Posts Tagged ‘business coach’

Grow or Go

The question of when to “grow or go” faces every business owner.  You stand at the precipice and ask yourself if you want to

Grow into your goal

Grow into your goal

expand the business or sell.  How do you decide?

The questions come down to priorities.  The quantifiable ones are the easier ones.

Are you making money?

Are you making money?  Seriously what profit are you generating on a consistent basis? Look at the focused hours you are investing in order to generate that profit.  What is your time and effort worth?

On the good days when business is flowing and you are receiving the emotional satisfaction of achievement, the monetary amount seems less significant but on the bad days when customers or employees are unhappy about something, the significance changes dramatically.  At 8 am this business may feel like the best idea you have ever had, but at 2 am when you awake from a restless sleep wrestling with a problem, it seems like the worst idea.

Is it enough?

Profit vs time and effort

Profit vs time and effort

On a strictly quantifiable basis, is the amount of money you are earning enough to pay your bills, save some money for your future retirement and support the lifestyle you envision for yourself and your family?  If you just felt the twinge or a knot in your stomach, then perhaps this calculation deserves a more serious analysis.

I remember when this very dilemma arose in my business.  The first time it arose, the industry was growing, my market share was growing and the potential appeared strong that my income would be increasing.  I streamlined a few details with the operations and overhead to improve the current service to my clients and staff.

My business was property management.  At that time I was working primarily with executive clients (non-rental clients who were absentee owners) and owners and tenants in long term rental properties.  Since my company was located in a ski resort, the decision was to expand into vacation rentals as well.

Vacation rentals required considerably more employees to handle housekeeping, reservations and maintenance.  It also required expensive marketing and an entirely new segment of owners who wanted to rent their homes to vacationers.  The increased cost to the company was enormous but so was the profit potential.  Vacation rentals generate a much higher profit margin for the company and the owners when everything works: the snow, the flow of renters and wise management decisions.

The risk and initial company capital outlay was scary high.  The reward potential was also temptingly high.  My decision was carefully weighed from all angles.  The decision was to go for it.  Thankfully, it exceeded my most optimistic projections.

How long will the profit be sustainable?

At that time the profit potential appeared to be increasing.  15 years later when the same decision of “grow or go” arose, the

Time is Valuable

“Time Thinking”

decision was to sell.


  1. Profit – amount, trend up or down, consistency, and potential for the future
  2. Hours – total personal hours, rate per hour actually earned, potential for the future
  3. Industry- trend for the industry locally and nationwide

These are quantifiable considerations.  Numbers are absolute.  If the decision is to sell as mine was 15 years later, these are the numbers which a potential purchaser will also scrutinize.

Emotional factors

What is your personal passion level?  How passionate are you about your business?  This is the intangible which weighs heavily on the decision.  Even if you are not earning enough money in total or enough money per hour, the personal passion factor can outweigh the quantifiable.  If you are so passionate about what you are doing that you would do it even if you were not making any money, then by all means continue.

thinking and feelingThe emotional factor weighs heavily.  What are your priorities?


  1. Financial needs
  2. Future planning
  3. Personal satisfaction

There comes a time when we look at what we are doing and determine the future potential.  If you continue on your current trend, will you reach your retirement goals?  Even more pressing is the question of paying your current bills.

Deciding to grow or go is not easy, quick or non-emotional.  You invested your hard earned capital, brain power, precious time and emotions.  The economic climate changes as does your personal situation.  Deciding to “grow or go” is intense.

Are you seeking more success in your life and career? Inquire about hiring Elaine Love for your next sales training, executive meeting or personal growth presentation.  Let me inspire you to reach your potential.,

More Precious than a Valuable Stone

Create a legacy

Create a legacy

When was the last time that something really touched your heart?

There is so much in the news about violence and white collar crime and disaster of every type and so little in comparison of the good.  Friday night was our Rotary Change over dinner.  The current president acknowledged the members who had contributed so much during his term and installed the new president.

The Rotary motto is “Service Above Self.”  This saying was printed on the card which accompanied the Rotarian of the Year award.

A wise woman who was traveling in the mountains found a precious stone in a stream. The next day she met another traveler who was hungry, and the wise woman opened her bag to share her food. The hungry traveler saw the precious stone and asked the woman to give it to him.  She did so without hesitation. The traveler left, rejoicing in his good fortune. He knew the stone was worth enough to give him security for a lifetime. But a few days later he came back to return the stone to the wise woman.

