Move The Cheese

A couple years ago we went through a big change.

We basically took our core service model and twisted it 180 degrees. 

I didn't like how the culture was, I didn't like how my coaches were spending their days, and I didn't love the experience they were receiving. 

So I changed it...

That's the short answer. 

The long answer is it was the biggest business decision I've made to date. 

5 years of doing something one way. 

You have a comfortable owner.

You have comfortable staff. 

You have clients who like it, are use to the routine of things, and overall doing great. 

The business was still booming. 

It was not a "numerical" or financial decision. 

We were happy with where we were at. 

It was a culture, community, and coaching decision. 

I just knew things could be better. 

A couple weeks into preparing for the change, one of my clients gave me a book called...

"Who Moved My Cheese."

It's about four mice who's cheese is moved, and their journey and struggles to find new cheese. 

Cheese is an analogy for things we want in life. 

A better business. 

A better relationship. 

A better financial picture. 

The sum of the book breaks down into seven lessons that I think are invaluable in business and in life. 

From big changes to small changes, our cheese is moved every day. 

1. Change Happens: They keep moving the cheese.

Change happens every day.

If you're still doing the same thing you were 10 years ago, you will never grow and evolve. 

The cheese is always moving. 

The way we communicate today is different. 

The way we buy stuff today is different.

And it will different a year from now. 

When I was preparing for these changes at our gym, this was a good reminder that change happens. 

The industry is constantly evolving and finding better ways of doing things. 

This was our way of staying ahead of it. 

2. Anticipate Change: Get ready for the cheese to move

The cheese will move. 

Change will happen. 

New laws will be passed. 

A new competition will come in. 

A staff member will leave. 

Whatever it is in your business or life, you need to anticipate change. 

3. Monitor Change: Smell the cheese often so you know when it's getting old. 

Our cheese was getting old. 

We'd been doing things the same way for 5 years, and it was good, but the cheese was just getting old. 

It was time for some new change. 

I would have never known that if I didn't have my finger on the pulse. 

Monitor your business. 

Know every number, every reason why, and constantly strive for ways to make it better. 

Monitor your life. 

Are you happy?

Do you have who you want and what you want?

Are you living alongside your values?

Smell your cheese. 

4. Adapt to Change Quickly: The quicker you let go of old cheese, the sooner you can enjoy the new cheese. 

So you know you need to change, but your stubborn and you're dragging your feet. 

In today's fast-paced world, while you were dragging your feet, 1000 other people just got shit done. 

Things move too fast today for you to be a slow thinker. 

Once you've monitored the change, and you know it's time, pull the trigger. 

We could have spent months or even years more perfecting our new model, but we followed the approach from another great book...

Ready, Fire, Aim. 

We did some prep work, trained the staff, and got some practice rounds in.

But then it was show time. 

Now we can tweak things as we go, looking to get them a little bit better. 

Perfectionism is the enemy of good. 

Your website will never be perfect. 

Your product will never be perfect. 

Your staff will never be perfect. 

The time will never be perfect.

YOU will never be perfect. 

But that's not an excuse to stand behind the curtain and spend months and years tinkering with it. 

Pull the curtain back for all to see and now you're on stage. 

Now it's go time. 

And at the next "performance" you'll learn from the last one and make it a little bit better. 

But you need to adapt to change quickly. 

5. Change: Move with the cheese. 

Pull the trigger. 

Throw the grenade. 

All 4 previous lessons are wasteful if you never actually change. 

It's go time. 

6. Enjoy the change: savor the new taste of the cheese

After we launched these new changes, I was scared to death. 

I would come home every day complaining to my wife...

"What if the clients all hate it and leave?"

"What if the staff hate it and quit?"

"What if this happens?"

"What if that happens?"

And guess what...

None of that happened. 

The clients are happier.

The staff is happier. 

Overall, it couldn't have gone better. 

Sure, we're monitoring it, making daily small tweaks, but we're also enjoying the new change. 

