Jon Schallert Jon Schallert

General

There are going to be 10 Winners: Shouldn’t one of them be your Community?
September 16, 2011 in Free Webinars, General, Proactive Communities, Summit Business Conference, Summit Contest by

The Summit Business Conference Contest

This is Jon Schallert.  Our company loves contests, especially ones that motivate communities to support local businesses. That’s why we’re awarding $22,000 in our company’s consulting services to those communities who send the most people from their city or town to the Summit Business Conference in Boulder, Colorado, October 18-19 (where I’m one of the 9 speakers).

If you are not familiar with the Summit Business Conference, it’s an amazing, one-of-a-kind gathering of nine (9) business experts and authors who typically conduct keynote speeches for major international conferences or consult with Fortune 500 companies. But for the Summit Business Conference, they’ll all be presenting on one stage, over 2 days, united together to help independent business owners, entrepreneurs and anyone who supports local businesses.  You can read more about the Summit Business Conference at their website www.SummitBusinessConference.com

But back to our Summit Contest.  Here are the details:

The top two (2) communities that have the most people attending the Summit Business Conference from their city or town will receive a free Destination Business workshop, presented by me (Jon Schallert) in their area, to be scheduled in 2012. The value for each workshop is over $8,000. Better yet, if you’re one of the winning communities, when I come to speak in your area, charge admission to this event and use my workshop as a fundraiser!

The next three (3) communities with the next highest attendance will receive a free Destination Business Live Webinar, broadcast from our Destination University studio for up to 500 of your members. The value of each Live Webinar is $1,500.

The next five (5) communities having the next highest attendance will receive a free community membership to our online training network, Destination University. This annual membership is valued at $360.

In the event of a tie in any of the above categories, a random drawing will be held to determine the awarding of the prizes.

How to Enter

It’s very simple: Publicize the Summit Business Conference in your city, town,  downtown, or Main Street district and encourage your local business owners to register. Send a representative from your organization too, if you want them to learn the advanced business skills that are going to be discussed at the Summit Conference.  But remember: Since there are a limited number of seats, once the 250 seats are sold, attendance will be closed. Obviously, communities that register the most people earliest will have the best chance to win.

Encourage your community leaders and business owners to learn about the Summit Business Conference by visiting the Conference website, www.SummitBusinessConference.com, and the Summit Conference blog on the website. You can download digital PDF brochures of the conference by clicking here. Once downloaded, you can email them to your community leaders and entrepreneurs. If your group would like hard-copy brochures to distribute to your local businesses, just call our office. We will ship them to you so you can pass them out.

We have structured this contest so both large cities and small towns have an equal chance to win.

Good luck!  We look forward to seeing you in Boulder, Colorado on October 18-19.

Jon Schallert

PS:  Some communities like Phillips County, Kansas have created scholarships for their business owners to help them pay for the costs of attending the Summit Business Conference.  If you want the businesses in your community to improve, you have to be proactive!

 

Mike Kerr is excited about going to work. How excited are you?
August 30, 2011 in General, Small Business Advice, Summit Business Conference by

Mike Kerr is the opening keynote speaker at the Summit Business Conference.

Mike is going to teach all of us how we as leaders of our businesses and organizations can stamp out daily stress, boost the morale of our teams, infuse creativity into our lives, and create an inspiring business and work environment, one that’s loved by our employees and also our customers.

You can read more about Mike at www.MikeKerr.com but you can also see how excited Mike is to begin his Monday workday by clicking on the link below to watch the video on our Summit Business Conference blog.

Mike Kerr is excited to go to work?  Wouldn’t it be great to feel this way?

Using Yammer to create a company network
August 18, 2011 in General by

Yammer is a social networking program that connects all your company’s employees through one central communication channel. It’s free to use, it’s totally private, and it’s only for your company.

I first read about Yammer in a business magazine, where a boss was talking about how he was connecting easily with his employees and keeping everyone on the same page. “Wow”, I thought, “this program is for me.” I thought since I travel a lotand I have employees often working on projects that I should know about, this would be the perfect way for me to pull them all together.

