Have you been asking yourself these questions:
I attended a mastermind where Kevin Eastman, former NBA championship coach, was a guest speaker. I learned a lot from him and my favourite were 3 different ways you can be THE best or be YOUR best.
Who is Kevin Eastman?
Let me tell you a little bit more about Kevin.
Here are the 3 different mic drop moments Kevin Eastman had that I’m implementing in my business in the next little while.
The 3 ways you can be your best
Where does that “be the best come” from? Well, he has a book that is called “Why The Best Are The Best”, it’s a great book. I've got a copy of it that he autographed.
First: Remind yourself there’s more inside of you
He calls this the capability gap. Have you been feeling like…
The “be more” piece doesn't mean you're not enough. It's that you can get to the next level of success. Just like if you were in sports playing in the little leagues you could go play at the college or varsity level. Then you move into being semi-pro or a pro. There are different levels and the goal is to be your best self at each of those stages.
But the problem is something that holds people back from reaching their full potential.
Is one of these stopping you from getting to your full potential? To learn more about clarity, confidence, and action I've got lots of other podcasts, trainings, and blogs on the topics.
That capability gap from where you are to where you could be, we want to move through that faster. One of the ways I get through this is by having my own coaches. Now it could be sports coaches because I still play soccer. It could be physical in another way like my Pilates instructor. It can also be in a business coach, a life coach, a consultant, or an advisor, whatever it may be, and having someone believe in you.
I'm curious, what will help you reduce the capability gap? What will help you to get to that place of feeling, “I am actually being my best”?
Second: You get your rep through your reps.
The full meaning of that is you get your REPUTATION through your REPETITIONS. You get your rep through your reps.
Think of something you’re doing in your life or in building your craft. If you're really good at graphic design, and you're doing it over and over, and day after day, after day, after day, and people are seeing your work out there, they start to see the repetition of what you're doing. They start to see the consistency of what you're putting out there.
Maybe you are a hairstylist or you are a home designer. As you work with more clients and do more hair or more homes, or whatever it may be, you're getting better and better and better.
You start to get a reputation for the work you've put out. If you're a speaker and you're doing more talks, whether they’re paid or not, the repetition not only gets you better, but increases how people know you. It's social proof. They're seeing you out at work, seeing you have the clients, seeing you talk about it.
That's the other piece - make sure you're talking about what you're doing. But by doing the repetitions of this, you're going to get better. People will look to you as the expert.
Now, what do you need to be able to achieve this?
What I see is you really need a growth mindset. You need to not think in the closed mindset of, “Oh, well, I can't get any better” or “I'm as good as I'm going to be”. You really have to think, “I can get better, and I'm going to do so much more so that I can master this”.
You can go wide in your expansive knowledge, in your offerings, or you can go deeper…
Doing it over and over and over and over again. It reminds me of watching Chef's Table on Netflix. There's this woman who spent around eight years coming up with the best pizza dough where she lived in the United States because she was trying to make it as good as the ones in Italy. It was crazy how much work she put into mastering this skill. She had lots of reps, and she got a really good reputation.
Third: Hard work is the price of admission. It's the unrequired work that gets you success.
Everybody is working hard these days.
Have you felt that…
Well, you've just entered the game. That's the hard work piece that is.. “Just the price of admission,” Kevin Eastman says. It's the unrequired work that gets you to success. The things you do that no one expects you to do.
What is the unrequired in your industry or in the service that you provide? How will you stand out compared to your competitors? Not from a sports perspective, but in your life. What is the unrequired work to be the most amazing speaker, coach, or whatever it may be that you are doing? Stick with that thought for a moment. What is the unrequired work? What would make you stand out?
Then to the next level of that, what would be going above and beyond? What's something that no one else is doing? What's the innovation in your industry, in your product, or in your services that will help you not only stand out, but get a larger market share? Because people are going to see how you are the best because you're doing it at this top-notch stage.
Those are the three mic-drop moments I heard from Kevin Eastman. He’s an inspiring speaker, funny, super humble, and really knowledgeable.
Let me reshare them. I encourage you to try spending at least two minutes on each one and write down your thoughts on each.
