How would you like a steady stream of prospective clients to call and write to you, asking for your services?

In today's hotly competitive marketplace, almost anyone with a phone, fax and computer can appear to be a qualified service provider. In the midst of all the apparent choices, how do your prospective buyers make their decision? One of the most common reasons cited by buyers for contacting a specific provider is "I've read her articles".

Buyers are searching for some signal of credibility. They want to know that you know what you're talking about. There is great comfort in buying from someone who you know, or at least have heard of. By writing an article about your field of specialty, your credibility will soar.

Let's examine the two main issues. First is writing the article. The second is getting it published.

Writing an article is not as daunting as you might think. First of all, most publications want fairly short articles. You don't need to create the Great American Novel. Two or three pages will do the trick.

How about the topic? Remember the purpose of the article is to let potential clients see that you are "an expert". The topic should be something you know a lot about. It should also be a topic of interest to your potential customers.

For example: let's say you are a financial planner and your best potential clients are wealthy people who are concerned about taxes. You could write an article about "the ten best ways to reduce your tax burden". If you are a graphics designer who wants to attract magazine publishers, your article could be about "how to design your magazine so advertisers line up to buy ad space".

When you select your topic, start with a brief outline. Include a few notes on:
The main message of the article
The three to five main points to cover
Some thoughts on each of the main points
Your opening and your closing call to action
A possible title for the article

From here, you can expand your thoughts on each of the main points of your article as if you were explaining them to an interested friend. The nice part about working from an outline is that you can write these sections in any sequence, then piece them together
later in a logical order. Three or four paragraphs on each of the main points should work out great.

The opening of your article is designed to catch your readers' attention. They will decide within the first three sentences if they're interested in reading the rest of the article. Therefore, the first three sentences should promise a benefit to readers for reading your article and let them see if the article applies to them.

The closing paragraph of the article is where you summarize your main message and issue a call to action. Usually one or two sentences will suffice for the summary, then one or two sentences for your challenge to the reader to take action.

Along the way in writing your article, you will likely come up with a catchy title. The title should be short and command attention. Think of the title as the headline for your article or the cover of a book. People will often decide to read or not depending on whether the title hooks them.

You're not quite finished yet. Your article needs editing. Have someone else read your article looking for spelling errors, questionable grammar, rambling sentences or unclear writing. If you don't know someone who can edit your article for you, call the local college. Often, you can hire someone in the English department or Journalism department to edit your article for a small fee.

Now that you have an article ready, you need to get it published. You have lots of possibilities for this. With over 10,000 periodicals in the U.S., plus countless newsletters, informational Internet sites and other publications, you will find outlets for your article.

Start by contacting the editors of your local chamber publications. Also contact business journals in your area. Try the publications issued by the associations where your potential customers are members. Search the Internet for publications and websites that cater to your desired potential clients.

When you contact these people about publishing your article, ask if they would welcome an informative article from an expert in the field. Generally, these editors and publishers will want to see your article or at least a brief synopsis before they decide to use it in their publication. You can't blame them for this. They receive lots of crummy articles and articles that are nothing more than a thinly disguised sales pitch for somebody's product or service.

Many publications prefer to print your photo with your article. Be prepared to include a photograph of yourself when you send in your article. Best if this photo is professionally done. Tell the photographer how you will be using the photo. They'll know what type of shot you'll need.

Write a couple of sentences about yourself that can be printed at the end of your article. Some publications will print only your name and a phone number. Others will print as much as three or four sentences. Be sure to ask what is acceptable for each publication. Sometimes publishers will edit your contact information to fit the space they have available. Best if you write your contact section so that the most important information is first. That way, if a publication shortens it, you'll still get the good stuff printed.

Once your article is published, get reprints made. These make great marketing pieces to send to other potential customers, hand out at your store or office, or use in your media kit.

There you have it. With a few hours of work, you can write an article that will allow your potential customers to get to know you as someone they would like to do business with. Write several articles and you have the makings of a booklet or pamphlet for even more
exposure and credibility. Several more articles and you are well on your way to writing a book that will attract buyers to you like bees to honey.

Attract your desired customers today. Write now.
© 1997 - 2010 BizSuccess All rights reserved. No duplication

Last week, a client (let's call her Carol) was telling me about her upcoming three-week vacation to Australia. She spoke of the trip with mixed emotions.

