Happy entrepreneur Summer 2014 by Sarah Dew

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the happy entrepreneur

NO. 03/SUMMER 2014

TIPS

for urs e n e r p entre

DENISE COOPER

SEXY MONEY

THE 4 MOST IMPORTANT MONEY HABITS FOR YOUR BUSINESS EUNICE WHARTON

5 FROM ZERO TO HERO AT 40 by JEANNIE JARNOT

SIMPLE STEPS TO TAKING CARE OF YOU

CONTENTS

the happy entrepreneur Tiffany

Shari

Angela

Lauren

Manley

Editor in Chief Sarah Dew

Miller

Assistant to the Editor Tiffany Manley Art Director Shari Miller Phone: 734-272-1371 E-mail. inquiries@happyentrepreneur.com Web. www.happyentrepreneurmagazinecom Sarahâ&#x20AC;&#x2122;s makeup: Rachel Lisa Photos of Sarah: Lauren Difulvio Stylist: Angela Harrison Style

Harrison

Difulvio

ALSO: 6.

free gift index

Rachel

Lisa

26.

34.

42.

Vibeke

Jeannie

Eunice

The Six Biggest Lessons I Learned in Business

From Zero to Hero at 40

5 Simple Steps to Taking Care of You

Schurch 2

Jarnot

Wharton

DENISE COOPER Sexy Money

48.

18.

Judy

Melinek Build a Bridge to Follow Your Dream

56.

68.

78.

Christine

Ellie Scarborough

Emily

3 Essential Shifts

Becoming a Media Bombshell

5 Ways to Take the Overwhelm Out of Launching

86.

91.

101.

Lisa

Caroline

JO-NĂ

Reverse the Sales Process So Your Clients Choose You

Choose the Right Photographer

Why You Should Register a Business Entity

Gallagher

Mininni

Brett

White

Kristofferson

Williams the happy entrepreneur

EDITOR’S NOTE

A Letter from the Editor Have you been feeling guilty about losing your hustle over the summer?

Let me tell you about how I design my summer so I don’t feel guilty about enjoying the late evening with my family, waisting time chasing fireflies and enjoying a relaxing weekend with the people most important to me: I plan for it. Every year when I am putting my plan together I know that June and August are going to be vacation time around here and July is going to be half time. So what does that look like? I ensure I have higher revenue streams built in for winter, spring, and fall. That way during the fun summer months I can relax knowing that financially my business will continue to run and grow while I am spending time at the beach. The first year I did this I have to admit if felt weird. I “should” be working hard all the time if I want my business to grow and continue, at least that is what I believed. But it isn’t true. Planning ahead, and then allowing a half full practice to run through the summer is

fine and GREAT. It’s the entire reason we run our own businesses right? To have the flexibility to be with our families and enjoy our down time. But so many times when we are supposed to be down, we are beating ourselves up for not going, going, going. I say “No more!” Plan ahead and then enjoy your summer. Soon enough we will be getting our winter coats out again and those long days in the sun will gone. If you are feeling like you are being pulled between your business and your life, take a look and let yourself off the hook a bit. Next year... Plan ahead and make sure you are giving yourself the time you need. Your creativity and your hustle will always be waiting for you when it’s time. Give them a chance to recharge. Remember a happy entrepreneur is one who takes the freedom her business gives to her. Enjoy your summer and I’ll see you in the fall.

xo, Sarah

Sarah Dew Business Strategist & Productivity Expert www.happyentrepreneurmagazine.com

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Do you have an idea you want to launch and share with the world? It could be a new service, group program, blog, e-book, or digital product.… The good news is that it doesn’t have to be as hard as you may think. Technology is one of the biggest obstacles I see new entrepreneurs come up against. In response, I put together a Tech Toolbox for Launching Online to help you leap over these hurdles. 14

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Stephanie

Sexy Money? The 4 most important money habits for your business and how to use them to double your income BY DENISE COOPER

the happy entrepreneur

Money, money, money? For most people money is a hard topic to even contemplate let alone discuss. For entrepreneurs it’s an even bigger hurdle because there is never an actual guarantee that the money will keep flowing. On top of that, add being a woman to the mix and you have yourself a triple threat. Money is a sore spot for many of us ladies. We still make pennies on the dollar compared to our male counterparts. We are less likely to invest and we have trouble negotiating our worth. If I walked up to the majority of women today and asked them, “Hey, baby, how’s your money?” I would get a litany of complaints: • “There isn’t enough.” • “I feel like I am working myself to the bone.” • “I have no idea where my money is going.” • “I suck at saving.” Sound familiar? What folks don’t realize is that your relationship with money is exactly the same as your relationship with your spouse, best friend, parent, or child. A good relationship is built around trust, mutual affection, and the ability to count on each other. Your relationship with your cash is no different. It is absolutely built on trust, mutual affection, and the ability to “count” on each other (did I mention bad puns are my specialty?). At this point, I am sure you are waiting for me to give you that same tired mantra when it comes to managing money: Make More, Spend Less, Save, Invest. Right? Hearing this same tired litany is like hearing those standard tips to lose weight: exercise more and eat less. Duh! If it were that easy, everyone we know would be rich and skinny. Since this isn’t the case, there must be something else going on. Why is money so much easier for some women than others? We all know those ladies… Money is NEVER a big deal. They have it and it flows with ease for them. Sure, some of them are trust fund babies but most are just easy with their cash. So how do you get easy for your money? Dare I say it… how can you be a money slut? I’ve been obsessed with money since I was a small child. I

read a ton of books on money and business and I can site those 4 money rules like a dog-eared mantra. The only problem with those rules is that they are boring. They are tap water when we women are craving champagne. So instead of that same list, let’s talk about a tweaked version—sexy money style.

1. Make More (or Be so in pleasure that you become a magnet for money)

This rule is so hard because everyone thinks that making more means working harder. Not so! There are times when I work much less than I ever did as an employee and I definitely work with more ease and joy. What’s my secret? Pleasure. I am a three-time graduate of Mama Gena’s School of Womanly Arts. There I learned how use the power of pleasure to transform my relationship with my cash. Pleasure is a turn on, right? That gorgeous yoga class, that delicious sip of wine, and, yes, that thrilling orgasm. Here is the formula for more: • Desire • Ask • Marinate in Pleasure Take this example: Desire: I desire a net worth of $220 million. Ask: It’s important to charge what you are worth. Find out what other people are charging and ask for more. I negotiate using this exact sentence: “My rate is _____. Does that work for you?” One of the reasons women are so uncomfortable talking about money is that they are afraid of conflict. This phrasing allows you to ask for what you want while being considerate of the other person. I recently graduated from a yoga teacher training and my first two teaching gigs paid $150/hour because I asked for what I was worth in a city where most yoga teachers make closer to $35/ hour. Marinate in Pleasure: I do whatever I can to keep my 2nd chakra strong, which is the energetic center of money and sensuality. I pole dance (a form of movement I love!) and I have never been more athletic in my life. Plus I get to access my erotic self and thereby capture a deep power as well.

2. Spend Less (or Practice the art of gratitude and savoring)

weekly money make-out: Start by keeping your receipts in your wallet along with a few index cards. Once a week (or more if you are a big spender) set aside 5 minutes. Find a quiet place. Light some candles and incense. Pour a cup of your most decadent hot chocolate and list out on an index card everything you spent your money on this week. Use the receipts to help. Relive all the fun things you did or bought for the week. I’ve done this for the last four years and it cured my shopping addiction. It’s a living act of gratitude. Can’t do this step by yourself? Then get help and hire a bookkeeper.

3. Save or (Become a container for cash) Surplus only comes from feeling like you have enough. Only proceed to this step once you have mastered Steps 1 and 2. Even then, start this step small by trying this delicious and genius savings schedule to get you started: MISSING INFORMATION The beauty of this method is that you start small and, before you know it, saving is a habit. After a year of doing this think about stepping it up to saving 10-30%

4. Invest (Let your money work for you!) I could write pages on this topic but I want to give you some concrete steps.

First, start reading as much as you can about investing. Make it your biggest desire to become versed in the language of real estate and the stock market. Then, consider hiring a financial planner. Here are a few tips when deciding on who to hire: • Ask about their experience and who they typically work with. • Ask about how they are compensated. • Ask them to explain a complicated or technical concept to you. You want someone who can communicate things so you understand. You are not turning your financial future over to their control; you are seeking an advisor.

Get to know your money. How much do you make each month? How much do you spend? Don’t try to change it. Think about being in a new relationship. You are falling in love and, ideally, you aren’t trying to change that person — you are trying to get to know them. The easiest way to get to know your money is with a

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MY STORY:

It’s so titillating right? I swear if I had my way, my money brand would NOT have the word sex anywhere in it. I am actually pretty conservative and introspective and have been since I was a kid. When I first started down this money path, I wanted to be like my money heroes: Suze Orman or Michelle Singletary. I thought people who deal with money are SERIOUS with a capital “S.” They crunch numbers in navy blue suits with sensible heels. They DO NOT talk about orgasms and pleasure. (Side note: I had an adorable client avoid using my service for months because she was scared I was going to make her self-pleasure.) When I got dubbed with the moniker “Sexy Money” I was terrified to out myself. But like most of our biggest fears, as soon as I embraced it, my brand started to take off! There is a saying, “When the student is ready, the teacher appears.” As soon as I embraced “Sexy Money” as my teaching persona, those 4 money rules (spend less, make more, save, invest) became easy to embrace because I treated money like my sexiest lover.

A NOTE ABOUT CHANGE A few years back when my business was in its early stages, I briefly dated an extremely generous man. After our first kiss he bought us tickets to St. Barts. He made plans for us to fly to D.C. to see my favorite comedian live. When I was with him all my needs felt taken care of. I started imagining myself as his wife and taking care of our kids. I thought I had finally found my prince.

A Man is Not a P lan!

While he and I dated, my interest in my business plummeted and with it all my revenue. I had the worst February ever while I was with him. When we broke up I realized that my desire to be a “kept” woman was keeping me from really taking responsibility for my business. Once I started owning my desire and ability to make my own money, the following February my business hit its first $8,000+ month.

MY FAVORITE BOOK: This might seem cliché but my favorite business book is Tim Ferris’s The 4-Hour Work Week. Years after I first read it, I am still unpacking this dense book. Each time I read it, I pick up on a new piece of wisdom. Ultimately I desire my business to create more freedom in my life not less. The first piece of wisdom I took from The 4-Hour Work Week was to focus on two items on my to-do list everyday and find ways that other people can take care of the other items. For example, Tim was talking about Virtual Assistants years ago, now it’s a standard practice especially among online entrepreneurs. This was my first mini lesson on scale and how to leverage my time for maximum value and profit.

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I’ve learned numerous valuable lessons on how to create profitable businesses that gives you everything you’ve ever wanted.

the six biggest lessons i learned in business by Vibeke Schurch

...i’ve learned numerous valuable lessons on how to create profitable businesses...

For me, entrepreneurship has been a lifelong the journey. Both my parents and my sister were entrepreneurs, so I have been fed entrepreneurship since I was a child. It seemed natural for me to follow in their footsteps and create businesses of my own. In fact, my first venture as an entrepreneur started when I was only 14! Over my many years as a business owner, I’ve learned numerous valuable lessons

on how to create profitable businesses that gives you everything you’ve ever wanted.

the happy entrepreneur

BE E U Q UNI 1. FIND A WAY TO BE UNIQUE AND STAND OUT If you have a great concept and you are unique, people will buy and price will not be an issue. This is a lesson I first learned when my sister and I started a business when I was 14. We created “designer” shorts from scratch. My sister painted on the fabric, each pair unique, and I helped sew the shorts together, then we sold them to people at school. The shorts became a

fashion statement—nobody ever questioned the price. Within a short amount of time we had a lot of demand and had to hire more people to help sew to keep up our supply! Question to ask yourself: What makes your business stand out? How are you unique?

2. HAVE FAITH THAT EVERYTHING WILL WORK OUT You don’t always know how things will work out, but if you have faith and keep walking forward with courage, amazing things will happen. When my husband and I started a business right after college, we were young, naïve and had little business experience. There were many reasons why we wouldn’t

make it and we struggled in the beginning. We spent more money than we had and had to put the business rent on a personal credit card. It was a scary time! But we had faith and it paid off. Nine months after we started, our business had a monthly revenue of $140,000 — more than our wildest dreams.

