When I left corporate America several years ago to strike out on my own I was so happy to leave behind corporate greed and lack of loyalty.

I’d come of age as a professional in the 1990’s—the era of rightsizing, downsizing and reengineering.  And I’d personally handled the layoff or reorganization of over 1000 people.  I’d also done high level consulting, where again I was working on projects to streamline processes and improve profits while shuffling headcounts and impacting people’s livelihoods.

Now those are worthy efforts (streamlining, profitability, stability) —especially in the automotive industry where the tide needed to be turned (and still does).  But I was tired of HOW it was done—over focusing on the bottom line, and under focusing on the people.  We’re still seeing the impact of the damage done to worker confidence in the 80’s and 90’s.

When I found coaching as a small and burgeoning industry I was enamored!  I found a way to do  the kind of work I love—helping people navigate the dark and murky waters of change—but in a whole new, more positive and contributing way.  I finally felt like I had found a place where I could thrive.

But in the last couple of years I’ve grown slightly disillusioned with my industry.  I know many others from various industries share that feeling ….from financial services to real estate to automotive….feeling like the industry you once loved isn’t what it used to be.

In the coaching industry there has been growth, which is exciting.  But there has also been a shifting tide which I believe is the result of trying to make it a legitimate industry and lucrative business.  Not a bad goal at all. It’s HOW it’s happening that’s making me weary (just as before when I was a corporate change agent).

So many people have gotten over focused on the ‘holy grail’ of becoming coaching millionaires.  In and of itself, that’s not a bad goal.  We want growth in any industry, and need the creation of solid, stable coaching companies. However, what has happened is a loss of focus on the mission of coaching (the purpose for why we exist in the first place) and a shift toward over focusing on the bottom line.  You don’t have to look too far back in history to see the downstream impact of that.

I feel the quest for Millionaire status has become the holy grail of the industry…at the expense of what got most of us started in the first place…making a difference.

There’s talk of private jets, million dollar homes, spa trips, bling, big ticket packages that price many people right out of the market and lots of bragging about who’s making what.  In the age of social networking we get videos and pictures too boot!  We’ve definitely accomplished the goal of not looking like psychotherapists…and instead started looking like Hollywood celebrities branding lifestyles instead of our contributions.  Is that what we want?

Personally, I’m unimpressed.  I care about the carbon footprint on this planet, so flying private just seems garish and egotistical.  I don’t know of very many industries where the leaders talk so openly about their balance sheets—with the exception of sports and entertainment—and I’d prefer to be taken more seriously than that.

And worse, there’s a subculture telling us that if we aren’t playing that game our mindset is a problem.  We’re not playing a big enough game. Hmmm.  I know that you can make a great living at coaching.  I know that coaching is a powerful force that dramatically changes lives.  I also know that focusing on making money at all costs, forgetting your core mission, and overinflating the value of anything leads to a crash. I’ve watched the housing market, the automotive market and the financial market go the same route.  My mindset is just fine, thank you.

So what’s a disillusioned coach to do?

I left corporate America to get away from the greed.  I’m not planning to leave coaching on the same terms.  What I am ready to do is stay grounded in my values and to stay ‘on mission’.  I’m prepared to ride this wave, staying true to myself, my voice and my vision.

And, I know I’m not alone.  At least 3 times a month I hear a client or colleague struggle with what to ‘call themselves’—not wanting to use the word Coach anymore.  And there’s a groundswell of support for a new, more realistic way of approaching our craft.  The change leaders are emerging as I write this and I couldn’t be more excited!

If you are disillusioned in your industry, here’s a few strategies to keep grounded and focused when things around seem to be going in a direction you can’t get behind.

• Upgrade your environment as much as you can.   I’m removing myself from the kinds of people who aren’t on the same page as I am.  In my own business I get to choose the culture I play in.   I’m only following people who are still ‘on mission’ and are shining examples of the best of what coaching has to offer.  If you work for a company, you can still, to a limited degree, choose who you spend time with.  Limit time around those you find toxic, draining or derailing.

