20 April 2017 |   Posted by Lisa Sasevich
 

I recently came across this quote and it reminded me of my conversation with Diane Halfman, professional organizer and a student in my Sales, Authenticity & Success Mastermind, known as the “Sassy Mastermind.” Diane was recently featured in a student success story where she shared that the most important tool she gained while working with me was her UBS, or “Unique Branded System”. Your UBS is the way you do what you do to help clients achieve desired results. It’s repeatable, it’s scaleable and it doesn’t change from client to client. The best part is, the outcomes are repeatable too, which means results for your clients and more predictive income for you!

“By discovering my UBS I’ve saved hours of time saying the same information over and over. It’s a process that can actually make clients feel more comfortable, because they know I’ve got a proven system. I’m not winging it. This isn’t my first rodeo. It’s a proven system I’ve done over and over again.”

And that’s exactly the goal of identifying your UBS. It’s a roadmap of how to work with your clients so they achieve the unique transformation only you can provide. It’s the framework you use together to achieve results and as you know, I believe frameworks and systems are what drive success.

“We sometimes have in our minds that when we work individually, what we do is truly unique to that person,” Diane said. “What you realize is you say words like, ‘then you do this’ or ‘the best way to do it is this,’ and you start seeing yourself saying those things repeatedly. You recognize it truly is a formula whether you called it that before or not.”

Diane and I walked through the steps she learned in the Sales, Authenticity & Success Mastermind to develop her UBS and all the benefits she’s now reaping as a result. As I share in my teachings, to understand the UBS and it’s outcomes all you have to do is D.A.N.C.E.!

The first step is to Discover your process. I teach that this step is easier to do with someone else or even in a group so others can reflect back what they hear as you describe your process.

Diane says “Don’t censor this part at all. Basically, you want people asking questions about how you work with your clients, going deeper and deeper. Sometimes it’s going to be a mind dump to get all the steps out of your head and then you have to distil them down.”

It’s a good idea to use note cards or Post-It notes so you can move the pieces around or combine a couple of them if it makes sense. As your process begins to take shape, Aim for identifying three to seven steps. Diane advocates for five steps:

“Five feels like a complete system. Three can feel like too few and seven might feel like too much for people to remember and not follow through on. Five is the magic number.”

While drafting your steps, begin to Notice which ones must be done one-on-one and which ones you can teach to a group. For example, Diane used her UBS to create her free e-book and online programs including her virtual academy which many people can access at once.

“For people who either can’t work with me personally or are not able to invest in a higher level of VIP access, they can still receive the benefit of my system by getting it from my free book or my courses. And for the people who want to do it on their own, it’s great because, for a lower cost, they can make that happen.”

She’s now able to serve more people because she is not working one-on-one with each and every client. Diane now provides deep consultation to only a couple dozen VIP clients each year but still has a greater impact than she did before. She’s able to walk people through her process and provide the blueprint through videos, audio lessons, and checklists they can access virtually. This is perhaps the greatest gift you will receive from going through the process of laying out your own unique system.

Then once you’ve identified your steps and determined the best delivery method, it’s time to Create hooky labels. It’s important that your steps be something clients can remember and that resonates with them. If an acronym works, that’s a win too. For example, Diane offers her clients the five step RESET System (Remove, Evaluate, Systemize, Experience, and Track).

“In just those five steps, I’ve been able to give my clients the keys to start, what to do, and how to maintain an environment that inspires them.”
 
Your unique process must be something clients remember AND resonate with them Click To Tweet

Now you might be asking what is the benefit of all this work? Well, my friend, that’s the really neat part. The final step in the D.A.N.C.E. is to Enjoy the rewards.

“Having the online academy doesn’t take any of my time, so I’m making money without any more effort. If 50 people go through it in a year at a price point of $1,997, that’s six figures. I’ve set the foundation that supports me and I don’t have to redo that work again.”

The identifying your unique way of working with clients has too many benefits to ignore. It allows you to leverage your time, make way more money than you’d have the bandwidth for otherwise, and it provides more meaningful service to clients. Simply by bringing focused awareness to the way you work, you can magnify your contribution while creating serious passive revenue.

“You take your years of experience and all of the things that you’ve learned through your clients, through your training, through all your experiences. You cultivate this and apply your uniqueness so it can actually land on several people. Lots of people actually. It’s been such a win-win.”

So, get out on the D.A.N.C.E. floor and experience the opportunities waiting to take your hand!

For more info about the UBS, check out Your Unique Branded System and How to Find Your Unique Branded System.