3. YOUR BUSINESS IS SUPPOSED TO SUPPORT YOU — NOT DRAIN YOU All the money in the world means nothing if you feel trapped and aren’t living the life you want. If you are not careful about how you build your business, you can end up in a business you don’t want. Remember that business I mentioned above? Well, I left it. Not because the money wasn’t awesome, but because the business was ruining my relationship with my husband. We had no free 30

time and we were working non-stop. What good is having a lot of money if you have no time to spend it or do the things you love? Question to ask yourself: Do you feel that your business is running your life? Does your business support you in doing all the things you really want to do in your life?

4. IF YOU DON’T LOVE IT, DON’T BUILD IT If you don’t love what you do, it’s not sustainable. I had a small business-consulting firm for several years. Although I was great at my work, there was something missing — I didn’t feel fulfilled. I felt like I was living someone else’s life. To everyone’s shock, at the height of my business, I decided I couldn’t go on any longer. I felt burnt out, tired and lacked passion for my work. I knew there was something else I was supposed to do with my life and walked away from a highly profitable, multiple six-figure business.

e v a h h t i a f

Question to ask yourself: Do you love the business you are building? If not, it’s time to start shifting what you do before you burn out.

5. ALWAYS DOCUMENT YOUR PROCESSES. IT GIVES YOU FREEDOM In order to have true freedom in your business, you need tangibility. When I had my small business consulting firm I had deadlines many times each week for a number amount of clients. This was many years ago, before the cloud and all the technology we have today, and walking away, taking a vacation or getting sick was just not an option. When I was pregnant with my second child, I realized I had to do so something to prepare myself for the birth of my son. Being a one-person show, everything I knew

was in my head and none of my processes were documented. Fortunately I realized this just in time and quickly documented everything in my business. Not only did it make my business much more streamlined and effective but I was able to train my assistant to do most of the work in a very short amount of time. This allowed me to take months off with my newborn son my while my assistant was taking care of most of the work.

In order to have true freedom in your business, you need tangibility. When I had my small business consulting firm I had deadlines many times each week for a number amount of clients. This was many years ago, before the cloud and all the technology we have today, and walking away, taking a vacation or getting sick was just not an option. When I was pregnant with my second child, I realized I had to do so something to prepare myself for the birth of my son. Being a one-person show, everything I knew

6. DON’T SETTLE FOR ANYTHING LESS THAN WHAT YOU REALLY WANT

the happy entrepreneur

vibeke BIO schurch Vibeke Schurch helps small business owners, such as coaches, consultants and other service professionals, convert their ideas into tangible concepts that generate cash and provide freedom: financial freedom, time freedom, and emotional freedom. Vibeke brings more than 15 yearsâ&#x20AC;&#x2122; experience as a small business owner in different service industries. She has built, managed, and sold several multiple six-figure businesses. Her background in marketing, small business finance, and operations, as well as career counseling gives her the perfect blend to help small business owners turn their ideas into cash. Vibeke spent many years building businesses only to find out that they didnâ&#x20AC;&#x2122;t support the life she wanted to live. Although she was making great money, she was feeling trapped. Using her past experiences as stepping stones she came up with a 5 step formula for entrepreneurs to create ultimate freedom in their businesses. Vibeke has a BA in Communications from the University of Oregon and Psychology studies from University of Oslo, Norway, as well as a variety of other trainings. She is a certified Coach and a Psych-K Facilitator.

SHE CAME UP WITH A 5 STEP FORMULA FOR ENTREPRENEURS TO CREATE ULTIMATE FREEDOM IN THEIR BUSINESSES. 32

Motivation

my story Being a business owner runs in my family. Growing up I watched my mom build her business from our living room from a small side-business to the leader in her industry. My sister, dad, and grandparents were all in business for themselves and I started my first business with my sister when I was 14. A year out of college, my husband and I started a marketing firm and built it from zero to $140k per month in revenue in just 9 months. It sounds like a big success story, but we were miserable. All the money I was making was not worth the stress, the long hours, and the lack of passion in my life. The pain that went with the business’s success was not worth it and I ended up leaving. Over the last 15 plus years I have built several businesses from zero to multiple six-figures in different service industries. I was good at building businesses but something was always missing. I didn’t feel fulfilled and I felt like I was living someone else’s life. I knew there was something else I was supposed to do with my life but I didn’t know what it was. I had skills but I wasn’t sure how to best use them. I searched for purpose and meaning, but I couldn’t find it. I eventually sold several of the companies I built because I didn’t know how to make them fit into my life. I was desperately craving freedom in

my life so much that I got sick and depressed and was forced to make some real changes. For the first time in my adult life, I allowed myself to completely stop, to dig deep and look inward. I decided I wanted to learn how to build businesses the right way so I could do what I loved, have a profitable business and create freedom on MY terms. I wanted to build that business and then teach others how to do the same. For the first time, I struggled to make my new business work. My energy levels were low and I was feeling too sick to do what it took to get this next business off the ground. In a desperate effort to heal myself, I found the key I was looking for, the missing link that would change everything for me. I healed myself using my mind and I began to realize my own power and started using it to manifest large amounts of money. Looking back I realize how each of my businesses was a stepping stone that lead me to where I am now. Today I work with female entrepreneurs such as coaches, consultants and other service professionals and I help them turn their ideas into concepts that generate cash and create real freedom: financial freedom, time freedom, and emotional freedom.

Vibeke the happy entrepreneur

vibeke schurch: A turning point in my business was when I decided I would take control of the things that were bothering me in my business and in my life. Like everyone, there were things that were annoying me on a regular basis but I hadnâ&#x20AC;&#x2122;t done anything to change them. One day I decided that I was done tolerating these things. I wrote down a list of all the things that were bothering me and I started changing them one by one. The list contained everything from buying a new computer to getting the support that I needed to letting go of things and people in my life that were bringing me down. It changed everything and shortly after I had the best day ever in my business.

my favorite book I love reading and have read close to 200 books over the last few years. Some of my favorites are: Daring Greatly, Think and Grow Rich, 7 Spiritual Laws of Success, and The 4-Hour Work Week. However, the book that has had the most impact on me and my business is The Power of Your Subconscious Mind. When I was reading this book I had been fighting with health issues for some time and it was impacting my business and my mindset. I had read other books about the subconscious mind, but no book explained things in a way that made total sense to me the way this book did. Realizing the extreme power of my subconscious, I started using my mind to manifest large amounts of money. After reading this book and implementing what I learned, I made more money in one week than the entire prior year. Thatâ&#x20AC;&#x2122;s the power of your subconscious mind in action! I highly recommend this book.

a note about change

10 PRODUCTIVITY TOOLS TO SAVE TIME, STOP OVERWHELM, AND TAKE YOUR BUSINESS ON THE ROAD WITH EASE These are 10 must have tools for any business owner who wants to stay organized. No more piles of paper all over your desk. No more missing of deadlines. Always have what you need at your fingertips whether you are on the road or in your office. Get instant access to these tools that will literally change the way you run your business. Get out of overwhelm and disorganization so you can focus on what matters most. These tools will help you save you time, money and frustration and make your business run smoothly — every day.

These tools will help you to: • • • • • • • • •

Get out of overwhelm Get organized Stay on top of your tasks and deadlines Save time and money Automate processes in your business Keep track of notes and documents Collaborate with your team Stay focused And much more

CLICK HERE FOR FREE GIFT! the happy entrepreneur

From Zero to Hero at 40 36

by Jeannie Jarnot

the happy entrepreneur

It is no coincidence that writing this article for Happy Entrepreneur is the very first commitment I made after a life long — and heated — conversation with myself about entrepreneurship. About a week after I made the bold decision to quit my full time job as a VP at a fast paced, exciting fitness startup, a good friend sent me the link to the first issue. In her email she wrote, “One day I could see you in this magazine.” Hah, I thought, but I wrote in to the Happy Entrepreneur asking if I could write an article anyway. Part of me thought it would be fulfilling to chronicle my path to becoming an entrepreneur — whether it was published or not. Secretly I hoped writing an article for the publication would actually turn me into… a happy entrepreneur (don’t laugh). As it stands, I am turning 40 in about 3 weeks and I have had the aspiration to be an entrepreneur since I was 11. I remember the evening I day-dreamed about opening a restaurant. It was my 11th birthday and my family and I were having dinner at an ocean-side restaurant and I was cold. I imagined opening a restaurant on the shores of Waikiki with tables enclosed in glass cases so I could dine in comfort and still enjoy the view. That night my stepfather suggested that I set my sights on going to hospitality management school so I could one day open my own restaurant. As it turns out, I did go to school and study exactly that but I never opened that restaurant with tables along the beach in glass cases. I have always been a late bloomer, reaching life’s milestones just a little later than my peers. I am not one of those people who grew up knowing what they wanted to do with their life nor do I have some notable natural talent. I have, however, always ultimately known when something felt right to me and have used that feeling to guide all of my major life decisions, even when they were unpopular with my friends and family. Now, at the age of 40, I realize that this is my gift and I have been using it all along. Over the past 20 years, my internal conversation contemplating entrepreneurship would leave me numb. People would tell me with regularity that I should start my own business and that I would make a great entrepreneur. Those encouragements rolled off of me and I dismissed them as empty compliments. I thought what they really meant was that I was doing well at my job. Through the years I had written several business plans but dismissed them all as indulgent fantasies. But the urge came back and just like that, I woke up. I was about to turn 39 and something about turning 40 made me really think, What would I think of myself if I looked back on my life and hadn’t tried? Would I be okay with that? I had glimpses of working on something that was my own,

that impacted others and that originated from me. But I had little courage and zero direction. I wasn’t a huge risk taker and I had a lot of fear and countless questions. How would I do this? What would I do? A friend gave me some great advice, she told me to pick a direction, kind of like throwing a dart at a map, and follow the feeling. If it feels good, keep going. If it doesn’t, change course. And that was what I did. I dusted off a business idea I had about 5 or 6 years ago for Spa Heroes and got the courage to tell a trusted colleague who was a successful consultant. I sensed it was a good idea, yet I was worried she wouldn’t agree. To my surprise, she found it relevant, marketable, and practical — as did a few other friends and colleagues! After several crystallizing conversations that left me buzzing and warm, I thought, This feels good. I am going to keep going. Exactly one year from the time I threw the dart on the map, I resigned from my job to be a full-time entrepreneur. During that year leading up, there were many late nights, countless instances of my nanny and family caring for my son “after hours” and a deal with my husband that I could work Sunday mornings until noon. It was far from easy — in fact it was all consuming for my entire family. I had no social life, my son spent more time with my nanny than with me and dinner was rarely home cooked. Yet, I was determined to work hard at my job and move as far forward as possible with my new company before resigning from my job. While demanding, it felt good, so good — and I would not take it back for a second. As I look back on that time I can sense how much I needed to do this, and that without being completely ready, I was, in fact, ready. All I needed was a little well-placed encouragement. But what about financials, you ask? Circumstances for everyone vary, but here are a few details of how I prepared to quit my job and fund my dream. I had a decent sized savings account that I thought I would use to start the company, but I also had a second mortgage on my home with a high interest rate. I decided to use the savings to pay off the mortgage and fund the company with my only other savings — a 401(k) that I started contributing to in my 20’s. It took a lot of trust and introspection to arrive at this decision. I had always felt a sense of pride and security having saved that money. Ultimately it came down to this sense of knowing what is right for me and trusting myself to know that I can handle

MY STORY:

anything that life serves up. I kept telling myself this as I resigned from my full time job with a growing company, steady paycheck, and benefits, and As I launch my new spa product subscription service, Spa Heroes, the folspent my savings to fund Spa Heroes. lowing 5 tips come to you in real time as I am learning what tools, thoughts, As it turns out, I do have courage and am actually being the Hero of my own and beliefs will lead to running a successful business. life. Currently, I am in the midst of unveiling my company, Spa Heroes, with a mission to deliver expertly selected Hero Products that are free from harmful, villainous ingredients to women who want to simplify the process of finding the best skin care available. The question I am asking myself after three short months as an entrepreneur is, “Are you happy?” And while feeling “happy” is transient, one thing I know for sure is I am very happy I threw the dart on the map, trusted myself, and went for it. It is my time to Hero Up!

1: Trust yourself. You are smarter than you think you are. Bring in experts when necessary but no matter what they say, trust your own voice and instincts. If you are overwhelmed, remember to take it one step at a time. Break large tasks down into smaller pieces. Remember that you are always on the right track.

2: Find business partners who mirror your enthusiasm for your business as well as their own. Make sure they can deliver on what is most important to you. For example, timelines are very important to me. I have had to separate from some great partners because they could not deliver their work on time. It just didn’t work for ME.

3: Ask for support. Determine what kind of support you need and want. It could be in the form of a coach, mentor, advisor or consultant. Very early on I realized I needed some support and now I have a business coach working with me to support, guide, encourage and hold me accountable to my personal and professional objectives.