“I’ve been thinking,” he said. “I know how valuable the stone is, but I give it back in the hope that you can give me something that is far more precious. Give me what you have within you that enabled you to give me the stone.”

This speaks volumes about what we believe and do as Rotarians.  In the midst of chaos and violence, there is a calm place where giving back to others is valued highly – that is one of the reasons I am a Rotarian.

Did You Know

The first polio epidemic started June 17, 1894.  Polio reached epidemic proportions in the early 1900s.  In 1985 two

Service Above Self

Service Above Self

Rotarians decided to eradicate polio.  By 1994 it was eradicated in the United States.  The Rotary mission continues with Rotarians as boots on the ground around the world and the Bill and Melinda Gates Foundation contributing generous financial support.  In 2015 only three countries (Afghanistan, Nigeria and Pakistan) still had any new cases reported.  (These countries has refused to allow us to immunize against Polio for fear we are harming their children; we know we are seeking to protect the children.)

What is this important to you?  This highly contagious crippling disease is only a plane ride away from being back in the United States.  Because of the idea of two Rotarians and the efforts of thousands of Rotarians, your children, grandchildren and generations to come can be free of Polio.

What does this have to do with a precious stone?

It isn’t the stone or the disease.  It is far more precious.  It is the spirit within which enables them to give something even more precious – they give of their time, talent and treasure – they give as they are able.  They are giving freely to help others.  In this case it is the gift of health.

This story touched my heart and resonated deep within.  This is part of why I am a Rotarian.

Think with passion

Speak Up for Good

What can you do?

Mentor someone

Give a smile to a stranger

Give without expectation of return

Plant a tree whose shade you will never enjoy

Live your life to be a legacy you will be proud to pass on to the future.

Give something more precious than a valuable stone.

Are you seeking more success in your life and career? Inquire about hiring Elaine Love for your next sales training, executive meeting or personal growth presentation.  Let me inspire you to reach your potential.,

Awareness Avoids Misunderstandings

How many times have you ever offended someone or been offended?  No matter how hard we try, being perfect is not likely to happen.

We’re not talking about world peace, though that is a very worthy goal.  We’re not even talking about national peace.  The news media is full of unrest – mostly because conflict sells papers and attracts viewers.  We’re talking about something much closer to home.  We’re talking about those little misunderstandings in the workplace, community, and maybe even at home.

So What’s the Problem?

Peace is Preferable

Peace is Preferable

An offense may have originated as a recognition someone felt they should have received, but didn’t or didn’t receive to the degree they expected.  It may have been a misunderstanding of a word which had a different meaning intended by the speaker than the meaning the receiver attached.  It could have been a gesture which is perfectly fine in one culture and which has a very negative meaning in another culture.

What brings this topic to mind?  Have I just been offended or offended someone?  Not that I know about.  Business is expanding globally.  Awareness and prevention is much easier on the nerves of an entrepreneur growing a successful business, than damage control after an incident.

One of the biggest concerns for a business is that a teammate, business associate or customer may go away upset and we never have the opportunity to clear the misunderstanding.

Prevention is Easier than Damage Control

Business is expanding on a global scale.  The internet has allowed network marketing to become international

Inner Peace

Inner Peace

online marketing.  Other cultures are joining our teams right here within the United States.  When different ethnic backgrounds, different countries of origin and different belief systems combine there is always the opportunity for unintentional misunderstandings.

Gender Sensitivity

Awareness of the potentially sensitive areas can prevent most of the misunderstandings.  We no longer refer to all executives as male; we now say non-gender specific words.   Professional, executive, CEO, business owner or entrepreneur are non-gender specific.  Instead of “salesman” it is now “salesperson.”  The days of the bra burners and public displays of the women’s rights protest meetings of the 1960s has passed but awareness of some lingering sensitive feelings  remain.  It is much easier to be mentally alert and aware of our word choices now rather than do damage control later.

Create Inner Peace

Create Inner Peace

Ethnic Sensitivity

West Side Story depicted a war (rumble) between two different countries of origin.  When the west was first being settled, mixed marriages between Caucasian individuals and native Indian individuals received a barrage of name calling.  Right here in United States, the civil rights issues have been a major concern for years.   We’re still working to level the playing field.