• Trust that this too shall pass.  Everything shifts with time.  In my case, I know this is a product of the newness of the industry and that eventually the pendulum will swing back to a more moderate ground.  In the meantime, I have to stay my course and not let the trends cast a shadow on what I am most excited to do and become.

• Take the longer term view.  I look ahead, to where I want to be and where I want my industry to be in the future.  I look forward to the impact, growth and contribution that will come from coaching when making a million dollars is no longer worth talking about and we’re on to bigger and better innovations in this great industry.

• Reconnect with your own voice.  We become disillusioned when we can’t find the leaders we’re excited to follow.  That just tells you there’s a leadership gap and you may have to go within to fill it.  Yes, search for likeminded people who get you.  And step up as the leader you are.

• Be the change you wish to see.  As Ghandi reminded us, change only comes when we take a stand and serve as an example of what we want the world to reflect back.  Be a successful, clear, confident, mission-minded expert and do great work.  The rest will take care of itself.

I’d love to hear from you.  Have you ever experienced disillusionment in your career?  How did you navigate it?

Lately, I’ve been helping my clients add what I call “signature programs” to their toolbox of coaching or consulting services. Signature programs are unique, focused learning experiences that lead clients to achieving their high-value goals.

As someone in the expertise business, you can package your unique philosophy, approach and content into a one-of-a-kind program that will yield amazing results…for both you and your clients. However, I’ve noticed that many coaches and consultants struggle with program delivery. So, I’d like to share some tips for delivering successful coaching and consulting programs:

• Tip #1: Focus on the client experience: You’re excited about your content (as you should be), but don’t focus strictly on information. I’ve found that solid content accounts for just 40% of a program’s success-the other 60% is based on the overall experience, level of support and ability to implement. Keep your focus on the client experience – whether the content is presented in a useful and valuable way so your clients can apply what they’ve learned.

• Tip #2: Keep the level of content manageable: More is not always better when it comes to a program…so don’t feel compelled to pack in everything you know! Your clients are only able to absorb a finite amount of information. Don’t fall into the trap of overstuffing your program with too many details, “special offers,” “one-time bonuses” or “exclusive content.”

• Tip #3: Match the content to the delivery method: There’s no set method for delivering a successful program; the key is matching the goals and the delivery. For example, don’t bill your program as a “mastermind” session if you have 150 participants. Think about whether your program is best delivered in-person or virtually (webinar, teleseminar, etc.) or via a combination of various methods. Also, consider whether handouts, visuals, video or other examples might make your content more compelling and usable.

• Tip #4: Know who your audience is: Your program isn’t for everyone. Is a certain level of expertise, prior experience or commitment required for success in your program? Position your program for the appropriate audience and you’ll be far more successful – and so will your participants. Otherwise, you run the risk of having content that’s too basic for some participants (who will feel they’ve wasted their money) and too advanced for others (who might walk away frustrated).

• Tip #5: Provide follow up and support: Make sure you have a clear vision of where you’re taking your clients, at what point in the process you’re leaving them, and any issues that might come up once they’ve completed your program. Clearly communicate your vision so that everyone has the same expectations of the desired end state.

One of the ways I teach clients to accomplish the 5 tips in creating their programs is to build everything around what I call the FAST framework:

• Foundation concepts: It’s important to ground your program participants in your philosophy, approach and process, and to orient them to what you’ll cover and what they can expect out of your program.

• Application experiences: Your clients want more than information; they want to be able to immediately take action on what they’re learning so that they can see the value of your signature program. So, provide strategies that your clients can begin applying the concepts to their real-life situation.

• Stick strategies: Your clients signed up for your program because they want to make a positive change toward achieving their goals. But, getting change to “stick” can be a challenge. Help your clients think through the obstacles they might face in making the program stick. Then, develop a plan of action. Sometimes, I have my clients create an accountability system or even make changes in their physical environment to help them avoid drifting back into old habits.

• Transition: What happens after your clients complete your program? Make sure you have a plan in place for helping them reach the next level of success. Think through the challenges your clients may face post-program and what sort of help they may require, whether it’s next steps in coaching, tools, ongoing work with a team or a more advanced signature program.

Armed with these five delivery tips and the FAST framework, you should feel more confident in delivering your signature program. And your clients will report amazing results!