4: Use intention in your business decisions. Be clear of the intention behind every business decision you make. When making the decision, be sure to check in and make sure the action will absolutely meet your intention.

5: Have fun. It sounds so cliché, but it’s a good reminder. Fun lets in creativity, attracts solutions, and boosts efficiency. As hard as it is for me to accept, setting time aside just for fun is an essential skill for a happy entrepreneur.

Right now I am in the process of setting a foundation for a thriving company with a happy woman at the helm. I’ll let you know how it goes.

the happy entrepreneur

JEANNIE JARNOT

A note about change: If you have something brewing inside of you that you want to create, please let it out. It is a treasure that you are obligated to share. Find a way. Tell a friend or two or three about your idea. Ask them how you might go about creating it. Keep asking questions and follow the path that will get you there. Trust. Each twist and turn in the path is

leading you to your creation. Believe it is possible, because it is. It REALLY IS possible. Don’t be attached to how it turns out, just let it out because it comes from you and that is what we are here for, to create and to share. If it’s in you, you MUST let it out.

My favorite book that I have recently read is The Big Leap, by Gay Hendricks. From this book I learned several brilliant concepts that I am applying to my new life as an entrepreneur. I was skeptical at first but I have now listened to the audio book twice and bought a print-copy so I could highlight my favorite parts. Gay first talks about the upper limit — beliefs that limit our ability to accept and enjoy success. He also delves into finding your zone of genius and tapping into the highest functioning role where you accomplish the most. I am working on structuring my company so that it supports me operating in my zone of genius as much as possible. Last, he introduces a concept called Einstein time. I can’t explain it the way he does, but it’s definitely a new way of looking at time management. I highly recommend this book for anyone who senses they

may not yet be operating at their highest level and would like some practical tools for getting there.

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the happy entrepreneur

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5 Simple Steps to Taking Care of You (and why they are the key to your success) by eunice wharton Are you operating from a place of overwhelm? Does this sound familiar? You meet with your coach to outline your next best steps… and somehow those steps still end up on next week’s to-do list? Meanwhile you are really busy and worried about what’s going on with your kids but keep running out of time to address it? I’ve been there both in my life and in my business and I know it’s not fun, rewarding or empowering. As a busy entrepreneur with three young boys this concept of operating from a place of overwhelm was a big A-Ha for me and continues to be at times. We’ve all heard about burn out and we all know that self-care is an essential piece of being successful in life and business—but what does self-care mean to you? I’m going to share a little of my story to give you some background and lay the foundation for the 5 Simple Steps to Taking Care of You. When my middle son was 6 months old my mother-in-law, Rennie, was diagnosed with early onset Alzheimer’s disease. Rennie was a former nurse and mother of three. She had moved close to us in hopes to be involved with the raising of her grandchildren and we all assumed she’d be helping us (me and my husband) out. At that time she was 63 years old and none of us was prepared for her quick decline into dementia & Alzheimer’s. Actually one of the first clues was when I gladly handed over my son to have his diaper changed and she brought him back to me with the new diaper on backwards and

poop all up his back. So nearly overnight my husband and I were thrust into the “sandwich generation” — caring for an aging parent and children at the same time. My husband became her power of attorney and I took care of all the emotional caregiving and logistical things like doctor’s appointments, getting out for lunch and other social activities. This was all while we were parenting two boys ages 8 and infant and I was working part-time as a psychotherapist. Clearly I was busy but I don’t remember really thinking it was overwhelming… That is, until we welcomed our third son into the family. I think it’s safe to say that that was my breaking point! So now we were caring for Rennie, and parenting 3 boys ages 10, 2 and newborn, and I was back at work seeing clients. I share all this with you because I can freely and easily admit that even though self-care was something that was important to me from my early 20s and on, I had let my needs and my value steadily decline until I reached my breaking point. It took until my youngest was 18 months old that I realized that unless I flipped things around and started taking care of me first, putting my happiness first, our family would continue living in overwhelm. These 5 steps that I’m sharing with you are the very 5 steps that I used to get out of overwhelm and into a place of confidence and clarity. They are not a one-time fix. As you grow your business and your life, you will be faced with stress and possibly even overwhelm but with these steps you can face it all with ease.

the happy entrepreneur

TAKE a deep breath 2 shift your mindset

This is the foundation of all the work that I do with my clients. Obviously we need to breathe and we unconsciously breathe all day long. But when you take something as simple as the act of breathing and use it to ground you, to center you and bring you into the present moment, it can be your number one tool for success. Action: Set your timer, right now, for 3 minutes. Whether you are sitting in a chair or on the floor, take a breath. Feel the ground below you. As you inhale lengthen your spine, as you exhale let yourself collapse. Imagine that your upper body is a pitcher, it’s formed by your pelvic floor, your lower abdomen, lower back, through your belly and goes all the way up to your collarbones and space between your armpits. As you inhale the pitcher fills and expands, as you exhale it is emptied. As you inhale the breath begins to fill you up from your pelvis and lower abdomen, through your stomach and heart, and into your throat. As you exhale you feel your chest fall, your belly button softly sinks toward your spine and you are empty. Continue inhaling and exhaling. When the timer goes off notice how you feel. Three minutes of mindful breathing. Does it leave you feeling energized? Aware of how tired you are? Does it clue you in to what you need to do right now in order to be happy?

Action: Choose a mantra such as “Don’t Wish Your Life Away” and try it out.

move your body!

When you are overwhelmed it’s easy to get stuck in your head and sort of paralyzed. Everyone that I know that is successful in business & life has a favorite form of exercise from yoga to swimming, running to biking. It’s great if you already know what you love to do and need to go back to it. If you don’t have a clue where to start maybe it’s time to get to zumba or a barre class- really it can be anything as long as you get active and start to sweat! My current favorite is Journey Dance with Toni Bergins. Moving your body is a great step because it gets you active and engaged, but it also likely means you need to delegate. Saying “no” to someone or something else in order to take care of you and is a powerful key to success. Action: Take out your calendar and make time for a class, for a run or whatever you prefer and find someone to hold you accountable to go — and to keep going.

I know I said these would be simple and this can be simple but I also get that it’s hard! So what does it mean to shift your mindset? First it takes becoming aware of what your current mindset is. Similar to the previous exercise, this can be done by practicing mindfulness and getting used to witnessing your thoughts rather than being your thoughts. Then, in order to make the shift, it takes some discipline. Simply respond to your thoughts with a positive and supportive mantra. One mantra I recommend trying out is, “Don’t Wish Your Life Away.” Any time you experience even the slightest frustration or discomfort just try it out… and see what happens… (Hint: You usually experience instant gratitude- lovely right?)

feed your soul

Steps 1-3 have covered the Physical & Mental aspects of Taking Care of You but the spiritual and energetic work is so important too. Whether you are a friend of the woo or not, you likely know and understand that we are energetic beings. We feed off the energy of others and can be easily influenced by what’s going on in our environment. Feeding your soul has everything to do with making a choice that supports you in an emotional and spiritual way. A big part of your success in business and in life depends on how you nurture and take care of yourself. A seriously super simple way to do this is to find opportunities in the things you already have to do. For example, if you are a mom of young kids and you give them a bath on a regular basis, go ahead and soak your feet in the tub with them. It’s so simple but really a lovely way to add your own nurturing into the day. It can be as big or small of a gesture as you need in the moment to know and validate that your happiness is a good and healthy thing for you, your family & your business. Action: Take out a piece of paper and write down a list of all things good for your soul & pick one to incorporate into your day, week or month.

choose love in the face of fear

As an entrepreneur you have to take risks and go outside your comfort zone. What happens when you get scared can make all the difference between running a successful business and getting lost in the overwhelm. Fear by definition is a scary thing. Women are wired to be failure and risk averse. Therefore failing and continuing on takes courage, conviction, and love. Make a commitment to love yourself enough to know that there will be scary moments, failures along the way, and yet you will still show up for you, your business, and your life

from a place of love and curiosity. Action: If fear is keeping you hidden or stuck in the overwhelm, then ask for help, whether it’s from your current coach, an accountability partner, or someone new. The same way there are tons of different ways to move your body or feed your soul, there are many modalities out there for getting comfortable with fear.

So now that I’ve covered the 5 Simple Steps to taking care of you, why are these the keys to your success? The answer depends on what success means to you. If success means having a balanced flow of money, time, and energy in your life then these are the steps to getting you there. If success means having fulfilling and authentic relationships with your family and clients then these are the steps to getting you there.

MY STORY: My story actually includes several failed businesses before getting to where I am today. In the past I’ve been a massage and polarity therapist (without financial success), a yoga instructor (without financial success), and then most recently I went into private practice as a psychotherapist. My psychotherapy practice took little to no effort to start up and began to run itself pretty easily. However, right around the same time that I started realizing how overwhelmed I was in my life, I also started realizing how I wasn’t treating my practice like a business. It worked well for me because the hours were flexible but my reimbursement rate through insurance was really low and I knew there was a discrepancy between what I was making and what my services were really worth. That’s when I found Stella Orange, took her writing that sells production lab, and began working with a business coach. Today I’m so proud of the business I’ve created that pushes me to grow and serves my ideal clients.

There are three big differences between where I am now and where I was when I started out. Now I ask for help. The level of support around me is actually pretty incredible, from accountability partners to my business coach and to my peers whose work totally inspires and motivates me. Second, I show up regardless of how I’m feeling or what I might be afraid of. There are so many scary things that running a business makes me face every day and all of it is an awesome reminder and opportunity to practice compassion, love & curiosity. Third, I’m willing to do whatever it takes. This is something that I learned last year at Monica Shah’s Money 2.0 and it’s often in the back (and front!) of my mind.

the happy entrepreneur

bio Eunice Wharton helps high achieving women to let go of stress and worry so they can thrive in their business and in their life. She works with her clients to transform from overwhelm to calm, clarity and confidence. Eunice holds a Masters Degree in Social Work, is a registered yoga teacher, and has been seeing clients as a licensed psychotherapist since 2008. In 1996 while living in Sante Fe, she began her studies of the mind-body connection, and considers this training a core part of her work. You can find out more about Eunice at takingcareofyoullc.com.

a note about change Confession of a free spirit: I’ve never liked routines. Everything from washing my face and brushing my teeth before bed to taking out the trash, I’ve always thought of routines as boring. As I’ve gotten older and wiser my take on routines has shifted and I’ve been able to embrace the routine and mundane by thinking of them as rituals. Now washing & moisturizing my face are actually things I look forward to and consider part of my self-care. Making this shift in my personal and home life has had a direct impact on facing the more mundane and routine things that I have to do in my business. Now when it comes to doing the things I have to, I pair them with something I really enjoy. When I sit down for my money date every Monday I light a candle and turn on WAH! and it’s gone from being something I dreaded to something I actually look forward to.

...IT’S GONE FROM BEING SOMETHING I DREAD TO SOMETHING I LOOK FORWARD TO.