14 April 2017 |   Posted by Lisa Sasevich
 


There are some real benefits to working from home. For example, for lunch sometimes, I get to eat brie on apples. This is something you can’t do in an office without being labeled as the person who brings brie to work to spread on apples.

Conversely, it’s also possible (though I’m not saying I’ve ever done this) to just eat a big spoonful of Nutella and claim that as your lunch. This is also something that will get you a reputation in your office.

It’s a double-edged sword, working from home. You are free from co-workers who will tell you that “whipped cream isn’t for breakfast,” or “you should be wearing pants”, but you can also find yourself easily distracted by the latest deal Daymond John made on Shark Tank, or admiring the stick-to-it-iveness of that spider just outside your window.

Or YouTube. Do you know about YouTube? Stay away from YouTube. Or there goes the rest of your week!

It’s not just the distractions though. Working from home can be isolating. Some people actually find sunlight or actual human interaction a benefit. Shocking, right?!

Vitamin D and talking to people can make you happier and more productive. Talking to a handprint on a volleyball makes for a great movie, but a less fulfilling life!

What can you do to enjoy all the benefits of working from home while avoiding the downsides of feeling isolated or forgetting to take a shower this week? I’m glad you asked!

Join a co-working community

Renting office space or joining a co-working community can really invigorate you. Being around people who share your interests, passions, and drive can help motivate you, give you exposure to other perspectives, and help you grow your business in ways not possible working from home. Flexible packages/prices are often available to meet your needs and budget.

Find a way to celebrate

Sure, drinking an entire bottle of wine on a Wednesday afternoon to celebrate a new client may SOUND like a great idea, but there are probably more healthy and social ways to do that. Being a part of some social media groups or forums can be a good option, as well as sharing your good news with friends and family. You’ve got to celebrate those wins! They are important.

Schedule time to take care of yourself

When you work where you live it can be tough. After all, even when you’re not working you are at work. It’s important to take care of yourself – physically, mentally, emotionally, spiritually.

Eat well. Your kitchen can just as easily provide you with something healthy as unhealthy.

Get out of the house. Go take a walk or work in a cafe. Meet a friend for lunch and talk about anything other than work.

Give yourself a quitting time and try to stick to it. Close your computer and don’t answer emails after hours.

Your brain is like the muscles in your body. Growth comes during rest. By allowing yourself to do things that you enjoy you allow your brain to more easily solve complex problems while you’ve distracted it.

And finally, come join us May 4-6 in San Diego at the Speak-to-Sell “Grow Your Business” Bootcamp.

The virtual bootcamp is amazing, but there’s something about coming together in person that helps to energize people. That’s why I include a free ticket to the event with the virtual bootcamp. Not only will you get to network with like-minded entrepreneurs, but there’s real value in disrupting your normal rhythms and routines from time-to-time to focus on you and your business.

No dinners to make, homework to check, practices to drop people off at. Just time to focus on your business.

We all know how great working from home for yourself can be, but we also know the value of having other people to talk to. None of us knows as much as all of us. And our community at the Speak-to-Sell “Grow Your Business” Bootcamp can be the perfect compliment to your normal work day.

6 April 2017 |   Posted by Lisa Sasevich
 

Wow! We’re already several months into the New Year – can you believe it?!

If you’re anything like I am, you may be looking at the goals you set and evaluating your progress. Before you get too far, though, I’d like to introduce a different approach … an approach that makes goals real and actionable.

In other words, it’s an approach that dramatically increases the likelihood that you’ll see the results you want to see as you wind down 2017.

Here’s the key:

Go further than simply setting goals.

Create intentions, and use setbacks as fuel to keep going, learning, and changing in business.

The thing is, this is NOT just another new year.

We’re facing big changes around the world, which means people need you and your gifts now more than ever.

That’s why it’s crucial that you get into the success mindset, and continue moving forward, so that you can share your gifts and make the biggest positive impact possible.

First of all, let’s talk about the real reason we set goals. Almost everyone sets goals, right? But when we understand the deep importance of this ritual, the pursuit of those goals takes on a new meaning.

The Importance of Setting Goals

Goals give you direction. If you truly want to succeed, and you want to play a role in meeting today’s challenges head-on, you must take focused action in the right direction. If you don’t set goals, you won’t know what that direction is! (If you need help selecting the best next move for your business, apply for a complimentary conversation with one of our experts to solidify it, here.)

Goals put you into the success mindset. As you strive to reach your goals, you learn to be uncomfortable—to move beyond your comfort zone and stretch further than you’ve gone before. And that’s what we need as conscious entrepreneurs, today more than ever.

But, how? How do you set goals that not only allow you to share your gifts, but that also allow you to make big money doing so?

