Note: scroll to the middle to get the goods on your one leadership flaw and skip the story, or just keep reading.
We are wired for safety, not success.
I’ve watched hundreds of people hold themselves back because of just this.
But not you, and certainly not me. We are different.
We’re addicted to success.
Please reach out to let me know I am not alone.
I came out to myself about my success addiction this past year. It took great effort to uncover it, but I finally came face to face with the one flaw that had been holding me back for the first 43 years of my life.
You see, I am wired for safety too, except stacking up success was one of my ways to stay safe.
In case you missed it, take a peek here to read more on this. Here’s a brief recap:
I used achievements to get attention from my parents, but what I more deeply desired was their love.
And somewhere along the way that coping mechanism turned in to a character flaw. A flaw that produced success. So it has served me well, but there’s a dark side too.
I would stack up accolades to the ceiling and then fall apart. Sabotaging myself in some way. Only allowing a certain level of success because I believed I was either 1) not good enough or 2) shining too brightly 3) all basically leading to the idea you would not love me anymore.
I knew most of this, but I was not able to see the pattern I had created that was holding me back. I actually knew I was self-sabotaging but could not solve it. And believe me, I love to solve puzzles but this one was a doozy.
It was affecting my happiness at work, at home, my level of income and ultimately my joy for life.
Some of the ways it showed up for me:
I felt bored or anxious and was not able to predict which it would be from day to day
I felt disconnected from myself, my husband, and generally everyone around me
I knew I looked successful on the outside, but I felt extremely unsuccessful on the inside
I knew something was really off, but I could not put my finger on it
And most importantly, I did not know how to talk about it and who I could share it with
So maybe you’re not addicted to success like I was, but I guarantee you have developed one flaw that is holding you back in life and leadership.
Do you know what it is?
You see in my case, my pattern of success addiction was keeping me safe. Somewhere along the way as the years of b.s. from my external environment stacked up my brain became wired to tell me I was not enough. And this is what I believed.
You’re doing this too, and you will keep devising strategies to protect yourself just like me.
I suspect you’re feeling:
Bored with where you’re at
A desire to do something different, more in your zone of genius
And most likely you also:
Are struggling with intimacy in one or more relationships
Are searching outside of you to fix it OR you’re ignoring it
Now hang with me because here’s why your one flaw is killing your leadership, if it’s not obvious already…
>> A bored leader is disengaged <<
>> A leader not operating in their zone of genius places the business at risk <<
>> A leader struggling with intimacy in relationships is less effective with their team <<
>> A leader doing nothing or looking outward will fail <<
It’s always an inward game. Think on that one for a bit.
Literally 10 years ago – January 2009 – I was one semester from finishing my MBA program, living in Massachusetts, and still in Corporate living out my dream of success and this idea crept in to my mind…
I want to leave my job and START MY OWN BUSINESS.
That makes me giggle now.
I had not yet said this out loud to anyone. It was an idea. A crazy idea. An impossible idea.
Now, if you know of me at all, I’m pretty sure you are well aware I made it happen.
And what a ride it has been.
I had no idea 10 years ago to this day that I would…
Become a licensed acupuncturist
Startup, build and lead two clinics
Move back to Minnesota
Fall in love with and move to Vermont
Write a best-selling book
Startup, build and lead a coaching and consulting business
And the list goes on…
What have you done in the past 10 years that has surprised you?
I became a SERIAL ENTREPRENEUR. I was already a wanderlust. :O)
And really, I’m just getting started.
But as we kick off the New Year it feels appropriate to reflect on what I’ve learned in this adventure of becoming and I’m sharing my biggest lesson of all…
The SUCCESS YOU DESIRE is locked within you.
Now I use the word success loosely, because it’s different for everyone.
Maybe you desire to…
Get a new leadership role within your company
Startup a new business
Develop a closer relationship with your spouse or partner
Work beyond your potential in to your true zone of genius
Make multiple six or even seven figures this year
Find connection and fulfillment with the success you have already achieved
Do any of these resonate for you?
