Experience

Unlocking Potential: Interview #6

Garth Beyer

People can hate on Twitter as much as they want, but the Twitterverse is where I met Clemens Rettich, a small business consultant. Having sent a few tweets back and forth with him, as well as contributed to his #smbfunchat where I learned a handful of tips that helped me jumpstart my passion in consulting, I could not think of a better person to participate in the sixth interview of my Unlocking Potential series.

Whether Clemens is aware of it (obviously now he will be), he was a great inspiration for me to learn more about what it takes to successfully run a business as I often studied from his website/blog which there is a link to at the end of this post. It is an honor to be the one to share with you a bit more about Clemens, his worldview, his operation for consulting and some of the most straightforward life lessons you will learn one way or another, by Clemens or by life.

Without further ado,

Q: Everyone can read your bio by clicking on your name, so let’s dive more into what you do. What is your passion? Do you have a daily routine?

I love the beauty of things done well, of things and processes beautifully designed and executed, of those points where art, business, science, or sport come together to create something magical. My passion is to have some role to play in making that happen. In particular I love to help it happen in small businesses, teams, and organizations.

My daily routine is only moderately routine. It happens many days, but not every day. I work with clients 4 days of the week. I take 3 days to recharge, create, reconnect, rest. My days start with brisk walks and fruit smoothies… making coffee for my wife and I to talk over. Then it is time for email, client conversations, travel, shopping, organizing life… I love cooking so that is my late-in-the day pause to shift out of work for a while before diving back in again for the evening. I work about 70 – 80 hours a week.

Q: What is the biggest decision you have had to make?

To act without fear. And it is a decision I have to make every morning. Like paying your dues, this is one that you never stop doing. Paying your dues is never a thing to think of in past tense. A life to be lived fully, has to be paid for handsomely. There is nothing wrong with being afraid. True fearlessness is just another form of stupidity. It is the choice to act on those fears that matters. And I have to make that decision each morning… and sometimes several times in the day. This conversation I am about to have, or this decision I need to make, or this action I have to take, scares the hell out of me. But it needs to be done. And that decision to act without fear is the biggest one I make.

Q: How do you tug your client’s imagination and motivation? What is the core of your professional relationship between them?

The core of my professional relationship with my clients is active listening. Listening until my bones ache. When I do presentations or keynotes, I tell people that if you aren’t exhausted after a day of communicating, you haven’t been listening hard enough. Listening to every word, every implied word, and every telling silence is exhausting. That I why I try to limit my day to 2 – 4 coaching conversations maximum, and only 4 days a week at that. I’m no good to anyone after more than 4 or 5 hours of conversation.

I evoke imagination and motivation by responding to what I hear with suggestions from outside my client’s frame of reference. Nothing new there. It is the old lateral thinking, disruptive creativity, non-linear connection of ideas that still works. Most of the time the best ideas are my clients’. They just can’t hear themselves say them. So I just tell them what they just said. And I use a gift I have had since childhood: I connect “unrelated” things easily. A client can be telling me of a financial challenge, and for some reason it makes me think of another client’s story about a motorcycle they just bought. Something in the intersection of the two things creates a fresh approach to reframe the question or problem. I can’t tell you how many times I have heard myself say “Your problem isn’t A, it’s B!” The answer wasn’t coming because the question was wrong.

There is nothing particularly unique or gifted about my mind. 90% of the time there is a great idea or breakthrough of some kind it’s not because I am smart or anything, it is simply because I have outsider status and have my client’s permission to speak my mind. There are few things more powerful than an outsider’s perception, when the currency between the insider and the outsider is complete honesty.

Q: Would you mind sharing one of your biggest failures?

I can’t go into details because they usually involve others. But I can say they almost always involved one thing: a failing of confidence on my part. I fail when I make decisions based on “settling for second-best” or on not having the confidence to push through a tough patch. Dodging conflict has also been pretty consistently a disaster, so I do a hell of a lot less of that in this part of my life.

Q: What did you learn from it? What would you do differently if a similar situation occurred?

It took me about 40 years to learn, and much of that in the last 10 years, but these days I stick closer to my own sense of right and wrong. I don’t mind conflict over something I believe in. I have started to see that the worst that can happen is not a hell of a lot. I trust my own experience, my own sense of things.