Carol was excited about going on such a fabulous journey. She was also dismayed at the thought of returning to the mounds of work that will surely await her.

Together, we worked out a plan. We first identified all the routine tasks that Carol performed. Then we assigned each one to an employee who could cover that task temporarily, for the three-week period.

One person will open and sort the mail and distribute any mail that required some response. Another employee will intercept all the incoming email and distribute or respond to as much as possible. Carol asked her salesperson to attend a mixer that is coming up during her absence.

Reaching outside of the company, my client arranged with her bookkeeping service to pick up the check logs and the incoming invoices each week.

One by one, she delegated every routine task to someone who could perform that activity for the three-weeks of her trip to Australia.

At this point, we discussed the bold strategy. If those people could perform all her routine tasks for three weeks, why not let them keep on performing those activities? We went back through each task to see what would happen if she just doesn't take the task back.

Carol discovered that there was no reason for her to resume performing those routine chores. If her people could do it for three weeks, they could do it from now on.

Then it hit her! What was carol going to do with all the time that she'll have when she returns from her trip? With none of the former routine tasks, she'll have at least 15-20 hours per week of available time. For Carol, the answer was easy. She will block off significant chunks of time for:
Planning and developing strategy there was never any time to really concentrate long enough to make significant progress with this before

Strengthening relationships with key customers - now she can spend quality time with her best customers and with up-and-coming customers to truly understand their needs and their future plans.

Identifying possible new products and new markets - Carol will be able to build on her company's core competencies to develop new products and services and to break into new markets with existing products.

Finding ways to increase profits - Rather than just glance at the P&Ls, Carol can analyze them in light of her current plans and future direction. She'll be able to identify and reduce unnecessary costs, collect her outstanding receivables faster, and enjoy more profits.

* Meeting with new potential customers - Being the owner of the company, Carol is very effective in convincing large, prospective customers to establish new business relationships with her company. This can lead to massive inflow of incremental revenue.

What does all this mean for you?

First, this technique works well when you're planning to be away from your office for an extended period of time. So why not plan a vacation?

The emergence of creativity, ideas, and information as our most valuable resources, and the pervasiveness of the global, 24-hour business world have changed our concept of "time equals money". Now, it's "results equals money". And you know that more time at the office does not mean more results. In fact, it often means less results and more mistakes.

What's the answer? The solution is to take some time away from your business. Free time makes you sharper. Free time provides the rejuvenation you need to restore your confidence and sense of well-being. You come back from time off with a new perspective, a higher energy level, increased creativity, and often, a breakthrough idea. Take one vacation a year, get one breakthrough. Take two vacations, get two breakthroughs. Take three, get three.

Secondly, make arrangements to let go, for the time of your absence, of the activities that are consuming your time. Many of today's high performers seem to have a common thread: the "Superman/Superwoman" ideal; i.e., Taking on everything and trying to get it done by tomorrow. Success or failure seems to be measured by the state of busyness.

Face it; you can't do justice to everything at once and you often don't have perspective of all you have going on. It's like tossing another ball to the juggler...33 at once for the average busy executive. Focus on what counts. Take aggressive action to let go.

Let go of tasks that someone else can do - Good delegation is a key skill for managers, yet the average manager spends 45% of his or her time on tasks that could be done by a staffer. "I can do it better and faster", you say. Sure you can, but ultimately, you are judged on what you can cause to happen, not just what you can do on your own. As a general rule of thumb, in non-critical cases, if another person can accomplish a task 80% as well as you, delegate.

Let go of your need to say "Yes" to every request - Those around you will give you all the work you are willing to take. This is true in both our business and personal lives. Some of the most stressed people around can't say no to the next fund-raiser, the next committee, the Little League, the church, etc., etc., etc. Politely, but firmly say "No". Examine all the organizations where you spend your time. Which ones can you "let go"?

Let go of some meetings - The typical manager spends 17 hours each week in meetings plus 6.3 hours getting ready for those meetings. Nearly a third of that time in meetings is wasted. That works out to be about six full weeks of the year of useless meeting time. You've seen the symptoms: hastily called meetings, no ending time stated, no agenda, no official record of what was done or said, no followup. If even one hour per week is saved, it could mean two additional effective workdays per year!
Skip some of the meetings or send someone else.

