Debra Kasowski

EPISODE 148 – Scarcity Creates Abundance

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There are some business owners who are wondering why they can’t fill their pipeline and then there are others who are working long hours just to keep up with their client demands.  Business runs on supply and demand. When you are providing a service in which you are the one delivering it, it can be taxing. If you are not careful, it can lead to burnout if you are not careful. You only have so many hours in a day. You can not make time. Time is more of a commodity than money. You need to take care of yourself in order to spend time with family and friends and enjoy what matters most!

Start by reflecting on your beliefs about money.

Do you believe you must work hard to make money? If you have the belief you must work hard and have some stress in your life to achieve success, you will burn out sooner than later.

Time to think smarter!

You can raise your prices and decrease your availability. When was the last time you raised your prices? What would it feel like to have more time off? Do you realize it is possible to work less and bring in the same amount of money? You do not have to negotiate your value!

You may be saying to yourself, “Oh no! I am going to lose clients.” With a price increase, you may lose a few clients. Chances are they were not your ideal client. Then there will be other clients who will understand and stay with you due to loyalty. By decreasing your availability to your clients, you can carve out some time to pursue your interests and create a greater sense of balance or harmony in your life. Go to the gym. Take the painting or photography class. Go on vacation. To the outside world, when you have limited availability, the prospects perceive the scarcity as someone who is high demand and high value. They do not think about the investment as much as the opportunity to work with you. This perception can drive more clients to you which creates abundance.

The world is abundant. 7 Billion people. You cannot serve them all. There is enough opportunity for everyone. There is only one YOU! The ONE thing you must ensure is that you continue to provide HIGH value. You will because you have time to focus on the clients you currently have and welcome new clients as your time allows. You are in control.

Sometimes what happens is that people spend so much time prospecting that they do not give their current clients the time and attention they deserve. You can increase your prices, provide great value, and focus on your current clients. You can offer them additional services that they cannot get elsewhere. Those clients who want to continue – will and those who do not, open up new opportunities and space for clients who will pay your increased prices. You are the business owner in charge of your destiny. It does not mean you stop prospecting or marketing your business. What it means is that you, up-leveled the way you do business. Perceived scarcity creates abundance!

Are you ready to make more money and enjoy more time off?

We would love to have you subscribe to the Success Secrets newsletter on my website at www.debrakasowski.com where you’re going to get my just release FREE e-book about the 21 Habits High Achievers Kick to Achieve Success. I would love to hear about this podcast has impacted your life. E-mail me at Debra@DebraKasowski.com. Thank you for listening to The Millionaire Woman Show where we talk about leadership, business, and human potential to help you live rich from the inside out. Subscribe to The Millionaire Woman Show. Share it with Your Friends. Give us a 5-star rating!

DEBRA KASOWSKI, BScN CEC is an award-winning best-selling author, transformational speaker, blogger, and Certified Executive Coach. She has a heart of a teacher and is certified in Appreciative Inquiry and Emotional Intelligence. Her writing has been published in a variety of print and online magazines. Debra Kasowski International helps executives, entrepreneurs, and organizations boost their productivity, performance, and profits. It all starts with people and passion. Sign up the Success Secrets Newsletter and get your free e-book download today! www.debrakasowski.com

 

EPISODE 147 – Change Your Influences Change Your Outcomes

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If you don’t like how things are going on in your life, business, or organization, you need to make a change. It is easy to point fingers and blame others for why things are not going the way you want them to. However, there are 3 fingers pointing back at you. That’s right! It is time to take 100% responsibility for what you are able to do. You can’t change other people…you may have tried to and noticed it doesn’t work and if you are still trying – quit hitting your head against the wall. Save your energy and focus on yourself. What is influencing you and your outcomes?

How you perceive the world is not how others may perceive the world. As we take the time to learn about people and the world around us, we learn that we are more alike than different in some of our wants and dreams but there are also differences that have shaped who we are. These are our influences. We are influenced by internal and external influences.