Actually GREAT. Because the success you desire is available to you.
I mean, have you ever looked wildly successful on the outside, and felt shamefully unsuccessful on the inside?
HELL YES!! That’s my answer to this question. Many. Times.
I’ve been addicted to success my entire life. The outward kind of success.
I used success to first get the attention from my parents I so desperately wanted so that ultimately I would get the love from them I so desperately needed. To be wanted. We can couch trip on that another time.
And somewhere along the way that coping mechanism turned in to a character flaw. A flaw that produced success in both my Corporate career and as an entrepreneur. So don’t get me wrong, it has served me well.
But on the other side of the coin…not so well.
I kept producing success but would stack up the accolades to the ceiling and then fall apart. Sabotaging myself in some way. Typically by creating challenges with my health from overworking to achieve. Then I would get back up and do it all over again. Always hitting a ceiling, never breaking through.
Until I started to work on the inward game of success.
And magically, or so it seemed at first, as I keep looking and working inward, the outward success just takes care of itself. And there is no ceiling. :O)
Now I did not need to leave my Corporate gig and start a business to figure this out. I can tell you though, that having started several businesses and logging 500+ hours coaching people to do the same has helped me to not only understand this for myself, but to help others uncover it for themselves.
Entrepreneurship is a mirror. And if you want to go the distance with no ceiling to your success, it’s a reflection you cannot ignore. So each day I challenge myself to work inward because all the success I desire is mine for the taking, and the key to achieve it is all locked inside. Thus my biggest lesson so far.
I want you to have a successful business and live your passion. I want you to reach and touch more people. Because guess what, this industry isn’t growing… it’s booming! You’re in demand and I want to see you flourish! Take advantage of the opportunities out there and be a leader within this industry. But, I want to talk to you about The One Thing You Need More Than a Pretty Website, And It Costs A Lot Less!
Let’s talk about investing in your business more strategically. Let’s think about the logical steps you need to take to build a successful business when you’re first starting, versus just throwing things at the wall and hoping for the best. I’ve tried that. It’s no fun!
Maybe you’ve been in business for a year. I know there are a lot of you out there who have been at this for a while, too. Maybe you’ve started and stopped. You’re on repeat!
So you’re juggling the side hustle, along with your family at home. I get it! But I also get that you’re still committed to getting in front of your computer whenever possible. When you do that, do you find yourself saying “Okay, now what do I do, again?”
You’re looking for the steps of action!
And that’s when you pull back. Because this building building thing really scares the beejebees out of you! There is fear. It’s wasting your time. On all the wrong activities!
Or you’re wasting money on all the wrong methods, resources and content. This is where the website comes into play. You just want to get started on ANYTHING that is going to start getting results for you!
Just remember. Fear is normal! You’ve never done this before, so why would you know exactly how to do it? You’re going to experience a margin of error, so get over having to be 100% perfect all of the time. It’s just not going to all be right the first time around.
So where do you start? What action step can you take so you stop wasting time and you don’t stay stuck in the overwhelm and waste your money?
A Business Card
How crazy is that? This is a great item you need to build a successful business, especially when you’re first getting started. And it’s so much less expensive than a website! It’s something that is easily available to all of you. And it can be such a strategic item to help you get started in your business!
When I was first getting started, I was out quickly looking for spaces to rent, potentially in another practitioner’s office. I wanted my own clinic, but step one was to find the space. So right before I graduated, I was out and about, going online, looking for spaces two to three months before graduating. I wanted to find that perfect opportunity.
But I couldn’t find what I wanted. Either I didn’t respect the business owner because it wasn’t how I could see myself running a business that way, or they wanted me to sign a super restrictive contract that didn’t align with the goals I had for my business.
So I was encouraged to just start my own business!
This was when I really took the time I need to find the right space. I finally found one, but we needed to do a build out. Now, I’m graduating and it’s looking like the build out and opening for the clinic won’t be happening until November. And I’m getting stressed.
