Corps for over 240 years so we must be doing

CONTINUED »

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something right. These principles are instilled in each Marine from the start of Boot Camp and they use them and hear them throughout their career. Let me discuss one of them and how they apply to me and a protective detail. I have a (imaginary) client who myself and 6 other protective agents are providing services for. If I take “Know your employees and look out for their welfare,” I need to make sure that each of these agents gets the chance to eat a proper meal, gets the sleep they need and that they get paid what they have been promised. On a detail like this it means we are working 12 or more hours per day, moving from one appointment to the next, and one venue to the next. “Be technically and tactically proficient,” with this I need to make sure that each member of the team and even me work to the best we can, even if that means standing in a hotel hallway for 8 to 12 hours while the client sleeps. That each team member gets whatever additional training they need to maintain or add to their skills.

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“Seek responsibility and take responsibility for your actions” If something was to happen to my client while under my care, I am going to be the one to take full responsibility for anything that should happen to the client. We have all seen video or heard stories of bodyguards doing things that seem questionable or actions that are improper, as the detail leader it is my responsibility to ensure these actions do not happen on my watch. Take a look at the 11 Leadership Principles and see how they may be used by you in your business. Semper Fi! Ed Becher, (Ret.) US Marine and Former Chief Instructor, US Dept. of State, Uniformed Branch, Diplomatic Security Service is the owner of Center for Protection, Security and Personal Safety (The Bodyguard Academy) which is a provider of training and resources to keep you, your staff and clients safe. He can be contacted at ed@thebodyguardacademy.com or by phone at (269) 651-3355.

It’s important that you, as a small business owner, don’t feel isolated. We work better in the company of others. When we share ideas and goals, dreams and values, our businesses prosper. NANCY BECHER

BUSINESS SUCCESS UNLIMITED & FOUNDER OF DREAM BIG RETREAT

Visit DreamBigRetreat.com or call Nancy at (269) 319-6041 for information.

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Resources: Email Marketing Many of us use a form of email marketing as part of our business. Constant Contact and Mailchimp are two of the most commonly used programs. But as of April, Mailchimp is using a new PAID model and that means some of you may be looking for a different method of sending out newsletters and other items.

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I, being one that has used Mailchimp for years started scurrying around looking for new technology and came up with www.mailerlite.com. It has a free section that allows you to have up to 1000 subscribers and 5000 mailings a month for free.

Another great part is that you can create autoresponders as part of the free piece—a very nice feature. Don’t know what an autoresponder is? It’s a way to create an automatic message (i.e., welcome to my newsletter; thank you for subscribing, etc.) that you don’t have to manually input, but the software recognizes and does it for you. GREAT feature. I highly recommend that you check out Mailerlite. CRM Systems Every business needs a way to keep track of its customers and potential customers. What do you do when you get a business card from a new contact? Do you throw it away? Shove it in a drawer never to be seen again? Or do you add it to a list of “hot” prospects, leads, contacts, keeping track of when you met, level of interest, other bits and pieces of info that might make for a better relationship going forward? This last, of course, is what should be done, but can be overwhelming if not managed regularly. There are great ways however to keep track of these businesses, individuals and contacts. Called Customer Relationship Management programs, they allow you to enter all kinds of information: from first time meeting to every phone call, email, contact. All this is done to help you build relationships in the hopes that you will eventually be able to work together as a vendor, a customer, etc.

Lots of these programs exist, but a few of the better (some even free) are: www. zoho.com; www.insightly.com; www. hubspot.com. There are others that cost: www.infusionsoft.com; www.act. com and many more. Take some time, do some research and find the one that works best for you. I really suggest that you add one of these to your back office. Graphics FREE to Use We all know that in the social media world, when you add pictures to your posts you are much more likely to gain viewers and even followers. Yet, you have to be careful to not use photos or graphics that are not considered FREE. An excellent website to get free pictures is www.morguefile.com. Not only are the pictures unique and creative but they are FREE to use which makes the site one of the better ones out there in my opinion. There are so many places to go for resources that it’s hard to name them all. These lists are by no means complete, but are created to give you an idea of what’s there to be used. Get online and do your own research to find the things that fit you and your needs best. Just know these are good places to start.

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Book(s)of the month. “The Everything Store: Jeff Bezos and the Age of Amazon” By Brad Stone

“I loved it as entrepreneur therapy. It’s helpful to look at a company that has become so successful and peer behind the curtain to see how much adversity even Amazon had to deal with in the beginning when they were getting the business off the ground. I find that reading about the struggles of other entrepreneurs has a way of helping me keep seemingly very similar challenges of my own in perspective.” JONATHAN BEEKMAN (MBA ’09), FOUNDER AND CEO OF MAN CRATES

We tend to look at the “BIG BOYS” and think it was so easy, while wishing that we could do for our businesses like them. This book is an interesting read that tells us in depth about how one of the BIGGIES started out and what they had to go through to become everything they are today. Great read and it can be found through Amazon. http://amzn.to/1Pgnhnb

“Losing My Virginity: How I Survived, Had Fun, and Made a Fortune Doing Business My Way” Richard Branson

I love everything Richard Branson. And in this book he shares with us all the ups and downs of being HIM. It’s a fun read and highly informational for those who are starting or running their own businesses. http://amzn.to/22rNGHY

“Benjamin Franklin” by Walter Isaacson

Benjamin Franklin was a fascinating man and big part of America’s history. By reading this book we not only get an insight into what happened during the formative years of this country but also shows us the mind of a brilliant business man and entrepreneur. Here’s what Business Insider has to say about this read: Elon Musk, the billionaire CEO of Tesla and SpaceX, says this book is one of his all-time favorites. “You can see how [Franklin] was an entrepreneur,” Musk says in an interview with Foundation. “He was an entrepreneur. He started from nothing. He was just a runaway kid.” http://amzn.to/1Rp202q

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YOUR SAFETY. OUR CALLING. With the summer coming, what will your travel plans be? Will they be safe

plans? Let us provide you, your family, or your employees with the guidance for safe travel—domestic or international.

Located in historic Sturgis, Michigan, the Center for Protection, Security

and Personal Safety can help you in many ways and not just by providing your staff with the training they need. We are available to provide short-

or long-term protective services, security audits, and surveillance detection services. Additionally, we offer: • Personal Safety Seminars • Travel Safety

• Personal Protection Specialist 7-Day Program • Low Profile Executive Protection

• One-On-One Executive Protection

Contact ed@thebodyguardacademy.com or (269) 421-1735 www.TheBodyGuardAcademy.com

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Get in while the getting is good! Advertising in Small Biz Forward is inexpensive, effective, and ideally targeted to other small business owners just like you.

AD RATES & SIZES

Your crucial advertising dollars arenâ&#x20AC;&#x2122;t wasted either. Between our print and online versions, you can expect up to 17,000 impressions every month. Our geographical area covers West and Southwest Michigan (including Grand Rapids, Kalamazoo and St. Joseph), Northern Indiana (Fort Wayne and South Bend) and the greater DC/Virginia metropolitan area. For additional details, please email Nancy Becher at nancy@success4biz.biz or call her at (269) 319-6041. Ask about discounts for a monthly commitment. Design and ad layout services also available.

2 3 RATES

1) Full-page = $400 2) Half-page = $240 3) Galley = $220 4) Quarter-page = $125 5) Spot = $65

SIZES (INCHES)

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Half page: 7.5 x 5 Galley: 3 x 10.25 Quarter-page: 4.25 x 5 Spot: 4.25 x 2.5 Please provide high-quality PDF files for reproduction.

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