Q: This series is a lot about giving credit where credit is due. It’s about reaching out to both, people who could use a little help unlocking their potential and people who can help with that unlocking. Do you have a business mentor who helped curate your passion for small business consulting? What were the mentor’s practices? In other words, how did this person make an impact on you?

Where credit is due is first and foremost to my wife and family. Their passion for great moments, for things done right, for finding that place between standing your own ground and understanding the value of others, has been critical in making me who I am. On the small business side I don’t have any direct mentors. My biggest mentors are my clients. Every one of them owns a small business that is everything they have on the financial and other levels. Yet they trust me and have the confidence in me to invite me in and work with me to change the game. This can be incredibly scary and requires huge trust, particularly if I am asking an owner to change something that they have done for years, and is connected to their own personal values. Every time the change happens, and the owner let’s go, I am in awe. I know from personal experience how incredibly hard that is, even terrifying, yet they do it with me. That makes life worth getting up for each morning.

Also, I am the collective wisdom of every small business owner who has ever brought me into their inner circle and shared with me the workings of their businesses, their successes and failures, what has gotten them out of bed in the morning and kept them up at night. All of that is in my head. Any wisdom I bring to a coaching conversation now is 90% the collective wisdom of a lot of tough, hungry, street-smart business owners who have spent almost every day of their own lives pulling on their shoes and making life happen.

Q: What is your worst fear?

Missing something. I’m not like all those wise ‘old souls’ out there in the world of patchouli oil and Birkenstocks. I can’t get enough of anything. I love being alive and learning and consuming and enjoying. I guess I’m a young soul if you believe in that kind of thing… I don’t believe in that ‘vale of tears’ nonsense or that our bodies are “just material”… I love being alive and on this earth and have no interest in waiting for some ‘other later’ reality. I like this one. A lot. There is a reason why Walt Whitman is one of my favorite poets. So ya, I’m afraid of missing stuff. I want to live 1,000 years and try it all!

Q: What is the biggest obstacle/challenge you have had to overcome?

All that stuff about fear I talked about above. The rest is relatively easy. Following a close second would be bootstrapping my business. You build up a lot of debt in the first few years, and you have to be crazy careful not to let that cross the line where it erodes cash flow in a fatal way.

Q: What is the biggest challenge todays small business leaders are facing?

Gerber got it right: failing to understand that baking and owning a bakery are two completely different things. The biggest challenge they are facing is a world of ignorance and bullshit. All that “do what you love and the money will follow” nonsense. Running and growing a small business successfully is probably the most complex thing a human being can do. The number of things you have to know about and do right, and do right consistently, every day for a decade or two, is staggering.

So no, it isn’t the economy, or competition, or offshoring, or anything else like that. Those things are huge challenges, but they are not the biggest. The biggest challenge is the romantic mythology, especially in America, of owning your own business.

Q: What do you do to continue your growth as a consultant?

Listen to my clients. Listen to the market. Respond with an ever-broader and more diversified and responsive set of products and services. My new book Great Performances – The Small Business Script for the 21st Century is a piece of that. It is setting up a whole new way for me to connect with and support more small businesses to be successful.

And never forgetting who brung ya to the dance. I am a passionate believer in the power of follow-through and great long-term relationship development. I drop the ball lots, but I don’t ever stop trying to stay in touch with and add value to every business I have ever worked with.

Q: What are the golden life lessons you have learned and are willing to share with the readers from your experience as a small business consultant?

Spend more resources on keeping customers and employees than getting new ones. Don’t ever make the mistake that solid systems and procedures, creativity, and relationships are mutually exclusive. That is a myth that simply doesn’t exist in the world of the performing arts. Any ballet dancer, classical violinist, or rep actor could run circles around business people when it comes to getting that. Discipline, practice, organization, systems, all those things aren’t killers of creativity, they are the world’s best support for it.

So work harder to hang on to people, and work harder to bring more organization and systems to your business. Don’t shy away from that stuff.

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Some great places to find Clemens’s work:

Have more questions, topics of discussion or simply want to give a shout out to Clemens, you can tweet him @ClemensRettich.