For more information on creating and delivering unique, high-value signature programs, contact Shawn Driscoll at www.yoursignatureprogram.com.

A blog from guest Connie Hammer

During my yoga practice the other day, I was struggling with a balance pose I had done many times before and I began to contemplate the word balance and what it means. In math, we balance equations. In our personal lives we attempt to balance our checkbooks and our budget.  We endeavor to balance the scales regarding our weight by trying to maintain a balanced diet. In business we have checks and balances and strive to balance the books. And in gymnastics we have the balance beam which I will leave to the gymnasts.

We also balance the tires on our car and try to keep them in alignment to experience a smooth ride and minimize wear and tear on the tires. If not aligned properly tires become disproportionately stressed, wear thin in one area and are apt to blow.  So if we do not want to deal with changing a flat on our car or in our life then we need to pay attention to maintaining balance and alignment.

Achieving balance in life is difficult enough but even more so when we are building a business. Our desire to create a successful enterprise can often generate imbalance in other facets of our lives – the physical, social, emotional and spiritual areas. Our drive to provide for our family and maintain a desired lifestyle can easily disturb the priorities in our life, if one is not careful, and eventually result in a major blowout.

Being out of alignment WILL jeopardize our lives and raise the probability for stress induced health problems and insomnia. Really, who wants to add self-induced insomnia to the sleepless nights that are already gifted to us as parents?  Being sleep deprived or in ill health leaves us less than effective as caretakers to ourselves, our loved ones and our growing business which is why a balanced approach to building our corporate empires is extremely important for maintaining the equilibrium we strive for.

Just what does a state of balance look like or feel like?  One definition of equilibrium is the state that one achieves when all of the aspects of their life and self join together to form a satisfying and harmonious whole. Sounds wonderful, doesn’t it? Many people don’t notice the balance in their lives because they are anticipating a lingering state of inner peace and bliss. Unfortunately, equilibrium never sustains itself for very long but if we look close enough we will find evidence of balance in various moments, minutes or hours of our lives.  Taking notice of these requires a focused mindset, an ongoing awareness and careful listening.  The trick is to acknowledge these little moments of harmony and discover ways to grow them into larger masterpieces and always remember that it is an ongoing process.

If maintaining balance on a daily basis is what we are striving for, we are definitely setting ourselves up for frustration and disappointment. Let’s go back to that yoga pose. It is unrealistic for me to assume that I can achieve perfect balance on a daily basis. There will be days when all of my body parts will align together more easily than others and some days when I will have to be more intentional about it. The important thing is to listen, notice and have a mindset that is aware of the need to make adjustments and realign on a daily basis.

If you are in the process of building a business there may be days when your time and effort are focused less on your family, your health and your social life but always remember that you have the ultimate control to make adjustments in the days ahead. You can always keep things in check, just like your tires, and realign your priorities on a regular basis to make sure your business life is not controlling you.

Connie Hammer is the owner of The Progressive Parent, LLC, a parent coaching business offering quality coaching to individuals, couples and groups. As a certified parent coach, Connie helps first-time parents adjust to the most important and most difficult job of their lives. A licensed social worker and parent educator, she has more than twenty years of experience working with children and families. Visit her website www.theprogressiveparent.com for more information. You can contact her at 207-615-5457 or email connie@theprogressiveparent.com.

Are you interested in taking your work as a coach, consultant, trainer or other expert to the next level? Would you like to reach a broader audience? Have you thought about packaging the work you do with individuals into an engaging and interactive experience for multiple clients?

If so, you may be at the right point in your business growth to add what I call a “signature program” to your catalog of services. A signature program is a unique, focused group learning experience that helps your clients achieve high-value goals.

You can develop your own signature program by following these four steps:

Step 1: Cut through the “Idea Chaos”: If you’re like most coaches, consultants and others in the expertise business, your head is probably spinning with ideas. How do you cut through the “idea chaos” and decide on the best concept for your signature program? The process is quite simple, and starts with committing all of your ideas to paper.

Then, analyze each idea from the perspective of your clients. At the end of your program, what do you want your clients to know? How do you want them to feel? What do you want them to walk away with? The answers to these questions will point you to the winning idea.