Little do we know that these influences are impacting how we respond or react to the world around us. Your influences impact how you think about your world and how you feel about your current reality. How you think and feel influences the actions you take and ultimately the results you will get. Some people will say they have no control over their influences yet there are so many actions you can take to control your influences. Let’s take a look at your influences!

INTERNAL INFLUENCES

Your internal influences have to do with your beliefs and values, biases, assumptions, negative self-talk, the language you speak (using empowering versus disempowering language), your mindset, “can’t vs can-do” attitude and the supportive or non-supportive stories you tell yourself about your present and past experiences.

From a young child, you were taught traditions, values, taboos, and cultural norms. These cultural norms can be from society yet the biggest impact is the one in your home. You were taught what was expected and what was acceptable. You learned food habits, the way to dress, and family roles by what you learned. Although many of these may be considered external to an extent they represent your past experiences and how you have internalized these experiences. You can keep, challenge, or accept anything you choose.

“Whether you think you can or you can’t -you’re right.” – Henry Ford

 What you believe is possible is what you will believe you can achieve. Recently, I proclaimed that one of my 2018 goals is to do 1 unassisted chin-up. I had heard that being able to a chin-up was challenging so I wanted to do one. I had done several chin-ups on an assisted chin-up machine that I was not sure I was ever going to be able to do one. I jumped up to a bar and could not hold myself for long that a few seconds. Then, I reached out to my fitness community and they provided some suggestion. The next time I went to the gym I set up the resistance band and got myself a block to stand on. I was able to do 5 chin-ups this way. I was so excited. Suddenly it felt real – I could really do this! What changed! My mindset around my capability. It was funny that I was speaking with someone and they said they were surprised I felt that way when they have seen me take on many fitness challenges and succeed. I needed to think about the stories I was and had been telling myself, “I was never a star athlete.”, “I am not fit enough to do one.” Once I challenged the story, I was open to learning how to make it happen. I do not need to be a star athlete to do a chin-up and I need to evaluate my definition of fit and grit. I have the grit and know how to make it happen. People from all shapes and sizes can do chin-ups. I can and I will!

What is a belief or story that you have been telling yourself about something you want to do or have?

Beliefs and stories are strong influencing factors. Our fears also play a critical role in the actions we take. There are many fears: rejection, failure, embarrassment, death, public speaking, and yes, even success. You are probably saying to yourself, “Why success?” I have found that the fear people fear most is the fear of uncertainty. What will success do to me and my current lifestyle? How will impact my relationships? People fear that they will not be able to handle what’s on the other side – consequences or rewards. I want to remind you that you have control over your choices and you are a resourceful person. You will figure it out!

Pay attention to the language you are using. Are you using language that conveys your message with conviction? Is it empowering? Start banning words and phrases that drain your energy:

  1. Try – It sounds weak. Indecisive. Sitting on the fence – “Yeah, maybe.”
  2. Can’t – Can’t is actually choosing NOT to.
  3. Someday- a day that is not on the calendar – somewhere out there when the stars align. The right time is NOW.
  4. What if – Sounds doubtful and worrisome. Most things people worry about never happen! Wasted energy.
  5. I have to – You do not have to do anything. You either “choose to” or you “get to” – see it as a privilege
  6. Just – The word “just” before anything minimizes what comes after. Example, “I am just a nurse.” “I am just a mom.” Stand in your power – there is NO “just anything”
  7. I am not – You are disqualifying who you are and what you are capable of. Simply stating “I’m not enough.” Not true.

Use language and statements that empower you. “I am…”, “I will…”, “The time is NOW”, “I get to…”, or “I choose to…” for starters. You are more powerful and capable than you know. Speak with conviction and believe in yourself.

EXTERNAL INFLUENCES

Many of the external influences impacting you, you have control over as in time, frequency, and what you wish to allow into your mind and space. Media is one example that has influence. Television shows, video games, and movies can influence the way you look at and understand the world around you. The news, for example, tends to send negative messaging of gloom and doom. What you read and listen to also impact your thoughts and how you feel. Are you watching shows, reading books, or listening to podcasts that educate, empower, or inspire you? 