Wrong!  But here’s how to know if it’s right for your company.  Click here to read the rest of this article (or whatever you say).

Yammer is quite an innovative program. Yammer allows you to set up an email communication network with your employees through their computers and smartphones.  As the owner, you start the ball rolling by inviting all of your employees to get Yammer on their computers.  One requirement though: all employees must have a verified company email address, or put another way, they all must have email addresses that end in the same company domain suffix.

This all is activated by you, as the initiator of the network, by emailing all of your employees and telling them to download the free Yammer software into their computers, and to download the software into their smartphones, if you want to also communicate with them through their phones.

Right away, you can see some of the parameters that have to exist for this program to work for your company: multiple employees in various locations who have computers or smartphones. If you and two employees are in the same physical location, there’s no need for Yammer.

But if you do have multiple locations with several employees, Yammer allows everyone to hear the same information coming from you. I can see a real advantage of this when you want to convey one message to everyone. But unlike emailing a group of employees, Yammer also allows them to contribute and bounce ideas off each other through your private Yammer network.  For those of you who have several stores, with employees in each store, I see Yammer as a way to get your employees more involved in discussions and to get them to contribute with their ideas. Of course, as the contributions happen, everyone connected to the Yammer network sees all the conversations.

I can see the strengths of using Yammer for some of you.  Check it out at www.Yammer.com.

 

In Praise of Slackers
July 7, 2011 in Becoming a Destination Business, General, Small Business Advice by

The last time I wrote in my blog, I wrote about complaining business owners who don’t make changes to improve their businesses.  If you don’t remember what I wrote, you can read it by clicking here.

Looking back, I was wrong about them.  I admit it!

I am now ready to embrace the complainers!  Here’s why:

My revelation on this point occurred when Alisa, our new Business Development Manager, left during the morning for a dentist appointment, but later returned a couple of hours later, resuming her regular duties.  Thinking about my own dentist appointments that are often filled with needles of Novocain shot into my gums, making it impossible for me to talk when I return to work, I couldn’t help but notice that she seemed quite functional.

So, I asked her: “How are your teeth?  Are you in pain?  Are you still OK to be at work?” But Alisa assured me she was totally fine.

She then said to me: “My dentist told me that if all his patients took care of their teeth like me, there’d be no need for her.  She’d be out of work.”  She explained that she took great care to clean and maintain her teeth after being told how important it was, and how her dentist appointments were non-eventful checkups absent of the pain I regularly came to associate with my visits.

We talked a little more and then, my light bulb moment occurred. It came to me in a flash that if everyone with teeth, brushed, flossed, and cared for them like Alisa, what a huge impact that would have on the dental industry! How would these dentist offices stay open, if all of their patients gave them nothing to do?

Let me use my dentist as an example.  I think my dentist’s office employs about 5-7 people, and I’d guess they are all pretty well paid professionals, all doing their work on people who don’t brush and floss as well as Alisa does. What if these people had no work?  For example, my dentist is a great dentist and a great guy, but I bet he doesn’t have any other marketable skills besides dentistry (maybe watch repair, with those tools he’s accumulated and his steady hand). But the rest of his staff? Not so talented.  I foresee “Will clean teeth for food” handwritten signs by the interstate.

Now, take this idea a step further. Multiply the impact if every dentist office in the country closed because everyone took care of their teeth like they should. Think of the massive unemployment problems that would result.  I bet most of these dental workers would be out on the streets, forced to selling their stash of free toothbrushes and mini toothpaste tubes. And think about that loss of revenue that previously circulated in our economy from people paying for dentures, implants, cleanings, oral surgery, x-rays…all of it gone!  What an economic downturn our country would experience, if everyone cared for their teeth like Alisa!

And that’s when it dawned on me that I’ve been looking at this the wrong way.  All those business owners who don’t attend my workshops, who don’t make their businesses unique and distinctive…these are people I should be thanking!  The owners who complain all the time and do little to help themselves while remaining stagnant, I should hug!  These owners are the ones who are maintaining the below-average business standards that allow the rest of my clients to stand out.  These owners are the people who set the low bar! These are the entrepreneurs who make it possible for any other company to look so good, by them being so bad at what they do.  These are the people whose poor service gets anchored in the minds of customers, so when my clients’ employees go just a little above and beyond the call of duty, their efforts seem Herculean.