Enjoying the excitement. 

Enjoying the higher energy. 

Enjoying the better culture. 

Change can be enjoyable. 

7. Be Ready To Change Again and Again: They keep moving the cheese

This will not be the last big change we make. 

I don't know what the next one is, but I'll be anticipating it, and we'll be ready to change again. 

Growth mindset. 

You have to have the mindset of constantly changing, constantly evolving, and never getting complacent. 

The cheese is always moving...

1% Better. 

Restart?

Can you believe it's already April?

It's spring-like weather lately here in Maine, and people are finally dusting off those winter blues. 

Life is good. 

As we head into a new month I want to ask you a very important set of questions...

We're sitting here in 30 days, on 4/30, what does your business look like?

What does success look like?

List it all out. 

Get very specific. 

Not, I want to grow.

How about, I want to add $5,000 in revenue or I want to add 10 customers.

Not, I want to add more business.

It doesn't matter that it's not a New Year.

Use the first day of the month to "reset.”

Get very clear on what you want to achieve this month. 

Think through the four pillars of business:

  1. Marketing & Sales

  2. Operations

  3. Finance

  4. Team Development

How do you want to grow in each of those four functions?

I talked through a couple business examples above, but you can also do this for the rest of your life as well.

Now, once you have everything written down and you have a bulleted list of what you want to achieve the most important question to answer is...

What do you need to change to make that happen?

You see, having goals and dreams is great. 

We all want to be further ahead in our goals by the end of this month. 

Writing down what we want it to look like is important, but we can't stop there. 

What are you going to change in your daily life to make those goals for April actually happen?

Because remember, if you always do what you always did, you'll always get what you always got. 

If you want to achieve a goal that you currently are not achieving something needs to change.  

It could be your marketing…

It could be your team building and culture…

It could be coaching or accountability...

But something needs to change. 

Don't go into a new month with the same approach and expect a different result. 

So, what's your goal for April?

I'd love to hear it. 

1% Better.

Dedicated to Your Success,

Doug Spurling

Nail The Basics

Yesterday the team and I met for a half-day meeting to review the first quarter of the year and plan out the next quarter.

We have done it every quarter for the life of our business, and it’s awesome.

I highly recommend it for your business.

This meeting was a little different…

Quite often we talk about what are the new things we can do, what more can we do, what can we add, what can we change, etc.

This meeting we drove home one message…

Nail the basics.

For us, at the gym, that means three things:

  1. Great coaching at every single session

  2. Hold every client accountable to their goals and attendance

  3. Continue to make sure everyone feels a part of the community as to not lose the “family-like” feel.

That’s it.

Nail the basics.

Because, you see, what happens, if you start to throw in too many moving pieces, too many new changes, too many shiny objects, it distracts you from the basics, and they start to fall.

So, sure, we have some cool things we’d like to do this next quarter, but we’re really just hyper focused on the basics.

I tell you all of this because it’s a good lesson for your life in general, especially business.

Sometimes we take on too much, we try to do everything at once, and as a result, we see the main thing suffer.

You see that in relationships.

You see that in families.

And you certainly see that in your business.

So, what are the basics of your business?

Think in groups of three.

It could be three things like:

  • Hitting weekly sales targets

  • Delivering your product/service at a high standard

  • Training your team

  • # of clients/customers

  • etc, etc, etc…

It can be fun to add a shiny object in the moment and talk about all the fancy things like cool new strategies, fancy things to follow, or whatever the latest and greatest trend is today on social media, but the truth is, the basics work.

I don’t know a single business owner who shows up every single day and focuses on the basics of business growth and doesn’t grow.

Nail the basics.

That’s our theme right now, maybe it can be yours too.

1% Better.

Dedicated to Your Success,

Doug Spurling

SPF..

I’m back from a week down in Charleston, South Carolina.

A super cool city with lots of history, if you haven’t made a visit, I highly recommend you do.

One thing I didn’t account for was the sun.

