What Exactly Is Success?

On March 31, 2010, In Success, By Tim

“Success is the progressive realization of worthwhile, predetermined, personal goals.”

~Paul J. Meyer

That is the best definition of success I have ever seen. Paul Meyer knew the score!

I hear success defined in many ways. Some people say it’s having money. To others success is having a big house, healthy family, and a comfortable retirement account. You might consider yourself successful if you are able to get out of bed in the morning! Whatever the definition, success is whatever it means to you.

If you run a business you MUST define what success means for you and your business. You have to know when you have “made it”. When you determine up front exactly what criteria determines your successful business, everything else falls into place. Every action you take in your business should be based on getting closer to that criteria.

Let’s take a closer look at the quote and how it relates to running a business.

Goals

What is the ultimate goal of your business? What has to happen before you consider you business successful? If you own a brick-and-mortar business, your goal might be to have 100 locations in 10 years.  A consultant may want to have branch offices in 25 states. An online marketer may want to do 100 informational seminars a year during the next 5 years. A good way to look at the ultimate goal is determine what has to be done to build the business with the intent of selling it when you are finished.

Progressive Realization

Have you heard the expression “It’s not the destination, it’s the journey”? You don’t necessarily have to reach your destination to consider yourself successful. A lot could happen on your journey. As you build toward your goal you may find an end result you never considered.

For example, the internet marketer has a  goal to do 100 information seminars a year in major cities around the country.  As he builds the business towards that end he discovers a way to get his information in front of more people, a much larger audience by doing online webinars instead. Did he change his mind, is he now considered a failure? Of course not. He still presents his information to the masses. There will always be detours. What is true today may not be valid tomorrow.

Worthwhile

A business can only be profitable if you provide solutions that are worthwhile to your customers. Your products must have benefits your customers want.

Predetermined

The ultimate goal of your business should be determined up front. You’ll need a clear vision of what the business should look like from day 1. Then you can prioritize every task you do by asking ‘ does it get me closer to my goal?’

Personal

Finally, the overall goal must be meaningful to you. It has to be what you want. It’s not personal if you build a business based on what other people think you should do. Think about it. How can you possibly be successful doing something you don’t want to do?

Conclusion

I think Paul Meyer’s definition of success can be applied to any business or personal  undertaking. If you know from the beginning what your business will look like, and you enjoy providing a service that people want,  consider yourself successful as you grow your business to it’s ultimate goal.

How does this model of success fit your business? Please share your comments below.

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Everything You Know Is Wrong

On March 29, 2010, In Controversy, By Tim

It must be true.  I hear it every day.  People tell me I’m wrong all the time.  I’m told it will never work. You’re too old.  That will cost too much.  No one will buy it.  It’s too soon.  It’s too late.   Give me a frickin break!

Shut Up, Stop Whining, & Get A Life

That’s the title of one my favorite books by Larry Winget.  It’s also something I’ve been saying to people a lot lately.

It’s Time For A Rant

I mean a really big one. Stay with me though.  I have a solution.  I won’t scream and then leave you wondering what to do about it.

I don’t know what’s going on but for the last week or so I have been hearing a lot of people tell me how I’m supposed to be running my business and conducting my personal life.

Bloggers are telling me the ‘correct’ way to use Twitter.  I see readers tell bloggers it’s unethical to make money online.  Magicians tell me you can’t make money with a 15 minute show.  A neighbor tells me I shouldn’t be a Duke fan because their coach is evil.  In other words, everything I know is wrong.

I May Not Always Be Right, But I’m Never Wrong

Seriously.  I get to decide what is right… for me. You get to decide what’s right… for you.  That sounds so easy.  Then why is it so hard to do?  People mean well, right?  They just want to help, right?  At least that’s what they tell you.  Sorry.  I’m just not buying that crap any more.

I wrote an article last week about controversy.  Is it good or bad for business?  I used an example about a magician who went on television and exposed the secrets behind common magic tricks.  The magic community was furious.  I offered a solution for how to handle the controversy and invited comments.  Some very angry magicians sent me email demanding I stop endorsing exposing magic secrets. They clearly did not read the article, entirely missed the point, but still thought it was OK to tell me that I was wrong and that I’m destroying the sacred art of magic.  Again, everything I know is wrong. The self proclaimed protectors of the art know exactly what is best for all magicians.