But, I have about 6 months to really get things right. Most people would focus on getting their website absolutely perfect, than twiddle their thumbs, and wait.
But I got myself a business card, instead.
I started networking and connecting with people in my community. While I certainly didn’t plan on having this six month crash course in opening my own business, it turned out to be the best thing I could have done.
That business card was key! It got me out, connecting and telling people about myself and my business before I was even ready to.
Give yourself a runway, too! Here is why I advocate for that.
I see many of you working on logos, on websites. You’re working on getting your space set up perfectly. You’ve been preparing. But than you’re open and ready, and you’re waiting for the phone to ring with new clients. And it’s not happening.
You didn’t invest any time in building your snowball! You didn’t give yourself that runway to let people know what you and your business were about! This takes time.
Magically having your website go live doesn’t flip a switch and automatically make your phone ring!
It’s so much less expensive and more impactful for your business in the long-run.
Of course, you DO need a website. They are really important, especially for local businesses. They can be a launching ground and where you’re driving people, no matter what type of lead-generation you’re doing. You want to make sure that website is speaking to your target market and the SEO you’re using is getting eyeballs to the pages!
But, I do think there is a strategic order when you’re first starting.
So the ultimate takeaway? Get a business card! And now I hear the objections. Things like:
I don’t have a logo yet
I haven’t decided on my business name
I don’t have a domain
How could it possibly make sense to go about these things in a different order, Michelle?
Those things can all be changed later easily. So what should you put on your business card?
Your phone number
An email address
That’s it! Make sure people have a way to contact you and get out there and network! Don’t let the self-sabotage and fear ruin it. You have to start talking to people and you need to practice talking to people!
Get comfortable with your message and talking about yourself and business. The sooner you do that, the sooner you’re going to see results, aka clients, in the door!
Of course, there are way more steps in this that I’m not able to cover in one blog, but I wanted to give you one thing that you can do right away that will be so effective in your business. And it’s cheap!
Today, I want to talk to you about lead generating activities, both online and offline. Lead generation! Ignore This One Thing In Your Wellness Business and You Will Fail! This is the type of information you need to have a successful wellness business. When you have these two things together, you’re building a killer combination for success in your wellness business! Let’s chat about what some of these activities would be!
Activities in this bucket would include things like networking, speaking events, having one-to-one meetings with potential clients, doing print publications and direct mail campaigns. It could also include things like print ads and trade shows.
Activities in this bucket include items like social media, webinars, email marketing, blogging, utilizing online publications, paid online advertising, and telesummits.
I can guarantee you that not having a combination of lead generation activities that include both offline and online items will negatively affect your business. I can speak to this from experience!
I’m seeing this a lot with my clients and paid members of my community who are buying my programs. Everybody seems to be falling short in one or both of these areas.
What do I specifically see?
1. You’re completely avoiding lead generating activities.
So you’re doing all of the right things. You’re investing time in that beautiful website. You’re getting your treatment room gorgeous and spending time ordering products and supplies. Maybe you’re even spending time studying treatment plans! I’ve had many clients tell me they were busy creating handouts for their future clients that they don’t even have yet.
And that’s the downfall. You’re spending a lot of time being very, very busy, but what you’re ultimately doing is avoiding spending time what lead generating activities to actually bring you in the clients that will make you money!
And don’t think this is only for new businesses. I see this with more seasoned practitioners, too. They may be experiencing a little dip in their numbers and suddenly they get very busy on all of the operational and administrative types of activities.
But remember. The lead generating activities, both online and offline, are what is going to make your business a success!
2. You Only Focus on One Side of the Lead Generating Activities (Online or Offline)
So you’re just focusing on networking or speaking. You’re hustling those one-to-one meetings. While this is great, there is also a problem with this. It can suck up a lot of your time, which in turn means you’re not creating any sort of back-end automation in your business that will ultimately alleviate the pressure on your time.
