1 February 2010

I am going to assume that you have set your goals for the year. You may have set longer term goals as well, personal goals and goals with your partner. And I’d like to think that you have also put a plan in place. If you haven’t taken that last step, I’d strongly recommend that you allocate some quiet time after the kids are in bed, to put together the steps you need to take to achieve your goals.
 
As you do this, I want you to think about this – your business should be bigger than you. What does this mean? Well, if you are focusing mainly on sales and not really succeeding in recruiting a team, you business is, and will only grow to what you can handle. And for some of you, that is what you are looking for, part-time income rather than a business.
 
However, if you are wanting to create a business and to make all your efforts worthwhile, you want to aim to create a business which is bigger than you. Only a business which is bigger than you can support your family. Only a business which is bigger than you, can make your dreams come true.
 
So, what are the signs that you are building a business bigger than you? Creating an office in an area of your house is one symptom. This shows you are taking the business seriously and you take the business growth seriously also. I took over one bedroom in my house and eventually this grew to two, then three rooms. Just as well we live in a house with five bedrooms! When I took over the first bedroom, we put shelves in the wardrobe and lined the walls with free standing shelves. A desk, chair and small filing cabinet completed the furniture. Of course, I put inspiring pictures on  what room was left on the walls – and on the doors of the cupboard and the door itself.
 
There were two more additions to the room — a whiteboard and a vision board. Every time I went into my office, I automatically looked at these. The whiteboard lists what is coming up, what needs to be prepared and what bookings I have. The vision board has pictures on it of what I would like in my life. Scattered around the room, I have a range of other inspirational objects which I have gathered from around the world.
 
What is important, is that it gives me great pleasure to work in this room. In fact, it’s not ‘work’, it’s sharing my passion. It energises me and I have educated the family to respect the fact that when the door is closed, the door is closed. So I even meditate in there.
 
When you create an office such as this, you are demonstrating your intention of building something bigger than you. Something other people will want to be a part of. Something which will build your energy and passion, which will attract people and opportunities to grow.
 
Another symptom is the time you spend on planning each week, planning each month and planning each year. When you get to this level of self-discipline and focus, you will build a business which is bigger than you.
 
Yours in success,
Shirley 

30 November 2009

Hi,

Last time we explored the concept of OWNING your actions or lack of action. If you didn’t receive it, let me know. It makes all the difference to what you do next.  Recently, I conducted a series of interviews with people who are consistently outstandingly successful in growing their business, month after month after month. And I noticed a common theme among them all.

Firstly, they think through very carefully everything they say and everything they do. I was surprised at how precise they are. They told me that when they meet X type of customer, they say certain things. But when they meet Y type of customer, they have different phrases they use. And they study people carefully so they can identify what type of customer they are and therefore know what to say which is the most successful phrases for that type of customer.

They plan what to say and they continually experiment to see if they can improve on the impact of what they are saying. They know every word is vital. They read people very quickly and eventually, they are able to identify who to pour all their energy into, because they recognise buying signals. This stops them from wasting their time in chasing someone who is enthusiastic about their products but, for a range of reasons, will not buy.

They plan everything they do. They explained to me where they stand and the reasons behind it. They can explain everything they do in what order, as they know what pathway is the most effective. And they stick to their pathway regardless of how they feel about it, as long as they keep getting the results they are aiming for. They know how easy it is to get bored with a successful script, but they stick with what works.

They plan everything. The most efficient way to transport everything; what is placed in sight of the customers and the effect it will have; what the customer gets to hold, touch or read about and why; what order things are done in to name just a few.

And they plan the months ahead. They leave nothing to hope. They are always planning one to two months ahead. So, while they are holding parties in November and December, they are selling bookings into January and February. They don’t allow themselves to dribble to the end of the year and take at least a month to get up to speed again, they plan what they want to have happen. And then they take action.

Their success is no accident. They don’t hope it’s going to work out. They look, they think, they plan and they act. Then they review and start the process all over again. One person said to me, “You might not want to be like me but 90% of what I do, works. You should do what I do.”

Yours in success,
Shirley

15 June 2009

Hi Everyone,
 
There’s only two things to focus on, and address, when you are looking for great results – what you’re saying and what you’re doing. Or rather, what you’re not saying and what you’re not doing! Spend some time learning what you should be saying word for word.
 
Language creates an effect. Everything you say should create a strong effect. You can be friendly or you can be interesting or you can be fascinating! It all depends on what you say and how you say it. The wording is vital.
 