My Favorite Book: I’m a bit of a nerd. A few years back I took a one-year course in psychoanalysis and read a really short two-page article written by Freud — and that’s what got me started on this path to being an entrepreneur. I can’t even tell you the title of the paper but he was writing about how difficult it was for many analysts to charge what they were worth. He wrote about value and the struggle that so many analysts have understanding their value and charging what they are worth. Reading that paper sparked something in me that made me want to know more, be more, and charge what I’m really worth. Since then I have made radical changes in my private practice and no longer accept insurance reimbursement, which enables me to determine what I’m worth both in regard to money and my time.

the happy entrepreneur

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the happy entrepreneur

Judy Melinek,

Build a Bridge to Follow Your Dream “Don’t quit your day job.” That was my husband T.J.’s advice. Born of his experience working in the entertainment industry where that piece of advice verges on dogma, it came from a place of worry. The problem, though, was that I hated my day job. Well, I hated my day job, but I loved my career. I am a forensic pathologist, a medical doctor who does autopsies for a living, and mine was our only source of income. My husband had quit working ten years before—to become a full-time stay-at-home dad. We had come to that decision together after sitting down with a pad and pencil and adding up how much being a parent is worth. Cloth diapers instead of disposables. Comparison shopping instead of rushing through the supermarket on the way home from work. Pureeing a pile of boiled yams instead of buying Gerber’s. Cooking at home instead of getting take-out. And, of course, the elephant in the room: daycare. Once we did the math it came to much more than he was making! That meant T.J.’s value as a stay-at-home parent was greater than as a wage-earner. “What have we got to lose?” he asked. Not much, we decided. Knowing that T.J. was at home and caring for our kids really afforded me the luxury of being able to devote myself to my career without reservation. The flipside (and downside) was the pressure I found myself facing as sole breadwinner. We couldn’t take chances with our family’s finances. I ended up in a secure government position, with pension and benefits—and pointless meetings, stifling bureaucracy, petty co-worker squabbles. After only a few years I was unhappy. I had an idea for a company I could start myself, a medico-legal consulting firm. I loved that sort of work, was good at it, and able to earn good money doing it. — my real passion. The problem was, the money I could make as a consultant was not secure, like my salaried job was. The consults could dry up at any moment, leaving us, as a one-income family, with no income at all. So instead of making the leap into entrepreneurship, I built a bridge halfway there. I started building up my parttime consult practice as PathologyExpert.com, working weekends, nights, at lunch, while doing homework with my kids… any stray billable hour. Most of the work I do involves death investigation, so my kids had to get used to shifting autopsy reports off the kitchen table at dinner time. As a forensic consultant, my clients are attorneys who

want a scientist to review evidence in a legal case. They give me autopsy findings, photographs, and police reports, and I review the medical records and microscopic slides with a pathologist’s eye for detail. If my opinion is helpful to their case I will often be asked to write a report or testify in court on my findings. Testifying is probably the most stressful part of my job, because that is when all the hard work and experience is scrutinized and laid bare under long hours on the stand. Honest opinions and clear, scientifically defensible testimony have contributed to my growing reputation and satisfied clients are now referring others to me. I put together a great, search-optimized website and a blog on the forensic sciences (http://www.pathologyexpert. blogspot.com). My client base grew and stabilized. It took years of slow effort, but eventually I had established a steady enough revenue stream to quit my dead-end job and take a new part-time position, three days a week, earning just enough to cover the mortgage. The other two days (and on the weekends, and at night, and at lunch, and while doing homework with my kids…) I worked my consultancy. It thrived. I rented a small office and cleared the boxes of legal documents out of the kitchen. I hired an invaluable office manager. We incorporated, and PathologyExpert, Inc. was born. My company—my dream. I know: this is not a typical “inspiring story.” The key ingredients are years of professional training, a steady effort at building a reputation, a supportive spouse, and one single kick-ass employee who keeps me on deadline and organized. The catalyst that made PathologyExpert, Inc. come to life, however, was my conviction that, with these key ingredients in hand, I had nothing to lose by quitting my day job. I’m glad of my choices. I’m making more money now than I was while salaried. I’m far happier. I make my own schedule, so I’m home much more and have plenty of flexibility to be there for my kids. This flexibility has relieved some of the parenting pressure from my writer husband, which also means we were able to collaborate on a book together, a memoir of my years training in death investigation. Working Stiff: Two Years, 262 Bodies, and the Making of a Medical Examiner hits bookshelves this August from Scribner Books and is getting rave advance reviews. Quitting my day job marked the most important milestone in my career. I got more daring. I started thinking outside the hamster wheel.

the happy entrepreneur

Donâ&#x20AC;&#x2122;t fear the leap. Build your bridge, plan your launch, and follow your dream!

Bio: Judy Melinek, M.D. is a graduate of Harvard College. She trained at UCLA in medicine and pathology, graduating in 1996. Her training at the Office of the Chief Medical Examiner in New York is the subject of her memoir, Working Stiff: Two Years, 262 Bodies, and the Making of a Medical Examiner, which she co-wrote with her husband, T.J. Mitchell. Dr. Melinek is an Assistant Clinical Professor at the University of California San Francisco, and works as a forensic pathologist in Oakland and San Francisco. She also travels nationally and internationally to lecture on anatomic and forensic pathology, and has been consulted as a forensic expert in many high-profile legal cases, as well as for several television shows. Dr. Melinek is the CEO of PathologyExpert Inc., a medico-legal consulting practice where her clients include the Santa Clara County District Attorney, Office of the County Counsel County of Contra Costa, Marin County Public Defender, the Court Appointed Attorney Program of the Alameda County Bar Association, the Attorney General of the State of California, the United States Military, and many private civil plaintiff’s and defense attorneys. Dr. Melinek travels nationally and internationally to lecture and testify as a forensic expert witness on forensic pathology, neuropathology and wound interpretation. She also trains doctors and attorneys on forensic pathology, proper death reporting and certification. T.J. Mitchell, her husband, graduated with an English degree from Harvard College and worked in the film industry as a screenwriter’s assistant and a screenplay consultant before becoming a full-time stay-at-home dad. Today he works as a writer. He blogs at http:// tjmitchell.blogspot.com, and is co-author with Judy Melinek of the upcoming book, Working Stiff: Two Years, 262 Bodies, and the Making of a Medical Examiner.

Our Story: Working Stiff: Two Years, 262 Bodies, and the Making of Medical Examiner is the fearless memoir of a young forensic pathologist’s “rookie season” as a NYC medical examiner, and the cases—hair-raising and heartbreaking and impossibly complex—that shaped her as both a physician and a mother. Just two months before the September 11 terrorist attacks, Dr. Judy Melinek began her training as a New York City forensic pathologist. With her husband T.J. and their toddler Daniel holding down the home front, Judy threw herself into the fascinating world of death investigation—performing autopsies, investigating death scenes, counseling grieving relatives. Working Stiff chronicles Judy’s two years of training, taking readers behind the police tape of some of the most harrowing deaths in the Big Apple, including a firsthand account of the events of September 11, the subsequent anthrax bio-terrorism attack, and the disastrous crash of American Airlines flight 587. Lively, action-packed, and loaded with mordant wit, Working Stiff offers a firsthand account of daily life in one of America’s most arduous professions, and the unexpected challenges of shuttling between the domains of the living and the dead. The body never lies—and through the murders, accidents, and suicides that land on her table, Dr. Melinek lays bare the truth behind the glamorized depictions of autopsy work on shows like CSI and Law & Order to reveal the secret story of the real morgue.

the happy entrepreneur

a note on change Find your Brand

Many entrepreneurs starting out don’t appreciate or understand the importance of identifying their brand. The term “brand” is marketing-speak for “who are you?” It defines what you do. I bought the web domain name PathologyExpert.com when I was still in my medical training years. I wanted expertise in my field to be my brand, and the site has grown from a free teaching site to a place where I parked my resume to my current corporate site. I identified my brand early and I don’t shy away from it. Many medical professionals shun advertising and only know how to build a practice through word of mouth and referrals. That may have been sufficient for the last century, but nowadays when everyone gets their information online, it is imperative that medical professionals have an online presence and a website to establish their expertise in a very competitive field.

Networking is Making Friends

I always hated the term “networking” because it sounds so self-serving and mercenary. It was when I realized that networking was just making friends that I finally loosened up and enjoyed the process of meeting other professionals. You don’t have to be an extrovert or have to go out of your way to attend networking events. Start locally by talking to your friends and daily contacts about their businesses. Your hairdresser and dentist are small business owners. Ask them: Who designed your website? Who is your bookkeeper? Do you have any advice for me as I start my business? You will find that your local network of friends and acquaintances can recommend others in your area and can help you avoid costly errors. It’s less painful to learn from someone else’s mistakes than to learn from the ones you make yourself.

A Rising Tide Lifts All Boats Build Your Team

In your first year as an entrepreneur you will often find yourself overwhelmed with the minutiae of running the business instead of focusing on the big picture and letting others do the busy work. To start a business you will need, at a minimum, a good bookkeeper, a tax accountant, an attorney, and a web design professional. When I first started I was doing it all, including the web design. I’m a doctor, not a web designer! Maturing as a professional and transitioning from small business owner to CEO means spending money to have others do these time intensive tasks for you so you get back to focusing on what you do best—in my case, doing autopsies and working directly with my legal clients.

If you are working as a professional in a niche market catering to other professionals you need to get away from the idea that others doing the same thing as you are your competitors. Reach out to others who do what you do. By creating links to each other from your websites, you increase both of your chances of getting seen on search engines, since connectivity is the basis for search engine optimization. More than that, you can build a referral base of other professionals in your field to refer clients to when you are swamped or unable to meet their deadlines.

book recommendation Despite its obscene title, The No Asshole Rule by Robert I. Sutton is still my favorite business book. I read this while I was working in a toxic work environment and I was miserable. The book extols the virtues of choosing employees based on how well they treat others, and especially by how they treat people who are beneath them on the corporate hierarchy. After experiencing first-hand the way poor managers hire and promote those who are most similar to them in character, I realized that there was only one way to preserve my integrity and sanity. Sometimes voting with your feet is the best optionâ&#x20AC;&#x201D;and even if it means taking a professional risk, the rewards are better than staying at a job that makes you miserable. The No Asshole Rule also taught me how to hire good people. If you are starting a business and looking for your first employees, it is always better to hire someone who is empathic, responsive, and professional and who can learn the skills you need than to hire someone who has the skills already, but is hard to work with.

the happy entrepreneur

click here for Are you interested in forensics? Can’t get enough of CSI and Bones? Free access to PDF lectures in forensic pathology for medical professionals are available if you register at http://www. pathologyexpert.com/education/ Follow us on Twitter at @drJudyMelinek and @tjMitchellWS, and tweet about us with #DrWorkingStiff and you’ll be entered in a raffle to win a hardcover copy of Working Stiff: Two Years, 262 Bodies, and the Making of a Medical Examiner, signed by the authors, when the book comes out in August! Each tweet and person you refer to our site increases your chance of winning and we will announce the winner on Twitter.

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We’re also on Facebook at https://www.facebook.com/DrWorkingStiff

the happy entrepreneur

3 Essential Shifts to Handle Your Fears, Own Your Expertise, and Get Out of Your Own Way

by Christine Gallagher 58

Often the only person standing in the way of what we want… is ourselves. Yes, there are always circumstances and people out of our control and unexpected roadblocks that come up. But more often than not, it’s our “stuff.” I’ve come to learn that your mindset plays an enormous role in your success, and it’s the primary reason why some people are highly successful while others are not. For business owners, getting mentoring and support is a huge part of it. However, I also believe that there are three shifts that entrepreneurs and aspiring entrepreneurs need to make in order to get out of their own way. These shifts have had a profound effect on my life, and I’d like to share them with you.

Essential Shift #1: Understand that it’s practical magic

Success is really two parts: the practical and the “magical.” You need the marketing, the website, the sales… but you also need the “magical” side — the mindset piece. I’m sure we’ve all heard it before: what you think about, you bring about, right? The marketing is crucial but it’s not the only thing dictating your success. If you’re continuously living in a negative place inside your head, your marketing won’t work. You won’t take action on the marketing or it won’t be ENOUGH to get you where you want to go. (This is where self-sabotage happens.) Your thoughts, beliefs, feelings, and actions all need to be in sync. For example, you

might say: “I want to make a million dollars this year.” But if deep down are you thinking things like, “I don’t have what it takes,” and “It’s too much work,” or “My list is too small,” then it’s doubtful that you’re even going to try. Your thoughts, beliefs, and feelings guide the actions that you take and it can show up in your business as procrastination, laziness, and self-created obstacles. Remember that our dreams really do exist for a reason. The ideas and creative passions you have are not an accident. Your purpose here is to create and be of service. So, it’s time to quit indulging your “gremlin thoughts” and step out boldly.

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Essential Shift #2: Quit indulging your gremlin fears

In the past, many of us (myself included) have probably allowed fear to stop us from taking action. Fear leads us to make excuses, which leads to self-sabotage. But although our fears feel real, they don’t actually exist! Why? Because there’s only now, and in the now, you’re ok. This is the idea behind the “the power of now” if you’re familiar with Eckhart Tolle and the phrase “being in the moment.” This type of fear is about something you are afraid will happen in the future. But guess what… the future hasn’t happened yet! Successful people have lots of reasons to procrastinate and to be fearful, too. The difference is that they feel the fear and act in spite of it. Someone once said to me, “If you aren’t feel-

It’s about getting comfortable being uncomfortable, and then taking action. I can think of many instances in my own business where I’ve been terrified but moved forward anyway: not looking for another job when I first got laid off, doing my first teleseminar, holding my first live event, investing in high level coaching, offering high price point programs, and so many more. Face your fear by taking the very next step. Sir Richard Branson says: “Success in life never comes from inaction.”

Essential Shift #3: Own your expertise (and your worth)

We often think we’re not enough, and this is all about self-image. “I’m not smart enough.” “I don’t know enough.” “I don’t have enough testimonials.” Guess what? Enough already! YOU are an expert. Thinking otherwise is an insidious fear that keeps us stalled. You know more than you think you do. Ask yourself these questions and fill in the blanks: I know how to ___________. I have experienced ___________. I’ve written about _______________. 60

ing at least a tiny bit afraid, you’re not playing big enough.” It’s the difference between staying comfortable and mediocre vs. stepping up and reaching your big goals. Learn to move through the fear and stretch your comfort zone. What you want is just on the other side!