I am the first one to admit when I am wrong, and I was wrong about the slackers.  It was wrong for me to have berated them.  The slackers, malcontents, and complaining business owners have done nothing wrong.  Granted, they haven’t done anything particularly right either, but they don’t deserve to be flogged into changing.

I’ve changed my mind!  Immobile owners like these should be praised. They should be encouraged to “Do nothing, move nowhere, change not!” Their businesses are perfect, in their most imperfect states, and the rest of the proactive business world needs them to maintain their business inertia.

So to all owners out there who are constantly working to improve yourself and your business position, do this: The next time you see one your business peers who fits this slacker/complainer description, don’t avoid them. Don’t look away. And certainly don’t berate them with those positive suggestions of change you typically heap on them. Next time, give them a hearty pat on the back and a cheery “Carry on!”

Their mediocre business is crucial to your creation of the Destination Business of your dreams. Without them, your challenges would be much more difficult.

Why Some Owners Learn, While Others Complain
May 12, 2011 in Competing in Today's Economy, General by

When I spoke in Battle Creek, Michigan and Lafayette, Indiana two weeks ago, it was like old home week!  In my Lafayette audience, there were ten (10) business owners who stayed all day for my workshop, who had also attended my 2 1/2 day Destination BootCamp previously (three of them had attended twice!).

So why is it that some owners are interested in continually improving themselves, learning more, growing their businesses, and re-attending my workshops multiple times, while others wouldn’t attend if you’d pay them?  Why do some owners proactively engage in their businesses to take them to much higher levels?  Why are others more resistant to learning new techniques to grow their businesses, but committed to being the most vocal complainers on the block?

After 25 years of consulting with tens of thousands of business owners, I’ve concluded that complaining is so much easier than going through the process of reinvention that is necessary if one really wants to accelerate the growth of a business.  I’ve also concluded that it’s kind of fun to take on the role of the grumpy curmudgeon, pointing out the mistakes of everyone else and being the preeminent vocal critic.

But in this world of small business, I’ve learned the number one characteristic of the best-of-the-best is their eagerness to always want to learn more. You see, the true geniuses of small business are really not geniuses at all. They’re great listeners. They’re voracious learners. They are rapid processors of new information, and they make it their goal to surround themselves with people who are similar. They know this is the way they will become more prosperous. They know they don’t know it all. They know there are new things they haven’t heard and they know they must reinvent their businesses, continually.

Here’s what I get a kick out of: in both cities where I spoke, we had multi-million dollar business owners, some with over 30 years of experience, staying and taking notes for over 6 hours, sitting shoulder to shoulder with brand new owners, some not one month into running their businesses.

Then, there were those owners who stayed home, thinking they knew what I was going to say, thinking they already knew all they needed to know, some conducting their own silent boycott of the event. Unfortunately, those that stayed home not only missed learning something new from me, but they missed learning from all those world-class owners in my audience.

At both workshops, I gave over 70 specific steps any owner can implement to improve their sales, right when they walk out the door. Honestly, I have the least sympathy for owners who have their businesses in Lafayette and Battle Creek who didn’t attend, who then complain that their community isn’t helping them to be successful. There were owners driving in from hours away to attend these conferences, some coming in the night before and staying in hotels.  If you purposely skipped this event when it was right in your backyard, you missed a huge learning opportunity that your community served up to you.

The greatest thing about our entrepreneurial system is that anyone can start a business and become their own boss. We are guaranteed this freedom. But after that, you’re free to follow your own course.

To grow and learn. To stay put and be right. All your choice.

Ultimately, to succeed. Or not.

 

Handling Your Great, Good, and Bad Ideas: A 3-Step Process, Part 2
May 8, 2011 in General by

Last week, I talked about the 3-step process of handling your overload of ideas.  Here is the second key in this process that you must remember:

Remember this #2.  You have too many ideas.