Friendly is nice but shallow. Friendly has no objective except to be pleasant.  Interesting usually means you are giving some sort of factual information. Listing the advantages of your products. Explaining that you work part-time around your children’s requirements. These things are interesting. They create interest, mainly inform and are a deeper level of effect.
 
What is fascinating and magnetising is when you are talking about them. When you are talking about their children. When you are talking about their lives and problems. And what you are talking about is a solution for them. This makes what you say compelling for them. You don’t need to be pushy but you do need to be skilled in what you say. It is the deepest level of communication and takes commitment, courage and skill. You can learn the words, but if you are timid and afraid to get too close to people, you’ll pull back and talk about yourself and what you are doing. Interesting only.
 
This takes thinking about, it takes learning every phrase for each situation and it takes picking the brains of those who are already doing it. I’m constantly surprised at how little in party plan we pick the brain of those succeeding – and don’t take detailed notes! You want to get down the phrases they use, word by word, exactly as they say them.
 
Whether you are comfortable with the concept or not, your objective is to sell as much product as you can. To sell people on the idea of holding a party and doing all the things you require them to do before the party, to make it a success. And to sell them on the idea of considering this occupation for themselves.
 
My recommendation for the growth of your business, is to learn the script for every situation so you can be fascinating. Then pick the thing you dislike the most, and go and do it for a month. Do it as often as you can. Set goals for how many times a week you will do it. And do it like crazy. Open you mouth and keep doing it. What I know is that you will find your sales increasing, your bookings increasing, your recruitment taking off. And suddenly, you’ll find you don’t mind doing it any more.
 
Yours in success,
 
Shirley
 

24 April 2009

Hi Everyone,

When we start our new business, we dive in with enthusiasm, energy and a determination to do well. And while we think we are doing everything we are meant to, we attack it in a short burst and run out of steam before we get our desired results. We look around and wonder why we are not getting better results for our efforts. ‘Mama told me, there’d be days like this.’

The first thing to do, is to identify how much effort you are putting in. For example, you don’t get paid for good intention, you get paid for booking parties and making sales. And the fact of the matter is, if you are only having one or two parties a month, you’ll never create a viable business. And while it seems you are busy taking orders and making deliveries, you don’t get paid for being busy either. Don’t focus on how busy you are, focus and measure your results. Create a system which tells you how many people at the party you actually asked for a booking. Get your statistics and follow your system.

Building a successful business takes consistent effort, duplication and time. So let’s start with consistent effort. It’s a sad fact of life, that in the western world, we are not good at being consistent. We don’t train ourselves to plan for what we want, to save for what we want or to wait for what we want. We want it now or we lose interest.

So, let’s face the truth of the matter. It’s not the market which dictates how well our business grows and it’s not the economy. It’s you – you are the foundation of your business. And your business will be the greatest teacher and the best self-development workshop you have ever done. You will learn so much more about yourself than you probably ever wanted to know by running your own business. So to turn your business around, you have to work on you.

The most successful people in direct selling, are those who are hungry to learn and then APPLY what they have learned. They assess their successful days and identify what they did right, or what they did which lead up to this day. When they have finished a party, they analyse what they did well and what they could have done better. And they go back to their training and make sure they are doing all the things they are meant to do. Miss something in your presentation and it shows up in poor sales.

Success is more about being tenacious than talented. It’s about being self-aware and finding ways to learn how to do things better. It’s about working on you to become better, stronger, more focused, more skilled and more organised. And then it’s all about getting used to living your dreams. ‘Mama told me, there’d be days like this.’

Yours in success

Shirley 

6 March 2009

Hi

How are you going with following your plan? When you set your goals at the start of the year, you should then have put together a plan on how you are going to get there. A good idea is to put down one major task each quarter which will move you towards your end goal. Then you can think of the steps you need to do to get to that quarter goal.

If you didn’t do a goal for the year, stop reading and go do it now. If you didn’t do a plan to achieve your goals, stop reading and go do it now.

So often, we fall down on the implementation of our plan. Once we stop following our plan, we are so much more susceptible to outside influences. You’ll start to believe that the ‘recession’ has got something to do with you, and allow it to influence your behaviour and expectations.

Whereas if you have a good focus on your goal or goals, and you have a plan which you are following and reviewing, you will continue on your path without any outside interference.

Book your planning and review time into your diary. Put it in a time you think is most unlikely to be changed, and DO IT.

And if anything interrupts your planned activities, don’t forget to book them elsewhere in your diary. You will find that you become amazingly organised and focused. That means less stressed by the way.