I’m qualified in ____________. The fact is, you don’t need anyone else’s permission to dub yourself the expert! (Did you know, Muhammad Ali became known as “The Greatest” because Ali himself said it?) Another way to start owning your worth and upgrading your self-image is to start living your life assuming you can be, do or have anything you want. No one else decides how far you can go but you. Stop self-selecting yourself out of the game and play full out, because none of us is here forever. The big question is what are you going to do with your time here?

bio:

Christine Gallagher is founder of ShesGotClients.com, a company dedicated to teaching entrepreneurs all over the world how to use authentic relationship marketing and online strategies to attract raving fans, enroll more clients, and enjoy more income and freedom in their business, all while sharing their gifts and their message in a much bigger way. Christine created The Get Clients Online System™ — a realworld, step-by-step “roadmap” that teaches entrepreneurs how to consistently bring in new clients and customers using the Internet. Through her coaching, consulting, and training business, Christine helps entrepreneurs maximize their profits using an integrated social media and online marketing strategy with a particular focus on blogging, Facebook, LinkedIn, Twitter, and YouTube. Christine also has a strong background in the world of Internet technology

and is passionate about showing solopreneurs how to create powerful relationships using social media, as well as teaching them how to stop trading dollars for hours by using online information marketing techniques. Christine was recently featured as a social media marketing expert in Newsday and in the books Get Scrappy: A Small Business Owner’s Guide to Marketing On Less and Trust Your Heart: Building Relationships That Build Your Business (#1 Amazon Best-Seller), as well as profiled as one of 16 Brilliant Business Minds on Twitter by The Huffington Post. Her blog was chosen as one of the top 50 small business blogs by Konector.com and her newsletters, products, and online reach now educate and inspire over 40,000 people every month. Christine is an in-demand speaker both locally and virtually and regularly delivers social media and online marketing presentations and indepth training.

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a note about

Change Getting mentored and coached from the very beginning has changed absolutely everything. I was even getting coaching when I was still in a job. Itâ&#x20AC;&#x2122;s the ultimate light in the dark as youâ&#x20AC;&#x2122;re trying to make your way to something better and more meaningful in life.

my story: I’ve always been interested in media, communications, and technology. In college it was mass media but you can say I’ve been an Internet junkie since I was a teenager. It has always fascinated me. I started my first blog in 2004 and as new media was really coming to the forefront—what people referred to as Web 2.0—I became really enamored with it. I was bit by the entrepreneurial bug and ended up starting some part-time businesses. I became painfully aware of how big of a role marketing played in keeping a business afloat. (i.e., I wasn’t making any money!) It wasn’t enough to be good at your craft; you had to get out there BIG. But I didn’t relish the idea of running around to tons of networking meetings. I thought that there had to be a better way. I began noticing that entrepreneurs were using the Internet to market themselves. Since I was so comfortable with technology, I immersed myself in learning all of these online marketing techniques. There started to be a buzz around this thing called social media and I was drawn to how it could be used to authentically connect people. As I used it to market myself, I discovered I had a knack for helping others simplify social media as a strategy. Many entrepreneurs struggle with marketing and I realized there was a need to teach these techniques. Then, in the depths of the recession in early 2009, I had a defining moment: I was laid off from my job. Instead of immediately looking for a new position, I took it as my

opportunity to become a full-time entrepreneur. I was determined to build a successful and sustainable business online. Why online? I was set on finding a way to make a good income without the commute, the lack of control, and the lack of true financial opportunity associated with most jobs. I began growing my little consulting business by leaps and bounds, with almost nothing but social media. People were taking notice and asking me what it was that I was doing and I knew I could map it out and help others achieve the same results I had. From there I decided to create a realworld system for consistently bringing in new clients and customers using the Internet. That “roadmap” became my best-selling Get Clients Online System™. People loved that system and began to ask for more personalized help to implement what they were learning. As I worked with more private clients, I noticed that seeking marketing help may have brought them in the door, but that the real problem was that many of these entrepreneurs were lacking a successful mindset. Today, the work that I do with the students in my Impact Academy is focused on both of those pieces. I’m devoted to helping women entrepreneurs enjoy more money and freedom and stand out as a go-to expert through the power of authentic marketing—AND creating a mindset that comes from a place of prosperity.

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book recommendation: It may not be the most well written book out there, but it certainly had a profound effect on me. Rich Dad, Poor Dad by Robert Kiyosaki flipped a switch inside of me and I haven’t looked at money, investment, personal fulfillment, and making a living in the same way since. Which is a very good thing. You mean I won’t get wealthy climbing the corporate ladder? Your home isn’t really the best investment? Entrepreneurship is actually an amazing path and I could actually do it? Yeah, it was like that.

To get Christine’s popular, free CD, “Top 10 Secrets to More Clients, Credibility and Cash Flow Online,” as well as her weekly e-zine on success, marketing and mindset for entrepreneurs, visit ShesGotClients.com.

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Becoming a Media by Ellie Scarborough Brett

Bombshell

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I was just 22 years old. I was coming down off my college high and I had three scary realizations at once: I was supposed to be an “authority”; I had no idea what I was doing; and I had literally 6 minutes to figure out how to rectify the two. Standing outside, bundled up in the brisk Albany air in the winter of 2002, three lights shined on me and in my hand I held a microphone bearing the NBC peacock. The photographer was saying something about the control room cutting my intro down to ten seconds but I wasn’t paying any attention to the words coming out of his mouth. I was too preoccupied with the words already bouncing around in my head.

DON’T screw this up! You have to look the part. What if something goes wrong? Does everyone know that I have no idea what I’m doing? I was about to perform my very first live shot for NBC. Even though it was 22 degrees outside, I had sweat beading up under my arms and my heart felt like it was beating out of my chest. I could barely swallow. Somehow when the anchors threw to me the words came out. One by one, I managed to say just enough to get onto the story that I’d spent all day putting together. It wasn’t the smoothest or most interesting live shot, but it was mine. And I had survived it. My budding career was off to the races. Over the next decade, I worked in stations across the country from Albany, NY to Columbus, Ohio and then on to Houston, TX. I covered fascinating Presidential campaigns in a swing state, stood in the middle of an angry hurricane on the coast of Texas and traveled to Torino, Italy to cover the Olympics. I had magical days where I would get to craft a story that instantly created change in the community around me. Other days I would be rushed off to breaking news at the very last moment, scrambling to discover what was going on and to share it with viewers. I shared incredible stories of survival and tragic tales of loss. I met new people everyday and was welcomed into their homes and lives.

But I never forgot that first live shot, despite the thousands that I did after it. It was a moment where I chose to rise up, despite my fear and self-doubt and muster the strength to hold my own space. Five years ago I left TV news to create my own business. Now I spend everyday helping purpose-driven entrepreneurs, authors, and creatives hone their message and master the art of speaking on-camera and on-stage with poise, confidence and clarity. I know how hard it is to stand up and risk big on live TV, on stage or in a media interview. And I also know what a huge impact you can make if you’re using these incredible platforms. I believe that everyone has a Media Bombshell within, just itching to come out. We each have a story to share and a message to offer that’s incredibly valuable. With the right tools, we can create the change that we want to see. So, where do you begin? What are the tools you need right now, to reveal your media bombshell? I believe it all starts with understanding the power of language. It begins when we recognize how much weight our words have — both the ones that we say out loud and the ones that we keep in. For the next three days, I want you to notice how you’re talking to yourself. What’s your internal dialogue saying on repeat? I’ve found that we give away a ton of our power when the language we internalize is working against us. So, start by shifting the fundamental conversation you’re having with yourself. If you constantly think that you’re not doing enough or are not good enough, start saying that what you accomplish today is just what needed to get done. Try catching yourself the next time the cycle begins & changing your perspective. Remember, we all ultimately want to be moved and inspired. I also want you to take note of how you’re speaking about your work. Does it thrill and excite you? If not, how can you bring more spark into your language & have more fun with how you speak? Start speaking from your heart instead of your head. Think about what moves you about what you do. How can you bring in more of what inspires you about your work to everyday conversations, and also to interviews, videos and live talks?

FACT: No one will speak about your work in the world as passionately as you will. You have an incredible opportunity to leave your mark in any way that you choose. My guess is that you’re not the kind of girl who is comfortable with good enough. You don’t see the work you do as mild or mediocre. You’re here to play big. And yet, if you’re really being honest, you haven’t been playing as big as you could. You haven’t been harnessing the power of language to move and inspire the people around you every chance that you get. You haven’t been taking the huge risks and stepping fully into the spotlight. Fear and self-doubt have held you back. Take it from a girl who’s been there, with the voices swirling in my head & my heart pounding — this journey of becoming a media bombshell is not the easy one, but it’s the one for you. It’s the only way that you can and will truly blossom into the beautiful voice that you’re meant to be in the world. It’s the only way that you’ll stake your claim & step into your full purpose. All you have to do is choose to rise to the occasion.

bio: Ellie Scarborough Brett works with visionaries who are ready to become Media Bombshells, teaching them how to master their message and speak in a way that creates the most impact on camera, on stage and in every conversation. After reporting on NBC for nearly a decade & founding a popular online business to help women get over heartbreak, she developed a unique process for building powerful and purposeful on-camera personalities quickly. Now she works exclusively with entrepreneurs, authors and creatives who are serious about positively impacting the planet with their message and who are ready to harness the power of their unique voice to do it. Her story has been featured on the TODAY Show, Cosmo radio, in The Wall Street Journal, Forbes, New York Times and many more. By using online video, traditional media and speaking on stage she attracted thousands of loyal fans across the country in a matter of months. Find out more at mediabombshell.com.

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All you have to do is

occasion

choose to rise to the

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I was going to change my life dramatically. I was going to become a bombshell.

bombshell: (n) someone who is sensationally shocking, amazing, vibrant, delightfully daring & completely unique In 2009, I made a decision. I was going to change my life dramatically. I was going to become a bombshell. It’s not that my life sucked. I was a TV news reporter working as a lead nightside reporter for the NBC station in Houston, Texas. I had moved up quickly and had reached every single one of my professional goals. I was volunteering on the side, going on awesome vacations, and having too much fun with my girlfriends. But something was missing. I wasn’t fulfilled. And it took a boy breaking my heart to put my whole life into perspective. I started asking all kinds of questions about who I was, who I wanted to be, and what my true passions were. The biggest discovery of all?

I realized that although I was talented at reporting it wasn’t actually my passion. I loved the idea of changing people’s lives and finding the truth that journalism offered, but I was ready for a new challenge and to help people in a more intimate way. I was ready to stop telling other people’s stories and to start telling my own. Over the next nine months, I moved to Austin, TX & launched a business to help women get over heartbreak. One day, as I was struggling to find the right tone for my business, a light bulb went off: my business was really an extension of my personal brand. It was time to engage all of my unique skills & experiences, to crank up the volume and to use every ounce of my training over my years as a reporter. I took it to a bombshell level, widening my expectations and my sphere of influence. I realized that I didn’t just want to help one woman, I wanted to help women all over the world to head in a bold new direction, to become bombshells.

Guess where I was sitting just one month after launch? Across from Kathie Lee & Hoda doing a live national interview. In that first year I told my story through The Wall Street Journal, SHAPE Magazine, The New York Times, COSMO Radio, and TV stations across the country. I became not just a one-time guest, but a relationship expert. I also launched a video blog campaign on my website sharing tips & insights through video and building a loyal fan base of thousands in just months. Not long after my TODAY Show hit, I started getting asked by friends and complete strangers to teach them exactly how I was able to be so impactful on camera and on stage. The inquiries led me to launch my second business, Media Bombshell. Now I work exclusively with purpose-driven entrepreneurs, authors, and creatives, helping them master interviews, videos and even speaking on stage so that they can make huge impact through the power of a wellspoken message.

a note about change:

A heard the familiar ding. The pilot announced we had just reached 10,000 feet. People started to move about the cabin. But not me. My eyes were glued to the glorious view that I was soaking up just outside my window. With my nose pressed up against it, all I could see in any direction was a sea of bubbly, rolling clouds stretching out like a pure white hillside. I was so blown away by the beauty of it, my eyes started to well up. Now, I should explain. For the past 12 and a half years I’ve had a totally irrational fear of planes. I grew up flying at least once a month, but after 9/11 something shifted. I developed a major aversion to sitting in the window seat. More than that, looking out the window was simply out of the question. Fear would make me ask whomever was braving the window seat to please pull down the plastic shades instantly & keep them closed the entire ride. And yet a few weeks ago, when I was on my way to California, I jumped into the first window seat available. I decided to stare fear directly in the eye and see what happened.