Let me make this clear:  In your big pile of ideas, some of the ideas you’ve gathered are not that good.  Some of them will make your business identical to everyone else in your industry.  Personally, I teach the opposite of this in my Destination workshops and BootCamp.  I recommend trying to separate those ideas out because you received those ideas from all the owners who were at that trade show who all shared all the things that worked in their businesses.  Everyone puts all their same ideas together, like a big casserole, and says “You should do this.”

Have you ever had a really good casserole?  I never had.  Excuse me for saying this, Mom, but except for the potato chips crumbled on top, it’s all the same inside, a bunch of gooey consistent slop.

Plus, why is everyone surprised when they take these ideas, collected from everyone else in the same industry and you run back to your businesses and implement the same things that everyone else is doing, and then, a couple of months later, all your customers start ignoring what they’ve seen everywhere else?

My advice is to avoid ideas spun from the masses.  Think originally!  Seek out ideas that are one-of-a-kind, unless you want your business to be just like all the rest.

You don’t want to focus on those identical ideas because you want to be a Destination.  Magnifying your differences should be your focus.

Let’s keep going through that pile of ideas, and how you sort them out.  Some of the ideas in your pile are bad.  You read them and they are impractical, poorly thought-out, illogical, or just dumb.  Ignore those ideas.

But even if you remove all of the casserole ideas and the bad ideas from your list, you will still have a huge pile of ideas that are good and some that might be brilliant, and some that you don’t understand at all, but there are probably still too many ideas in your remaining pile for one or two of you to implement.

Tomorrow, we’ll talk about the strategy that creative business owners use to get through their mass of ideas to find the gems!

Handling Your Great, Good, and Bad Ideas: A 3-Step Process, Part 1
May 3, 2011 in Competing in Today's Economy, General, Getting Out of a Business Slump, Low Cost Marketing by

Here’s something that’s critical if you are going to build a better business: learn to act on your great ideas, nurture your good ones, and discard your bad ones.

But this is easier said than done, especially for most owners of businesses.  You see, most owners are extremely creative people with ideas constantly popping up in their heads every day.

Do you recognize yourself?  If so, this blog post is for you.

I see it all the time.  Most owners keep lists and pages of their ideas.  Owners are great note-takers and list-makers. The problem comes finding time to act on those ideas.  Rather than devoting time to work on them (what companies call innovation time, or research and development), most owners work in their businesses and will do anything to NOT work on their ideas.  For example, some owners read trade publications, talk to business owners in their same field, and attend industry conferences, and when they return, they are thoroughly overloaded with more ideas, piles of notes and scribbles of thoughts, and magazines where they’ve highlighted every word in yellow.

Face it. You have more ideas than you need!  And I’m including the bad ideas you get from people who come up to you, knowing very little about your business, who say: “You should do this, if you want to make more money.”

Do the math, and collectively, you have some great ideas mixed in with a bunch of good ideas, about half-a-ton of not so good ideas, and a couple of hundred ideas that you don’t know if they’re good or not, and a few that you wrote down or heard that you don’t understand.

Then, I come around and tell you to reinvent your business as a Destination which really puts you in overload (it shouldn’t; my stuff’s the easiest).

Here is the first step in the process to help you handle your great, good, and bad ideas.

Today I will share the First Idea.  #2 and #3 will appear in this blog in the next two days.

#1 Step: Remember that there is only one you.

“There is only one you”.  What does that mean?  It means that you are limited in what you alone can accomplish as one person.  Your parents used to say “There is only one you” but they meant that you were like a shining star or unique like a snowflake.  And though you might have been and maybe are now, I don’t mean it that way.

Put another way: You are just one person trying to handle too much.

But, you might say, “Wait, it’s not just me!”  You might say this because you have a supportive partner or spouse or good employees who are likewise focused on your business.  Yes, this support is wonderful, but that makes a few more “kind-of-like yous”, and even though your spouse might be infinitely more talented than you and right on the same page, that only means there is at most, just one more than you.