Issues relating to different ethnic backgrounds are not new issues, nor should they be regarded as totally solved and past tense.  Silly little things like the wild west depiction of the cowboys in the white hats and the bank robbers in the black hats was meant as the contrast of good and evil, but we now know that depiction is inappropriate because of ethnic sensitivity.  It was not meant as ethnic at its point of origin.  Little details can have a totally different meaning to one person than they do to another.  Be aware and be sensitive to the feelings of others.

Awareness of the potentially sensitive areas can prevent most of the misunderstandings.

Religious Sensitivity

Peace Promotes Peace

Peace Promotes Peace

Yeah, I know this is a touchy subject not usually discussed in public writing.  That does not mean that it is not important, but rather that it is very important.  As entrepreneurs building a successful business, we must be aware.

When scheduling events, be aware of certain commonly known religious holidays.  Be aware that from sundown on Friday night to sundown on Saturday night is the Sabbath for some.  There was a time in Europe where no business was to be conducted on Sunday.  Weekends are a seemingly common time to schedule events and yet for some that is problematic.  It is almost impossible to schedule a perfect day and time for all, but awareness can prevent accidentally offending someone.

Awareness of the potentially sensitive areas can prevent most of the misunderstandings.

International Sensitivity

Certain gestures are acceptable in one culture which are highly offensive in another.  The hand signal for ok (making a circle of the thumb and forefinger) is intended as a total positive in most uses, but has a very derogatory meaning in some cultures.  In diving that sign is used to show that all is well, because a thumbs up would mean wanting to go to the surface.  Little innocent gestures in one usage can have a totally different and offensive meaning to another.  Being aware can prevent misunderstandings.

peace of mindYeah, I know.  As if you didn’t already have enough to worry about in the process of building a successful business, now you have to be aware of your words and gestures.  If you don’t have time to become aware in order to avoid offending someone, how will you have time to correct the issues after they occur?  It takes far more time for damage control than it does for prevention.

Your intention is building a successful business, not spending your time putting out avoidable emotional fires.


One of the easiest issues to prevent is team member recognition.  Making a point of publicly and privately recognizing team members for outstanding achievements can avoid hurt feelings.  As a new business builder, the first sale and other milestone achievements to reach higher levels is very significant to them.  A word from you as team leader can expand their motivation and inspire others to reach higher levels.  A few words of recognition can go a long way toward helping you and your team members in building a successful business.

Awareness of the potentially sensitive areas can prevent most of the misunderstandings and inspire productivity at the same time.

Are you seeking more success in your life and career? Inquire about hiring Elaine Love for your next sales training, executive meeting or personal growth presentation.  Let me inspire you to reach your potential.,

Are You Addicted to Self-Sabotage?

stop-self-sabotage-behaviourAre you the one on the limb?

Self-sabotaging behaviors plague all of us at one time or another.  Dieters do it by reaching for that box of Mother’s Day chocolates, bag of chips or the cookie jar.  Fitness goals are self-sabotaged by rationalizing excuses to skip the gym.  We’ve all done it.

“The only thing standing between you and your goal is the false story you keep telling yourself as to why you can’t achieve it.”  Jordan Belfort

Self- sabotage is not uncommon or truly unconscious, but it is extremely unproductive.

How Frequently Do We Engage in Self-Sabotage?                          

Frequently self-sabotage is not a conscious decision to engage in self-defeating behavior, it is an unconscious reaction to old programming.  Determining the cause is the first step to stopping this unwanted and highly unproductive behavior.

A talkative mouse, a rat, and a small shrew were trapped in a flood, desperately clinging to the side of a lily pad – and sinking fast! A helpful owl came to their rescue, first telling the rat to clamp its teeth onto its talons as the owl flew to safety and then returning for the shrew, who received similar instructions. Finally, as the tides rose ever higher, the owl came back for our talkative mouse.


“You are rescued and will live!” said the owl. “But I’ve noticed you talk a lot. Promise me you’ll keep your mouth closed around my legs and on no account open it, or you’ll fall to your fate!”

“Of course!” said the mouse, who proceeded to clamp his mouth onto his feathered rescuer’s landing gear.


They took off and flew across the floods. The owl was about to land on some high ground, but the mouse decided he wanted to alight some other place to get dry.