 

Stay Positive & Stick To The Fundamentals, Or At Least Learn Them First

Garth E. Beyer

Creativity, Changing The World And Being Original

Garth Beyer

It’s true we feel that in order to make any change in the world, any real impact, any worthwhile improvement that we have to be original.

We can’t change the world in a massive way by donating $5, volunteering 20 minutes of our time or inventing an imitation drink of Pepsi and Cola.

Naturally, deep down, we want the next big thing and anything less than that we want nothing to do with.

We use the fact that we’re in this huge technological and inventive revolution that we have to create something completely original to make an influential ruckus in it. In other words, we can’t be part of the revolution if we aren’t original in our work.

That’s all good but so many forget how to be original. They don’t know what original means.

You must understand that the more experiences and perceptions of the world you have, the more original you become.

See here,

You have to be a part of everything to be different, to be original. It’s the greatest paradox of creativity and ingenuity.

In other words, originality is alchemy of life. It’s about combing different things, thoughts, perceptions, experiences, etc., together to create something original.

Only in that originality can you change the world.

After all, something can’t come out of nothing, yet that’s what so many think “original” is.

 

Stay Positive & Go Change The World

Garth E. Beyer

A guru once asked me to think a thought that no one has ever thought before. If there is anything that is impossible, it’s this false definition of originality.

A Riff On Job Security And What It Means To Be A Linchpin

Garth Beyer

I didn’t know what was going on 10 years ago. I didn’t experience it. I only know what work, employment, the successful were all like because I’ve studied them. What I do know from experience is how difficult it is to grow up knowing that society is dysfunctional. That everything that my parents grew up with worked for them, but not for me. I felt pulled into an abyss because I knew that the world needed, not just someone, but some type of people. I grew up understanding factories and what it took to work there. Until I realized everything turned into a factory, that 2/3 of the jobs I ask friends what they want to do say “factory worker” without actually saying it. In the middle of everything that is no longer working but was being forced, I couldn’t become what I wanted to be until I decided to fight the world back and join the Tribe of Linchpins.

The job market got personal by giving stagnant wages, health insurance and a false illusion of job security. Job security is what everyone fights for, or rather procrastinates for. Every job began as a job where people didn’t have to think until their job was on the line. Then, instead of becoming a linchpin, an artist, a creator, they chose to make the tasks of the job last longer. Job security became self-controlled. This is what I grew up noticing. I say it in past tense because job security isn’t a result of always having stuff on your to-do list anymore. No. Job security has become something else, something better, something beneficial. 

Job security is only available to linchpins. The ones who do the jobs and all the other tasks that aren’t getting done. It may not be their job, but to a linchpin, that’s no reason not to do it. This is what job security means. Instead of being told what to do -which is repetitive and produces the same exact dull results over and over- linchpins figure out what to do. Figuring something out taps potential on the shoulder and tells her to get to work. It produces greater, more important, more human results and 95% of the time more profit than dictated results.

Linchpins produce emotional labor, not the kind of work you’re doing now where you come home frustrated and exhausted from doing what you’re told (always more exhausting than doing art). See, cogs are people who have been manipulated and brainwashed not to stop to think if what they are doing is different, human and actually productive above the average standards. Linchpins not only stop themselves, pause and find out how to be more creative, but they have the ability to stop other cogs, redirect then, and turn them into creative linchpins because being a linchpin means being leader and being a leader is about making other people leaders. Leaders are indispensable which means job security is universal. This job security doens’t mean you will stay at one job forever, it means that you will always have a job, a place where it will be your responsiblity to do what linchpins do best.

 

Stay Positive & This Job Security Is Sooo Much Better

Garth E. Beyer (secured since 1992)

“And I Thought About You”

Garth Beyer
I like to leave an artistic impression

Lately, if you have noticed, I have been on a long riff about how information is being shared. After months of observance, I had the experience that gave me the ultimate understanding. I owe this post to every single persons experience because you have had it hundreds of times but specifically this post is the story of mine that happened to me a few days ago. I sent a link with the words “and I thought about you”.

A couple of times a week I stop by MentalFloss. I clicked a post about banana art and thought about my brother who refuses to accept he’s an artist because of what he would have to give up (his bad habits) to have his dream. I saw the bananas and had to share it with someone, someone special, someone whom I thought about immediately after seeing the bananas.