It was March, it was on the cooler side (high 60’s/low 70’s), and I didn’t put any sunscreen on.

Let’s just say my forehead looks like a snake from all the peeling of a sunburn.

I should have put on some sunscreen! :)

Most of you are familiar with SPF, Sun Protection Factor, as you get ready to hit the sun, you want to protect your skin. 

But what if you want to protect your business?

There's another kind of SPF. 

Simple. 

Profitable. 

Fun. 

Those are the three keys to running a successful business.

That's it. 

SPF. 

Simple. 

Keep things as simple as you can and not any simpler. 

The more simple something is the easier it is to manage, the smoother it runs, and be happier you are. 

How can you simplify your business?

Can you reduce workflows?

Can you create typed out systems or processes to follow?

You can take it to any extreme, but spend sometime answering these two questions. 

1. What would it look like if it were easy?

2. What would it look like it I could start from fresh, start over and do it all again?

Make it simple. 

Profitable. 

Business is quite simple when we think about it. 

Spend less than you make. 

Make sure your margins are strong, know your numbers, and adjust so that you are always profitable. 

Fun. 

Is that not the point of all this?

Make it fun. 

Love what you do, enjoy it. 

Don't build a business you can't escape from. 

If you're not having fun, what do you need to change to make that happen?

Do that. 

Simple. 

Profitable. 

Fun. 

SPF. 

The only way to run a business...that you enjoy :)

1% Better.

Dedicated to Your Success,

Doug Spurling

Tactic vs Strategy

Watching a good chess player at work is all about strategy. 

The best team on the field or court very rarely wins because of one specific play, but because of the overall strategy, they came prepared with. 

Our lives, and especially business, are filled with tactics, but not enough strategy. 

"Use this one marketing tactic to get over 100 customers."

"Do this one specific thing and your revenue will double."

Tactics without strategy never works. 

But what's the strategy?

Throw all the tactics together and hope one of them sticks?

You get my point. 

There is not one specific social media platform that is the best…

There is not one specific marketing campaign that is the best...

There are just strategies that work.

For example...

My strategy is to get my message in front of my target every single day, add value to their life, and have 2-3 very clear ways I can help them.

My strategy is to rely on two main things; coaching and accountability.

As a business owner, you need someone to coach you through things and get that outside eye on thing, and you need accountability, we all do.

Those two things combined with my one percent better approach to life, not just business, we only have good days and great days, and as long as I gave it my all today I know I'm better than yesterday but not as good as tomorrow. 

I can then fill that overall strategy in with specific tactics. 

I use e-mail and social media to get a message in front of my audience.

You can use direct mail, billboards, it doesn’t matter.

Those are all tactics, that strategy is I’m going to get my message in front of my target audience everyday.

I'm not saying tactics are not important. 

However, we don't want to stack a bunch of random tactics on top of a non-existent strategy. 

In this post I used specific examples of your marketing strategy, but the principle applies to your overall business strategy as well.

Have a strong strategy as your foundation, use that as your guardrails to keep you focused and on track, and don't get caught up in the fancy quick-fix tactics, you and I both know they never last. 

1% Better.

Dedicated to Your Success,

Doug Spurling

Faucets & Drains

We all have those people in our lives…

You know who I’m talking about.

They just drain the energy right out of you.

They constantly complain, take a lot of your energy to keep going, and are a real drag.

On the flip side, we have faucets.

Faucets are people with an endless amount of potential, forward motion, and possibility.

They are the source provider of the energy.

It is possible to turn a drain into a faucet.

It’s mostly choice.

It’s mindset.

How you look at things…

Are you an energy drag, or are you filled with forward motion and positivity?

Life and business is filled with enough drains, be a faucet.

I heard this analogy from the great writer, Seth Godin.

I love it.

Most of this stuff comes down to choice.

In her book Mindset, Carol Dweck introduces the concept of a growth mindset and a fixed mindset.