“Not there…” shouted the mouse, but those were the last words he ever spoke as he fell into the swirling waters below. 


How frequently are we opening our mouth or our minds to negative thoughts or self-defeating behavior?


What Causes Self-Sabotage?self-sabotage

It won’t work out anyway. Failure is a familiar feeling – a bad feeling but an all too familiar feeling to the point that it becomes an expectation.  People stay in abusive personal or professional relationships; people stay in bad marriages; people stay in jobs they don’t like.  Why do people tolerate negative situations?  Sometimes it is rationalized that at least they know what to expect and there may be nothing better out there.  How will you know if you don’t at least try?

This is too good to last.  The unconscious need to be in control kicks in and they quit their job out of fear that they will be promoted and they will fail at the higher level position.  How many times have you heard “Quit while you are ahead.”  Is it a need to be in control or a fear of failing if they move upward?

What happens if I fail?  Fear of failure kicks in when someone wants to start their own business but are afraid of failing as a business owner, so they stay in a job rather than step out of their comfort zone and test their abilities at building a successful business.  They shortchange themselves and their future based on nothing more than self-defeating thoughts – self-sabotage.

self-defeatI don’t deserve to be successful.  Undeservability is a huge issue.  Low self-esteem caused by negative programming as a child may still be plaguing many people in adulthood.  It could be pressure caused by well-meaning adults who thought they were pushing you to do more and achieve more.  This pressure to be perfect (and none of us are perfect 100% of the time) and falling short creates self-defeating thoughts; it manifests in a feeling of not achieving enough so success must not be deserved.

Bad habits.  Over eating, chemical abuse, anger or negative self-talk can all be ways of temporarily masking low self-esteem. We know better but do it anyway.  Self-sabotage.

I used to think I was poor. Then they told me I wasn’t poor, I was needy. Then they told me it was self-defeating to think of myself as needy. I was deprived. (Oh not deprived but rather underprivileged.) Then they told me that underprivileged was overused. I was disadvantaged. I still don’t have a dime. But I have a great vocabulary.”  Jules Feiffer

Cures for Self-Sabotage

Awareness.  You can’t cure what you don’t know exists.  Forget about justifying, rationalizing or making award self-sabotageexcuses.  Make a conscious decision to observe your thoughts and actions.  When you catch yourself engaging in self-sabotage, pause what you are doing and think about why you are thinking or acting in that way.  You can’t change something unless you notice what you are doing and attempt to determine why.  This is not about blame; it is about stopping self-sabotage.

Success is Not All or Nothing.  Building a successful business is a matter of placing ads which contain the right words to attract your target audience; ideally these ads are in the publications where your target audience is most likely to see them.  In addition the unknown factor is timing the ads to appear at the moment when the target audience is most receptive to your message.  Hitting 100% of those factors 100% of the time is not likely.  Missing the timing occasionally does not mean failure; it may only mean a temporary delay.  Success in writing and placing ads is not all or nothing; it may mean filling the prospect pipeline for later.

Cut Yourself Some Slack.  Perfectionism is overrated.  You are probably making a greater positive impression on people than you know.  You are probably doing a better job than you give yourself credit for doing.  Set a goal to better your best.  It doesn’t mean you have to be perfect, it just means that you have to strive to constantly improve.  A continual one percent improvement every three days is still 100% improvement in a year.  Set a goal of 1% per day and you will be 365% better in a year.

steps to successSelf-Sabotage is Self-Defeating

Be aware of what you are doing and why; why are you destroying yourself and your goal achievement.  You deserve to be successful.  You deserve to be building a successful business instead of being stuck in a dead end job with a boss who does not appreciate you.  Success is not perfection; success is continually bettering your own best.  Get out of your own way and achieve your goals.  You can do it!  Self-sabotage is for losers; you are a winner.

Are you seeking more success in your life and career? Inquire about hiring Elaine Love for your next sales training, executive meeting or personal growth presentation.,, (reprint of an article written for Rod Davis)

The Goal is Bettering Your Best

Who do you compete against?  You might say your team members, other leaders in the company, or other companies.  What if you thought about competing against yourself?  What if your goal every day was not focused on those outside but instead focused on yourself?  Yes, normally I’ve said not to focus on yourself but others.  In this case, focus on yourself and better your own best.