Step 2: Filter, Filter, Filter: It may be tempting at this point to run with your best idea. Not so fast! I recommend asking yourself a few filtering questions to make sure the idea passes muster. If you answer “yes” to the first question, your idea passes the filter and you can move to the next one…until you reach the last question with four affirmative answers. But if at any point, your honest answer to a question is “no,” I suggest you go back to the idea bank.

The four sequential filtering questions are:

• Does this idea fit with my mission and message?

• Will this idea deliver an ideal client outcome that my clients will value and pay for?

• Does the idea capture my “secret sauce” – that special something that makes my approach and philosophy unique?

• How well does the idea align with my mission-critical priorities?

Step 3: Make Your Program POP: POP is an easy-to-remember acronym that will ensure that your signature program achieves your goals and those of your clients:

• Purpose: The first P stands for purpose, which you should consider from two perspectives: your purpose for conducting the program and your clients’ reasons for participating.

• Outcomes: Again, look at both your desired outcome in delivering the program and what your clients will get out of it.

• Process: The final P is for process, which takes into account your content, your clients’ needs and your preferences. Think about the timeline and how many sessions you’ll need. Consider the delivery channel: live vs. virtual, or a combination of the two. Based on all of these factors, think about the best format for delivering your program, which could be a class, a mastermind group, a coaching session, a retreat, consulting package, workshop or a mixture.

Step 4: Test Your Program: You’ve done all the planning and you think you have a great signature program. But, there’s no way to truly know for sure until you run a beta session. I think a good approach is to conduct the program for a small group of clients and charge them a fraction of your planned price.

It’s a win-win situation. Your clients benefit from the program at a fraction of the normal price, and you’re able to see what works and what doesn’t – starting with how you market the program down to execution. Following your beta program, you can tweak the content, format, timeline, marketing and delivery channel of your program based on your pilot program.

You’ve followed the four steps, and you’re confident you have a winning signature program. It’s time to launch!

Do you have the feeling that 2010 is going to be a watershed year? I do.

I think we’re going to see some major changes in the way business online get’s done. 2009 shook us and as a result, there’s an opportunity to blaze a new trail in 2010. (Yippee!)

I don’t normally do ‘predictions’ but this year I had to make an exception. A combination of macro trends combined with some grassroots rumblings I hear online led me to a couple of critical shifts I see happening this year and beyond:

1. The end of the clone wars.

People are looking for something different. The days of mini-me business models and do-it-my-way coaching is waning. If you want to be among the e-business elite, deliver something a little bit different, a little bit innovative. And a lot more YOU.

You know that idea or service you WANT to offer but hold back on because you don’t see it in the business models of the ‘big names’? Put it out there. 2010 is the year of distinction! People are tired of the same ole-same ole. Now is your opportunity to offer something no one else can.

2. Hype is out. Heart is in.

Being sold is getting old! If you feel it, you can bet you’re not alone! I have been hearing the groundswell of frustration with hypey marketing, over pricing, over promising and under delivering in the online world we call home.

After a year that shook us, we want to be stirred. People want a sense of hope and heart to stir them into action. And those who can connect and inspire us at that level are those who will lead the way in 2010.

3. Less pain, more gain.

I don’t know about you, but I am ready for marketing a PROMISE rather than pushing pain buttons or promoting fear, scarcity, mistakes and lack.

What is your promise to your market? Promote that with truth, heart and a heavy dose of hope.

4. Persona non grata.

Persona’s are out. Real people are in. The tables have turned and it’s a client’s market. To get and keep attention, give your audience the spotlight.

You don’t need a catchy name or a balance sheet brand to get known. You need to show up, take an interest in “ME” (your audience) and be real. (That doesn’t mean you have to reveal all your dirty laundry, by the way! TMPPI—too much pointless personal info–is also out.)

Let your clients and followers get a peek into the real you. How can you help them? How can you relate to them? That’ll get you known.

5. Paths of Growth vs Levels of Access

Note from your ideal clients: It’s all about ME and my goals/dreams/ambitions/needs. Take me somewhere I want to go. I’m not interested in paying large sums of money for access to your so-called secrets. Or for the privilege of an hour with you. I’m interested in what you can do for me.