Jim Rohn said, “You are the average of the five people you spend the most time with.” Who are your top five? Sometimes you have to do a “friend-ectomy”. Take a look at your circle of influence the people you surround yourself with. Do they support and encourage you or do they attempt to sabotage your efforts? Sometimes these people are family members and you can not sever the tie. You can, however, limit the amount of time you spend with them, bring your concerns to their attention, or you can change the subject when they speak with you. Some people are toxic to your health and mindset.

You have control over your environment- where you live, what you choose to do, and how you want to show up in the world. Do you live in clutter or organization? Is your life in chaos or calmness?

All of these influences have an impact on how you think and feel and how you will act which ultimately impacts your outcomes. If you do not like the outcomes you are getting and the impact they are having in any of the areas of your life. It is time for a change. Change begins with reflection and self- awareness of what is not working and focusing on doing more of what is working.

We would love to have you subscribe to the Success Secrets newsletter on my website at www.debrakasowski.com where you’re going to get my just release FREE e-book about the 21 Habits High Achievers Kick to Achieve Success. I would love to hear about this podcast has impacted your life. E-mail me at Debra@DebraKasowski.com. Thank you for listening to The Millionaire Woman Show where we talk about leadership, business, and human potential to help you live rich from the inside out. Subscribe to The Millionaire Woman Show. Share it with Your Friends. Give us a 5-star rating!

DEBRA KASOWSKI, BScN CEC is an award-winning best-selling author, transformational speaker, blogger, and Certified Executive Coach. She has a heart of a teacher and is certified in Appreciative Inquiry and Emotional Intelligence. Her writing has been published in a variety of print and online magazines. Debra Kasowski International helps executives, entrepreneurs, and organizations boost their productivity, performance, and profits. It all starts with people and passion. Sign up the Success Secrets Newsletter and get your free e-book download today! www.debrakasowski.com

EPISODE 146 – Selling the Right Way

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“The love of what you do, combined with your belief in what you do, will not determine your success. It will determine how hard you will work and how dedicated you will be to achieving it. Success just shows up from there.” – Jeffrey Gitomer

Sales is one of the areas of your business that you should be spending most of your time in. Yet, many people are consumed with administrative tasks and operations of their businesses. We need to be spending the majority of our time where we get the greatest return on our investment – ROI!  You may have heard the phrase, “No one likes to get sold to.” Many people I have spoken to shy away from the sales call for the fear of rejection or coming across salesy. I had the same fear at one time. I learned that I am holding back on someone else’s success if I do not share what I do with others that could benefit them.

I want to help shift your mindset through the power of questions and how you can eliminate the Hollywood movie “greased back” hair sales persona. Being in sales is a noble profession and an acquired skill set. Sales is NOT about manipulating a person into buying your product or service. It is about providing a person with a solution to a problem or a way to enhance their life or business in some way. I think sales has got a bad rap because of the approach that some salespeople take. They slap a business card in the person’s hand as they are shaking it without introducing themselves and say, “Have I got a deal for you!” Yuck!

Attitude

The biggest contributor to your sales success is your attitude. You must commit to having a positive attitude and believe in yourself. If you do not believe in yourself, your product or service, how can you expect others to? You are a work in progress so commit to maintaining a positive attitude daily. Practice having a positive attitude and positive thinking and watch for your results.

Rapport and Trust

Sales conversations are about building rapport and trust and understanding that a person may not buy from you until they have heard about your product or service at least 5-12 times. They want to get to know you, like, and trust that you will be providing them with the best product or service. They want to know that you care about their situation before they care how much you know. They want to feel confident in making the RIGHT choice. Let that choice be YOU.

When you meet people whether it be at a networking event or the grocery store, you want to be introducing yourself and starting up some small talk. It could be about the weather, complimenting them on what they are wearing, or even what they are about to purchase. Take a genuine interest in people. Make it about the person first. Ask questions and listen. Allow your customer or prospect to speak and ask open end questions as the conversation unfolds. Be curious and delve into learning more about them as a person, the needs, wants, and obstacles.

Questions you can ask:

What do you do for fun? (Yes fun! It is exciting to talk about what interests us)

What are your plans for the day?