I believe everyone should follow their own path, but you have to decide and design that path first. Once planning and reviewing becomes a habit, you’ll find you enjoy it more and more. And you relish the experience of actively moving towards your goals.

By the way, I have posted photos of my eldest daughter’s wedding on partyplantraining.com for all of my friends. Have a look at the photo gallery and you’ll see what a happy day it was for us all. Except for Miss Bo Daisy who took her duties very seriously.

Yours in success,

Shirley

 15 December 2008

Hi It’s that time of the year again! It comes around so quickly. I know you will be flat out trying to get ready for Christmas and school holidays, so now will not be the time for reflecting over your last year and planning for 2009. But some time over the holiday period, you must make time to put your feet up, grab your journal and do some serious contemplation of your life and your business. Here are some questions to guide you.

How did you do last year?

What would you have like to have done, but didn’t?

What did you do differently this year?

What is your long-term goal?

What is your main goal for 2009?

What do you have to start to do to make this happen?

What do you have to stop doing the make this happen?

What do you want more of?

What do you want less of?

What do you have to start to do to make this happen?

I have a friend who is wildly successful by any measurement you care to mention. And the main difference that I see between her and others who are not, is her goal setting, review and planning process. Firstly, she believes in goals and has them at the top of every page in her diary. She sees her goals every day.

Secondly, she takes one a day a month to review her month, and plan the next. And she sets aside a long weekend a quarter to do this process. That means that she has a plan for every goal. That’s focus. That’s what has lead to her success.

Amateurs make excuses, professionals make it happen. I urge you to have your goals and your plan in place before you enter 2009. Create it three times, once in your head as you dream what you’d like, once on paper as your plan, and once in reality as you make it happen.

Wishing you and your family the most wonderful Christmas and a happy, safe and most prosperous New Year.

Yours in success,

Shirley

 10 November 2008

Hi Everyone,

What is happening for you and your team at the moment? As Ken Blanchard says, “There is a difference between interest and commitment. When you’re interested in doing something, you do it only when it is convenient. When you’re committed to something, you accept no excuses, only results.”

Are you fully powered-up and fully booked-up until Christmas? It is vital for your business next year that you really focus on getting fully booked until the end of January. Get your bookings in now for the second half of January. Decide what days are you going to have off – 15 December until 12 January perhaps. If so, you don’t want to be starting to try to get bookings for January when you start again on the 12th.

How energised and successful your business is for the first quarter of next year, depends on what you do to power it up from now until Christmas. If you can give it a full burst with all your focus and attention on achieving BIG goals, you will be carried along on the momentum early next year. And you’ll have a great year!

If you and/or your team are not highly motivated or fully-booked, let’s look at the reasons why and what to do about it. Firstly, is the focus there, the intention of making it happen? If not, get back to basics and identify what goal you’d like to achieve in your life. What is one thing which you would LOVE to change in your life. Now go for it.

If you have the intention, but it’s just not happening for you, did you have a plan? Or were you just hoping that intention would be enough? Sit down and right the goal you want to get to, then right the steps you need to do to make this happen. Then follow the steps. If you can’t seem to break through a barrier, find out who in your company is exceedingly good at what you’re having problems with, and ask them what they do. Do you require a new skill? Or do you require new commitment? Identify which it is and DO something about it. If you take massive action for a short period of time, you may sail past the goals you have set for yourself. Surely it’s worth it for both you, your family and your team.

Yours in success,

Shirley 

13 August 2008

Hi Everyone,

You know, business is a great teacher. When we go into party plan or direct sales, we go into business for ourselves and business is an accurate and great teacher - if we take notice. It is unknown and challenging, we learn new ways of doing things, learn new responses. We are forced to learn to control our reactions. It teaches us to learn to respond rather than react.

To think and plan rather than act impulsively.It teaches us to take a more reasoned and logical approach.

It magnifies our weaknesses and forces us to turn,face and handle our weaknesses. If you ignore your weakness in business, it slows you down and distracts you. It is effectively like putting on the brakes and makes the whole experience much more emotional and frustrating.

It stirs up great emotions - great fear, great resistance, great justifications on why we are doing what we are. In business, losers make excuses, while professionals make it happen.

It teaches you to handle the unexpected. Margaret Thatcher said, "No matter how well prepared you are, the unexpected happens. How you cope then remains, of course, the real test." In life and in business.