I made a decision to unfollow Twitter users that I have little in common with.  The internet marketing experts came out of nowhere to tell me what an idiot I am and how my business is doomed to failure. I’m on a roll!  Maybe these people are right.  Maybe everything I know really is wrong.

March is my favorite time of year.  I get to watch countless hours of college basketball.  I just found out I’m a terrible basketball fan because I like Duke university.  Yep, I shouldn’t like Duke because their coach secretly has ties with the referees.  The officials are being paid to help his team. I guess it’s true then.  I really don’t know shit about anything!

OK so now what?

Ask The Right People For Advice

Someone tells me a red widget will never sell, blue is the way to go.  They tell me this because they tried selling red widgets once and failed miserably.  Thank you but I’m going to ask my customers what color widget they prefer.  Turns out they like purple.  Not blue.  Good thing I listened to the right people.

Filter The Input – Take The Best, Leave The Rest

Most advice seems to come unsolicited.  People will give you advice whether you ask for it or not. Many times it’s because they feel they know what’s best for everyone. Too often I will listen to the advice.  Sometimes because I think the person talking is a guru.  Sometimes because I feel they have been-there-done-that.   Sometimes because I just can’t come up with my own solution.

A leader consults with team members to brainstorm solutions to a problem.   He then takes the information to make a decision.  In the same way, I get to decide how to move forward.  So do you.

Consider The Source

A magician on a popular magic forum said a 15 minute show is a thing of the past.  No one will buy such a show.  Really?  That happens to be the type of show I book all the time.  He obviously only speaks from his personal experience and knows nothing about what’s really happening in the market.  I would no sooner take advice from someone who has never booked a 15 minute show than I would listen to an overweight doctor trying to tell me how to lose weight.

Reduce Information Overload

How many people do you really have to listen to?  How many articles do you have to read to find a solution.  Information overload will waste your time to the point you may never get anything accomplished.  Stop listening to everyone!  Make a decision and then make it right.  If you make a mistake, fine. Move on.

Conclusion

I decided I know more than I give myself credit for. So do you.  I’m committed to being more self sufficient and not worry whether someone else thinks I’m doing it “right”.  I’m going to be more cautious about the advice I get, especially if I didn’t ask for it.  I’ll listen to just enough to learn something but ultimately decide what’s best for me or my business.  I hope you will do the same.

You may find this hard to believe but I really don’t want everyone to agree with me all the time.  If you think this rant is a bunch of crap, tell me so.  Just tell me why. Otherwise I may just ignore you.   I’m willing to learn something.  I’m opening the door for any comment you have.

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The Louder You Speak, The Better They Listen

On March 26, 2010, In Communication, By Tim

Speak boldly.  Speak loudly.  Speak with authority.  Unfortunately, many people think this is the best way to deliver a message to your customers.  Ridiculous!  If you want to alienate your customers, then yes, by all means follow that formula.

Communication is supposed to be the imparting or interchange of thoughts, opinions, or information by speech, writing, or signs.  The key word in the definition is interchange.  Good communication flows back and forth between speaker and listener.   It’s a process of assigning and conveying meaning to create shared understanding.

Yesterday we talked about the importance of listening.  Let’s take a look at how you can make your message easy to communicate so the listener understands you.

  1. Understand you can’t make people listen, they must choose to listen.
  2. Know your audience.
  3. Your message must resonate with a person’s interests.
  4. Let the audience know understanding is not agreement. They don’t have to agree.
  5. Your attitude is the first thing people see.
  6. Be yourself. Be authentic and at ease.
  7. Open a conversation with things you have in common.
  8. Be attentive and courteous.
  9. Avoid confusion. Keep your ideas simple.
  10. Know the intent of your message.
  11. Confirm understanding with your audience. Ask questions.
  12. Provide a summary.
  13. Be patient with explanations.
  14. Avoid jargon. Speak their language.
  15. Focus. Avoid distractions.
  16. Keep information accurate, up-to-date, and interesting.
  17. Create a mutual understanding that pleases both parties, win/win.
  18. Set the stage. Tell your audience what to expect.
  19. Use analogies or examples to help understanding.
  20. Be prepared. Have all the necessary info at hand.
  21. Encourage input from your listeners.
  22. Focus on your audience. Pay attention to what you hear, see, and feel from them.
  23. Express your individuality appropriately within the context of your audience.
  24. Be open and confident.
  25. Be on time for scheduled communications.
  26. Have a positive attitude.
  27. Make sure your message has purpose.
  28. Know that you have control over the atmosphere you want to create.
  29. Appeal to your listener’s self-interest.
  30. Allow for and respond to questions.