That’s the aim of content isn’t it? Or at least, it’s supposed to be the aim. Great content does good to one person but can only change the world if it’s shared with everyone on it. Whether changing the world is done through banana art or any of the billions of artistic niches, it has to be shared. To be shared, you must have the reader or viewer think of those five words.

Those five words are the most powerful words in the world because they employ action. The moment a person thinks about someone else after reading or viewing some form of content, they are held accountable to share it with that person.

Thinking about it again, this happened the other month when I sent a picture of this tiger to my friend whose favorite animal is a Tiger.

Rawr

As a writer and creator of valuable content, the aim of having it shared is not based off the most Tweets, the most “likes” or the most reblogs. While the content can be shared with thousands of people this way, the connection of the shared knowledge is void of character, void of passion, void of care. The aim of providing invaluable content is to fit into someones worldview and you can only do so when you say or type those 5 words.

 

Stay Positive & I Wrote This Because I Thought About You

Garth E. Beyer

SocialMediaNoise& White Space

Garth Beyer

The problem at large with social media, particularly Twitter and Facebook, is that it is all noise and no white space.

Twitter is averaging less and less on click-throughs and I’m not surprised. Half the content shared is ridiculous (go click a couple of links if you don’t agree). The other half just blends in with all the other feed and the value is lost in noise. As for Facebook, all the content that is shared are pictures rarely offering any insight in which you seek. The terrible part is there is no white space in either.

Social media is about a constant flow of admired information but admired information is meaningless if there’s no white space after it to digest. That is why you may learn an idea, try to share it with someone, forget half of it and forget where you got the idea from. There was no time for it to cultivate and for the source to get credit. The noise and lack of white space is why more people are deleting “friends” on Facebook and unfollowing people on Twitter.

 Of course everyone is still using the constant feed stream, it’s one of the most valuable sources of information…when used correctly. Those who use the content stream properly are those who only click-through on valuable content tweeted, posted and shared by those in their tribe. Content they can interact with and the interaction is what creates white space and a further understanding of the content. The interaction turns the content into an experience which sticks to the memory.

Social media gives too much of an overload of info. If you are looking for something new without an expectation of solid content, then click a few Twitter links. If you want content, stick with Google. If you want an experience, use Twitter, Facebook and any social media with those who connect with you, that interact, that both, you and the person you’re interacting with, can expand and learn. That is why Twitter was held at such a high value, until too many people created too much noise. Curse the followback button

 

Stay Positive &    Make     More     White    Space 

Garth E. Beyer

The One Quality You Need To Be A Successful Expert

Garth Beyer
Muse + Quality = Success

Doctors, fitness trainers, entrepreneurs, marketers, writers, you name it, they all have a similar problem when they become experts on their muse. The problem is that the more you know, the more exposed you are to the harms, negatives and possible downfalls of the topic. This happens as a result of learning all you can about your muse in combination with that fact that in order to be successful in any work place, you need to know as many failures as possible and how to solve them. I am going to give you a few examples of what happens when these muse workers don’t maintain this one quality they need and see if you can guess what the quality is.

  • A doctor begins seeing a small rash on his arm and diagnosis it as skin cancer.
  • A personal trainer assesses her leg soreness and comes to the conclusion that she has severe shin splints.
  • An entrepreneur knows the expected outcome of a plan so she doesn’t follow through.

The trend with these examples – and you can find the same trend in any expert field – is that they let their knowledge, fears and expectations combine to assume a terrible outcome. A regular person, having little knowledge about playing doctor just thinks they have a rash that will go away in a few days if they take care of it. It does. A person going to the gym for the first time and upon exiting, realizes that their legs are sore. They will shrug, call it a good workout and go ice them without the thought of any terrible condition. It never turns out to be. An entrepreneur upon his first time creating a business, follows through with the plan and the outcome turned out successful, against what other “experts” thought.

The fact is that as you gain knowledge about your muse, you gain power over the outcome and in order to have a positive outcome, you have to maintain a positive attitude. The one quality you need to be a successful expert is to Stay Positive (sound familiar?). You can’t let what you now know, limit yourself. The rules, the outcomes, the results are all based on your attitude.

The more you know, the more you have to fear.