This means you are constantly hustling. As your business grows, this just isn’t sustainable. This happened to me. I hustled and networked everywhere. I tried to be everything to everyone, but it was exhausting. As I started to get more and more clients on my schedule, I ultimately couldn’t sustain it and it was the biggest challenge of my practice.
Now, maybe you’re only focusing on online generating activities only. This is a huge problem, particularly if you’re brand new. When you only focus on the online activities, you’re usually not seeing results. Generally, this is because there is a lack of strategy and consistency.
What happens is that you’re advertising to everyone. You haven’t nailed it down with one person, so you’re trying to do a one-to-many approach, when you haven’t really nailed your message completely yet. You haven’t gotten comfortable and confident talking one-to-one with people offline, so you’re going to be really challenged online.
You’re missing the whole opportunity to get your next client in the door. The fastest way to make that happen is by sitting across from somebody one-to-one.
And this is why I advocate lead generating activities that include both online and offline tasks. That’s when you’re really going to start seeing the results you crave to give your business lasting success.
3. You Think You’re Doing Everything You Can But You’re Not Seeing Results
This is really common for new and relatively new practitioners. They just aren’t seeing the traction they think they should be seeing. I get it! But let’s dig in a bit further. Ask yourself the following questions:
Do you have a strategy?
What is your strategy for lead generating activities?
What is your goal or results that you are expecting from these activities?
Maybe you’re lacking some of these items, or a combination of these items. This isn’t going to help you see results. You need to remember that you NEED online and offline lead generating activities!
So what are my tips to make sure you accomplish this? Maybe you haven’t even thought about this or don’t have any idea where to start.
If you’re looking for more clients, this is EXACTLY what I want you to do:
1. Take Inventory of What is Currently Being Done
You can’t fix what you aren’t aware of, right? Take a real, honest evaluation of what types of lead-generating activities you have going on right now with your business.
2. Start with Offline Lead Generating Activities
This is going to help you get better at your messaging, along with bring more confidence with what you’re sharing. You will begin to get immediate feedback, so you’ll be able to adjust right away. This is the quickest way to get the next client in your door!
So, check out the inventory of what you’re currently doing. If you have nothing, add something! If you’re already doing something, you need to spend more time on the offline side. GET GOOD AT THIS!
I’m not talking about the next couple of years, just the next couple of weeks. Really dig into this! Get your butt out of the seat!
3. Start to Implement Online Lead Generating Activities
It takes a little more effort and technological prowess to start implementing more of your online lead generating activities. If you don’t currently have anything in place, like blogs, email marketing, etc., it’s going to take you a little bit of time with the technology to get this started.
4. Have a Strategy
You need to understand what the goal is that you are trying to accomplish. What are you trying to get out of where you’re spending your time? This means you need a strategy.
5. Measure Your Outcomes
This also means you need to measure your outcomes of these strategies! You need to know how things are working for you with your current strategy. Only you can say what you want to get out of how you’re spending your time.
6. Be Consistent
Once you figure this out, be consistent! The magic doesn’t happen overnight!
Here’s the thing…
Lead generation is your number one! Ignore This One Thing In Your Wellness Business and You Will Fail. This is the main thing you need to focus on in your business. Not the website, not getting handouts ready for clients that aren’t even real yet. If you want more clients in your doors, you need to focus on lead generation!
Today I want to lay out getting the 4 Steps to Testimonials That Convert. You need testimonials for your business and you want them to convert to more clients, right? While written testimonials are always great, ideally video testimonials are king! So let’s go through the framework that I use in my own business for this.
First, I want to give a shout-out to Jessica, a member of my free Facebook community, Getting Clients in Your Wellness Business! Because let’s face it. Getting Clients = Making Money! Jessica asked this exact question on testimonials and I thought this would be a perfect topic for this week’s blog.
Jessica’s question, specifically, was “Has anyone ever considered using Google forms to collect testimonials? I’m thinking about writing one out so I can just send the link to people who are interested in giving me one. Is there any reason why that would be a bad idea?”