And I found that something totally unexpected occurred as a pressed my face against the open window. I was moved to tears but not from fear. Instead, I was overcome by the sheer brilliance of our sky. I was blown away by this new

experience, this place on the other side of fear. It was so much more than I could have imagined. It was whole & glorious & precious & big. For twelve years I had let my fear get in the way of this epic view and it had never occurred to me that I may be missing out on something so sensational simply because I wasn’t willing to stop being scared.

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It got me thinking: what if we all just decided to stare our fears in the face? What if we all could look at the thing that we’ve been dreading, avoiding and letting control us with total curiosity and awe rather than terror? How would our everyday be different? Would we ask more questions, take more risks, speak up more? What would we realize that we’ve been missing? I have a feeling that it just might change the way we all think about what’s possible.

book recommendation: When I was working as a reporter for NBC, I was always fascinated by which stories would get people to actually stop what they were doing, log onto the NBC website, find my email address and send me a thoughtful email about the story they’d just seen me deliver. I realized that the ones that moved and inspired people always started with emotion and began realizing what a powerful force this was for delivering content. When I heard Simon Sinek speak a few years back & then read his book, Start With Why, it was like he put a system to my findings and backed it with amazing examples and insights. It proved to me that the discoveries I’d made in news & as a spokesperson in my business could be translated with enormous value to help other people to share their messages. It was a light bulb.

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What you say matters. Deeply. My mission is to help you master your message & truly connectwith the people who desperately need to hear what you have to say. Sign up to receive your special bonus: a two-part video series on how to use every second of your next interview to your advantage... plus a secret ritual that will help you release fear & find more confidence.

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5 Ways to Take the Overwhelm Out of Launching EMILY KRISTOFFERSON Imagine feeling confident and excited about launching, all while enjoying the process. Wouldn’t that be fantastic? You’re great at what you do, serious about your business, and willing to take action. But launching? Eeek. Is it even possible to launch without feeling overwhelmed? Maybe you have a stressful vision for your launch or maybe you’ve launched before and it left you absolutely exhausted. Truth is, it doesn’t have to be scary if you set yourself up for success! Here I’m sharing five ways to take the overwhelm out of launching

pLAN AHEAD

I want you to do one simple exercise. It will only take a minute, but it really works. Grab your calendar and mark down the date you want your offering to start (or come out). This could be the launch of your business or it could be a specific service or program. You’ll need at least two to three months to plan and market, but don’t give yourself too long or you might procrastinate. You know once you write something down, it becomes more real. Extra bonus points if you share it with somebody for added accountability.

SIMPLE TIPS:

GET SUPPORT

Launching is a busy time and doing it alone is a recipe for disaster. When you feel supported in your business, you can relax and feel more secure. Support will change the way you launch in a big way. Who’s on your support team? Here are some ideas... • virtual assistant • independent contractors (copywriting, graphics, web design, etc.) • business manager • mastermind colleagues • accountability buddy • coach However, this doesn’t need to be limited to your business team. It could also mean… • • • • • •

friends who get it a babysitter your partner housekeeper personal assistant your kids

Look at who and what increases your energy. Getting support in place before your launch is ideal because it can take time to find support, communicate what you need, and learn how to delegate.

SELF-CARE

Self-care is critical during a launch. To be really successful, you’ll need to be good at maintaining and recharging your energy. It’s important to do other things outside of your business — including taking care of yourself. Here are basic self-care principles that will help you thrive as you launch.

• Eat – Take a break to eat. Eating at your computer does not qualify as a break! • Exercise – Find something you enjoy and do it regularly. It’s so important you continue to do this even when you’re busy. • Fun – Take time to connect with friends and family. While it may seem hard to do this when you’re launching, if you do, you’ll come back to your work more creative and productive. • Nurture yourself – It doesn’t have to be elaborate, expensive, or time-consuming. It’s simply about taking some quiet time for you. Take a walk. Have a bath. Dance to your favorite music. Light a candle and snuggle up with a book or magazine (like this one!). Just fifteen minutes a day will help you to be more efficient.

4. WORKING WITH A

COACH OR MENTOR

If you work with a coach or mentor who has had lots of successful launch experience, they can bring clarity and best practices to your launch. It’s seriously like having a secret short cut! Plus, they can see things you can’t. You’ll avoid mistakes, saving you time, money, and more all while getting better results faster. A good coach will push you to do your very best, give you feedback and hold you accountable to your vision. Launching is WAY easier when you have a guide.

5. USE THE RIGHT TOOLS

Using the right tools is like having another member on your team. Tools for online business are easier to use and cheaper than ever. Do research and ask for recommendations before you pick what tools will be part of your launch.

• Sleep – Make it a priority. A rested mind and body leads to focus, productivity, creativity, and energy. Don’t try to go to bed right after looking at your computer… and leave your devices on your desk!

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THE BASICS YOU’LL NEED: • Planning Tool - A way to manage the project and break it down into actionable steps, milestones and tasks. You could use a project management tool, old-fashioned pen and paper, or Google doc. It doesn’t have to be fancy or expensive to work well. • Email Marketing - Your email list is essential. You must be using a service to send emails, collect contacts, and track results. There are many options. You need to know which will work best for you. • Web Pages - There’s no need to be a tech wizard. Options like LeadPages and OptimizePress allow you to set up web pages for your launch fairly easily. These web pages don’t need to be gorgeous — they just need to convert prospects into subscribers and sales. Implement one or more of these tips and you will be launching with less stress while making more money and making a difference in the lives of others.

Cheers to launching your great ideas!

BIO: Emily Kristofferson is an experienced marketing coach + consultant. She has helped her clients launch online, grow their businesses to five figures a month, and make the switch from hobby to profitable business. Emily is known for her calm nature and her ability to un-complicate the world of marketing and business. She’s great at cutting through the overwhelm and giving you the confidence to build the business you deserve. When she’s not supporting her clients or geeking out on marketing, you can find Emily playing with her son, experimenting with healthy recipes, or cooing at her cats.

MY STORY:

Before having my son, Emerson, who’s now seven-years-old, I was a regional business manager and I loved it. But when I had my son my priorities shifted. I didn’t feel like I could live a lifestyle of travel and working all of the time and be there fully for my son. But I also knew I wasn’t the type of person who would enjoy being a full-time mom. At the end of my maternity leave I decided to not return to my previous job as a business manager. Instead, I began a job on the local school board. Everyone around me told me that it was the perfect job, and I bought into that too. I used my business background, it was close to home, it was relatively good pay, and the hours were very predictable. I left the job when I went home and I had summers off if I wanted. I did that for a few years but I felt stuck. I wasn’t able to be creative or really use my skills. It was the type of job where you worked years in one position before moving up — and I knew that I needed more. I wanted to feel fulfilled, and although the work at the school board had meaning, it wasn’t enough for me. I first heard about online businesses from Ali Brown and I signed up for a course because I knew it was going to teach me what I needed to know for my own business and help others. By the end of that course, the instructor actually hired me as her business manager! I quickly became more like the VP, according to her, and I attracted more happy clients. That was three years ago. During the transition from my job to growing my own

business, I decided to cut down the amount of time that I was working at the school board until I was at two days per week. I was really grateful that they allowed me to do that! With the support of a coach, I gave them my resignation in Spring 2012 and I’ve been thriving ever since. Through my work with successful online entrepreneurs, I’ve seen the power of launching and I’ve been involved in every aspect myself. It’s a lot like what I really enjoyed about my role as a regional business manager—mapping out all the details, event planning (virtually), and achieving business priorities. I started teaching and leading how to launch, and it’s what I love to do. I break down launching into steps, sequences, and systems to make it simpler. It’s all about getting results, increasing revenue, and taking my clients’ messages to a larger audience. Launching brings confidence and momentum. It’s about how you get from here (wherever you are) to wherever you want to be.

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A NOTE ABOUT CHANGE

One of the most impactful moments in my life is when I made the decision to “stop going to the hardware store for milk” (a phrase that I first heard from author, Cheryl Richardson). After feeling let down and going to the wrong people to talk with about my business, I made a conscious decision to stop doing that. There were a couple of people who weren’t supportive when I started my business — and they weren’t supportive either when I made it a successful business. They didn’t get my vision. They didn’t understand entrepreneurship. It’s not the path they would have chosen for themselves and so this was projected onto me. I finally realized that there was nothing that would make them suddenly be more encouraging or

BOOK RECOMMENDATION: Once I read The Four Agreements by Don Miguel Ruiz, the way I did business changed radically. While it isn’t actually a “business” book, it has certainly impacted my business. The four agreements are Be Impeccable With Your Word, Don’t Take Anything Personally, Don’t Make Assumptions, and Always Do Your Best. This last agreement has become my mantra in business. If I show up and do my very best, I can always feel good about the work I am doing. When I know that I did my best, it brings me freedom. These simple lessons for life translate so well into business. I believe our success in business is very connected with the relationships we develop and nurture. This book taught me a new way of looking at the relationships I have with others and myself. It’s helped me to let go of the need for perfection, to stay on track, and to stand in my own truth. Read it and you will find greater peace in your business (and life).

understanding. I had to be happy as an entrepreneur within myself and stop going to people who just didn’t get it. I think this happens to everyone in different ways. You have people in your life who just can’t give what you need. That decision changed my life and my business, and expanded my community in positive ways. Suddenly, there were people popping up around me who were supportive, gave me good advice, and best of all, they got me. Huge! As an entrepreneur, you need to be protective of your energy and who you surround yourself with. Those family members and friends love you and want the best, but they are not always the right place to go to about your business.

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For the busy entrepreneur, Do you have an idea you want to launch and share with the world? It could be a new service, group program, blog, e-book, digital product… The good news is that it doesn’t have to be as hard as you may think. Technology is one of the biggest obstacles I see new entrepreneurs come up against. In response, I put together a Tech Toolbox for Launching Online to help you leap over these hurdles. This toolbox is for women entrepreneurs (just like you) who have many ideas and are really good at what they do, but get hung up when it comes to the technology. There are many tools out there that can help you. These recommendations are from direct experience in launching online. I’ve used many different options in my own business, and working with clients in their businesses. Launching will require work but these tools will help you get there faster with less stress. Tools to help you with your email marketing, website essentials, online storage, creation of sales and squeeze pages, affiliate management and shopping cart options, graphics, and more. I am also including tips on how to choose technology wisely. If you’ve been procrastinating, or felt stuck, or even scrapped an idea because of tech issues, this toolbox is for you. You don’t need to be tech savvy to have a successful online business.

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Reverse the Sales Process So Your Clients Choose You Instead of You Chasing Them by Lisa Mininni Years ago, the formula to convert prospects to clients involved a lot of networking and countless meetings with a prospect. You would chase after your prospect with endless follow-up calls that went nowhere. Months, even years passed between your first meeting and enrolling them as a client into your programs, products, or services.

of who makes a good referral for you. This way, you can be sure when people refer others to you, they send you exactly the right referrals.

With each passing day, you felt like you weren’t doing enough and your approach became more and more persistent. You suddenly found yourself in pursuit mode rather than having your prospects choose you.

The one thing hasn’t changed in converting a prospect to a client is building relationships and trust. What has changed is that automation can help you to build relationships and trust but few business owners are actually using it.

Reverse the Sales Process

If you’re feeling this way today, there are two major reasons this is happening: 1. You spend too much time talking with people who are not your ideal client 2. You use outdated selling processes that have no leverage

Be Exact to Attract Most business owners spend too much time talking to people who are not their ideal prospects. Maybe you think that if you cast a wide net and say, “I work with anyone who…” it will attract somebody. Unfortunately, using those five words kills a sale or referral every time. Why? People can’t wrap their hands around vagueness. When you say anybody, they can’t get the image of exactly who you work with so it’s hard for them to send you referrals or even see themselves in your description. When you precisely identify your ideal client, your marketing becomes laser focused and so do your actions. If you are a chiropractor you might say, “I work with athletes and specialize in lower back pain.” This phrasing starts the thought process on where athletes hang out and how you might network with them — and is a much better description than “anyone who”. Additionally, when you are exact in describing your prospects, it paints the picture in your referral sources’ minds

In fact, staying in touch has never been more important. Only 4% of people will do business with you the first time they hear about or meet you. The other 96% require you to work to cultivate those relationships. Additionally, in today’s marketplace we also have an educated consumer with a wealth of information at their fingertips. When they are looking for a solution to a problem, they search the web. When they do that search, you want them to find you. When they find you, you want to engage them. Entrepreneurs often create a website and call it a day. Unfortunately, most websites do nothing to pre-qualify a prospect nor captures that prospect’s information so that they can stay in touch with them. The problem with websites is that they often have too many links distracting a prospect; so many that the prospect might visit your website but never take action to give you their name and email. A great option is to have a dedicated lead generation page that is specifically written for your ideal prospect and has no other links. When someone lands on your lead generation page (or someone refers them to it), you want your marketing message to be so compelling that it speaks to them. This process isn’t about pushing your services to see what you can get — it is about what you can give to a prospect who just found you, not unlike how you would cultivate a relationship with a person you just met in person.