Then after that, pick one that you're going to implement. Share your answer with me in the comments below!
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Are you wanting to stand out in your business? Do you feel like you need to reinvent yourself to be able to catch up to the competition?
Last year, I went on a road trip through Route 66 with my family, and I learned a bunch of lessons about how to stand out in your business just like Route 66.
A little background
Let me give you a little bit of context first. My family and I flew into Vegas for a holiday before my mastermind. From the airport we rented a car and since it was night we started to drive towards our first hotel on Route 66. When we woke up the next day, we were able to head off to Arizona, and our starting point was Kingman.
The goal was to go along the old Route 66, which decades earlier, used to be so busy with 10,000 cars a day going along it. When the new highway was created, it was in danger of becoming a ghost town. Some changes were made to make the little locations tourist destinations, and so it didn't lose its life. I'll get into that a little bit later.
Because of these changes I really wanted to take my kids and my husband on Route 66 on our way to the Grand Canyon. On my trip, I saw so many cool things that businesses were doing that I felt I should share with you and you and your business can benefit too!
A Short History of Route 66
I picked up a brochure from what used to be an old barber shop called Angel and Vilma's Original Route 66 Gift Shop and it has a little bit of backstory.
“For 50 years, Route 66 was the main thoroughfare through Northern Arizona and brought much commerce to the town of Seligman. But on September 22, 1978 the newly constructed Interstate 40 bypassed Seligman and replaced the section of Route 66 that had brought the traffic of thousands of cars through town on a daily basis.”
Just imagine all of those restaurants, convenience stores, gas stations, gift shops, and attractions, their livelihood shut down in a day. Could you imagine your business having an outside source or new technology shut down your business? It’s like owning a Blockbuster, who did VHS rental, and then all of a sudden all video is digital. Things in business can happen so quickly that we can get bypassed just like this new highway literally bypassed those businesses!
“The livelihood of the businesses in Seligman disappeared in one day. All the travelers who had one stop to eat, get fuel and stay the night were now quickly driving by just two miles south. For 10 long years, the residents learned to live on very little. Businesses closed down. People moved. Buildings were abandoned.”
Isn't that crazy? Super crazy! Then Angel Delgadillo, a barber and proprietor of the town, didn't want this to happen. He didn't want his town to die. Just like maybe you've had times in your business where you've thought,
Long story short, Angel didn’t give up and kept writing letters and raising money. One of the ways he raised money was he sold souvenirs about Route 66. Eventually, it became a historic route.
The state of Arizona christened it Historic Route 66, from Kingman, to Seligman. Isn't that amazing? Now, rather than a place that people just went through on their way to somewhere else, Las Vegas or wherever they were going, instead, it now became a really cool touristy destination and adventure. It completely shifted the purpose. Then it actually continued on into California and all these other places as well, based on the route, the work of Angel, the barber.
3 ways to stand out
What happened to Route 66 could very well be happening to your business. There could be:
If you’re in that space, then here are 3 things that can help you. (If you feel like your business is doing good, then great! Just take a look at these ideas and see if you want to add any of them to your business)
Maybe it’s time in your business for reinvention. For Route 66, it went from just a thoroughfare to a landmark and a destination place. Maybe you need something new to draw people in.
In this reinvention, it wasn't just, “We've got great burgers” or “We've got great souvenirs.” It then became “Look what we have on the outside.”
There is a place on Route 66 that has Giganticus Headicus. It's this big green head and makes no sense to me why it was there. Except it made us stop for a photo…then go in the shop. I chatted with the guy there, probably the owner, who said his friend made it about 10 or 20 years ago, and it is drawing people into his shop. It catches their attention. It's an Instagram moment!
Here’s a photo of me picking the nose of this big head because that is exactly what my son did before he ran off to go to the bathroom!
Now, how are you catching the attention of people that are driving by, walking by, or scrolling by? The way they're doing this on Route 66 is with colorful old car signs and other pieces of art. This is the area that inspired the Disney movie Cars.
Angel, the barber, was interviewed in his barber shop for three days by the eventual writer of Cars and that's where Cars and Radiator Springs and the whole idea was born.