Finally, don't take it back! Instead of returning to your routine tasks, figure out which tasks you perform that REALLY make a difference. Only a small percentage (about 20%) of the tasks you personally perform REALLY make a difference in your business! The rest is just stuff. What are the 2-3 things that YOU do to drive the business? When you can focus on high-impact tasks, you can significantly increase your productivity.

Let go of the routine and don't take it back!

© 1997 - 2010 BizSuccess All rights reserved. No duplication

"You can't teach an old dog new tricks."

How many times have you heard this old saying as an excuse for not trying something new or avoiding a fresh approach?

The expert animal trainers say that a dog of almost any age can learn new tricks. It's the human animal that makes choices regarding when and how much to learn.

I'm constantly amazed at how frequently I hear one of my CEO clients say, "I'm too old to change."

Nonsense! This is simply an excuse to sidestep the effort required to learn or experiment.

When you try something new, you often feel uneasy about it, and frequently pull back. The security feels good. You are in your "comfort zone"

Your personal "comfort zone" is where you are comfortable in what you are doing in your job, your life and your experiences. It is when you have no feelings of risk or anxiety. Some call it "being comfortable". You could also call it "a rut".

The downside of always staying in your comfort zone is that it can be very limiting.

Why is this significant? The past few decades have seen enormous and accelerating changes in technology and social structure, in geopolitics and especially in the organizations in which we work. The pace of change is staggering and daunting. The mass of information available to humankind is doubling every 20 months.

The world passes us by as we stand still. Complacency, in our fast-paced competitive world, can be fatal to business and severely limit personal and professional growth. If you are not learning, trying new things and growing, your job or business may be deteriorating.

Having a positive attitude toward learning and changing may be one of the most important characteristics of successful people. In my years as a Business Coach, I have observed many successful CEOs and entrepreneurs. With very few exceptions, those who are successful and happy have developed and maintained a positive outlook about change and continuous improvement.

This positive attitude is not accidental. Successful business people know how to create a positive attitude and positive motivation for themselves. They don't just wait for it to happen. They purposely create positive change.

All change implies learning and vice versa. They are inseparable, one impossible without the other. If you learn, you change.

Effective learning must be conscious vs. unconscious, active vs. reactive. It must be something you seek, not just “let it happen”. If learning is not conscious, it can’t be improved. It just becomes “another task” without effective application to the circumstances in your business (and personal) life.

Learning in today’s fast-paced and ever-changing environment can’t be left to chance. Make a conscious effort to capture your experiences and learn from them or be doomed to repeat your mistakes. Worse yet, you may habitually keep doing those things that are working for you, while your competition is actively seeking new ideas, innovation and growth.

The competitive advantage of the future is your adaptability to learning and change.

"There are risks and costs to a program of action, but they are far less than the long-range risks and costs of comfortable inaction." - John F Kennedy

How do you learn new tricks and <-- e x p a n d --> your personal comfort zone?

Before you just throw all caution to the wind, try some simple things.
** Drive home a different route.
** Shop at a different grocery store.
** Order something from the menu that you've never tried before.
** Sleep on the other side of the bed.

Make a conscious effort to experiment.

Let yourself feel the adrenaline level rise a bit. Allow your anxiety level to increase. Feel your heart rate and breathing going faster.

The adrenaline is your body's natural drug that, in moderation, makes you sharp, creative, and quick. It creates the feeling of excitement and exhilaration that comes from trying something new. Recognize that it also can be scary and stressful. Some stress is useful. Too much can be harmful. Some stress provides energy. Too much stress causes distress and can lead to burnout if done to extreme.

Why would you want to give yourself the stress of stepping outside your comfort zone?

Because that's where growth takes place.

Just like a muscle gets stronger when you exercise it outside its normal range of use, you get stronger when you get out of your rut. And just like your muscles, once you stretch beyond your current capabilities, you don't ever go back to your original dimensions.

As you try new things, you gain confidence. Confidence makes you feel powerful and good. And when you are confident that you can survive new ideas, you allow yourself to try even more new things.

What's the limit?

Obviously, you need to be realistic in your risk management. Most successful people think through the possible outcomes of taking a risk. Then they prepare for how they would deal with each potential outcome. Successful people take risks, but they are not foolhardy or stupid.

What are some higher level activities that could add to your personal and professional growth?

Here's my challenge to you.