When your message is right on target and you “extend your hand” by giving them an ebook or an audio message, you will convert your leads. Your resource material also helps them with the first step in solving their problem. If they see themselves in your messaging, they are more than happy to give you their name and email to receive access to it, too. The only option on that page is for them to enter their name and email to get access to your free gift.

“If they see themselves in your messaging, they are more than happy to give you their name and email to receive access to it, too.”

Your lead generation system is more than just getting someone’s email. It is about giving value, cultivating a relationship, and finding what’s most important to them. Once you provide them with your downloadable ebook or audio file, it gets the prospect started in solving or resolving their problem. Then, because you now have their name and email, you stay in touch with them with automated (and engaging) email messages. As you engage with your prospects, learn more about them, and educate them, they will begin to see what’s possible for them by working with you. When you have this system working in concert with your other business operations, you have just started reversing the sales process. They choose you instead of you chasing them. What’s the other benefit to having your system educating and keeping in touch with your prospects? You are top of mind when they are ready. Combined with your other marketing strategies, your lead generation system leverages your business and effortlessly pre-qualifies your prospects while turning them into invested clients.

the happy entrepreneur

Favorite book: I read many books but one of my favorites is the Four Spiritual Laws by Edwene Gaines. The book came at a time where I was asking how I could make a bigger impact helping non-profits fundraise. Since reading that book, Iâ&#x20AC;&#x2122;ve incorporated fundraising at my events and have assisted non-profits raise thousands of dollars for their mission while incorporating a spiritual practice of tithing in my business practices. â&#x20AC;&#x192;

A note about change

Many years ago, I made the choice to expand my business. As with any decision to expand, there are not 100% guarantees it will go as you project. I realized quickly that opening the door to work with entrepreneurs around the globe who were making a big difference was one of the best decisions I made. In recognition of my work, I was the recipient of the 2013 Hy Berkowitz Professional Excellence Award given by Davenport University, one of the largest private universities in the world.

Having systems in place simply makes it easy to bring in a consistent supply of prequalified prospects and turn them into clients up to 98% of the time. 84

BIO

Lisa Mininni is President of ExcellerateAssociates.com, home of The Entrepreneurial Edge System™ and Excellerated Success Institute™, the only national curriculum for entrepreneurs taking a systems approach to profitability. For more information on how your clients find you, choose you, and buy from you, visit http://www.freebusinessplanformat.com. Awarded the prestigious Hy Berkowitz Award for Professional Excellence by Davenport University, her expertise is sought out and featured on radio stations across the United States and Canada. Her articles on lead generation have been published on notable and respected sites, such as The Huffington Post, Career Builder, and leading sales and marketing sites like RainToday.com, achieving the Reader’s Choice Award. She is known in over 11 countries. She is the best-selling author of Me, Myself, and Why? The Secrets to Navigating Change and the host of The Navigating Change Radio show with tens of thousands of regular small business listeners around the globe who tap into her guest experts including New York Times Best Selling Authors, Randy Gage and Dr. Ivan Misner, Thought Leaders,

like Marci Shimoff, and Subject Matter Experts like Bob Burg. As a strategist, she uses her strong 20-year background in the world of organizational development as well as systems and quality improvement to show entrepreneurs and organizations how to systematize and monetize their mission and their message. After applying her proven signature system, The Entrepreneurial Edge System™, you will attract more clients, bring in more income and walk with the confidence of knowing that you are building a scalable and profitable business you love. Lisa believes that when you work in alignment with who you are, it’s not “work”! Having systems in place simply makes it easy to bring in a consistent supply of pre-qualified prospects and turn them into clients up to 98% of the time.

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Click here for your Free Gift! Combined with your other marketing strategies, your lead generation system leverages your business and effortlessly prequalifies your prospects while turning them into invested clients.

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Choose the Right Photographer BY CAROLINE WHITE

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BUT WHAT ARE THE QUESTIONS YOU SHOULD ASK YOURSELF BEFORE CHOOSING AMONG THEM?

marieforelo.com In a few remote tribelike cultures, there is a deep and very real fear that having your photograph taken will actually steal your soul. This truly fascinates me, because when I lift my camera to take your picture, there’s a tiny voice in the back of my head whispering, “Psst, Caroline, how are you going to capture their soul?” Casting is easy. With some Googling, a bit of peer surveying, and a dash of online clothes shopping, you’ve pretty much got it down. You’ve cut and pasted the breakdowns into a neat spreadsheet. You could almost take your wide range of romantic leads, villains, and characters and make it into a line graph or color-coded pie chart. You can rattle off your list of representative roles from the latest Broadway hits, Oscar films, and Emmy-winning series. You’ve done all your homework and even the extra credit. Now it’s time to choose your photographer. The Internet is rife with lists of questions you should ask prospective ones: Film or digital? Studio or natural light? Retouching? How many people shot per day? But if you can’t meet the photographer beforehand, beware! Think about it this way: You know how much more comfortable you can be once you’ve gotten that nerve-racking first day of shooting or rehearsals under your belt? This is why it is so important to meet with your photographer beforehand, or at least have a very good quality phone conversation. But what are the questions you should ask yourself before choosing among them?

DO YOU FEEL INSPIRED? DO YOU FEEL THEY’RE INSPIRED BY YOU? I wasn’t too surprised when headshots I’d gotten of myself turned out just so-so. See, the photographer used to be an actor, who’d quit the business decades ago. It was pretty apparent he was bitter and cynical about acting, and wasn’t really excited about doing headshots anymore. Ask prospective photographers why they like taking headshots. If their face doesn’t light up, then the truth is they just ain’t that into it. If they’re more into their big weddings and book deals, this will be reflected in your headshots. As you are talking to them, observe how you feel with them.

Shoop’s Deli, and this guy Mike makes the best sandwiches, like, ever, and I swear he is so in love with and passionate about making sandwiches, it’s no wonder those puppies are so inspiringly delicious. Look carefully, and beware the Subway-like giants. I love taking headshots. I fall asleep at night thinking about headshots. (And those sandwiches.) Ninety percent of my business is headshots, both timewise and moneywise. It is my passion. Since 1999, when my job was to open four gigantic bags of mail for the “Sopranos” casting directors in New York, I’ve been fascinated and obsessed.

There’s a little sandwich shop in West Hollywood called

DO YOU FEEL BELIEVED IN? LISTENED TO? It’s almost like dating. You want them to like you, of course, but if you can’t truly be yourself in their presence, then it may not be an ideal pairing. Do you feel intimidated by this person? I once had a photographer take my picture who I actually was in love with, and in every picture I looked kinda sad. I cared too much what he thought, and it totally inhibited me. I even held back from asking him to photograph me a certain way. (I wanted more off-center

shots, to help slim my broad shoulders.) I then asked another photographer friend to take my picture, and I felt comfortable enough with her to allow my inner control freak out. I was ecstatic with the results, and I didn’t care that she thought I was a little nuts. You’re the customer giving your hard-earned dollars. You should get what you want, and you shouldn’t be afraid to ask for it.

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DO YOU FEEL THE PHOTOGRAPHER CAN RELATE TO YOU? If you’re a model type, congratulations! You’ll probably look great no matter who you go with. But for those of us who aren’t Barbie or Ken, we’d still like to look, well, hot. Or at least our own personal brand of hot. It’s amazing how a photograph of ourselves can make us feel either awful or amazing, and a lot of this has to do with a few almost sciencelike photography tricks. Granted, no photographer

should want to “fix” or erase your quirks and imperfections, but headshots are about showing you at your best, so make sure your photographer understands how to frame your specific body type or facial structure to flatter you the most while not distorting what you actually look like. Look for people in the photographer’s portfolio who are like you.

DO YOU SIMPLY FEEL COMFORTABLE? Observe and notice if this person makes you feel like you want to hold your breath, or if you feel afraid to say or do something stupid. Acting is playing. You should feel encouraged to have fun, especially once you’ve done your

homework and have your photographer on the same page as you. It’s time to just let it all go. Play. Connect. Breathe. Stay open, and magic will happen. Your soul will come through. Your job is to just allow it.

Your soul will come through Simply allow it .

michellegalasso.com

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Motivation

In addition, don’t buy into these great myths about photographers:

Myth 1 Wrong. It should be about you, not them. I once paid top dollar for a shoot with a “top” photographer who doesn’t meet with anyone beforehand. I brought a single carefully thought-out sheet of paper that had my essences, roles, and sensibilities on it, as well as a couple of semi-important backgroundcolor requests from my agent. The photographer took one look at my concise list and became totally defensive. She took a big step back, threw her hands up, and declared, “This isn’t the way I work!” Fortunately, I was still able to roll with it and be a professional, but it became clear to me at that moment that the shoot was more about her than me. I probably should’ve just said, “Ya know what? Maybe this isn’t going to work.” And forfeited my deposit. If I’d been saving my pennies, I probably would’ve ended up in tears. So if you are seriously stressing about the cost of the shoot, that anxiety will show up in the pictures in some way. Try to get the best you can get while still feeling comfortable with what you are paying.

Myth 2 Beware of being drawn to photographers based on their celebrity work. I was shot by a famous photographer known for his work with a certain “Baywatch” babe. The shoot made me feel very small, and the results were totally unusable. Ask to see proofs of a recent shoot of someone similar to you. This is your best gauge for predicting what your proofs will look like. One last thing on picking your photographer, but especially a bit of advice for during your shoot. One of my personal favorite mantras is: Your first instinct can never

be wrong. (Thank you, Oprah.) I live by it. By definition, your first true gut instincts cannot be wrong because they are yours, totally unique to you. I tell this to people during shoots when they aren’t sure what they’re supposed to “do,” and the truth is you don’t really have to “do” anything. Just “be,” and moments will happen, I promise. It’s not logic. It’s magic. Just as inexplicable as your soul. So follow your soul, your gut, your instinct. Isn’t that why you became an actor in the first place? That bewitching “bug” that bit you, what was its name?

hillaryrubin.com

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So many entrepreneurs, artists, and other photographers keep asking me about just how I got to be where I am, and what lessons have I learned that I could pass on that would help others as they build their businesses, their brands, and their lives - so here I am to share as much as I can! If you don’t know who I am - basically, I seem to have become the go-to (or one of) Lifestyle and Portrait photographer for entrepreneurs, authors, coaches and executives in Los Angeles, New York, and Chicago, as well as Europe and Australia a bit too. As a kid I loved painting, dancing, horses, and particularly acting. I got my degree in acting from New York University, and moved to LA in 2005 to “make it”. As an actress I was in front of the camera quite a bit! I think I had my headshots taken about 20 times - and I never really loved both the experience as well as the results...and secretly, way in the back of my mind, I always thought I could do better. I was always taking mental notes about photoshoots, and the photos of me and my friends. When I started getting acting work in commercials, it gave me enough financial freedom to quit waiting tables, buy a (barely) pro camera, and start taking people’s pictures, slowly building my photography side-business while still pursuing acting. I knew I was good at it right away, and I had wanted to try it for a really long time. I wish I had begged borrowed or stolen much earlier in order to get the camera, but everything happens for a reason, right? Ok, so let’s fast forward to 2011. My apartment was burglarized - and they took nearly everything - all of my equipment, computer, a shit ton of STUFF...and also my entire lifetime of archives and backup drives. I had no insurance, and I had no cloud storage. Basically, I felt like my identity had been robbed. Every picture I had ever taken, gone. Everything I had ever written, every video, every client record...I was devastated, and fell into a pretty deep depression. Not getting out of bed for a month, going on prescription medications just so I could barely function... I had two choices: I could give up, OR I could create TONS of amazing beautiful pictures that would blow anything I had ever created before, totally out of the water - for My Self. I became manic for about a year or so, shooting as much as humanly possible, as much variety as possible, and pushing myself to bring my work up and up and up. I really felt like my life, my sanity, my health all depended on it. A little dramatic maybe, but that’s how it felt to me. I entered a photo contest to win a camera, and when I lost, I said “I’m gonna make something so f*cking beautiful, that it’s better than anything the judge herself ever did.” Yeah, I’ve always been kind of competitive, which can be a double-edged sword.