What is the path of growth you take your clients through? How can you package your services around that path? How can you make the journey easier? Clients are not buying time…they are buying forward progress, movement, results. Where do you take them?

6. Transformation trumps information

We are entering the Value era. That means bye-bye low cost, low value information. Hello high value, customized solutions. It also means bye-bye to overinflated prices without true value backing them up (sidenote: overinflated pricing brings down entire markets. Just ask your local real estate agent or stock broker.)

What people want, and will pay well for is transformation. Help me USE the information. Help me integrate it into my life and business. Help me change. Help me go from A to Z more quickly. Eliminate struggle. What transformation do you offer?

7. Small is the New Big

Smaller, more intimate groups and programs will gain appeal because people want three things (1) connection, (2) to be heard and (3) personal guidance and support. You can’t get those needs met when you are one of “only 500” in a program or at an event. People will pay a premium to be part of a smaller community, with more customized help and focus on implementation.

By the way, this trend applies to social media, your ‘list’ and other places where ‘size’ has mattered. Small and mighty groups (tribes, as Seth Godin calls them) can be much more responsive than a large but out of touch list/group.

8. Multiply, don’t divide.

The early years on the web were a wild ride. Chasing opportunities, hot new trends, cool new ideas. Create. Create. Create. React. React. React. And we’ve been good little soldiers and created memberships and products and programs and ebooks and audios and books…well, you get the picture. We’re dizzy. And divided and diluted. People ask “what do you do again?” and come to think of it…you’re not sure.

2010 is asking you to commit. Now is the time to bring it together. Multiply your impact and your income by finding a unifying focus. What do you do best? Who do you do it best for? And what will you offer (and what will you release) so you can do it better and more effectively than ever?

9. Move over mediocrity. Hello Mastery.

Those who get and keep loyal clients deliver. Quality matters and people want to work with those they can depend on. Big promises with poor follow through aren’t going to make it. We’re more connected. And word travels fast. All sizzle and no steak? You can be sure word will get out.

The opportunity for you is huge! Because you get to shine. Showcase your mastery. Showcase what you do best. Focus on DELIVERING a great experience for your clients and followers. Being just 10% better is a critical advantage that won’t go unrewarded. (attention: All you recovering perfectionists…this is your time! )

10. Lifestyle isn’t all about Luxury.

Lifestyle has been a big theme over the last several years. But the definition of ‘lifestyle’ has shifted away from ‘luxury’ and towards simplicity. Family, freedom, flexibility and fun trump million dollar quests and luxury spa vacations. We’re going back to basics. We’re concerned about the environment and our carbon footprint. Connect with people on that lifestyle level and forget about limos, private planes and high end hotels (unless your audience has a different value set!).

Chime in. I’d love to hear your thoughts. What trends and opportunities do you see for this year? Have I missed the boat in my predictions? Set me straight! Your comments are encouraged.

I don’t know about you, but 2009 took a lot out of my energy reserves! It wasn’t the economy that did it to me—it was personal challenges and tough choices. My mom’s health setbacks were significant and her prolonged hospitalization caused a domino effect in our family of stress and anxiety. I had to make some tough choices about what I could put my energy into and what wasn’t serving me anymore—which of course led to changes in business and personal commitments. 2009 was certainly a year of strengthening the roots that keep me grounded so I could withstand the changing winds and come out standing strong.

Now, I’ve got some ambitious and exciting goals for 2010. I bet you do to! But 2009 proved that life has plans of its own sometimes and we’ve got to learn to go with the flow in pursuit of our dreams. For me, and many of my clients and colleagues, I’ve noticed a challenge heading into the New Year. On one hand, we’ve got plenty of DESIRE to achieve our vision and finally see the fruits of our efforts. On the other hand, our inner DRIVE (motivation, energy) is running on empty.

So, how do we get our motivation back?

A client and colleague of mine (the amazing Melani Ward www.melaniward.com) turned me on to a cool technique called 10-10-10. (Based on a book of the same name by Suzy Welch). It’s a simple but very powerful way to access your inner motivation and willingness to make powerful change.