Your customers look to you for guidance. They want to believe you can help them.  Be sure you reinforce that trust by communicating your message clearly.

Would you add anything to this list?  Feel free to share your ideas in the comments below.

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Close Mouth, Open Ears – Someone’s Talking

On March 25, 2010, In Communication, By Tim

You: “I would like a cheeseburger, small fries, and a small iced tea… that’s all.” 

Drive-Up Window: “Would you like cheese on your burger?”

You: “Yes, a CHEESE-burger, small fries, and a small iced tea… that’s all.”

Window: “Small, medium, or large?”

You: “One CHEESE-burger, SMALL fries, and a SMALL iced tea… that’s all.”

Window: “So that’s a cheeseburger with cheese, small fries, and small iced tea. Will that be all?”

You: “Never mind, I’m not hungry.”

Is it just me, or did that employee not hear a word I was saying?  Sheesh!  How hard can it be?  Instead of really listening, they were just hearing a voice on the other side of the intercom.  What’s really happening here?  Please tell me you don’t do this to your customers!

Effective communication happens between two people when the listener understands the speaker’s message in the same way the speaker intended it.

Listening is not waiting until someone is finished talking before you say something. If you’re the one doing the talking, people will be more willing to listen to you if you take the time to really hear them.

Here are some tips to make sure you understand what your customers are trying to tell you:

  1. Close mouth, open ears!
  2. There is a difference between just hearing the words and actually listening for the message.
  3. Hearing is a physical ability, listening is a skill.
  4. Do not evaluate or make judgements about the person speaking.
  5. Ask for clarification if you don’t understand.
  6. Do not be preoccupied.
  7. Listen with respect and validation.
  8. Don’t mentally argue.
  9. Adjust to the situation.
  10. Avoid thinking about your own personal beliefs about what is being said.
  11. Listen with a willingness to be persuaded.
  12. Stay present.
  13. Make eye contact.
  14. Repeat or restate for verification.
  15. Notice nonverbal cues, body language.
  16. Avoid interrupting.
  17. Avoid jumping to conclusions.
  18. Know when to respond.
  19. Never assume what the speaker assumes or is thinking.
  20. Let the speaker finish their sentences. Don’t do it for them.
  21. Don’t look for flaws or weak spots you can attack.
  22. Don’t pretend, actually listen.
  23. Show genuine interest.
  24. Look for intent and feelings behind the words.
  25. Use “listening” body language. Face and lean toward speaker.
  26. Do not try to form a response while listening.
  27. Prevent quick responses.
  28. Acknowledge the speaker’s feelings.
  29. Give feedback- smile, nod, frown, raise eyebrows, shrug, etc.
  30. Offer advice only if asked.
  31. Do not jump to conclusions. Hear everything.

Communication is a two-way street.  Effective listening is just one side.  Tomorrow we’ll talk about how to make your message easy to communicate so the listener understands you.

Do you have “cheeseburger” story to share?  I would love to hear it.  Let me know in the comments below!

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How To Let Controversy Suck The Life Out Of Your Business

On March 23, 2010, In Controversy, By Tim

Is controversy consuming your life?

We have all heard it before – Scandal, shocking news, and controversy is good for business.  All press is good press, whether good or bad.  Controversial topics are the most popular articles for bloggers.  If someone disagrees with you it doesn’t mean they hate you, maybe they just have an opinion!

The lists of “truths” about controversy goes on and on.  Is controversy really good for business?  Maybe.  It’s a way to spread ideas and sway opinions with healthy debate.  How boring would it be if everyone agreed?  No room for innovation when that happens.  There are many ways to look at an issue.

But what about the motives behind controversy?  Are there people who attack others just to get attention… at your expense?  YES!  If you happen to be the one being attacked, it’s easy to get pulled into the drama and have the life sucked right out of you or your business.

The Incident
On November 24, 1997, Fox Network in the U.S. aired a show Breaking the Magician’s Code: Magic’s Biggest Secrets Finally Revealed.  It was the first of a four part series of TV shows that explained the methods behind magic tricks and illusions.  The masked magician was supposedly a well-known magician who wore a mask to avoid the backlash from fellow magicians.