It was those images that ended up bringing me Marie Forleo as a client. Her creative director told me as much. The creativity, the vision, the beauty, the emotion that came from the image. I got kind of obsessed with constantly topping myself. It basically became a habit. I secretly beat myself up a little if I don’t capture something in each shoot that make me literally jump up and down. (I’m working on being nicer to myself…) That all being said, here are my biggest lessons (besides getting insurance and cloud storage): 1. INVEST IN YOURSELF. Every investment I made, that I thought was expensive, I later asked myself, “Why didn’t I do that sooner?” The fancy equipment (which is all returnable anyway if you really change your mind), the trips, the educational programs, the EXPERIENCES...the SUPPORT and actual HELP - from my assistant, my video editors, my photoshop elves, my cleaning lady. When you can free up your time and energy more, you can be healthier, more balanced, more sane, and much more creative. Creativity doesn’t just take time - it takes ENERGY! Really try and delegate as many tasks as you can. Just try it out to start with. Commit to a month or two of delegating as much as possible, and just SEE where you end up...Investments are like jet fuel. They have the power to propel you exponentially. And the more you do ONLY what you love, the more you will love what you do. Today I am so incredibly grateful, I feel like I have won the lottery! 1. BELIEVE IN YOURSELF. This one can be easier said than done. I always struggled with this big-time as an actor. I had major importer syndrome, even when I booked jobs. I never really had a lot of issues with believing in myself as a photographer, and I was helped in that regard by the fast that it is in my DNA, my blood. (Friend to Gandhi and LIFE Magazine Photographer Margaret Bourke White is my great aunt, and reading her autobiography is kinda like reading my own mind...) But then what do you do if you are struggling with this? Find stories you can relate to. Look for people that make you really FEEL that belief in yourself. I always thought I was hindered by a late start as an actor (because I didn’t start at age 9 - LOL). So I kept a long and impressive list of “Actresses that Started Late” over my desk. Continuously re-motivate yourself. (Oh yeah, and raise your rates! Get over your money issues FAST if you want to have a lot of it.) 1. BE A COPY CAT. Surprised? Well, what I mean, is to look to the absolute greatest and best, and let them be your influencers and your inspiration. Really try to block out all the noise, the static...That competitor that is similar to you? Ignore them. (But don’t be surprised when they start copying you...which just means that you’ve arrived at a certain State of Great.) Many photographers think my

My Story

business model is non-sense (or at least they used to) because I am doing a lot of things differently. I run my business differently than any other photographer I’ve ever met or worked with. Be a badass. Break the “rules”. Stand out. Cherry-pick what works for you. Try to be open still. (I almost turned Marie Forleo down because she wanted studio lighting, which I had never done. Instead I gave myself a crash course in it after avoiding it like the plague for years - and now I’m awesome at it!) That all being said, I and my business are still very much a work in progress. I’m just about to launch the video component of my business. I sometimes take too long to return emails, I sometimes lose emails, I sometimes sleep late, I sometimes forget things, especially when I am off day dreaming or exploring in Crazy Creative Brain Land. I sometimes eat way too much pasta before bed. I sometimes forget to call my family. I sometimes go out to dinner without having showered all day... Hopefully that eases any thought in your mind that I’m somehow perfect.

And if you think you are supposed to be perfect because you are a coach or mentor (and not a crazy artist), think again. I would never want me teacher to be perfect, because then what do they know about me if they are perfect? What can they teach me about creating CHANGE if they never struggled themselves? We are all just figuring it out together, and we all need other people.

Megan Brennan:: Creative Renaissance Woman

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caroline white: bio Caroline White is a Bi-Coastal Los Angeles & NYC based portrait photographer and lifestyle videographer - best known by many for taking Marie Forleoâ&#x20AC;&#x2122;s pictures - and known by some as â&#x20AC;&#x153;The B-School Photographerâ&#x20AC;?. Caroline has also photographed clients in Chicago, Australia and London. She will be working in the coming months in Chicago, Boston, Paris, London, New Hampshire, and possibly others, based on demand and schedules. Caroline began taking actors headshots (on a Canon Rebel XT) in 2006 when she was still a working actress herself in film, tv and commercials (she happily retired from acting about 2 years ago), and has since created a 6-figure photography business. Most of her clients over the past 3 years have been health coaches, life coaches, online business coaches, spiritualists, authors, CEOs, corporate executives and other creatives and professionals. She is known for spending time getting to know her clients both before and during shoots, capturing a wide variety of looks, styles and locations within each shoot, and giving each client an arsenal of images that they use across a wide variety of platforms: websites, social media, press, advertisements, books, products, personal photos, and more - even online dating and boudoir / glamour photos.

cynthiaenglett.com

e t i r o fav book I think one of my favorite books on business was probably Now Discover Your Strengths by Marcus Buckingham. I think in business and art and life there is so much noise and distraction - I actually donâ&#x20AC;&#x2122;t consume that many books on business to be honest. Buckinghamâ&#x20AC;&#x2122;s book and the online test that comes with it - really re-affrimed my own strengths in a concise way that I just really connected to. I keep coming back to those strengths over and over - when I am deciding about a project or collaboration - I ask myself - is this in line with my strengths? If I am hiring, I ask myself, does this person compliment my strengths? Itâ&#x20AC;&#x2122;s easy to want to hire people just like you, when really they should in some ways be opposite to you.

the happy entrepreneur

Free Photoshoot Prep Guide a branding and shoot guide to get the most out of any shoot, no matter where, no matter the photographer, full of tips and tricks! click for

E E R F ! T F i G 100

Oh My!

LLC’S, CORPORATIONS, S-CORPS WHY YOU SHOULD REGISTER A BUSINESS ENTITY Yes, this year is all about getting serious when it comes to being an entrepreneur. It’s time to THRIVE, not merely survive. No more putting up roadblocks to productivity and no more putting off building your legal foundation. No more excuses why you can’t do something. Say it with me: “It’s a new era!” If you think your life has to look like sacrifice after sacrifice pulling you away from what you love to do in your business in order to make your dreams happen and make you happy, you’re only partially right. I’m saying to you now, it won’t be like that forever. However, I won’t BS you. Starting a business and getting serious about securing your livelihood takes time, hours of work, and a substantial investment (mentally, emotionally, physically, AND financially). However, if you have a plan and take a “no excuse” approach to life, it will be the most rewarding thing you can ever do. One of my favorite people and most influential entrepreneurs of our time is Beyonce. She recently topped the Forbes’s list as the #1 most powerful celebrity in the world. Last year after her Super Bowl performance, she held a press conference for her Super Bowl performance and it struck me when she said, “I love my job…I love that I am able to do what I was born to do.” I love that quote because she has made a choice. She could walk away. She could have given up at the first sign of a challenge in her career, but she didn’t. She chooses every day to commit to her dream, even when it isn’t fun. She’s no different than you or I. We all have to decide how we want our lives to look and pursue that outcome. Now she lives her dreams and we can too. It starts with the decision. Once you make the decision, the first step to living your dreams is changing your mind-set about running your career as a business owner. Then, you need create a legal foundation and register your business entity to secure that dream and allow it to thrive and grow. I know there is confusion about this topic and you may need to do some legal research to know what you need so, to help you get started, here are the top reasons why an entrepreneur should have a registered business entity to give you a little clarity on

its benefits: 1. Liability protection - As an entrepreneur you need to ensure you’re not personally liable if something happens when you are conducting transactions with others. If a contract goes sour (which happens all the time) or you get sued, your business entity protects your personal assets from the liability of the company (in most cases). 2. Tax Incentives - Who doesn’t love a tax break from Uncle Sam? If you have your business entity registered, you may receive some of the great tax incentives that major companies get! Don’t complain about the man; get what he’s got! Wouldn’t it be great to write-off your office supplies or the computer you bought last month? Well when you’re running a business you get that and so much more. 3. More Money - Have you ever noticed when you have a company endorsing you or your professional documents (such as business cards, contracts, etc.) people take you seriously? Well it’s true, once you establish your business people see you as someone that is serious about their work and they are more likely to want to do business with you. Up your professionalism and get paid! Once you make the decision that you are ready to begin building your legal foundation, start by registering a business identity. You won’t regret creating a secure foundation in your business so that you can keep moving forward and creating a thriving life. It’s time to get empowered and stop dreaming your dreams so you can start living them. So what are you waiting for? Make it happen. You’ve got this.

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As featured on Marie TV, Jo-Ná A. Williams, Esq. founded J.A. Williams Law P.C. – The Artist Empowerment Firm in 2011 to provide artists, entertainers and this generation’s thought leaders with ways to successfully navigate their careers and provide assistance with business, entertainment and intellectual property matters. She is dedicated to issues regarding the rights of artists and content creators because she believes they are a population highly vulnerable to exploitation without proper knowledge. She founded Artist Empowerment Group in 2013 to advise artists on business, branding and marketing. Some of her clients have writtenbest- selling books, created awardwinning blogs, been nominated for Grammys, listed in the Billboard Top 100, Amazon and ITunes Top Album Charts and received local and International acclaim. She’s also

been featured in The Vocalist Magazine, Women In Music, Cyber PR, Harlem Trends, Sonic Eclectic, Artist’s First Radio and Lady Business Radio. She was named “Alumni Innovator” by Suffolk University’s Institute of Law Practice Technology and Innovation. She has written several articles publications including: ReverbNation, CD Baby, Women InMusic, Artistpreneurs.com ABA’s intellectual property magazine: Landslide, The New York State Bar Association’s Entertainment, Arts and Sports Law Journal. She also served as one of the editors of the American Bar Association’s Annual Review of Intellectual Property Law Developments, 1st edition. She conducted workshops for Volunteer Lawyers for the Arts in Massachusetts, Brooklyn Arts Council, MoCada Museum, Brooklyn Museum and the Athena Center for Leadership Studies at Barnard College. She is licensed to practice law in New York. On a personal note, she is a yoga enthusiast, vegetarian and loves a good bottle of red wine.

favorite book: My favorite book recommendation is Firestarter Sessions, by Danielle LaPorte. It gave me permission not to follow the normal paradigms and create my own ideas of how I wanted to run my business . It was revolutionary to know I didn’t have to be at the helm of every part of my business and I could stay in my zone of genius while still thriving financially. I thought that running my business would have to be drudgery, but the Firestarter Sessions gave me the tools I needed to access my dream on my terms. -A note about a time when you changed something in one area of your life that affected your business in a positive way. Once I added a team to my business, my revenue tripled and it allowed me more freedom. I felt like most entrepreneurs do initially, (having a team would be very expensive and hard to maintain). However, once hired people, it gave me space to continue building my revenue and my audience.

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Jo-Ná’s life in empowerment began 15 years ago as background vocalist for independent artists and it took a fortuitous turn when she was not credited or compensated for her work. As a result, she committed her life to educating and protecting artists through her work as a manager, event producer and now a lawyer and coach on business, brand and marketing for musicians and artists. “Danielle LaPorte says “Having Jo-Ná, on our crew gives us the assurance to make bold-but-steady moves for our business growth! She’s been a total pro.” She founded J.A. Williams Law P.C. – The Artist Empowerment Firm in 2011 to provide artists and with ways to successfully navigate their careers in the entertainment industry and provide assistance with entertainment, business and intellectual property matters. She is dedicated to issues regarding the rights of artists because she believes they are a population highly vulnerable to exploitation without proper knowledge. She founded Artist Empowerment International in 2012 to advise musicians on business, branding and marketing. Some of her artists have topped been nominated for Grammys, U.K. Soul and Pop Charts, Amazon and ITunes

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Top Soul Album Charts and received local and International acclaim. Célia Faussart of the Grammy nominated group, Les Nubians says, “I felt she [Jo-Ná] really understood my issues and all the legal issues surrounding them. [She makes me feel] confident and well protected. Now, I have a valuable asset on my team.” She’s been featured in The Vocalist Magazine, Women In Music, Cyber PR, Harlem Trends, Sonic Eclectic and Artist’s First Radio. She also was named “Alumni Innovator” by Suffolk University’s Institute of Law Practice Technology and Innovation. She has written several articles in entertainment publications including the ReverbNation, CD Baby, Women In Music, Artistpreneurs.com, ABA’s intellectual property magazine, Landslide and The New York State Bar Association’s, Entertainment, Arts and Sports Law Journal. She was also one of editors of the American Bar Association’s Annual Review of Intellectual Property Law Developments, 1st edition. She has previously conducted webinars on legal business structures, trademark law, and artist branding licensed to practice law in New York.

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E E R F ! T F i G

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