The Secret to Successful Goal-Setting


Your success depends on your mindset. The real secret to success is your mindset—the thoughts you consistently have, the beliefs you hold close, and the actions you consistently take based on these beliefs. So when it comes to setting goals, think about where you’re coming from. If you’re like so many of the people with whom I speak, you’re coming from a place of generosity and love. You want to make this world a better place—for all of us—and when you’re able to operate from this place, you’re able to set and achieve goals in alignment with this mindset.

Shift your belief system. Before you set goals, you must first accept the premise that it’s not only acceptable to have desires, but it’s necessary. We all want to receive the good that life has in store for us, and setting goals is a powerful way to position yourself to receive, even as you’re using your business as a platform to give, to heal the world.

Once you’ve developed a mindset that will serve as a strong foundation for setting goals, it’s time to make them a reality.

Make Your Goals a Reality

Start small. As conscious entrepreneurs, it’s so easy to dream big, right? We want to make the biggest possible impact! Sometimes, though, thinking big can mean goals become overwhelming. That’s why I recommend breaking your goals down into smaller steps. This way, you can see—and maintain—your progress.

Create accountability. Once you’ve broken your Big Goal down into smaller steps, assign a date of completion to each step. Put these dates on a calendar and stick to them. Be flexible! Of course, life will throw you curveballs, and you may have to shift your priorities, and therefore, your dates of completion. This is totally normal—and it’s okay!

Go from resolution to reality. Michelle Perkins recently shared a great 3-step process for making goals happen.
Step 1: Make a decision. Change begins at the point where you decide to pursue an idea.
Step 2: Believe you can do it. Feeling some fear and discomfort is natural, but you should also believe it’s possible (and if you don’t, consider what training, support, or experience you can pursue to improve your skills and gain confidence).
Step 3: Take action! Nothing happens without taking action.

These steps are designed to get you started as you evaluate and design your goals. To tell you the truth, they’re the tip of the iceberg! Over the course of my career, I’ve done tons of research, studying, and reading up on how to set and achieve goals. So below, I’m sharing some of the favorite tips and tricks I’ve learned along the way.

“Ninja” Tricks for Reaching Your Goals

My personal trick. When I get something in my head, and I set about, “How am I going to go for it?” I consider how I’m going to set it in spirit, set it in stone, set it in my consciousness, and embody it.

Watch the video below to see the ninja trick I use to stretch myself and manifest my goals.

Take your goals deeper. Look beyond the “face value” of a goal. I recently read a great article on Forbes.com that pointed out that although businesses are designed to make money, entrepreneurs may want to choose other resources over money; for example, time. In other words, time is the singular non-recoverable investment we make. So while a certain project may be hugely profitable, financially, an entrepreneur may choose to spend less time on that project (and therefore earn less of a profit), and more time on a different project about which she is more passionate … a project that will help her reach her goals. Read the article in its entirety, here.

This is a big one for me. My kids are still at home, and spending time with them is super-important to me. So when I’m designing my goals for the year, they align with my desire to spend time with my two children.

Take only the right actions. “If what you are doing is not moving you toward your goals, then it’s moving you away from your goals.” And it’s true, right? You have only so much time in each day… so spend it taking only the actions that move you toward your goals, and watch how much faster you reach them!

Get the right resources. One of my favorite books on this topic is The Four Spiritual Laws of Prosperity: A Simple Guide to Unlimited Abundance by Edwene Gaines. I highly recommend you read this book to discover how to raise your abundance consciousness.

Setbacks are Fuel

Create intentions, and use setbacks as fuel to keep going, learning, and changing in business. Click To Tweet

Find the lessons. Everything you are and have been has gotten you to this point. Learnings, challenges, and setbacks are key to continuing to grow and evolve as a business owner and as a human being.

What can you learn from your setbacks? Take a lot of time on this one … there is so much to learn in reflection.

Commit to moving forward. Don’t let fear stop you from taking focused action in the right direction.

Remember that you can course correct. A setback or mistake is an opportunity to learn what didn’t work and to try something new. Here’s one of my favorite quotes from Maxwell Maltz:

Again, this is NOT just another new year. We’re facing big changes around the world, which means people need you and your gifts now more than ever. So shouldn’t the way you set goals reflect that?

When it does, you’re more likely to make the impact (and the money) you want to make.

Let’s Chat!

I would love to hear from you: what kinds of goals are you setting this year? What can you learn from challenges (from the past or that you’re facing now)?

23 March 2017 |   Posted by Lisa Sasevich
 

Financial success as an entrepreneur doesn’t have to hinge on the amount of time directly committed to each client. In fact, as professional organizer Diane Halfman discovered, it’s the passive income one can generate by identifying and replicating a Unique Branded System – we call it UBS for short around here – that allows more time to personally serve VIP clients.