There are a lot of ways to go about this. I’ll admit that when I was first starting out, I knew that collecting testimonials was an important step. But it was so intimidating! I’m sure you think the same thing.
Let’s face it. You don’t want to impose on people. You are afraid they are going to think “that’s ridiculous” or they simply aren’t going to want to help you. But nothing could be further from the truth!
You need this for your business, so you’re going to have to get over it! Plus, when you’re providing amazing outcomes for people, they are going to want to help you! I promise! Who doesn’t want to have that feeling of being helpful to someone. It feels good!
So, I want to encourage your to push yourself to get over this fear and just go in for the “ask”. But first…
Getting somebody to write something up is good. It’s better than nothing! But what is really great is to actually talk to them so you can also get their feedback. It’s huge for your business to have valuable feedback like this and to really dig in and get their story. You want to document that transformation and share this with other clients!
First thing is first… Make the Ask!
Truthfully, I did use a form in my prior clinic for awhile. People would fill it out and while it didn’t have the exact four steps on it, it was similar. It has four steps that helped a client to document their journey. Kind of like a before and after, which is really important in this type of testimonial!
I used this form for awhile and it worked. But when I specifically changed how I approached the testimonials and really started talking to people, that’s when the real juicy goodness started to flow, too!
In this example, I’m going to help you gain that testimonial from someone you’ve been working with for a short time. One to three months, for example.
In my old business, let’s say I would see a client for over 10 sessions over five weeks. That was a transformative journey.
So what is the successful framework? Don’t overthink this! Take action!
Schedule a Follow-Up Chat!
Once you’re done working with a client and taking them from Point A to Point B, ask them for some extra time! Schedule a quick call or some time with them to get their feedback. I genuinely want this feedback, regardless of the testimonial, because I want to get better! I want to know what worked for them and where they got hung up!
Listen to it in their own words, but I don’t want to use the time that they have been paying me for. I want to use MY time for this critical step. That’s really important. It is much more professional if you ask someone to do this outside of treatment time!
Than I go through these four steps, which I send to them ahead of time. I want to make sure they are prepared!
4 Steps to Testimonials That Convert
1. Where were you before we started working together?
Now, just be quiet and let them talk!
2. Where would you say you are now, post working together?
This would be post-treatment, post coaching, post working together in whatever form you collaborated.
3. What did you like the most?
What was the highlight for you about the program or coaching? Details about the treatment and working together that were great were what?
Let them talk!
4. What would you say to somebody who was considering working with me or is on the fence about working with me?
Most of the time people are going to focus on the good things that happened during our time together. But, I do want to uncover things that I can actually improve, as well.
Sometimes, I’ll throw in this fifth question in order to dig a little deeper and uncover some dirt.
5. What Can I Improve?
Everything can be better. And while it may not be necessarily part of the overall testimonial, I want to make sure that I’m able to encourage ways to improve my own services and become better at what I’m doing.
Now, we’ve documented their journey! What can we do with it?
Based on the feedback that you’re getting, you’ll be able to hopefully use a majority of this information as a testimonial. But, if nothing else, it is valuable feedback for you in your business.
Even if their story isn’t miraculous or it’s not dramatic or dynamic enough for a testimonial, you’re going to get information that will make it a win-win for your business!
Many times, you’re going to find that the big transformation cases that you just collected, you’ll want to use as a case study with your audience! What a different way to highlight these types of testimonials for your business!
When I’m hearing the information that the client is telling me, I often say, “This has been amazing work that you’ve done and I’d really like to share this. Can I write this up for you just to make it easy? I’ll use your words, but would love to use this as a testimonial. I’ll send it to you to get your approval.”
The key to this is that it helps to make it easy for your client.
You also know what is important to highlight and what can be skipped over. Not that you won’t be telling the truth, but you know that people want numbers and if someone lost 15 pounds, clients won’t know to highlight that specific accomplishment.
Be authentic! Highlight things that you know people are going to be looking to hear!
This, dear mavens, is what you can do to get testimonials that really do convert!