If someone has a growth mindset they believe they can achieve anything, when they get frustrated they persevere through, when they fail they learn, and they love a good challenge.

In comparison, someone with a fixed mindset believes they are either good at something or not, they give up when they’re frustrated, they think they’re no good when they fail, and they don’t like to be challenged.

To continue with the above example, your drains are fixed mindset people, and your faucets are growth mindset people.

In business it’s important to have a growth mindset, and to be a faucet.

It’s going to be challenging….

We have to have the vision to see what currently does not exist….

We need to be the source of energy for our team and our customers…

Remove as any “drains” from your life and business (employees, customers, etc), and focus on being a faucet.

Keep going.

1% Better.

Dedicated to Your Success,

Doug Spurling

Two Traits In Business...

Some of you know I had a humbling moment on Sunday…

I came in to the gym, had a quick 45 minutes to get my sweat on, didn’t warm-up, and pulled my back pretty bad because of it.

For the first half of the week I was walking around with the “shopping cart” walk, bent over, shuffling, you get the picture.

Luckily today, I’m feeling great thanks to some initiative on my part, some PT friends, and a couple muscle relaxers :)

However, I think it’s times like this I’m always reminded of two great traits we can posses as humans, especially as business owners.

Hunger and Humility.

And no, I’m not talking about hungry in terms of eating :)

We have to have an extreme amount of humility that we always have more to learn, that there is always things we can be doing better, that we don’t know everything, and be able to see things from the other side.

Humbleness comes in many forms…

Getting an acute injury like I had can be very humbling and reminded me of the importance of warming up and caring for my body more, it’s not indestructible.

Humbleness is admitting you need help in your business…

Whether that’s help in like hiring a coach or attending a workshop or event.

Humbleness is knowing that others may have some insight, that how you currently do things may not be the best approach.

It’s realizing that you don’t know everything, and your view point is only one view point, and it may not necessarily be the right one.

On the flip side, I feel very strongly we need to be hungry.

I attribute most of what I’ve been able to accomplish in my young 29 years to just wanting it more than others, doing the work that others aren’t willing to do, moving faster, and just being hungrier.

When the back pull came, it would have been easy to just say “I have to rest” and throw in the towel.

As I balanced the humility, I pulled out the hungriness and did everything I could to get better as quickly as I could, moving, stretching, getting treatment, non-stop, until it was better.

As always, we can take this core lesson into any aspect of life.

If you really want to make a change with your business you have to balance the humility of realizing you may need some help, with the hungriness of taking 100% responsibility for your actions, be willing to make the changes and putting in the work that others are not, and be hungry.

If you’re looking to grow your business, scale your business, and make a positive impact, it’s not easy, and I do believe that outworking your competition is part of the equation.

You have to really want it, you have to work for it non-step, you have to be hungry.

If you want something in life, whether that’s a change in your physical self, your business, your social/family/relationship life, your financial situation, you have to take ownership of it, be humble that you may need help, but be hungry enough to make a change that others just are not willing to make.

The worst thing we can do in any situation is just sit back, go through the motions, and react to what comes.

Be hungry.

Be humble.

1% Better.

Dedicated to Your Success,

Doug Spurling

Plant Your Failures

“Every adversity, every failure, every heartache carries with it the seed of an equal or greater benefit.” -Napoleon Hill

One of my favorite people, and my favorite quotes...Napolean crushes it with that quote. 

I talk a lot about mindset because I think everything starts there. 

There is only so much you can control in life, but do you know the one thing you can always control?

How you react to something. 

We can’t always control what happens to us, but we certainly can control how we react to it.

That usually comes back to your mindset about it. 

Failure is a common word in society, especially in the business space… 

"I failed to get this done today."

"I failed to get more customers."

"I failed to reach my revenue goal."

For years, we've been taught that failure is a bad thing. 

Everything we're taught in school, everything we're taught growing up is that failure is a weakness. 

You are in the wrong if you fail. 

But isn't that when we learn the most?

