SCALES: the Key to Mastery!

music-104607_150Six months ago I took my flute out of the closet. It’s been with me since I was 12, but hadn’t been played for nearly 25 years. I was amazed at how much I remembered. Sure my technique was rusty and I fatigued easily, but it was encouraging to be able to play it at all!

I started lessons. I started practicing. And along the way amazing things have happened. Research shows that it takes 10,000 hours to become world class at something. At this stage of my life I don’t have 10,000 hours to devote to playing the flute! But I have one hour a day. And so here is the interesting question. What can I do in one hour a day to maximize my time? After all there is so much to learn.

My teacher, who is amazing I might add, gave me a practice schedule. 75% of my time is spent practicing scales and tone studies. While that may sound boring to you, what I discovered is that in every piece of music I want to play there are scales. And in every piece of music I want to play beautifully I must create beautiful sounds. Once I realized that, I began to love to practice scales and tone studies. In fact sometimes my hour is over and I haven’t gotten to the music!

In six months my progress is amazing. My technique has returned to where it was as a music student at Indiana University, and the sound….I have gained to much control of the instrument that when I play I can play from my heart. I can play what I feel. After all what is music but feeling which we express freely when we trust our technique.

I could end on that note and this blog would be all about me, and my flute. But the point I want to make is that in everyone’s work (or play), there is the equivalent to what scales are to a musician. Something that requires constant improvement in order to get more from your endeavor. It doesn’t matter if the thing you want to improve is related to work, an avocation, a sport, or a hobby. Finding the “scales” for that endeavor, and then allocating the majority of your “practice” time to that activity, will guarantee you get most for your time and effort.

 Enjoy your “scales”!!

The Truth about Keller Williams Realty – WarriorTalk with Dave Jenks

kwIn 1996, after 15 years as a leader in the real estate industry (with Century 21 and Prudential), Dave joined Keller Williams and teamed up with Gary Keller and Mo Anderson . Over the next 12 years the company grew from 2,000 agents to over 72,000. Now that Dave has been away from KWRI for over 4 years, he wants to share the real “truth” about the company – the inside story.

In this Warrior Talk podcast, Dave goes behind the numbers and the growth to talk about things that most real estate industry players don’t realize about KW.  His many decades of work in real estate franchising and the research he did in co-authoring a series of best selling books, including MREA, MREI and SHIFT give him a unique perspective on what makes the company tick.

Whether you are with Keller Williams or not, you will find Dave’s comments revealing and intriguing.

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The Truth about Planning: WarriorTalk Podcast with Dave Jenks

The scariest thing for an entrepreneur to face.

The scariest thing for an entrepreneur to face.

For entrepreneurs, the new year is a blank page.  They know that what they write on that blank sheet – their goals and plans – will determine what happens. So the task is both exciting and daunting.

In this Warrior Talk, Dave shares the truths he has learned about fully engaging in this magical process.  First, he will explain why it is so hard to do.  Then, he will reveal why it works and how to get it done.

Of the five entrepreneurial skills that Dave identifies in his audio book, this is the first and most important.  He calls it “missioning” and it involves visioning, goal setting and planning. Those who master it build great ventures.  Those that don’t, won’t.

Invest the 15 minutes it will take to listen to this important message.  Pass it on to those who are in your venture and to those who desire to be high-achievers.

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It’s Always About The Money – WarriorTalk Podcast with Dave Jenks

In the sub title of The Millionaire Real Estate Agent, the book our own Dave Jenks co-authored, they say “It’s not about the money.”

But is that always true?

Recently, Dave was heard saying the OPPOSITE of this statement.  So, which is it Dave? Tell us what you really believe!

So he did – in this session of Warrior Talk.  You may be surprised by his answers.

Here’s a hint: he says that many people don’t understand the money side of business.  Sometimes, they even say that “the money doesn’t really matter to me.”  But, Dave shows us why it ALWAYS matters; even when it’s NOT your purpose or the primary mission of your business.  This is also true for not-for-profit ventures.

In the brief few minutes of this podcast, you will come to a deeper understanding of why “it is always about the money.” And, how to make that truth work for you.