Stay Positive & Become An Expert In That First

Garth E. Beyer

The “Let-Someone-Else-Do-It” Attitude

Garth Beyer

How often have you muttered under the earshot of others that “If you want something done right, you gotta do it yourself”?

Unfortunately, you hear that a lot more than “If you want something done right, ask someone who is a professional at it to do it”. Of course though, you, I, we, are all only human and humans take extreme pride in their ego and are ignorant that they cannot do everything to perfection. As a result, help is never asked for.

Now, it’s not so much a matter that other people can’t do something right, but more of a matter that you can do it better. Or can you?

Today I have asked a new good friend Hulbert Lee who wrote the eBook “How To Focus Better” to write a guest post. Without further ado, – Enter Hulbert –

The Value of Asking People for Help

One of the greatest lessons I’ve learned from starting an online business is not being afraid to ask others for help. I think when people first start out, they have a tendency of wanting to do everything themselves. Either they have grown up and have adopted that sense of “do-it-yourself” mentality or they’re simply just afraid to ask.

For me, I’ve always kind of adopted an attitude that I can do anything I want just as good as anyone else out there as long as I put in the time and effort to do it. This is a good mentality to have if you’re trying to build on one skill, but it can also have its downfalls if you’re trying to do too many things at once.

For example, when I started an online business specifically to help people focus better, I was told to create a product, create a website, get people to the website, and then market the product for the people to buy.

So I spent a few months researching and writing an e-book. After that was done, I remember spending months trying to experiment with designing my website or trying to write copy for my sales page. I spent a lot of money on software and books to learn all of this. But in the end, it just caused a lot of stress and wasted time.

It came down to the point where I realized that I was a writer — not a designer, not a copywriter.

So when I let these realizations go, I began to look for people who were experienced in these areas.

I remember when I first hired my designer to design the e-book layout (which was still in black-and-white document text back then) I was blown away by her results. Just the design made what could have been a bland text turn into something colorful and exciting to read.

I know not everyone will have the budget to hire a designer, but if you constantly seek help out there on the vast Web, sometimes you’ll get lucky.

Like when I was looking for someone to write my sales page copy, I remember digging through the forum pages, and surprisingly enough, found someone who was offering to do a free sales copy. I figured he was probably just starting out and trying to earn credibility as a copywriter.

I jumped on the opportunity and emailed him, and within only about 50 minutes, he had sent me a fresh, new copy for my sales page — all for free. Ever since then, my conversion rates have gone up for my business.

So my advice here for people, who want to succeed in the online world of business, is to always continue to ask people for help. There’s a good chance that another person, who is more experienced and talented than you, will be more than willing to help you out and offer you valuable feedback that will drive your business in the right direction and to where you want it to go.

By Hulbert Lee

After reading Hulbert’s post, I was reminded of the one great attribute that I love about the online community. You can ALWAYS find someone to help you if you search hard enough. It never hurts to do a little research to find who are professionals on the topic you need assistance on and ask them for their help.

Personally, I have even emailed Seth Godin whom I talked to before to write me a letter of recommendation. This was, of course, before he released his eBook Stop Stealing Dreams and if you have read it, you know why he did not write me one. This action made me realize why you don’t ask for help – you don’t like to take a risk. You risk getting rejected, you risk getting told your idea is unworthy of someone else’s attention (especially a professionals).

You need to know that this is not how the online community works. For example, Hulbert searched for experts that knew how to write and knew about “focusing” to read and write a testimonial for his eBook. Hulbert told me that 20% of those he asked, read and wrote a testimonial. Well, you know how they say 20% of the people have 80% of the money and success. Those people who fall under Hulberts 20% category know the power of, not only giving, but also how important it is for others to ask for help which is a main reason they choose to read and write a testimonial for him. As a result, the 20% of people are no doubt well on their way to success (whatever success means to them). The other 80% missed the opportunity to give, to connect, to learn the lesson and benefits of asking and giving help. What they, and you need to know is that when asking for help, people will not criticize you, they will help you.

All you have to do is take the risk.

 

Stay Positive and Use Your Ingenuity To Seek Assistance

Garth E. Beyer

I now call Hulbert a friend and surely he calls me one as well. It is the simple act of asking for help that will propel you to the direction of the success you want.