Make a list of 50 things that, if you really were successful in doing them, you would be a better person or a better company. Consider a few new tricks such as:
Give a speech
Write and publish an article
Start an exercise program
Meditate daily
Teach a class
Feed a homeless person
Volunteer
Climb a mountain
Learn to play a new musical instrument
Sign up for a dance class
Try for that promotion

Then choose one or two that you are willing to do within the next 90 days. Schedule those new activities, then go for it. Afterward, choose one or two more and do it again.

Make personal and professional growth a lifelong habit. You will not become an old dog as long as you keep learning new tricks.
© 1997 - 2010 BizSuccess, Inc. All rights reserved. No duplication

As you launch into this very special new year, consider these resolutions. Taking action on any of these could transform your enterprise and your life.

Resolve to expand your comfort zone
Each of us has our own personal comfort zone. Some would call it "a rut". Staying in your comfort zone can be very limiting. The world passes us by as we stagnate. If we are not learning, trying new things and growing, our jobs and businesses may be deteriorating. Make a list of 50 things that, if you really were successful in doing them, you would be a better person or a better company. Things like give a speech (oh no!), write and publish an article, start an exercise program, meditate daily, teach a class, feed a homeless person, volunteer, climb a mountain, learn to play a new musical instrument, sign up for a dance class, try for that promotion, and so on.

Then, from your list, choose one or two that you are willing to do within the next 90 days. Schedule those one or two new activities, then go for it. Afterward, choose one or two more and do it again. Make personal and professional growth a lifelong habit.

Resolve to get better clients
Most businesses take on any client who steps up with the money. Consider the cost to you for dealing with the people you serve. Have you ever noticed that some people make you feel good just to be around them? These are the people who give you energy when they are near you. On the other hand, there are probably others you can think of who drain all the life out of you. Which clients would you rather have? You can surround yourself with people who are pleasant, easy to deal with, interesting and, oh yes, profitable. Get better clients. You deserve it.

Resolve to get organized
Too much going on?.... Not enough time?.... Sound familiar? How would you like to have more time for what YOU want to do? Resolve this year to plan your days, reduce interruptions, clean off your desk, say "No", make lists. The benefits of getting more organized include being more effective at your work, having more positive control of your workstyle, saving time and money, improving your professional image with clients, bosses, etc. and taking control the stress.

Resolve to be a rainmaker
I've seen many people who sat around waiting for rain. They would wait by the phone, hoping a prospective client would call or come to the business. Others, including some of the most successful, took positive action to "make it rain". These are the ones who made calls, ran ads, got out of the office to make their own contacts. Through their activity, these business professionals created opportunities for new business. More clients, more revenue, better client relationships and happier employees are just a few of the advantages you'll realize when you take business-building action for your enterprise.

Resolve to cleanup loose ends
We all have messes in our lives. Messes are incomplete tasks, disorder, disarray, or conflicts that distract you and cause you to lose energy, break your concentration and reduce self-esteem. Messes can include cluttered desks, relationships gone awry, physical well-being, finances, incomplete agreements and legal issues. Every time you eliminate a loose end, you boost your confidence, increase concentration, and feel a surge in energy. For the year 2010, target a mess a month.

Resolve to focus on your strengths
Conventional wisdom says we should work on improving our weaknesses. What a terrible waste of time, talent and opportunity! Highly successful entrepreneurs, as well as top scientists, artists, athletes and entertainers throughout history have achieved greatness by focusing on their areas of strength. Everybody has a natural aptitude in some areas. No matter how hard you try, it is unlikely you will ever be more than average in areas where you do not have an aptitude.

Working on your weaknesses undermines your self-esteem since you will focus mostly on your deficiencies. Developing your natural talents is rewarding and motivating, allowing you to continually realize higher and higher levels of ability, achievement and success. This year, experience the immense satisfaction that comes with being superb at something.

Resolve to take more free time
Free time isn't a reward for working hard; it's necessary for optimum performance and productivity. We need free time, away from the business, to rejuvenate ourselves. When you are aggressive about getting rest and relaxation, regularly and frequently, you'll see increased creativity and productivity. The more free time you take, the more creativity and productivity you will experience. To make breakthroughs in income, productivity and creativity, significantly increase the amount of free time away from your business.