If you plant your failures, they become the seeds to your success. 

One of the largest areas we can all improve upon is to not look at failure as a negative thing, but instead to look at it as a learning lesson, a chance to make a change and do it better next time. 

When we fail, we are proving that we are living life and taking chances. 

You can't be afraid to fail. 

Failure is not a negative thing. 

Albert Einstein once said, "Failure is success in progress."

Imagine how many of his ideas failed?

Without those, without learning from those failures, none of his brilliant ideas would have come to life. 

Whether you failed to hit your goal last month..

Or you failed on your latest product launch...

None of that matters. 

Use those as learning lessons, use those as opportunities to make a change, to get better. 

Don't be afraid to fail, because failure is quite often the seeds to our success.

Failure means you're trying. 

1% Better.

Dedicated to Your Success,

Doug Spurling 


4 Ways To Execute In Business Better

I did a presentation on visioning and goal setting at a local corporation early this week and one of the key exercises I shared with them was breaking down your personal or business goals using the 4DX (4 Disciplines to Execution) model.

As we look to conquer our goals in 2019 there's often one area that we often fall short in. 

Execution. 

The intent is usually not the problem. 

We always set goals that we intend to hit, but what happens?

We don't make progress, get frustrated, have no accountability, and next thing we know we're watching the ball drop for 2020 and nothing has changed. 

So how do you execute on goals?

It takes 4 disciplines  

The first discipline is the WIG

Wildy. Important. Goal

What's the ONE THING that you are after?

What's the target that you're moving towards?

Revenue? More Customers? Amount of personal income?

Pick one thing, and that's what everything else revolves around. 

Pick your WIG.

The second discipline is to track lead measures. 

Lead measures are things that predict if the WIG is going to happen. 

For example...

A lead measure could be the number of cold calls you make…

A lead measure could be adding a certain amount of products to your line…

A lead measure could be getting 200 hours of sleep per month :)

It's things that you track and measure that predict whether or not the WIG will be accomplished. 

You know if you do those lead measures, there's a high chance the WIG will be achieved. 

Pick 3 lead measures. 

The third discipline is to have a cadence of accountability.

So you know your WIG and you know your 3 lead measures. 

Now you have to stay accountable to them. 

How are you going to do that?

Are you going to check in with a coach?

Are you going to go to meet with your team weekly to hold each other accountable to the WIG?

We all need accountability. 

What's your cadence for holding yourself accountable to that WIG and those 3 lead measures? 

Finally, the fourth discipline of execution is keeping a scorecard. 

At every sporting event, there will be a winner and a loser. 

Because they keep score, we know that. 

Quite often we never think it's good enough because we don't set a scorecard of what winning looks like.

$100,000 soon becomes $200,000.

If you don't keep a scorecard and celebrate all the wins, you'll never be happy with where you're at. 

So, for this WIG, what would be a win?

Is it that you hit a certain monthly revenue goal?

Are you going to keep a “daily number” that tells you the amount left each day to hit the goal

Whatever it is, have a scorecard so you can celebrate the wins. 

I love the simplicity of this system. 

1. WIG

2. Lead Measures

3. Cadence of Accountability

4. Scorecard

Execute these 4 disciplines and the needle will move. 

If you want more on this, check out the book 4 Disciplines of Execution.

1% Better.

Dedicated to Your Success,

Doug Spurling

Your Garden...

Every single action begins with a thought. 

The unconscious mind controls the heart rate, blood pressure, etc. 

The conscious mind is the "above the water" thoughts, such as logistical and emotional. 

But make no mistake about it, any action begins with a thought. 

Whether it's the choice to press the letters on my computer right now, or the actions of making a day a great one, they all begin with thoughts. 

And that's the best part...

We can control our thoughts, we can shape our thoughts. 

Our minds are a like a garden.

If we fill it with positive thoughts and dreams, we will live a positive and fulfilled life, full of bright and beautiful flowers. 