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Being a Peaceful Warrior – Staying Calm in the Storm: WarriorTalk Podcast

Not long ago, we stumbled upon a blog post by Jonathan Fields called “Embrace the Thrash.”  In it, Jonathan discusses the stressful challenges of building anything new.  We loved it, especially the word “thrash.”  It really describes what almost everyone encounters when starting something from scratch.  It’s hard to describe, but you feel it and you know it’s for real.

In this new podcast, Dave Jenks discusses this “thrash” post and what he has done to help get through tension-filled times.  He shares the mindset and the  pragmatic techniques that minimize the stress and maximize the success.  In the end, he shares the four classic books that have guided him and why they are so helpful.

You can read Jonathan’s blog post here.

Books We Talked About:
How to Stop Worrying and Start Living by Dale Carnegie
A New Guide to Rational Living by Robert Harper
Feeling Good: The New Mood Therapy by David Burns
How I Found Freedom in an Unfree World by Harry Browne

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WarriorTalk: Business Culture

The question “What makes a great business stand out from a good business?” gets asked and debated often.  Everyone has a different opinion.  But many times, the answer is quite simple.

Great businesses have something that’s powerful, motivational and lasting: it’s called a CULTURE.

In this edition of WarriorTalk, Dave Jenks talks about the importance of a business culture and how an organization can grow one that is values-based, high-performance and keeps the company strong for years to come.

 

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How Top Agents Have Leveraged the Current Market to a Million Dollar Income

 Dave Jenks & Craig Proctor discuss why 80% of agents do not reach their goals and exactly what you must do to take control of your life and get the results you want.

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Laurie and the Ledger

What do QuickBooks, an iPhone and the Internet have in common? They connect us with timely information.

What do business people need? They need reliable information; quickly, cheaply and efficiently.

What do we do with all this information?  We make decisions!

I would ask only one more question: Is unlimited information helping us make better decisions, or is it complicating our decisions?

I grew up before the digital age. It was a time where the ‘establishment’ or ‘keepers of the information’ were my parents, teachers and the encyclopedia. As odd as it may seem to young people today, those limited sources were actually sufficient to prepare me for a successful career in business.  Some might say it was a simpler time. I prefer to say it was a time with fewer distractions; and this leads me to the title of this blog – Laurie and the Ledger.

I mastered business accounting not by being given tons of electronic information and data, but by simply learning to use a ledger – a proven and easy to understand way to keep track of money.

So let’s roll back the clock. I’m 10 years old (ok…a long time ago), and I’m in my Dad’s store on 33rd Street in New York City. Across the street is the Empire State building. It’s big, I’m little. The workday had started.  My Dad’s bookkeeper, Dora, taught me how to use an adding machine. She would hand me a stack of sales receipts and I would add them up.

When I finished my job I handed it to Dora. She took out a big black binder and recorded the numbers. She wrote the information on the sales receipts page, imprinting by carbon on a second page, right behind the first. I knew this as double entry accounting. It was the way a business owner tracked expenses, revenue, and profitability.  Since each entry was posted on two different ledgers simultaneously, it resulted in a debit and a credit, and the books would always balance. If they didn’t, you knew you had to go find the error.  The bookkeeping records provided a quick, reliable and efficient snapshot of the company.

By learning how a ledger worked, I learned what mattered and how to account for it.  That business wisdom has never left me; providing a keen sense of awareness to practicality.

Today, when I search the Internet for new information that might help me make decisions, I don’t get confused or distracted. I just remember what really matters: The basic and timeless lessons I learned on the ledger. 

I need timely information from a trustworthy source that is both concise and straightforward.  The information must come from a competent source that has a proven track record and is respected in the specific industry I am working with.  My decisions are made based on the efficient delivery of information; similar to the practicality of the double entry bookkeeping ledger of my youth.

What have you learned in your life experience that is your source of wisdom?   Where and how was your knowledge base built?  When you recognize the important lessons you have learned in your past, you will be able to make sound judgments as you sort through the plethora of online information.