What is exciting in your business? What would make it even better?

Wants/Needs/True Needs

“If you want to achieve your goals, help others achieve theirs.” Zig Ziglar

When talking with people, you can learn what their wants and needs are by asking thought-provoking questions. Qualify your prospects/customers, as much as you may want to believe it not everyone is your customer. Don’t waste your time on people who cannot make decisions.

Focus on benefits and facts NOT features. People don’t care about how flashy a product is (some may but most don’t). They want to know how a product or service will help them get ahead, solve an issue they have been struggling with, or how it will make them feel. Deliver value and provide win-win opportunities.

Questions you can ask:

What made you reach out to me today?

What is holding you back from achieving your goals?

What’s not working in your business right now?

If you could change one thing in your business right now, what would it be?

Impact and Outcomes

Imagine how your customer will feel if you can help them achieve their objectives by providing the solution to their greatest challenge. They will be your biggest champion (by the way – a great time to grab a testimonial about your product or service).

Questions you can ask:

If you were to overcome your biggest challenge, what would it do for your bottom line?

If you made the change you stated would make the biggest difference, what would the impact be?

Problem Solved – New Normal

Tap into what it will feel after the customer or prospect work with you. People make buying decisions based on how they feel. Emotions sell. As you ask questions and listen and ask more questions and share what you have to offer as a solution. Your product or service should sell itself. What will the new normal look like?

Questions you can ask:

What does success look like to you?

If we were to work together, what would be different for you in your business?

You are taking people from where they are to where they want to be. You are helping them get to where they want to go.

Ask for the Sale

Ask your closing question and stop talking. One of the biggest sales mistakes is not knowing when to STOP talking. If they say NO, set a time you can follow up. Don’t take it personally if you don’t make the sale – they are not rejecting you as a person. They are rejecting the way you offered the product or service. Follow up!

Be an Experience

Every time you meet with or speak with someone, make it memorable in the way you make people feel. Do you leave every conversation having others feel better because they have connected with you? Are you energetic and enthusiastic? What do you want people to say about you when you leave the conversation?

Selling is not about manipulating! It is about building long-lasting powerful relationships through education, providing advice, or delivering value. Create win-win opportunities! You are helping others get what they want! You, too, will reap rewards.

We would love to have you subscribe to the Success Secrets newsletter on my website at www.debrakasowski.com where you’re going to get my just release FREE e-book about the 21 Habits High Achievers Kick to Achieve Success. I would love to hear about this podcast has impacted your life. E-mail me at Debra@DebraKasowski.com. Thank you for listening to The Millionaire Woman Show where we talk about leadership, business, and human potential to help you live rich from the inside out. Subscribe to The Millionaire Woman Show. Share it with Your Friends. Give us a 5-star rating!

DEBRA KASOWSKI, BScN CEC is an award-winning best-selling author, transformational speaker, blogger, and Certified Executive Coach. She has a heart of a teacher and is certified in Appreciative Inquiry and Emotional Intelligence. Her writing has been published in a variety of print and online magazines. Debra Kasowski International helps executives, entrepreneurs, and organizations boost their productivity, performance, and profits. It all starts with people and passion. Sign up the Success Secrets Newsletter and get your free e-book download today! www.debrakasowski.com

EPISODE 143 – Productivity Over Procrastination

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“Time is an equal opportunity employer. Each human being has exactly the same number of hours and minutes every day. Rich people can’t buy more hours. Scientists can’t invent new minutes. And you can’t save time to spend it on another day. Even so, time is amazingly fair and forgiving. No matter how much time you’ve wasted in the past, you still have an entire tomorrow.”
― Denis Waitley

Procrastination is one of the ways in which you could be delaying or avoiding your success. You may think of yourself as a procrastinator, and you are not alone. Everyone has procrastinated at one time or another, however, it does not mean you are a procrastinator. It means you are delaying or avoiding a task because it is not as pleasurable as something else you choose to do. Procrastination is a choice although it may seem unconscious at times.

There is a gap between the intention of what you say you want to accomplish and what actions you take. You may know some of these people, they talk but do not walk their talk. Take a look at your intentions and examine your WHY for doing things. Your WHY needs to be greater than your fear.