Coming from the predictable yet limited wages of the public sector as a police officer, Diane’s work ethic was built on the idea that in order to earn more money, you have to work more hours and longer days. She was working overtime and sometimes upwards of 18 hours a day to boost her paycheck.

So when she began building her business, she found herself in the same mindset that if you wanted to go BIG, you just had to work more.

When a friend invited Diane to attend a Speak-to-Sell® live event with Lisa Sasevich, she was totally unfamiliar with the model that has helped hundreds of entrepreneurs up-level their sales and increase conversion.

“I knew that I wanted to be part of a community like that, but I’ve never experienced such an investment in myself or my business before and I struggled with that.”

But after years of working alone, and doing the dollars-for-hours grind in her business, Diane was ready to jump in headfirst and join the yearlong mentoring program. She explained that being an entrepreneur can be isolating and one of the best parts of the experience has been the connection with supportive peers.

“The community is huge because you’ve got like-minded entrepreneurs who you can bounce ideas off of. You can support others because maybe they’re not where you’re at. Or you can reach up and look at the people who have already gone where I’m going and not reinvent the wheel.”

And in utilizing Lisa Sasevich’s Speak-to-Sell Formula®, Diane has expanded her perspective. She’s found that by utilizing Lisa’s systems she can provide transformational change for her clients on a much grander scale.

“I can actually go deeper with my clients so they get the value of my basic work and my deeper teachings as well.”

Incorporating the Speak-to-Sell principles into her work, Diane created an online academy, which allows clients to access her teachings and provides the blueprint for them to take control of their own organization using her system. This allowed Diane to serve more people and generate revenue without putting in additional hours. Clients get all the videos and checklists they need to get started on their own.

“It’s made it so that I don’t necessarily have to fly everywhere unless people want that one-on-one connection.”

Through identifying and leveraging her UBS, she’s been able to turn her online program into a six-figure residual income stream allowing her to expand her business in other ways. Instead of earning $150 for 3-hour in-person sessions, Diane now has the freedom and flexibility to delve into deeper work with clients face-to-face and has added packages ranging from $1,500 to $15,000 and beyond.

The academy, as well as the book she wrote during that first year, have given Diane time to host retreats more frequently and get to the heart of her deep work with clients.

“I have this passion for people to live in environments that inspire them. A lot of people talk about their home as wanting it to be a castle and a sanctuary, a place to feel good. I want people to have that everyday experience so I enjoy facilitating spa-like retreats to guide people to up-level their life through their surroundings.”

Through her experiences learning alongside peers and implementing Lisa’s teachings, Diane’s own understanding of the transformation she is providing her clients has grown. It now encompasses much more than she, as one person, could offer on an hourly basis.

“It feels more like I’m serving them when I’m in their space and together we are making it feel special. It makes me feel good to give them this special formula.”

21 February 2017 |   Posted by Lisa Sasevich
 

Jerry Seinfeld has a joke about the fear of public speaking that goes like this: “I saw a study that said speaking in front of a crowd is the number one fear of the average person. Number two was death. This means to the average person, if you have to go to a funeral, you would rather be in the casket than giving the eulogy.”

If this sentiment applies to you, don’t worry. I have worked with hundreds of entrepreneurs and I can tell you with absolute certainty, you already have everything you need to overcome your fear of public speaking.

The first thing I want you to know about public speaking is that it is not a unique talent. It is a skill that you can learn, and master with practice. Think of the best speaker you’ve ever seen. They were not always that good. They struggled, they learned, they honed their craft. They become a great speaker. They weren’t born that way. In fact, when they were born, I can assure you they couldn’t speak at all.

If you truly want to overcome your fear of speaking, you can. And these tips will help you do it.
 

Build Confidence By Controlling Your Environment

You don’t have to give your first speech as the commencement address at your Alma Mater or as the keynote speaker at a large conference. As I discussed in my post about the importance of speaking for entrepreneurs, when you are talking about your business or your passion to a group that wants to hear what you have to say, you are SPEAKING.

This speaking can take place in your living room with five people, on a conference call, as part of a group meeting, or online through a webinar. Starting in one of these environments, whichever one makes you feel the most at ease, is a great first step to overcoming your fear.
 

Imagination NOT required

Overcoming your fear of public speaking is not about convincing yourself of an alternate reality. You don’t need to picture the audience in their underwear or visualize yourself on stage as the confident speaker you one day will be.

Becoming a confident speaker is all about your message, and your message is already in you. It is your truth. But you convey so much more than your words when you are speaking. Your body language is key.