Within hours of airing the show, all hell broke loose within the magic community!  I have been hanging around magicians and street performers for over 20 years and have NEVER seen such strong reaction from magicians. They were pissed off!  The first rule of being a magician was broken – the promise of magicians to never reveal the secret workings of a magic trick or illusion.

The Motive
Fox saw an opportunity to get an increase in viewer ratings by creating controversy within the magic community.  They counted on the fact that working magicians would protest.  It worked like a charm for Fox.  I’m sure the man behind the mask came out with a bundle of cash. :-)

The Reaction
The magic forums exploded with activity.  Everything from anger to disbelief to preaching right and wrong was covered.  Outrage and disgust were at the forefront of the discussion.  The major Magic organizations from around the world jumped
into the debate.  There were a lot of pissed off people that wanted to have their way with the masked man.  After all, he just destroyed the careers of top performing magicians.  Bullshit!

The only “harm” he did to the performers was to successfully draw them into believing that trick methods were the real “secret” to their career success.  That’s just not true.  Showmanship is what sells tickets.  An audience comes to a magic show to be entertained.  Many magicians mistakenly believe they are successful because they utilize secret methods that no one in the audience could possibly do themselves. I challenge any magician to walk into a magic store, buy a new trick  and put it into their show that night.  It won’t work.  Knowing the secret to the trick itself doesn’t make for a good performance.  Stagecraft, practice, and presentation are what is most important.

The Result
Magicians screamed like never before. Hatred and outrage consumed them. Not everyone, but the vast majority did.  Then the excuses came.  There were countless stories of performers complaining their career was ruined.  How could they possibly expect an audience to come to their show if they knew the methods?  It was the end of the world!  I wonder though, how many people actually saw the show, and did it really matter to them anyway?

New organizations were formed to protect the secrets of the craft.  Magicians were encouraged to write the TV network with threats.  Advertisers were asked to pull their ads from Fox. Self-proclaimed ‘protectors of the magical arts’ began preaching ethics and demanding all magi follow the rules.  A new wave of policing the magic forums, hunting for people that supported exposure.  It. Was. Wild!

Fox got exactly what they were looking for, and most magicians were none the wiser.  Three more episodes aired over the next eight months.  Now the ball was rolling!  Fox was getting results at the expense of the magic community.  In 2002, they cranked out another 13 episodes.

Magic careers were apparently being destroyed.  And whose fault was it?  It wasn’t Fox.  It wasn’t the masked magician.  Then who?

Magicians Were Letting Controversy Consume Their Life
It was their own damn fault.  A large percentage of working magi spent most of their time whining when they could have been focusing their efforts on being the best they could be for their audience.  Looking for new marketing.  Developing new illusions instead of doing the same thing every other magician does.  It’s always easier to blame someone else when something bad happens.  Seemed like the complainers were possessed with being right.  They wanted everyone to think just like them.

Did Fox destroy the art of magic?  Did the masked magician kill the mystery of a good magic performance?  Nope. David Copperfield still performs almost nightly to sell-out crowds.  I still see magicians at convention booths gathering crowds for their clients.  The prestigious Magic Castle in Hollywood still sells tickets every night.  Criss Angel is in his 5th season with his TV show on A&E.  Most of my friends still book corporate work every week.  Magic is alive and well.  The people still getting work are the ones who decided not to get sucked into the controversy.

The Solution
If you are the target of controversy, you have two choices.

  1. Debate the issue until you win. (which may never happen)
  2. Debate the issue until you realize it’s better to agree to disagree and move on with your business.

It’s really not what happens to you when something goes wrong, it’s what you do about it to keep moving forward.  Why not just learn from it?

Just so you know, when the masked wonder boy hit the scene, I was mad!  I wanted to go after the guy and frankly, I thought I had a pretty good plan to do so.  Then I realized I didn’t need to be the moral police that tried to stop something that could not be controlled.  Instead, I got together with my close friends in magic to work out new ways to book gigs and improve my show.  I let the haters hate, and the exposers expose… cause that’s what they do.

Hey, I may not always be right… but I’m never wrong!

Has this ever happened to you in your business or personal life?  How did you choose to deal with it?  Please share your thoughts in the comment section below.

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