Why Do People Procrastinate?

There are many reasons that people choose procrastination over productivity.

“I am not in the mood.” OR “I don’t feel like it.”

Your thoughts and feelings, emotions, are drivers of the actions you will take. If you don’t feel like doing something or you are waiting for the right mood to hit, you could be waiting for awhile. You may need an attitude checkup. What is influencing how you feel right now? You may not feel like it now. Once you get started, you will change how you feel and your motivation will increase. You have probably heard of people who did not feel like going to the gym to workout but once they did they felt great and were inspired to continue. Sometimes you need to do things even if you don’t feel like it at the time especially when you know they will get you closer to achieving your goals.

“I do not know how.”

I have heard this way too many times. People stall success with this. This is where I tell people to turn their questions into their quest by finding the answers. We literally have a lot of the HOWs at our fingertips by doing an internet search and speaking with others. Some people refer to procrastination as laziness. It isn’t – it can mean that the task is not as important as they say it is or it is a form of avoidance due to a fear.

“I do not think I can do it.” OR “I am not good enough…(so why bother?)”

People avoid doing something they believe they cannot do for the fear of being seen as less than perfect or being embarrassed. Who cares? Isn’t better to learn and grow and get farther ahead? You do not know if something will work or not unless you make some efforts. You may even surprise yourself. Done is better than perfect. Aim for productivity over procrastination.

“It’s boring.” OR “I do not find it interesting.”

You may not find brushing your teeth interesting yet most people do it for their oral health. Every task is life may not be interesting but it leads us to where we want to go. Start putting your most important tasks at the start of the day…even when you find them boring. They can be the one thing that propels you forward to where you want to be.

“I will need to do it better next time…I do not think I can do it.”

Once people have had some level of achievement they can back off on the momentum they created because they have suddenly raised the bar of expectations. They think to themselves, “What if I cannot deliver the same quality again or exceed it?” This goes back to the fear of not enough. We can be our own worst critics and forget that we have control over the situation.

“I will not be forced to do something I do not want to do.”

We all have choices. This phrase reminds me of those who are getting in the way of their own success. They are determined to do things their way even though they have not been getting the results they want. They need to be open to exploring a different way of doing things. Albert Einstein said, “Insanity is doing the same thing over and over expecting different results.” Are you truly being forced or are you resisting what could be getting you further ahead?

At the end of the day, you can choose productivity over procrastination because DONE is better than perfect. It gives you an opportunity to ask questions, make new decisions, and chart and adjust your course of action. Be the person who walks their talk. Set a timer. Eliminate the distractions preventing you from getting things done – turn off electronics, schedule breaks to check email and social media, and do your work where you are not distracted by other things to do. People often fill their day with low priority tasks which fill time. You get done whatever you allot your time to. When you are tempted to deliberately look for distractions to avoid a task, remember you WHY! What will be doing this activity do for me? Step toward your success!

What do you do to avoid procrastination?

“Only put off until tomorrow what you are willing to die having left undone”
― Pablo Picasso

We would love to have you subscribe to the Success Secrets newsletter on my website at www.debrakasowski.com where you’re going to get my just release FREE e-book about the 21 Habits High Achievers Kick to Achieve Success. I would love to hear about this podcast has impacted your life. E-mail me at Debra@DebraKasowski.com. Thank you for listening to The Millionaire Woman Show where we talk about leadership, business, and human potential to help you live rich from the inside out. Subscribe to The Millionaire Woman Show. Share it with Your Friends. Give us a 5-star rating!

DEBRA KASOWSKI, BScN CEC is an award-winning best-selling author, transformational speaker, blogger, and Certified Executive Coach. She has a heart of a teacher and is certified in Appreciative Inquiry and Emotional Intelligence. Her writing has been published in a variety of print and online magazines. Debra Kasowski International helps executives, entrepreneurs, and organizations boost their productivity, performance, and profits. It all starts with people and passion. Sign up the Success Secrets Newsletter and get your free e-book download today! www.debrakasowski.com