85 – March 26
“The road to success is marked with many tempting parking spaces.”—Executive Speechwriter Newsletter
Many people get caught in the trap of making just enough money to “get by.” They work to pay their current bills, and once those are satisfied, they relax and coast until the first of the next month, when they start the process all over again. It is a basic money habit pattern. Working frantically to get the bills paid and then coasting will not get you to the pinnacle of success you deserve. No one ever coasted uphill.
A smart and savvy entrepreneur, Yvonne came to my workshop several years ago. She was in the executive search business and made a nice income working out of her home. When I spoke about the habit pattern of working just to get by, she related to it instantly. She said that she would work diligently trying to place executives with her client companies, but when she made a few placements that would pay all her bills, she literally stopped working. I asked her what would happen if she kept going, and she responded that she didn’t know. I said, “Well, try it this week and see what happens.” and she agreed.
She glowed when she walked in the classroom the next week. Beaming happily, she talked of how she made a placement that would pay all her bills, but then just kept going. She used the “Ships Log” to keep track of her activities and keep her motivated. Instead of stopping at her “break-even” point, she made $35,000 that week. This was definitely “Above and Beyond” money!
She was so happy, she wrote me a commission check. She had purchased my course at a charity auction to which I had donated it, so I hadn’t been paid for her attendance. With that big win in her pocket, she wanted me to make money, too. As I accepted the check (“People love to give me money!”), I told the class I knew that she knew what goes around comes around. I expected that gift was going to produce even more money in her life.
Just a few years later, she had six branch offices across the country.
What could you have if you just kept going?
“I always receive an abundance of ‘Above and Beyond’ money!”
During one of my workshops, one of my participants also had an 8-week workshop business, helping people with relationships. She was unhappy with her income and wanted more money.
“How much are you charging?” I quizzed her.
“$400,” she replied.
“How much would you like to charge?” I asked.
“Well…$800”, she said hesitantly.
“So this week ask for $800 and see what happens,” I suggested.
She did, they paid – and she couldn’t believe it was that easy. She enrolled 4 people that week at the new price. Another happy client’s financial stress was reduced. I love when that happens!
Soon after that, another workshop leader told me she was unhappy with my class because she still wasn’t making enough money even though she had successfully enrolled ten people in her latest 6-week workshop.
“How much are you charging?” I asked. (Is this sounding familiar?)
“$125,” she answered.
“Is that enough money for you to live on?” I asked.
“No,” she replied, “That’s the problem!”
“Well, who picked that number?” I said.
She looked at me for a long moment, then said, “I guess I did.”
“Then pick a better number and your problems will be solved!” I said.
Every business owner needs to pick two important numbers in their business:
- How many people do you want to serve each month?
- How much money do you plan to charge them?
Multiply these two numbers and see if it gives you enough money to pay your bills comfortably, save for the future, pay off your debts, buy a house, go on vacation, and live the life you desire.
If not, pick another number!