Lead, follow or step aside

Lead, follow or step aside

When you focus on all of the people and factors outside, it is easy to be overwhelmed.  There are factors such as the economy, the job market and the weather which you cannot personally control.  Being powerless and out of control is not a feeling entrepreneurs building a successful business readily identify with; they certainly do not strive for a feeling of being a victim or being powerless.

You have 100% absolute total control of competing against yourself.  You are in control of striving to better your own personal best.

“I am in competition with no one.  I have no desire to play the game of being better than anyone.  I am simply trying to be better than the person I was yesterday.”

Better Your Best

Of course you observe what your co-workers, team mates and the other companies are doing, but the focus is always on bettering your own personal best.  Focus on improving your own statistics and suddenly you glance at the leader board and everyone is chasing you.

Athletes strive to shave seconds off of their time, score more points through improving their techniques, and increase their endurance in order to perform at their best for longer periods of time.

In network marketing we track our ads placed, leads generated, follow up contacts, and sales generated.  We monitor our marketing costs in relation to revenue generated.  Our goal is always to improve our own individual statistics.  Statistics do not make you profitable but statistics are a quantitative method of measuring your progress in building a successful business.

Beauty of a rose

Symbol of beauty and appreciation.

Think Like a Flower   

“A flower does not think about competing with the flower next to it, it just blooms.”

Concentrate on your own blooming success.  Focus on bettering your own personal best.

When you focus on improving yourself through personal development and professional skill development, you will automatically improve.

It is not a matter of having the latest and greatest iPhone or software, though having the best tools does help; it is a matter of improving your skills in utilizing that software.  It is about improving your skills.  It is about bettering your own personal best.

golf lessonA golfer was struggling to improve his score.  As he was considering yet another purchase of new clubs, the pro came by and casually said, “It’s not the clubs.  Instead of buying new clubs, take lessons.”  

In network marketing, owning the most efficient and most applicable software certainly helps.  Owning it isn’t enough, it is learning how to use it most effectively which makes the difference.  It isn’t the software; it is your own skills.  Take lessons from your mentor/sponsor and improve your own skills.  Focus on bettering your own personal best.

“Competition is a good thing; it forces us to do our best.”

Your own personal competition is the best motivator possible.

One day you will look at the leader board and discover that everyone is chasing you.  That is a good thing because the more time they spend trying to figure out what you are doing and analyzing your performance, the less time they are spending on developing their own skills.  You continue bettering your own personal best and continue leaping forward building a successful business.

“The moment you become wrapped up in worrying about competition, you’ve missed the message of your own destiny.”  Valarie Hurst

But how????

The most direct method of improving your statistics and thus your results is to select one aspect at a time.

Select the top item on your “I want to be better at this” list.

If you are time-challenged and need to maximize your productivity during your limited time availability, select an efficiency generating software.  Once selected, contact your sponsor immediately and learn all of the nuances of the software.  Software by itself is similar to a book on your bookshelf which you never open – money spent without value gained.

Contact your sponsor and learn the most efficient and productive ways to implement the software.  Time, money and energy are all critical to the entrepreneur building a successful business.  You can purchase the best software on the market, but until you use it in to its fullest capability, it is just money spent.  Learn the best tricks, tips and techniques to use the software and then go do it.  It’s putting it into action with knowledge which makes it valuable software.

It is not a fact of ownership, but of skilled implementation of the knowledge combined with the ownership which is most productive.

Master it and Move On

mirror“We are really competing against ourselves; we have no control over how others perform.”  Pete Cashmore

When you have mastered one element on your chosen improvement list, select another.  Roll up your sleeves and start working.  Check them off one by one.  Personal development and professional skill development are your keys to building a successful business.

“The only way to succeed is to not worry about what anyone else is doing.” 

The Key to Success is Constantly Bettering Your Own Personal Best

Make a list of skills you choose to improve.  Achieve them one by one.  As long as you are focused on bettering your own personal best at all times, you are building a successful business and a successful person.  Don’t worry about what others are doing.

“Look in the mirror. . .that’s your competition.”

Are you seeking more success in your life and career? Inquire about hiring Elaine Love for your next sales training, executive meeting or personal growth presentation.

Reach Out – It’s Yours

How many times have you felt that you are running to catch the success train and it is just beyond your

Your thoughts create or remove emotional blocks

Your thoughts create or remove emotional blocks

fingertips?  Have you felt that your goals are eluding you?