They have other ways to catch people’s attention. There are dinosaurs in the Grand Canyon Caverns. Things are also interactive like in Kingman, they have a massive drive-thru sign. You can drive through, have your car sit there, get out and take some photos. There’s also a train where you can go inside and take a photo.
If you're thinking of things like having booths at markets or if you have a storefront, what are you doing to draw people in or to have people be interested? That's what I was thinking about because of the big green head. I asked myself, “Well, what's happening here? This place looks interesting and I need to stop by.”
So what are you doing in a physical space with people in person to draw them in?
Next, ask yourself or ask your team about your website: “What am I doing to draw people in, to catch their attention, and to keep them on my website longer than seven seconds?”
The last thing is when they're scrolling by on social media, what are you doing to capture their attention and to have them stop? There might be some reinvention that needs to happen for you as a person or maybe for you and your business.
Even just wearing my hair curly, I've had so much positive feedback. That small change in my hair could be a little bit of a reinvention because it's drawing more attention and having people stop.
2. The Route 66 Passport
They have a Passport for Route 66. If you can imagine a little guidebook showing you all the cool places to stop. Well, they've done that. but they also added in the ability to get a cool stamp at each location.
They’ve gamified the drive and sightseeing. My kids had so much fun going through the book and getting the different stamps. Even if there wasn’t much to stop for, it gave us a reason to. Ask yourself, “Is there something in my business that I could gamify? Something that I could do to connect one piece of the journey to the next and encourage my clients/customers to continue?”
Because I'll tell you, we followed the Route 66 passport that day and we stopped at places we probably would have just driven by because the stamp was there, that interactive piece of it and the milestones.
It gives people the purpose to complete it.
Also, is there a way you could connect with other businesses and do something similar? It got me thinking about my client journey and all the services and programs that I offer. Could I have my own passport where my clients can mark off how far they have gotten and then I send them something in the mail to celebrate their journey? It might not be the stamps, but it could be something else.
I really liked the idea of this passport. What's even more clever is I had to pay for it. I paid $1.75 US for it, which I was like, “Oh, that's so cheap.” But how many times do you go to a visitor center and you get a map, marking off the places to go or a little guidebook for free? They're making money off of this as well, which I just thought was genius!
There are also so many other sections to it: the western section, the central section, then there's the eastern section which encourages you to keep going, even if you hadn’t planned on it. Then at the back of the passport, there were extra pages for any other stamps you got.
There was even a PRIZE! They have a passport redemption coupon. When you get seven stamps, you're entitled to a special certificate. It’s just made of paper, but it’s a motivator and a reward. You can also mail it in, which I think is clever.
Do you know what's also clever for them? You have to send in the passport redemption survey, which asks for your demographics and so they learn more about their ideal customer.
3. Having some charm, humor, and wackiness
It kind of blew me away how quirky all of these places are and it’s like they're playing this up. They've got some people working in these different places who are like historians, sharing the history of Route 66. When I was at the barber shop or the Original Route 66 Gift Shop, it was so amazing. The woman there was sharing lots of cool info and encouraging us to experience the shop, “Hey, go sit in the barber seat” and then we noticed a big cardboard cutout of Angel and so in a photo it looked like he was cutting your hair. My son sat in the chair, and he loved it!
Then at another place, there’s a whole wall where people stuck dollar bills or different denominations and currency. It has people's names on it and so many things stuck on that wall, like license plates.
As we were there, a real ambassador was chatting with us. He even encouraged us to all sit up at the fake diner counter and he’ll take our picture.
They're really encouraging these types of connections. That charm, that humor, that wackiness is there, but also that ambassadorship.
I want you to think, how are you showing up? Are you just showing up as someone in their business? Or are you really embodying what you're wanting for your business?