So think about what you want to accomplish in your life—something meaningful and significant to you. And think about what it will take to get going on it. Now ask yourself these questions:

1. If I do nothing about this in the next 10 minutes, what difference will that make?

The truth is, probably not much. I might just sit here enjoying my cup of coffee, dreaming about the future and let 10 minutes roll by unaware. I can live with that!

2. If I do nothing about this in the next 10 months, what difference will that make?

Hmm…now we’re getting some inner tension. I can’t imagine being 10 months down the line and not having moved forward toward what I really want. My desire is starting to tap into my drive and motivation. It’s kicking me into gear a bit. Ideas for what I could do NOW are popping up. How about for you?

3. If I do nothing about this in the next 10 years, what difference will that make?

Ouch! 10 years. A decade of staying the same. I don’t think so! Yet, I now see that if I don’t get into some action, in the here and now, a decade could go by 10 minutes at a time.

In fact, look back over the last 10 years. How different is your life?

If I look back 10 years, it was just before the whole Y2K, turn of the millennium. I was working a corporate consulting job about 60 hours a week and was pregnant with my first child. As I entered the year 2000 I was struggling with the question of what I was going to do with my career and life. I knew I couldn’t continue the path I was on.

I was entering a new year and a new decade with my life priorities shifting dramatically. I was about to go from being a Corporate Go Getter to being a working mom and that, frankly, scared the cr*p out of me! Would I be a good mom? How could I have a career I enjoyed (make that LOVED) and still be a great mom? It seemed almost unsolvable at the time.

Fast forward 10 years (and it does feel like fast forward!)…I am a mom of 2 beautiful, smart, funny, sweet kids and happily married to my husband. I have a growing, exciting, profitable and fun home based business that I run in about 20 hours a week. I’ve met some absolutely amazing friends on this path that are truly angels in my life. And I’m pretty darn happy—even when the going gets tough.

Yes, we know a lot can be achieved in 10 years. But it starts with 10 minutes and builds from there. It starts by tapping into that inner drive and will to find a way, even if you can’t quite see the path before you.

My wish for you as we wrap up this year, this decade—is that you find the energy, and the joy in taking small steps toward your dream. Instead of pushing for big changes, instant solutions, and unquestionable signs that you’re on the right track—savor the small victories, take the baby steps, and follow the seemingly uncertain path with confidence, joy and curiosity.

Thank you for letting me join you, even in small ways, as you pursue Your Vision, express Your Voice and follow Your Path.

Happy New Year!

Remember when you had a J.O.B.? One of the perks of working with others in an office was having a cookie exchange during the holiday season.

It was great, you baked a few dozen of your favorite cookie (For me it was buckeyes! Chocolate covered peanut butter yumminess) hen bring it in to exchange it for other cookies your colleagues baked.

Yum.

But now that you work as an entrepreneur that tradition has gone away with Scrooge and holidays past, right?

Well, not anymore.

I’ve teamed up with my friends Shannon Cherry (the Power Publicist), Therese Skelly (the BOLD Business Growth Coach), and Michele PW (Your KaChing! Marketing Strategist), to offer you a version of this holiday tradition.

Announcing the first
Virtual Cookie Exchange
December 8 at 8 PM EDT, 5 PM PDT

We know how it is not be able to connect with others as an entrepreneur. And we know it’s more than just getting cookies. It’s about being able to share, ask questions and get input on your projects.

And that’s what’s this Virtual Cookie Exchange is all about. Check out the details at: http://instantTeleseminar.com/?eventid=10084944

You won’t get any cookies at this event, but instead we’re sharing our recipes for success and business growth on a free call and webcast especially for you.

With more than 80 years combined marketing and business experience, we’ve seen about everything you can imagine, and we’re ready to share it all with you.

Plus, you get to ask us anything about your business. We’re not lecturing here… it’s an exchange. So go ahead, ask your burning business questions, between the four of us, I’m sure we’ll have an answer – or maybe even four. That’s what’s so cool about the exchange!

So what’s the catch?

There is none.