Stand Up – Speak Up – Step Up

“Live daringly, boldly, fearlessly.  Taste the relish to be found in competition – in having put forth the best within you.”  Henry J. Kaiser

Success is a state of mind as well as the tangible, quantifiable results.  As a new business owner just starting out on their journey to be a successful entrepreneur, it can at times feel like a daunting task.  There will be the “what do I do about this situation?” moments.  There will be the disappointments when an anticipated sale does not come through as quickly as desired or even needed.

It is not what happens to you or around you that truly drives your success, it is what happens within you that really matters. Do your best to look at each individual situation as progress toward your goal.  Each time you face a challenge, you can view it as a toe-stubbing bolder, an impenetrable road block or a stepping stone.  The situation is exactly the same; it is your attitude toward it which is different.

Success is in Your Head

‘With everything that has happened to you, you can either feel sorry for yourself or treat what has happened as a gift.  Everything is either an opportunity to grow or an obstacle to keep you from growing.  You get to choose.”  Dr. Wayne W. Dyer

Circumstances are what they are.  We cannot control everything which happens around us but we can ALWAYS control how we feel about the situation.  We have control of our own attitude.  The situation does not change until our view of it changes.

When Brian Tracey was a new door to door encyclopedia salesman, he spent endless hours knocking on doors and going home at the end of the day with no sales.  As soon as he changed his attitude and expectation, his results changed.  Intentionally or unintentionally, our inner belief in ourselves, in our abilities and in our expectations projects to those around us.

“Our greatest weakness lies in giving up.  The most certain way to succeed is always to try just one more time.”  Thomas Edison

Success is in the Law of Numbers

Keep presenting.  You will not reach every prospect at the perfect time, with the perfect presentation, and receive the coveted signature on the dotted line.  Even the best of the best sales professionals do not walk away with a sale every time.  The difference is that they keep presenting.  The better they become at targeting the right audience and improving their presentation, the greater the ultimate success.  Keep improving and keep presenting.

When you believe in what you are doing, believe in yourself, keep improving and keep presenting, you will succeed.  This formula always works, if you do.

“Believe in yourself!  Have faith in your abilities!  Without a humble but reasonable confidence in your own powers you cannot be successful.”  Norman Vincent Peale

Are you seeking more success in your life and career? Inquire about hiring Elaine Love for your next sales training, executive meeting or personal growth presentation.  Go to:

Entrepreneur’s Toolbox – Recruiting

Recruiting is not only a useful tool but an essential tool in the entrepreneur’s toolbox.  Recruiting the best is an even

Believe in your vision of the future and take action to make it great.

Believe in your vision of the future and take action to make it great.

more valuable tool.

Recruiting is generally associated with recruiting employees.  But is recruiting, just about employees?

Wait, I’m just starting my business, what do I care about recruiting employees.  I’m a long way from hiring employees.  I hear your mind protesting and see your fingers poised to hit the delete button.

The Law of Numbers

Network marketing entrepreneurs are constantly recruiting new team members.  They want top producers who will in turn recruit more and more top producers.  The compensation structure of every network marketing, MLM, or direct sales company is based on recruiting team members who will produce team members several levels deep in order to generate passive income.

Every salesman everywhere knows that not every prospect will become a customer.  This law of numbers is even more significant in network marketing.  Why?  The expression I learned when I started my first sales position (longer ago than I choose to admit) was “Some will, some won’t and someone’s waiting.” 

The law of numbers means not every prospect will join the team.  Of those who join the team, some will enter at a minimum level.  Some will do very little regardless of the level they join the team.  Some will only stay a short time.  Network marketers are seeking the high producer who joins at a high level and recruits large numbers of others who join at a high level.  Massive dollars of passive income are generated when this process continues many levels deep and wide.

The law of numbers means that the entrepreneur building a successful business in network marketing must develop the skill of not only becoming an excellent recruiter but also training his team how to become excellent recruiters.  Recruiting is an essential tool in the entrepreneur’s toolbox.  The entrepreneur’s toolbox encompasses the skills which are essential to implement the master success plan.

Recruiting Customers

What if your business is not network marketing, but a more traditional brick and mortar business?  Every business recruits customers.  Without customers, we do not have a business.  Without customers, we do not have an income.