And yes, some of you have brilliant people working for you.  They can take some responsibility for handling different ideas.  But deep down, you know that there is a reason your employees work for you and don’t have their own businesses.  They are not you, and some aren’t even like you. They don’t wake up in the middle of the night in a cold sweat, thinking how to make payroll the next day. They sleep at night while you are up thinking of the hundreds of ideas that caused you to sit up in bed.  They don’t agonize over that customer your business just lost, and that sale that just walked out the door.  Deep down, they are less committed.

Granted, there are other possibilities to have more people help you with your ideas.  You can delegate responsibilities to others (though most owners don’t do this real well because you have a tendency to be a little controlling, oh, snowflake that you are).  Yes, delegation is a possibility.

But let me come back to what I said: There is only one you.  And you know it, and for the most part, the really great ideas that are percolating around up there will have to be put into practice by you.

Tomorrow, we’ll cover the reality of having too many ideas, and what to do about it.

And then, my banker said to me…
April 29, 2011 in General by

Here’s a story I have to share with you.  This was related to me by one of my clients and even though this story is outrageous, this is a true story.

I couldn’t make this stuff up!

One business owner I work with was in her local bank, speaking to her bank’s Manager about the changes she was making to her business.  This very proactive owner was sharing the steps she was taking to grow her sales, and how she was working to become more of a Destination, pulling customers to her business from a greater distance outside their immediate town.  This process of becoming a Destination Business, she explained, would help improve their whole community, as more customers make the trip to see her business, other businesses nearby would benefit from the increased traffic.  This owner continued explaining the detailed steps she was taking to drive more sales and customers into her business, including physical interior and exterior improvements to her facade and floorspace, and major marketing changes she was excited to be implementing.

The banker intently listened to the owner, but finally turned to her and asked point-blank: “Why do you want to be busier?”

True story!  Unbelievable!

Maybe it’s time for this owner to find a new bank that envisions her business as large as she does.

For All Owners: Your Presence is Needed
April 6, 2011 in Competing in Today's Economy, General, Getting Out of a Business Slump, Simple Things That Work by

Being able to meet and interact with the owner of an independent business might not seem like a big deal to you, but to many customers, your presence has power.  You physically being in your business, talking to customers, helping them solve their problems, and listening to their issues, is one of the joys that a customer feels when they get to interact with the actual owner of a business.

Let me give you an example of how making yourself visible can have a big impact on your bottom line:

Last year, my wife and I took a trip to California, and went to visit some wineries near Sonoma.  We had never been to any of their wineries before, and we soon learned it’s a pretty big event to tour these places.  People from all over the world come to California to taste and critique their wines.

If you ever go to California’s wine country, the whole wine tasting experience is overwhelming.  We stayed in a little city where there were over 40 wineries within 5 miles of our hotel.  So, upon our arrival, the first thing we did was ask the concierge at the hotel to give us some recommendations on where to go.  Then, armed with our list of recommendations, we were ready to start the next day, checking them off one at a time.

But we soon learned that going to each winery on our narrowed-down list was still a daunting task.  The first day we headed out, we started at the top of the list.  We were at the first winery when it opened at 10:00 a.m.  I don’t know if you’ve ever sampled wine not long after breakfast, but it didn’t take too much time before my taste-buds were numb, my mind was a little loopy, and all the while the winery people are talking about the aroma of chocolate and cherries and spices we were supposed to be tasting in our mouths as we sampled the wine.  I tasted none of this.  By noon, I was ready to head back to the hotel and take a nap.

On the second day, we changed our strategy.  We decided to just hit the wineries that our friends had recommended to us.  One of the wines on our “primo list” was named after two partners who had started the winery (for the sake of not incriminating them, let’s call it the “Michael-Joseph Winery”).