There’s no need to opt-in to any list to get access to this free call. We just ask that if you like what you are hearing and appreciate the call, think about adding us to your email subscriptions.

It’s our way of connecting with each other (we’ve always wanted to collaborate in some way), and give back to all of you this holiday season.

And the best part? Besides all the great business advice, there is no worry about CALORIES!

So come join us on December 8th at 8 PM EDT for some fun, merriment and business ideas. You can get all the details by visiting: http://instantTeleseminar.com/?eventid=10084944

Well, it’s that time of year already! Time to put the finishing touches on 2009 and turn our attention to 2010. For some of my clients P-L-A-N is a four letter word, while others create planning masterpieces, then file them away and go about their business. And so I created a simple formula to help guide the planning process without creating undue stress or resistance.

Planning doesn’t have to be difficult, overwhelming or overly detailed to be effective. In fact, I’ve found that the kinds of plans that get the best results are simple one or two page documents that serve as a guide to the year. So if you are ready to FIRE Up your results in 2010, consider using my FIRE Formula™ to create your 2010 plan of action.

1. Focused Direction.

   The most important thing about a plan is that it be clear and focused. As a business owner are you crystal clear on what it is you do best and how to position it? Do you know who you work best with and do you have offers they can easily say ‘YES” to? Are you clear on your TOP 3 Priorities for the New Year?

   Your clarity will drive your results, so if you are not clear then make that your number 1 priority. A simple strategy to help hold that clarity is to choose a theme for the year and let that guide your work throughout the weeks and months. Ask yourself the following questions to help you find the right guiding theme:

   • What do I most want to accomplish in 2010?
   • What do I want to be known for?
   • How will I know it’s been a successful year? (what will I have accomplished? How will I feel? What results will I see?)
2. Integrated Approach.

   If your efforts are integrated, and aligned with your Focus for the year, you will begin to feel massive momentum and see faster results. However, if you feel divided, spread too thin or all over the map, you have an opportunity to simplify, to streamline and to tie everything together so it multiplies your impact rather than divides your efforts and results.

   Do you have an integrated mix of products, services and programs that clients can get excited about? Have you mapped out a sequence for how you will introduce your offers and move clients through a path of growth? Do you know, quarter by quarter, what you’ll be focusing on?

   Your plan doesn’t have to be super detailed. In fact, I recommend only creating a high level annual plan that just highlights the themes and focus of each quarter. Then create a more detailed 90 day plan as you approach a new quarter. Here are a few questions to ask:

   • What do I have to start doing in order to achieve my goals and vision?
   • What do I have to stop doing?
   • What are the 3 most important strategies I must use to achieve my 90 day goals?
3. Results Environment

   Your environment is perfectly designed to get the results you are currently getting. So, if you want to really FIRE Up your results in the next year, you MUST make changes in your environment to support the NEW RESULTS you want to achieve. Your environment consists of the people, places, systems, approaches and ideas you surround yourself with on a regular basis.

   So, ask yourself the following questions to help decide what changes need to be made:

   • What guidance, mentoring and support do I need to pull off this plan?
   • What processes, standards, boundaries and systems do I need to successfully achieve new results?
   • What tolerations, incompletions and/or procrastinations do I need to clean up so I can fully focus on my 2010 plan?
4. Effective Implementation

   The best laid plans are only as good as their implementation. Are you a starter but not a finisher? Then ask yourself what has to happen to keep you on track and implementing your plan. One of the biggest enemies of effective implementation is lack of focus—chasing ideas and ‘opportunities’ without making sure they are aligned with your Focused Direction and fit in with your Integrated Approach. And of course, Fear Gremlins tend to show up pretty frequently when we are at the point of taking action, so make sure you know exactly how you’ll deal with those before they arrive.

   I recommend you create a 3-5 sentence Motto that will guide your day to day actions. Here are a few examples to give you a sense of what might be included:

   • I take joyful and decisive action.
   • I only say YES to opportunities and ideas that fit my Focused Direction and align with my Integrated Plan.
   • I only do business with ideal clients and partners.
   • I finish what I start and don’t get sidetracked with new ideas until I’ve fully implemented what I’ve been working on.
   • I surround myself with the right mix of mentoring, team support and advocates to keep me playing my biggest, best game.