Let me give you another example. There's a place called Delgadillo's Snowcap Diner. I think it was actually run or started by Angel as well. They do burgers and fries, and fried foods. I'll tell you though, their shakes are amazing. We went there, and their place is like one of those hole-in-the-wall sort of place. You have to sit outside. But it had so much character. Even the backyard area, it was like the bathroom was an outhouse, but it was all done up inside, almost like you were in Pee Wee's Playhouse. It was so wacky. There was a fake TV that was playing music and all these funny signs. But as we're going to order, the woman there pulls out a mustard bottle and shoots my kids with it. They all jumped back. It was one of those fake gag mustard bottles and only a yellow string touched them. We all had a good laugh.
The other thing is to get in, there are two doorknobs. I went to open the doorknob on the right because I'm right-handed, but that wasn't the doorknob. It was the doorknob on the left. It was quite funny. We had a giggle and even funnier when I went to leave and I did the exact same thing.
Then after we ordered the shake, she goes, “Straw?” I said yes and she went to pass me a handful of actual straw from a farm rather than a straw you would drink from. So again, we all had a giggle.
This is the charm, humor, and wackiness. It makes me think of my business, “Where can I take it up a notch?” She could have just shown up and been like, “Okay, what do you want to eat? Okay, here's your food. Thank you. Bye.”
So how could you show up differently in your business as someone more charming, humorous, wacky, like an ambassador, or a historian? All of these people had different ways of being, but so endearing. I really enjoyed my interactions with them. It has me now telling you about it. Maybe it wasn't the best nuggets and fries for my kids. Maybe they weren't the best souvenir shops. But I'll tell you, they left a mark on me.
You have to think, how many times in your life have you bought something that's not as good as something else because you liked the person? Or do you continue to shop or buy somewhere because you just love what they stand for? Or do you continue to go to a certain hotel or a certain coffee shop because of their reward system?
It's so interesting how a few hours on Route 66 caused all of this in my head.
I'm curious for you, out of these three, which ones are new for you or which ones are you going to implement? Has one of them made you think, “Oh yeah, maybe I could do that?”
Because what would Route 66, and all the small towns be, if they didn't do these things? They'd be like certain companies out there that didn't evolve, that didn't change.
I know you care about your business, and you love your business, or at least you want it to succeed, so one day you can sell it or pass on the legacy to your family, or just enjoy life while you're doing it.
I hope that you take at least one little piece of what I shared and look differently at your business, and possibly your life.
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Are you feeling like you want to increase your revenue and decrease your expenses?
I went on vacation last year to Mexico with a friend. I stayed at a beautiful resort called Vidanta where I learned three ways how you can increase your revenue, lower your expenses, and bring in more clients.
(Think about your business and your business model as I go through these.)
#1 - Share resources between different customers
At the resort, there are five different hotels under the same brand. Those hotels share all the different services, events, locations, lounges, pools, and staff.
For instance, there is entertainment on most nights. People from all five hotels can come and enjoy. The resort pays for one event, one band, one set of musicians, or one form of entertainment. All the resort guests can come no matter their level.
Now, where in your business could you have multiple customers from different priced offers share the same service or the same event on different platforms? Where in your business could you have the same resources or assets offered to different customers or different clients under different packages?
I've seen this work so well at the resort because for example, if the staff are busy in some location, rather than the shuttles just sitting there waiting for one hotel, the shuttles are going around for all the different hotels - such great savings.
Also, the customers who paid more get access to more pools and offerings. Where in your business could you include lower package benefits to higher paying clients, even as bonuses?
#2 - Create a desire for a higher-end product
The five hotels have different levels of experience, different decorations, and different levels of luxury. Some have different pools just right outside your door. Some are full suites with your own butler.
How do they create this exclusivity?
The higher-level hotel guests can go to any of the pools and any of the locations and do all the activities. But if you were at a lower-end hotel, which is still amazing, you only get specific ones
Guests know which hotels are better than others and since everyone also wears bracelets that shows which people have access to which locations.
Imagine this in your business. You're creating a desire for the higher-end product because some of your clients are seeing what other clients get - what perks, bonuses, or offerings are given to your higher-end customers or clients. If they buy a certain package, they get these additional experiences.
I was on the app the resort has, looking through the events and special activities they offered and thought, “Oh, I can attend this one, but I can't attend that one because that's at the super exclusive place.” It makes you covet the ones you can’t have, yearn for them, want them. It makes you walk past certain places and go, “I wish I could go in there.”