The goal of every sales professional and every successful business is to recruit customers who will not only become repeat customers but customers who will be so enthusiastic that they will recruit additional new customers.  Every successful entrepreneur knows that the most effective and the least expensive marketing for customers is repeat and referral business.

BI – before the internet – a happy customer told three and an unhappy customer told 10.

AI – after the internet – a happy customer or an unhappy customer can tell hundreds with a few keystrokes.

How willing are you to play the law of numbers game?  If you are like me, you will work very diligently to tip the scales in favor of happy customers and happy team members who will assist you, your marketing budget, and your bottom line in recruiting more enthusiastic team members and customers.  Filling your entrepreneurs toolbox with essential skills is critical to implementing your master success plan.

Are you seeking more success in your life and career? Inquire about hiring Elaine Love for your next sales training, executive meeting or personal growth presentation.  Go to:

Business Culture for Productivity and Profit

Families, social organizations, and businesses each develop their own unique

Think with passion

Focus on clarity

culture.  The culture has less to do with ethnic origin, industry or geography than it does with the manner in which the individuals relate to each other.

“If you get the culture right, most of the other stuff will just take care of itself.”  Tony Hsieh, CEO of

What is your current business culture? Mentally step back and objectively view your company.  How do people interact with each other and with the owners/originators/authority figures of the company?  As a solopreneur, this may be a challenge to be objective; even as a solopreneur, you have others with whom you interact on a frequent basis.

Types of Business Cultures

Cultures are formed around four basic areas: power, achievement, collaboration, and fulfillment.


This culture is based more on a top down authority model.  The owner/originator/chairman of the board or CEO is the ultimate authority.  The power model is pictured as an organization chart where authority is more likely to be absolute.  This does not mean that those in authority never listen to their subordinates, but it does mean that when the decision has been made and the order given, it is most likely final and to be obeyed rather than questioned – discussion closed.


The achievement culture is more competitive.  Recognition and rewards are given on an individual winner basis.  The person who made the most sales, the person who received credit for a new idea, or whose name was recorded on the patent regardless of the team effort in developing the innovation.  Achievement based cultures are more of a winner and loser model.  This model has been predominant throughout the last few decades.


This culture is more of a team orientation.  Individuals are encouraged to discuss ideas and challenges freely with each other.  Collaboration becomes more open and opposite of the competitive model.  This model is becoming more popular as it taps into more of a brainstorming atmosphere.  Either the entire team receives the bonus or none of the team receives the bonus.  This model breaks down the walls of isolation and encourages more interaction.


This culture is based more on self-actualization and creativity.  It encourages individuals and teams to be creative and innovative.  This is found in the “free Friday” concept where employees are given a specific period of time per week or month to free-flow and work on whatever project they would like.  In some cases individuals may choose to work on their own or in what is known as “two pizza” groups; a group small enough to be fed by two pizzas.

Some cultures are significantly top down while others are more bottom up.  The ideal culture for your business is the one which generates the highest degree of productivity, profitability and participant job satisfaction.  Achieving that magic balance can be challenging.

“The first step toward change is awareness.  The second step is acceptance.”  Nathaniel Branden

The third step is implementation.  In order to instill even minor changes in a company culture requiries an understanding of the people involved.  The easiest way to build a successful business culture is to know the culture you prefer in advance.  Hire and create based on that culture model from the beginning.

Are you seeking more success in your life and career? Inquire about hiring Elaine Love for your next sales training, executive meeting or personal growth presentation.  Go to or contact Elaine at

Emotional Detachment

Clinging to a lead or chasing a prospect gives an impression of lack and being needy.  Needy is one of the fastest turn offs

Your thoughts create or remove emotional blocks

Your thoughts create or remove emotional blocks

for a prospect.  It tells them you are coming from a weak position.  People prefer to work with a leader.  Leaders present themselves from the standpoint of abundance.


Yes, that is more difficult when you only have a handful of leads and you feel you have paid dearly for each one.  You desperately want each of those leads to convert into a sale.  I get that.  Problem is, so does the prospect.  They feel your vibration.  They feel your urgency to make a sale.  Do whatever you have to do to feel abundant.  If you have to look at the New York white pages and see all of the names in order to feel abundant, do it.  I’m not suggesting you start cold calling from the phone book, but I am emphasizing that you must develop a feeling of lead abundance within yourself.  Project that feeling in your relaxed confidence as you speak with leads.