So the FIRE Formula™ is simple (Focus + Integration + Results Environment + Effectiveness= RESULTS) yet very effective in creating the kind of momentum required to have a transformational year.

Coaching Request:

Now, I invite you to set aside an hour and start sketching out your 2010 plan. What’s your Focus for the year? How will you integrate everything you are doing so that it multiplies your impact rather than dividing it? What changes in your environment will keep you on track and achieving results quickly? And finally, what will your implementation motto be?

If you are interested in getting help creating your own FIRE Formula™ based plan, consider booking a Strategy Session with me. Not only will you get your own customized plan created, but you’ll be invited to my EXCLUSIVE, Clients-only year end teleseminar series “FIRE Up Your Results in 2010”. In this 3 part teleseminar I will guide you through the FIRE Formula ™ and help you set yourself up for a transformational 2010.

[Strategy Sessions are 50% off December 1st-15th, 2009 (save $147) and can be scheduled anytime up until 1/31/10.]

What do your clients really want? That certainly is the million-dollar question for anyone in the “expertise” business.

The problem is that there are a lot of “experts” out there today. Think about how many invites you receive to conferences, teleseminars, webinars, Twitter conferences and every other imaginable type of live and virtual event. Your clients are just as bombarded. And, we’ve all had the experience of participating in a program that just didn’t deliver on what was promised in the marketing materials.

Your clients probably don’t want to attend another program that gives them information without enabling them to take action. They surely don’t want to waste their time in a “free” teleseminar that turns out to be nothing more than a marketing pitch. I’ve noticed something lately, especially with clients that have been online for awhile. They’re getting frustrated and fatigued with all the blueprints, boot camps, formulas and information products that are out there. Today more than ever, your clients demand something more from you.

What do your clients really want? I believe that clients seek out experts like you for one or more of the following five reasons:

1. Your clients want answers. Your clients are looking for you to provide new information and fresh perspectives to help them address their burning questions. They know what their problems are, but can’t quite come up with the solutions on their own. That’s where your knowledge, expertise and guidance come into play.

2. Your clients want to be led. Of course, you can’t give your clients the answers…they need to discover them for themselves. Your role is to guide your clients through the process of uncovering their own answers and solutions. And, when your clients hit a rough patch in applying what they’ve learned, they should be able to count on you to lead them through it.

3. Your clients want to be inspired to change. Many of your clients are probably trying to make some sort of major transformation in their lives. Change can be frustrating, even overwhelming. As a coach, consultant, trainer or advisor, you can provide the inspiration that helps your clients transform their beliefs, their business…even their lives.

4. Your clients want to be forced to implement. I often think that coaches and advisors wouldn’t be needed if it were as easy to implement as it is to come up with great ideas. But, we all know that’s not the case. Your clients sign up for your program because they feel you can help them implement positive change faster and more efficiently than they can do it alone. Perhaps most importantly, they are counting on you (and perhaps the group dynamic of your program) to hold them accountable to achieving their goals.

5. Your clients want to create something. This one goes hand-in-hand with the desire to implement and transform. After participating in your program, your clients want to be able to create something. Your role in the process is to provide a nurturing environment that enables participates to translate their passions into actions, their ideas into a roadmap for success.

When you focus your offers on giving clients what it is they truly want and need, you will create loyal fans and amazing results. So as you plan your 2010 offerings (products, services and programs) make sure to focus on addressing the five primary needs of your clients.

Where will you lead them? What answers can you provide access to? How can you create an inspiring, transformative experience? What will you guide them to create?

The solution that has worked for me and many of my clients is the development of what I call “signature programs” — unique, focused, learning experiences that help clients achieve their high-value goals. Signature programs can be delivered live or virtually, in groups or one on one, and via a combination of methods. The most important thing is that you take your unique expertise and skills and develop an experience that addresses the five primary client needs.

What are you waiting for? Are you ready to develop and deliver a signature program that will give your clients exactly what they need?

(for more on creating unique, high value programs I encourage you to listen to my audio program “The Signature Program Payoff” at www.shawndriscoll.com/signaturepayoff.html).