If you have a platform for your courses or an app where your clients access their materials and additional ones are there but locked it may make your customer think, “I'm going to move up to that. I'm going to one day buy into that when I can afford that” or “I'm going to prioritize that because I want that experience.” Maybe it's “I want that VIP experience” or “I want those opportunities.”
#3 - Opportunities to Upgrade
There are opportunities during my experience at the resort to upgrade. So not only to upgrade to maybe a higher-level hotel but also opportunities to expand the package like “Do you want to add on this piece?”
I know you might be like, “Oh, God, I don't want to go to those sales things.” But think of this in your business. How can you have your clients move up in their package while they are still working with you? Or how can you have them expand to do add-ons?
It could be additional:
Whatever it may be. They already love you, right? Just like the people walking around the resort, they already love the resort.
Here’s a bonus tip. When your customers are in the moment of loving working with you, that's when you invite them to upgrade. That's when they might add on because they're in the moment of appreciating the experience or the results you provide, and they see the benefit.
If you ask them,
And their response is, “Oh, it’s great”, then that's the time to see if they would like more or to expand their package.
Which of the three ways to grow your revenue will you try? Let me quickly go through them again.
I’d love to hear which of these you’ve tried or which you will be bringing into your business.
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Are you wanting to take some time off but you’re thinking, “How can I go away when I have so much to do?”
Last year, I was able to go on vacation for three weeks in one month where I barely worked. I got away from my business and enjoyed my vacation! That’s all because of this one secret that’s been helping me.
This topic came about because there were moments when I was soaking in the pool in Mexico, meeting people who have a nine-to-five, and even chatting with some business owners who said, “Man, how can you take three weeks of vacation this month? I'm taking just one, and I still have to check-in. I still have to do work every day.”
Yeah, not everyone knows how they can take vacation from their business. I reflected on how for soooooo long I didn’t know either and would be working in my hotel room or in the business centre instead of enjoying my trip.
Now I can enjoy trips and I’m grateful. I was so grateful when I’m sitting and sipping on some pina coladas in Mexico for a week, and as I was laying on the beach in Maui, watching the surfers without any Wi-Fi access (I didn't even get data because I knew I didn't need it), I thought how amazing that I do get to be away and my business still runs! Also grateful I could be in Vegas on a family trip.
I don’t share this to rub it in. I really needed that vacation time and I’m sure you do too. I needed to reconnect with myself. I needed to not be needed by anyone because the joy of two of the weeks is that I went away without my family, which was such a privilege. I'm so grateful to my husband, not that he gave me permission, but for holding down the fort, so that I was able to go.
So the trick is having a business, you can get away from. Right?!
If you need to be in an office, or selling a product in a shop, then this isn't going to work as well for you. Maybe the next step for you is to ask yourself, “Do I want to move to a more location-freedom lifestyle?”
In the beginning, when I went on vacation I’d have to put in a few hours each day just to be on top of things. Or I'd work like a dog before I went. I'd be pulling 12-15 hour days just to make sure I got everything done before I left and then when I got back, I'd be dreading the email inbox that was so full.
Imagine saying to a friend, “Oh, sure I’ll join you in Mexico” and “Oh, yeah, I'd love to go to Hawaii with you the week after Mexico.”
So what is the secret that has helped me to accept adventures and not have to work and still be able to do a bunch of things in my business? Like launch a program or bring on more team members, and still have my podcast, blog, newsletters - all of the stuff that happens behind the scenes? Well, the secret is having a team or at least a team member.
I had Canadian assistants in my business, for around eight years. The first three years were kind of on and off with different people, nothing really formal, and then moving into a specific number of hours every single week, from a specific person, that worked out really well. But then I wanted someone with more hours, with more tech skills and knowledge of all the software that's out there now. Our list of software is massive and bringing someone on to be able to handle that has been really the secret sauce to my business and me being able to step away and take a real vacation.
Three things you can do with your team so you can take a vacation!
For the past two years, I have had two team members from the Philippines who have really helped me and my business. I also have another ten team members from the Philippines who are supporting clients of mine so they can also go on vacation.