If we fill it with negative thoughts, our mind will be overgrown by weeds and we will live a negative life. 

Every day we have the ability to choose our thoughts, and those thoughts shape our actions. 

In every opportunity, you have the option to look at it through a positive lens, and that choice determines the subsequent actions. 

Business is surrounded by negative thoughts...

"I can't do that."

"This is going to suck."

"Look at them, they are so much better than me."

Remember, those negative thoughts lead to negative actions, and in business, a negative action is usually not taking action and just sitting on the sidelines. 

As an entrepreneur and business owner your mind, your thoughts, are your most valuable asset. 

Doesn't it make sense to fill it with positive thoughts?

What's the difference between the guy who is 36 years old and looks like he has a constant frown on his face and the girl who is 96 years old and is full of brightness?

Positive thoughts. 

If you're reading this you have the choice to make every thought a positive one. 

You can do this. 

It could always be worse. 

We only have good days and great days. 

Above every cloud is blue sky. 

Get off the complain train. 

1% Better.

Dedicated to Your Success,

Doug Spurling

Got A Problem?

If you've been in business for more than a week, you know the road is not smooth. 

It's bumpy as heck. 

You’ve seen those graphics online of the “day in the life of an entrepreneur”

It goes something like this…

9:00am: “Today is going to be a great day!”

11:00am: “How the heck am I going to do this?”

1:00pm: “Did I really sign up for this?”

3:00pm: “Wow, that’s awesome!”

5:00pm: “Normal people are punching out and I’m still going”

That's why I preach slow and steady consistency, not beating yourself up, because, in the long-term, it's more about just showing up consistently. 

1% Better.

How can I do one thing today that’s going to move my business forward?

Ok, we get that. 

But, your business is growing, you’re making progress, and you still have "problems."

And that's the problem!

We think that once we get going, once we hit a certain goal, once we accomplish something all our problems go away. 

In his book "The Subtle Art of Not Giving a F*CK", Mark Manson talks about how life is all about trading problems for better problems, but it's also an understanding that we'll always have problems. 

Let's think about it...

When you first start a business you're scared, you're intimidated, and you're not sure what the heck you’re doing…

That's a problem that you're looking to solve. 

So, let's assume things go great, you get into a routine, find a few customers, and things are starting to grow…

And guess what?

A new problem emerges...

You now have to balance work and life…

“Who and what do I say no to at home or at work in order to keep this thing going?”

Still a problem, but a better problem. 

Let's keep rolling...

You're crushing it, you've found balance in your schedule and you're starting to grow…

Another problem emerges.

How do I manage this team?

How do I find better help?

How do I learn social media marketing?

etc, etc, etc…

Again, a better problem, but still a problem. 

The problems I solve today running a business with eight employees, hundreds of clients, a consulting business, a kid, a wife, and all the other factors that play into it are completely different (and better) than the problems I had to solve seven years ago when it was a one-man operation and I just started dating Megan. 

But they’re still problems...

This is a great reminder, and something Mark preaches in his book, that we will never eliminate problems in our life…or business. If you set yourself up with that expectation you're going to fail. 

The goal is that you continue to grow and develop, in all aspects of life, so that you trade bad problems for better problems. 

But they'll always be problems....

And that's ok. 

That's what makes it fun. 

We are internally motivated to solve problems. 

As much as we dream of everything being perfect and going smoothly 110% of the time, we crave the ability to fix stuff that's broken, we crave problems. 

We just hope we're trading good problems for great problems. 

I'll end with my favorite quote from the book...

"There is a simple realization from which all personal improvement and growth emerges. This is the realization that we, individually, are responsible for everything in our lives, no matter the external circumstances. We don’t always control what happens to us. But we always control how we interpret what happens to us, as well as how we respond...

Life is essentially an endless series of problems. The solution to one problem is merely the creation of another....

Don’t hope for a life without problems. There’s no such thing. Instead, hope for a life full of good problems."

1% Better.