When we arrived at Michael-Joseph’s, the place was a palace.  There was an immaculate garden and a spectacular view of the vineyards from the main tasting area.  We walked in, and were the only ones there.  We were greeted by a nice woman who seated us at a private table.  She started taking us through the different upscale wines created there, and during our tasting, she started telling us the story of how Michael and Joseph had started the winery from scratch.  She told the story of how they had built it up, and the trials and effort they had both gone through.  She then told us how they had won all these wine awards, and finally, how Joseph had purchased Michael’s half of the winery from him, becoming the sole owner.  Her whole story was very inspirational.  You really appreciated the hard work that these owners had gone through to create the wine we were sampling.

Not long after she had told us this story, a guy walks through the tasting room with his dog.  The dog comes over to us, and the woman pouring wine for us makes a comment to the man walking through.  He responds, and walks into an adjacent room with a huge desk.  The dog sat down with us.  The guy looked like he knew his way around the place, so I asked her if this was Joseph, the owner of the winery.  “Yes, that’s him,” she said.  Joseph continued to stroll in and out of the far corner of the room as we continued tasting wine, and the woman and he would talk back and forth, carrying on a dialogue, while we were sitting there.

Now, maybe it’s just my fascination with how entrepreneurs become successful, or maybe it was a case of being a little star-struck because I’ve never met someone whose name is on a bottle, but I started thinking how cool it was that this guy is the one who built this whole thing from the ground up, and how cool it was that he’s right here, walking around with his dog, and about the time I’m thinking it would be pretty neat to talk to him, he disappears.

Just gone.  And he doesn’t come back.  And soon, we’re done with the wine.

When we left the winery and we were both driving in the car, when I turned and said, “Wouldn’t it have been cool if the owner had just come over and said something to us?”

And right then, we both realized that if this owner had taken just a minute or two to say hello, and take the time to introduce himself to us, the whole winery experience we were having would have been so much more memorable.  It could have only been a moment, but we would have probably bought a whole lot more wine, and we certainly would have talked about the experience of meeting Joseph, the winery owner, to all of our friends.

Now, relate this to your business:  If you build your Destination business correctly, there will be two aspects of it that will become famous:  Your business and you.  Yes, I know some of you are uncomfortable being in the spotlight, but I’d suggest you get over this stage fright because when you build a successful Destination Business, the curtain on your stage will inevitably rise.

There is a fine line between being the celebrity-owner and saying hello to customers, and spending all your time gabbing with them, and getting nothing else done.  It’s a balancing act, but rehearsing your brief interaction helps:  “Hello, nice to see you, thank you for coming in, oh, yes, we are glad you read about us in that magazine, and again, thank you for coming in, it’s a pleasure to meet you, here’s my card, and now, I have a meeting to go to, goodbye.”

Get comfortable being the Expert in your business and using your “celebrity” status to your advantage.  Most of the time, it won’t take much to have a big impact on your customers.

Are You Still Excited About Your Business?
February 24, 2011 in General by

Yesterday, I wrote about using a calendar to drive your business growth.  But there’s one additional question I want you to think about regarding your 2011 plan.

Are your future plans for your business so exciting that every morning, you can’t wait to get out of bed and get to work on them, even when you are tired and worn out?

Or, are you more focused each morning on trying to figure out how to get a few more minutes of sleep under your electric blanket?

Think about that:  Are you still as excited about your business like you were when you started it?  If not, maybe your dream for your business needs a little updating, a little reinventing.

What I mean by that is this:  Your business is where it is today because of your drive, your vision, and your effort.  Your business is going to progress as far as you take it.

Are you dreaming big enough about your business?  Are your future goals for your business so exciting that you literally can’t wait to get working on them?  If not, it’s time to change what you imagine will be the future of your business.

Someone said:  “We are what we are because we first imagined it.”

Some of you are thinking:  “I didn’t imagine my business being like this.”  If that’s your thought, it’s time to imagine something different, better, and aligned with where you want to be.

Your future picture of your business, where you want it to be, should be so powerful that when you wake up, you can’t wait to tackle the challenge.

Are you setting goals that don’t motivate you?  Add some goals that do!

Your goals have to contain a level of excitement.  If there’s no excitement in your goals, think forward to a picture of your business that would be exciting.  What does it look like?  What would have to happen for your business to get to this point?  What specifics would have to change for your current situation to move to this new future picture?