Here are the three things that will help you so you can enjoy your vacation!
First: Do tasks in advance.
I talked to my team and I asked, “What do you need from me before I go?”
Here’s what they answered:
Also look over your own calendar for the week you're going to be away and think, “What do I need to prepare in advance so that I can be away and things will be taken care of?” Then pass it off to your VA.
Second: Give your team or team member power.
That power means they have access to documents they need, or logins to websites, access to software. By giving them access they have the power to get into things and do things. Then you can very easily on the fly say:
Because not only do they need to do what’s normally done, but also tasks that pop up - that you didn't know they were going to happen. Can you imagine asking, “Can you go and share that document?”
While I was away, I actually had one of my VAs create a new contract because we have a certain contract that we do for our virtual assistants, but we were hiring a bookkeeper from the Philippines to support our clients. We needed a new contract made. So I asked, “Can you just go into the old contract, edit that out, I'll look it over, then we'll send it out?”
Now, could I have done that? Yes, I could have done that, but did I want to leave the pool? No. How did I know that needed to be done? Because my team and I have a couple of apps that I can use on my phone, so it's super simple for me to just look, see the message, and give them a reply. Or to go into our project management tool and give them some feedback on something or just quickly look at something.
The last piece about giving them power is actually giving them the ability to do some decision-making. For instance, we were doing some hiring, and I said,
Now, this isn't something you can just do on the fly. You might want to start training in advance of your vacation to know you can pass it off. It's great in your business to keep looking at what you have, and what you have to do, what's on your plate as a CEO and ask yourself, “Where can I pass more of this work off and give more power to my VA or my team so that there's less for me to do and I can step up into higher impact tasks?”
Third: Have systems and processes in place.
This is crucial if you’re going to take any time off or if you just don't want to micromanage people. Having some systems and processes allows there to be some consistency in your business. Also, it really helps your VAs to know they're on track without having to ask you.
For example, for us, this was in our newsletters. We have a specific system that happens, a process we follow in preparing it and sending it out. Our podcast also has a very specific system with lots of different processes in it. Along with our content creation system.
The beauty of this is we just roll through the system every week or every time we do something. My team now can say to me, “Hey, are we doing XYZ like we did last time?” I answer, “Yep!” Or they'll say, “Hey, can we refine our system and do this additional step?” I respond, “That's perfect.” So I know there's consistency in their output.
While I'm on vacation, I don't want to worry, “Are they going to do this right?” I know that since we have already put in systems and processes, they're just going to follow them. It's going to be so amazing to see the results.
Even if you're not going on vacation, you need to have these things so that you can start stepping away from certain projects, tasks, departments, or parts of your business.
So ask yourself, when was the last time you took a vacation from your business? Not just a vacation in life, but a vacation from your business? On a scale of one to ten, how confident are you that you could completely step away from your business? Ten being “I could completely step away” and one being “not at all”.
If you’re an eight out of ten that you can step away from my business for a week, what is stopping you from the ten? Is it because you still need to check your email? Or you still need to oversee certain parts of your business or you're just afraid?
Then what would be the difference? Is it the three things I mentioned? Is it doing tasks in advance so that you can look things over and give approval? Maybe it’s to give more power through logins, access, decision-making to your team. Or is it the last piece around systems and processes? Maybe you can't leave because you don't have those dialed in.
Now if you want to do this on your own, go for it. I did it on my own in the beginning, and then brought on team members and hired them with the assistance of a program.
Or I can just hire them for you. If you want to be involved in a program we call Virtual Assistant Made Easy where we hire a VA for you, share our systems and processes so you can get things off your plate, then message my team at firstname.lastname@example.org and let us know you're wanting to hire a VA. Want more info about it? Then attend the event, “Go from Overwhelm to Ease with the Help of a VA” on Feb 10th from 10am-12pm PT.
We will help you bring one onto your team or into your business so you can have that vacation without worrying. You’ll be able to step away from your business so that when you get back, you're refreshed, you’re ready, you've tapped back into the vision and into yourself, and you just feel ready to go again.
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