By learning and using body language that projects comfort and confidence to your audience, you can start to feel that confidence grow in you. Your confidence can come, at least in part, from the outside in.
 
Becoming a confident speaker is all about your message, it’s already in you. It is your truth. Click To Tweet

 

Prepare, prepare, prepare

I’m usually not one to use a sports analogy, but my marketing director told me that basketball coach Bob Knight once said, “The key is not the will to win. Everybody has that. It’s the will to prepare to win that’s important.” And that seemed kind of perfect to me.

You see, the same is true of public speaking. Wanting to be a great public speaker isn’t enough. It’s really all about the preparation. But how do you prepare?

First, know your audience and craft your message to them. Speak in a way that is comfortable and natural for you, but in a language they can understand, and make sure you are addressing their needs and not just your own. If your message is clear and it resonates with them, you will feel that as you speak and it will make you more confident and comfortable.

Second, anticipate resistance and prepare to meet it. Find the most likely objections to your message and know how you are going to answer those objections.

Meeting obstacles you didn’t expect is nerve-wracking, but if you’ve anticipated the obstacle, encountering it can be comforting and reinforces your total mastery of what you are presenting.

Third, focus on how great your talk is, not how long your talk is. Everyone in your audience would prefer an excellent 45-minutes to a mediocre 90-minutes. They would also prefer an excellent 90-minutes to a mediocre 45-minutes. It’s not about the length, it’s about the quality. Every time.

In addition – and I can’t emphasize this enough – practice. Practice in front of a mirror, or on video, or with a colleague who can give you feedback. This can be really helpful in identifying all the ways you are communicating when you speak; your tone of voice, body language, facial expressions, hand gestures, ums, uhs, crutch words, or jargon.

All of these are more easily identified and improved upon with an outside point of view.

And finally, know your space. By arriving early and getting comfortable in the room you remove an unknown, which will make you feel much more at ease. Take some time in the room before the crowd arrives to just be in the space, to breathe in the space. This will help to prepare your body and mind since you’ve already prepared your presentation.
 

Practice Self-Care

Taking the time to take care of yourself is crucial to both the health of your business and to your quality of life. I have written a post dedicated to the importance of self-care in your life and your business, but it’s especially important for overcoming your fear of public speaking.

It’s very hard to master something new when you are feeling tired, irritable, stressed, or forgetful. You’ve done the work of preparing your presentation. You are the expert in the room and are the only one who can deliver your message. Now take some time to relax and feel refreshed so you can do your best.

You’ve taken care of the work, now take care of you.

And after it’s done, take some time to reflect. Muscles are built in the rest time after the workout. The same is true for learning from what you’ve done. In quiet reflection after a presentation is when you learn the lessons of that experience.
 

Be Yourself!

Remember that what you are offering when you speak is yourself. You are giving your audience the gift of your experience and perspective. They want the real you!

Which is great, since there’s no one else you’re more prepared to be. You’ve been you for a long time!

Bring your authentic self and let your personality shine through.

There are two ways that speakers tend to short-circuit their own authenticity.

First, by trying to wing it. Gaining speaking confidence is all about being prepared and the more prepared you are to deliver the content of your speech, the more your true personality can shine through.

Second, by over-scripting what you’re going to say. The pendulum swings both ways – creating rigidity and over-scripting makes it easier to get thrown off if someone asks a question you were going to talk about later, or you understand that the room isn’t responding to something, or if the projector breaks or the mic goes out. Know your content and be comfortable with your delivery, but avoid getting locked into reading off a prepared script.
 

Prepare For Things To Go Wrong

Breathe.

Breathe again.

There. Good. If you speak long enough something will go wrong. It’s ok. It happens to all of us.

Take some time in your preparation to think through how you’ll respond if something doesn’t go as planned. If you’ve thought about it already it will be less of a surprise if it happens.

The important part isn’t that something went wrong, the important part is how you respond. Here are a few things you can do to master your response.

Don’t take it personally. The laptop going out isn’t the will of the universe directed at your presentation. Keep cool. Breathe. You know what you’re going say and you know it’s worth hearing. This won’t derail you. You’ve got this!

Find the humor in the situation. Your audience is going to feel bad for you when something goes wrong. They’ll tense up on your behalf. If you can relax into it, find the humor and keep it light, they will feed off your positive energy and you’ll all ride the storm out.

Stick to your plan. You’ve prepared for this presentation. You know your stuff. You know it will work the way you’ve planned it. Do what you had already planned to do and you’ll be just fine.

For more tips on how to save the show when something goes wrong, you can read a longer piece that I wrote here.

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