Identify what you are dissatisfied with.  Figure out what your business would look like if you erased these parts of your business and created a better future.

Then go back to your 2011 calendar.  Create a plan for the year that’s going to excite you.  Create a higher level of goals for your business that will recharge you.  Start developing a plan with specifics.  Map out your steps that you would have to achieve to get to this new future.  Create endpoints so you can measure your progress along the way, knowing you are achieving the mini-goals that lead to the final goal.  Each action should build on the last one, creating momentum as you move forward.

Now, if you do everything I am suggesting, will this necessarily mean that by the end of 2011, you will have achieved your new-found goals?

Not necessarily. But I think you’ll agree that if you don’t attempt to move forward with a bolder future for your business, there is NO CHANCE you will get there.

Don’t be satisfied with just getting out of bed, getting to your business, and opening the doors.

Think bigger. Set larger goals that motivate you again.  Create a step-by-step plan to achieve them.

That’s why you started a business in the first place, wasn’t it?

If you are ready to get excited about your business again, and make it a Destination, think about coming to our Destination BootCamp.  Hundreds of other owners just like you have attended, with amazing results.

Click here to read their words after attending it

What’s Your Calendar Say?
February 23, 2011 in General, Getting Out of a Business Slump, Increasing Customer Traffic, Simple Things That Work by

Today is the 54th day of 2011. There are 311 more days to go before 2012.  I know this because every morning, I look at the calendar on my wall, and in tiny numbers, it tells me that information.

That’s just one benefit of a calendar like this.  The bigger benefit is that my calendar shows me how I’m going to grow my business in 2011.

What did your calendar tell you today?

Funny question, right?  But look on your wall, or on your computer, and do you have a physical calendar that details the step-by-step plan you’ve created to grow your business in 2011?

You probably don’t have one.  Most of my clients don’t have one when they begin working with me.  But I’m going to suggest you get one.  Get a big 2 foot by 3 foot horizontal 2011 Yearly Planner calendars that has all 12 months visible, that you can write on with a dry erase marker.  Put it on the wall where you see it every day.

When you first put it up, it will be uncluttered and blank.  Your future will never look so uncomplicated as when you put up your new calendar.  But after day 1, this calendar holds the promise of a brighter future.

Why is this calendar discussion important?  You can use your 2011 calendar like I do, as the physical representation of the twelve month revenue strategy you will be implementing.

I can see on the calendar my plan and my progress of achieving superior results in 2011 over 2010.  Best of all, on December 31, 2011, after a full year, if I am not satisfied with my company’s 2011 end-of-the-year revenue numbers, I don’t have to look any further than that calendar to see what I did, the order and frequency I did it, and decide what to change for the future.

You might be thinking:  “Wait a second, Jon.  What about the economy?  That’s going to impact my numbers in 2011!”

The reality is that you cannot blame the economy if you start now with a plan.  If you write a year-end sales decrease in 2011, or you write a lesser increase than you hoped for, your plan will be the reason.

For most owners, though, they have no proactive plan.  Where most owners dwell is in the day-to-day, adding-it-up-as-you-go, let’s-see-if-we’re-ahead-or-behind, reactive record-keeping mode.  That’s not an entrepreneurial plan; that’s a bean counter function that your accountant can do!

Your job as the owner is to create the vision and the plan that drives the totals you want!

Think back on last year:  If in 2010, you went day by day, waiting and hoping that the economy would turn around, shame on you!  Hoping the economy will get better is not a plan!  Hope itself feels good, but as one wise man once said:  “Hope is not a strategy.”

Onto 2011:  My empty calendar, already 54 days into the year, is ready for more of my future plan.  Your calendar is ready, too!  You can deviate from what didn’t work in the past, and set out a course for the year with new tactics that you didn’t try before.  Your goal should be that at the 365th day of 2011, you don’t look back on your past 365 days with regret, but with satisfaction that you learned from 2010 and didn’t repeat those mistakes in 2011.

Let me say it again:  If you are not happy with your year-end sales numbers this year, don’t blame the economy.  Blame the plan you created while in this economy.