In business, we learn to handle our weaknesses and stand up and fight, or we run and hide. We make more excuses, continue to deny our contribution to our problems and don't take responsibility for our results.Look at your results, what do they tell you about yourself? Track what results you don't like, back to one action you are or are not doing. What one action do you have to become very good at for your business to become consistently successful?

Business teaches us new skills, self-honesty, discipline, patience and planning. And as we start to get it right, it rewards us by increasing our bank accounts, our self confidence, intuition and creativity. Business is a great teacher.

Yours in success,

Shirley 

1 July 2008

What excuses are you letting yourself of the hook with? On the pathway to success, we all have ‘reasons’ that lead to us being less than effective, that ultimately put our brakes on from achieving our potential as quickly as we actually can.

Have you been too busy? Not enough time? Being a bit disorganised is just a part of who you are? All these excuses seem to be perfectly acceptable. After all, you are a busy person, most of us are. However, in order to become more successful, you have to be able to move to the next level. That means achieving despite already being busy.

What you are actually saying is that everything else has a higher priority than the goal you have set yourself. You have allowed your goal to become less important than daily life. What a waste. And ultimately, this leads to an unsatisfying life.

Remember, good habits are hard to do and easy to live with. Bad habits are easy to do and hard to live with. And you need a strong ‘Why’ to develop good habits. A strong ‘Why’ will increase the priority of your goals,. will increase your self-discipline and your focus. Comfort and complacency are the killers of dreams and goals.

Now let’s add a bit of intensity. What if the life of your children depended on you achieving your goal? Shocking, yes. But do you think you would become focused? Do you think you would become self-disciplined? Of course you would. Even just talking about this should give you a sense of deeper intensity.

Ever notice how productive we become when we are going on holiday? We become totally focused at getting through everything before we go away. We become little productivity machines. Imagine if you could have even a fraction of that focus on a daily basis! That’s the difference between madly successful people and the average ones – intensity of purpose on a daily basis. There’s no way around it, poor time management indicates lack of intensity of purpose.

So, if you are accepting less than your best from yourself, face your excuse and decide to do something about it. Take one day and imagine the life of your children depended on you achieving your goal, and watch that day unfold as one of your most successful and productive. Show yourself what you can do. Because while the life of your children don’t actually depend on you achieving your goal, the quality of their life certainly does.

Go for it!

Cheers

Shirley  

4 November 2004

Hi, It occurred to me recently, that trying to get out of debt, is very similar to trying to lose weight. Both are unwanted, they have a negative impact on your self-esteem, your happiness and very often, your relationships.

They are both effortless to get into but excessively difficult to remove. In fact, working to get out of debt, or lose some excess fat, means that you have to grind away, just to get back to where you were. That is really depressing when you think of it!

Both are fed by impulse, despite your best of intentions. If you are trying to get out of debt, you must take your credit card out of your purse and leave it somewhere at home. In the freezer is good, because by the time you get home, take it out of the freezer and thaw it out, hopefully your logical brain would have kicked in. By then you will be asking yourself, "Do I need this, or do I just want it? Will it make me happy or just give me a short burst of pleasure? Am I okay with the fact that this action will move me away from my goal, instead of towards it?

If you are trying to lose weight, don’t allow yourself to be tempted. Isn’t it funny how we believe we can handle temptation? And then when that piece of Carrot Cake or Black Forest Gateau is pulsating under your nose in the glass cabinet, you can absolutely justify why it is okay to eat just one piece. And you know, once you’ve had one piece, it is then so much easier to have something else as well. How easy we fall into the trap!

Both take steely determination, fed by a strong goal and guided by a plan. And this is part of the problem. You have to sit down, set a goal and create a plan on how you are going to do it. Read my lips -– it will not happen by simply trying to stop using your credit card. It will not happen by simply stopping eating morning and afternoon tea. And desserts. Although, they are a good start.

You have to have a plan. You have to know where you’re going, and how you’re going to get there. And it is the plan which distances you from temptation. And it is the goal that keeps you going when you feel like giving up. And talking about giving up.

One last thing to remember, when you feel like giving up, you are experiencing the dark before the dawn. Your subconscious is making one last desperate attempt to get you back into your comfortable old habits. Know that you feel like giving up just before the results kick in.

Now the reason for this little philosophical note, is to suggest you do your New Year resolutions before December. Because without them, over Christmas, you will get further into debt and/or put on more weight. And next year, you will have to struggle just to get back to where you are now. So you never get ahead. If you make a goal, create a plan and implement it now, next year you will get further and further ahead. What a great start to the year!

Yours in fun and success,

Shirley McKinnon