Strategic Partners: Who Needs ‘em?

You do!  As your marketing efforts grow, think about who best to refer you to clients.  One answer is connecting with a trusted service provider who knows you and loves you.  First, make a short list of those providers who would give you a great referral if asked.  These are your “Advocates”.  Next, reach out to the Advocates and see who would be interested in increasing awareness with clients in each other’s sphere of influence (SOI).

Some of the ways you may increase awareness are:   put flyers/brochures in the office of that serivce provider (passive), insert a link to each others website on your sites, give them a testimonial to send out or hold some type of event that brings your SOI’s together (active).  Obviously the event type is more work but there is more to be gained by it.

One group, BNI (Business Networking International), that I’ve had relationship building results with, does this on a local level.  BNI uses strategic partners to construct a structured, positive, and professional “word-of-mouth” program that enables them to develop long-term, meaningful relationships with quality business professionals. 

Jump start your own system by sitting down with your trusted providers for one-on-one meetings; go for a cup of coffee and brain storm how to bring the two spheres together.  Remember it has to be organic, meaning natural rather than forced.  So what if your business is not on a local level, that trusted provider is only a Skype call away. 

At FEW we’ve found that the often overlooked Advocates are your best cheerleaders and you want to know who they know.
 
I’d love to hear your stories about how you’ve used Strategic Partners to boost your business, email me at tina@freeenterprisewarriors.com

Dollars and Sense

 

Financial Analysis may sound like a daunting task to some people, especially if the subjects have never really been explained to them in a common sense way.  I had an opportunity to teach a Finance student of mine what I like to call Common Sense Financial Analysis in 20 hours, and within that 20 hours, I’m confident he learned more than in four years at our prestigious local University.

Essentially we reviewed the three critical financial statements, the components of each, why those components were important, when a company reported, to whom they reported to, and essentially, what information you could get out of the numbers you were given.   Sure there are a million ratios and terms to make things sound fancy (like the beloved weighted average cost of capital) but common sense is where you start, and ironically, once you understand basics, the rest comes relatively easy.

 

Boiled down Financial Analysis:

 

An Income Statement tells you whether or not a company (through selling its goods or services) is making money or not.  Extended analysis will shed light on revenue trends, expense management, margins, consistency etc, but essentially it’s called a Profit and Loss statement because that’s exactly what it tells you:  during a period of time, did this company experience a profit or a loss.

 

Balance Sheet tells you at any given point in time, what a company owns, what it owes, and the difference, which is what it’s worth.    If your house was on a balance sheet, what you own (your asset) is worth say $100k.  What you owe (your liability) is $80k, and what you own (your equity) is $20k.  What you own, less what you owe, is what you are worth.   Assets- Liabilities = Equity.  Or on a balance sheet Assets = Liabilities + Equity.   They must equal so the sheet balances, hence the name.   Extended ratios from the balance sheet will tell you if a company is too leveraged (borrowing more than they should), has a good cash cycle (A/R and A/P analysis), Liquidity (can they pay their short term bills) and insights into ownership structures (is the company financed through stock, borrowing, owners capital etc).

 

Our third statement, a Cash Flow Statement essentially tells you, again over a period of time, what inflows (sources) of cash you had over that time, and what outflows (uses) of cash you had.  The interesting thing about a cash flow statement is it is created by the change of the balance sheet from one period to the next.  So, changes in what you own (buying or selling) would be uses or sources of cash.  Changes in what you owe (borrowing or paying off) would also be sources or uses of cash.  Changes in equity (selling stock, buying stock, and investing capital for example) are also sources and uses of cash.

 

As you can see, this is not rocket science, but you would be amazed at the number of financial and non financial people that can’t make these simple connections to their work and businesses.  The really cool thing about business financial statements is that they can be applied at a personal level as well.  You can calculate your personal ‘profit or loss’ for a given year, your personal net worth on your balance sheet, and your personal cash flow statement (changes in your balance sheet) over time.

 

Not understanding your financials is like driving with your eyes closed.  Sure you may be able to make it down the street, but I wouldn’t recommend the highway.