Today, go buy that calendar.  Then check back on this blog tomorrow, as I give you Step 2 to grow your sales in 2011.

Don’t Be a Shoveler
February 9, 2011 in Destination BootCamp, General, Getting Out of a Business Slump, Resources Owners Can Use!, Small Business Advice by

At our Destination Business BootCamp, one of my favorite chapters to teach is how entrepreneurs and owners must attain a balance as the leader of the business to maximize the potential of their business.  Without a doubt, it’s the chapter where the owners in attendance do less talking and contributing than any point of the BootCamp, and I know why.  During this chapter, I hammer home the point that owners must quit operating as Mom and Pop business proprietors and instead, must start running their businesses like a CEO would run their company.

What that means for most owners is that they must start passing off some of the simple, day-to-day tasks that often dominate their working hours, so they can start thinking about more strategic and substantial ways to grow their company.

This chapter is especially sobering because I think we all see ourselves in the worst-practices examples in time management that I show.  You’ll notice that I say “we” because I can be as guilty anyone else in using my time unwisely.

One of the examples I reference during this chapter is the Steven Covey – Franklin Time Management system.  It’s a fantastic workshop that will help any time-scattered owner, and one immediately learns that there are only 4 types of activities that one engages in.  You are either being:

  • Reactive to outside stimulus and taking action when you must respond to an issue you didn’t create.
  • Proactive in handling your most important priorities of your company.
  • Adding and contributing value to your company by the nature of the tasks you choose to do, or
  • Contributing marginal value to your company by the tasks you do.

Then, I take examples of a typical business owner’s day to show one of each of these 4 activities.

When I come to the Reactive/Marginal-Value Tasks, the example I use is showing an owner who comes into his or her business, after it’s been snowing all night.  The sidewalks are covered with snow.  The owner grabs the shovel, heads outside, and starts clearing the snow off the sidewalk. Again, they are reacting to the snowfall on the sidewalk, so this is a Reactive task, but they, as the owner of the company, do the shoveling, rather than delegating this task to someone else.  This gives it Marginal value.  Marginal, reactive activities are the worst time wasters for business owners, and in this example, shoveling provides n value to the overall strengthening of their company.

Now, jump forward with me when I’m speaking on the phone to an owner who just attended the BootCamp.  She mentions that she found this time management exercise extremely beneficial and enlightening.  She starts recalling examples that I used during this chapter and mentions that this was a huge Eureka moment for her at the BootCamp.

“I’ve concluded,” she told me over the phone, “that being a CEO is hard.”

I agreed.  Thinking like a CEO is much harder than just engaging in every single task that pops up in one’s business, I told her.

She went on to say:

“It’s easier to be the shoveler.  I like shoveling.  I like doing something and seeing an immediate result, like the snow going away.  I like think-less jobs.  It’s hard to be the CEO of your company.  Being a CEO is NOT a think-less job.”

I like shoveling and doing think-less jobs!  No one had ever put it that way. But she was right.  Being a CEO is not easy.  It involves planning for the growth of your business.  This involves thinking and being creative, probably two of the most difficult aspects of running a business.  Being a CEO means you have to decide what must happen now, and what steps must happen next.  Strategic thinking about how you’re going to make your business a Destination is definitely an activity where thinking’s required.

But shoveling?  That’s relatively easy, isn’t it?  And when you are done, you can look at your completed work and say, “I did a fine job of shoveling.”  We all get an immediate reward as we check another item off our list.  No wonder so many of us engage in these reactive, marginal  value tasks.

So the next time you are sitting down, evaluating what needs to be accomplished in your day, think of this owner, who admits that she prefers shoveling to thinking about how to grow her business.  Are you the same way?  Are the tasks on your list tasks that you should be handling?  Or, are the tasks you’ve put on your list more of the “think-less” kind?

Focus on tasks that you absolutely MUST handle since no one else can!  Growing your business takes being a CEO, regardless of the size of your business.

Want to learn more about proactively becoming a Destination business.  Think about attending our next Destination BootCamp on March 15-17.  Click here to learn more.