Resolve to develop stronger business relationships
Your economic future is dependent on other people's future. Your success in your enterprise is based on the extent that you help other people to succeed in their lives. Ask every person you encounter what he or she wants to have accomplished three years from now. Focus on finding ways to help others in achieving their goals. By adding value to their preferred future, you not only deepen your relationship; you also create huge opportunities for yourself.

Resolve to get in better shape
Take a hike. Or a jog, swim, or bike ride. With few exceptions, those who are consistently successful have lots of energy. They have the stamina and the energy to be creative, to tirelessly serve their clients, to put in the extra effort when necessary and to go the extra mile for their employees. The bottom line is that regular, strenuous exercise is good for business, because it's good for you. You can increase your well-being, jump-start your days, boost your confidence, turbocharge your creativity, and knock down stress by exercising consistently.

And that's not all. Think of exercise as your gift to yourself and to your loved ones. A gift of longer life, more energy, happier disposition, increased creativity and reduced pain. You can increase your well-being, jump-start your days, boost your confidence, turbocharge your creativity, and knock down stress by exercising consistently.

Start by exercising your free will. Commit to any of these new-decade resolutions and make this a great 2010!

© 1997 - 2010 BizSuccess, Inc. All rights reserved. No duplication

My two sons, Dan and Doug, were five and seven years old.



On their fist day of school, we started a new game. At dinner that evening, I asked, "Boys, what was the fun-est thing you did today"?



Watching their response, I could tell what they were thinking. "Oh-Oh; Daddy's on a new kick again". Regardless, Doug and Dan each told of something fun and interesting they did that day. I contributed by relating to them something weird and funny that had happened at my office that day (something weird was happening at my office almost every day, it seems).



We laughed at each other's stories and went on to enjoy a delightful dinner together.



The next evening, I again asked them, "Boys, what was the fun-est thing you did today"? This time, they each had one ready to tell. And I once again told them about something weird and funny that had happened at my office that day. As the first evening, we laughed and had a good time with this.



Each evening at dinner, I asked the same question. By the end of the first week, the boys could see that this was going to be a regular thing. They came to the dinner table already knowing what their evening's story would be.



In the weeks to follow, Doug and Dan each had at least one fun thing to tell and sometimes two or three. They even competed to see who had the fun-est story. Dan would say, "I want to go first. My story is better than Doug's".



After a while, it almost seemed that these boys were making fun things happen during the day, just so they could tell about it at dinner. We laughed a lot and enjoyed each story.



Where was their focus?  That's right; on the positive things that were going on with them. During this time of their lives, do you suppose that Dan and Doug had any unpleasant things happening to them or around them? Of course they did! We all have negative events and negative people in our lives.



I just didn't want the negatives to be their primary focus. I wanted my sons to see past the unpleasantness around them and experience the positive.



How many times do you end your day stewing about?
    The heavy traffic
    The report that didn't get finished
    People who haven't returned your calls
    Deals that are dragging on
    The computer's not working correctly
    And on, and on, and on.



I am not suggesting that you ignore the challenges in your life. I AM suggesting that you just not dwell there.



Successful entrepreneurs develop their positive attitudes because they feed on progress. 

At the end of each day, instead of recounting all the difficulties and all that remains undone, write your accomplishments. Write the three most positive, interesting things that happened to you this day (the fun-est things). You can literally end each day on a positive note by jotting down the three best things that happened this day. 

These may be things that happened to you, people around you, events that just felt good to you, or just a sunny day. Some of the most rewarding things to capture are your own actions. Often, there is no one around to acknowledge your achievements, especially those little ones that happen in the course of the day.  By focusing a few minutes on your accomplishments, you give yourself a little pat on the back and recognize progress, even when small.



Having a positive attitude toward your business and toward life in general may be one of the most important characteristics of successful people. In my years of experience as a Business Coach, I have observed many successful entrepreneurs.  With very few exceptions, those who are successful and happy have developed and maintained a positive outlook.



A positive attitude is not accidental.  Successful entrepreneurs know how to create a positive attitude for themselves.  They don't just wait for it to happen. 

Start today. Write down or tell someone about the three best things that happened today. This recognition of the positive things in your life will restore your confidence and your sense of well-being. You will likely gain a new perspective, a higher energy level and increased creativity.



Start now. "What was the fun-est thing you did today"?

© 1997 - 2009 BizSuccess All rights reserved. No duplication