There is the story of the new Cosmetic surgeon who did not have a single booking on his surgery schedule.  A lady called wanting a face lift.  He forced himself to say, “Just a moment, let me check the schedule to see when I can schedule your appointment.”  He put the phone on hold and counted to 50.  Counting to 50 was all the time he could stand to wait.  He then returned to the called and said he could fit her in a week from Tuesday at 3 pm.  He booked the appointment.  If he had asked her, “What time would you like to come in, my schedule is open?”  I will bet that he would NOT have booked the appointment.


Even if you have to bite you lip to keep from sounding overly eager, do it.


Mother eagle told baby eagle, “Come soar with me.  You will be so good at flying.  You were made to soar through the sky.”  Baby eagle says, “I’m scared.  I don’t know if I can do it.  What if I fall?”  Mother eagle responds, “What is more important to you, the thrill of soaring or the fear of falling?”


It is so easy to become so paralyzed by the fear of failure that we lose sight of the utter thrill of victory.  Let go of the attachment to the status quo.  Let go of the attachment to the known.  Let go of that precious lead and know that many more are flowing in every day.  The more you relax and free yourself of the emotional attachment to the current, the more you open yourself to the potential of the future.


You can not steal second base with your foot firmly planted on first.  You must first exercise detachment from the known in order to reach for the potential of the future.  Relax and visualize the abundance of leads in your inbox.  Feel the calm confidence of plenty.  Put yourself in that frame of mind before, during and after your conversation with leads and your bank account will thank you.


Visualize how a 100,000 per month producer would act and feel.  They would demonstrate total emotional detachment from each individual lead.


Develop the mindset of:

Some Will

Some Won’t

Someone’s Waiting


Emotional detachment frees you from stress and frees the lead to take positive action with you.

For more information on overcoming emotional blocks, stay tuned to  Also inquire about hiring Elaine Love for your next sales training, executive meeting or personal growth presentation coaching.  Go to or read additional articles posted in my blog.


Recommended Reading List

Leaders Are Always Readers

Your thoughts create or remove emotional blocks

Your thoughts create or remove emotional blocks

Think and Grow Rich by Napoleon Hill

The Richest Man in Babalon by George S. Clason

The Travelers Gift by Andy Andrews

Why We Want You to be Rich by Donald Trump and Robert Kiyosaki

Rich Dad Poor Dad by Robert Kiyosaki

7 Habits of Highly Successful People by Stephen Covey

The Science of Getting Rich by Wallace Wattles

The Law of Attraction by Michael Losier

The Secret by Rhonda Byrne

The Power of Your Subconscious Mind by Dr. Joseph Murphy

Rhinoceros Success, Advanced Rhinocerology, Rhinocerotic Relativity by Scott Alexander (light, fun, funny – excellent message.  Great for kids too.)

Magic of Thinking Big by David Schwartz

How to Win Friends and Influence People by Dale Carnegie

The Four Agreements: A Practical Guide to Personal Freedom by Don Miguel Ruiz

The Tipping Point: How Little Things Can Make a Big Difference by Malcolm Gladwell

Emotional Ice Water by Elaine Love

Blink: The Power of Thinking without Thinking by Malcolm Gladwell

Who Moved My Cheese by Spence Johnson

A Whole New Mind: Why Right-Brainers Will Rule the Future by Daniel Pink

The Dip: A Little Book That Teaches You When to Quit and When to Stick by Seth Godin

The Success Principles: How to Get From Where You Are to Where You Want to Be by Jack Canfield

Start With Why: How Great Leaders Inspire Everyone to Take Action by Simon Sinek

The Real Truth About Success: What the Top 1% Do Differently, Why They Won’t Tell You, and How You Can Do It Anyway by Garrison Wynn

The Power of Intention by Wayne Dyer

There is an extensive collection of books by John Maxwell, Andy Andrews, Jim Rohn, Wayne Dyer and Louise Hay which are also highly recommended.  These books are not in a particular order.  

Are you seeking more success in your life and career? Inquire about hiring Elaine Love for your next sales training, executive meeting or personal growth presentation.  Go to or contact Elaine at

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”Elaine spoke to our top leaders from 8 states, she gave us new and positive ways to connect with people
which is EXACTLY what we wanted. Thanks Elaine”
-Tom Fajardo, State Farm