Dedicated to Your Success,

Doug Spurling

Two Lenses To Look Through In Your Business...

I remember in college looking through a microscope…

I hated it.

My big head seemed like it could never get close enough, and I couldn’t get the eye squint just right to see anything.

But I microscope is an important tool.

A lens to look at things in detail.

However, we also can’t forget about the telescope.

I never have a memory as a kid of having a telescope and setting it up to lookout my bedroom window at all the stars, I’m sure I’ll do it with my son Kaden one day.

But a telescope serves a different purpose…

It’s looking out, it’s looking forward.

Two lenses, microscope and telescope.

We need both.

There are times in business that we need to look at things in depth, in detail.

Look in the business…

Maybe that is things like our marketing calendar, events, or campaigns, we have upcoming and making sure they are planned out…

Maybe it’s looking at our finances, cash flow, and the P&L to get an in depth look at our money…

Maybe it’s looking at our staffing or operations, and evaluating how they currently exist and start to brainstorm ways to improve them and make them more efficient.

It’s the detail, it’s the picking apart stuff.

In my humble opinion, that is only 50% of the equation, it’s only balanced out with the telescope lens.

We need to spend some time thinking about why we’re doing what we’re doing…

We need to get really clear on what we want success to look like in 12 months…

We need to look at how what we’re doing now is impacting the future…

We need to spend some time strategizing and planning about what we’re going to change and how we’re going to improve…

The daily grind of working in your business can be daunting and cause you some stress…

But you always know it’s worth it because those are just baby steps and details that bring you closer to the never ending pursuit of happiness, hitting your goals, fulfillment, and a better life (telescope).

We need both lenses.

They balance each other out.

Always look at which lens you’re looking through and decide which one you maybe need to spend some more time on in your business.

1% Better.

Dedicated to Your Success,

Doug Spurling


Gamifying Your Business...

As humans, we love seeing how we measure up against each other.

Today, let’s talk about doing the same with your business, to compete with yourself, through the use of a scoreboard.

That's why sports are so popular, without a scoreboard you'd never know who's winning, and there really wouldn't be much motivation to watch.

At every sporting event, there's no denying who won and who lost.

The scoreboard tells you.

So why don't we treat our business the same way?

Let me back up a second...

Most of us are pretty good at setting annual goals.

I want to have X number of dollars, X number of clients, or whatever by the end of the year.

That's all good, but here's the problem.

You set them in January, and then think there's plenty of time to complete them.

A couple months go by, it's April, and you still think there's plenty of time.

You have a slow summer, start to panic, and now you're just frustrated because you're so far away from your goals.

Before I share with you what we use for a scoreboard let me tell you why it's so important.

Business is all about execution.

"You get paid for done."

The problem with annual goal setting is there is really no sense of urgency, you don't have to execute TODAY because you still see plenty of time left.

Because there's no urgency you spend your days and weeks in a bit of a cruise control mentality and that causes you to waste time on things that don't actually move you closer to your goals.

So how do you fix it?

The scoreboard.

It takes your annual and monthly goals and puts it into a daily and weekly snapshot.

There's no denying whether you won or lost the day.

You'll have some days that you don't win, but that's okay because it's a daily and weekly scoreboard, your urgency and drive are reignited the very next day.

So what does your scoreboard look like?

I'm going to share mine, but please know, it's the behavior that I want to instill in you, not the actual items on the scoreboard.

Your business is different than mine, and thus, you may have a different scoreboard.

So, what you want to do is break down your annual goals into monthly goals.

For example, if you want to add 60 clients in the next 12 months, that's 5 clients this month.

If you want to make $120,000 this year, that's $10,000 this month.

Once you have your goals broken down into monthly chunks, you put a score to each one.

Here's our Weekly Scoreboard for our gym:

  • 12 Leads (new inquiries)

  • 6 Success Sessions (New Client Appointments) Showed

  • 5 New Clients

  • Less Than 3 Cancel/Freezes

  • Daily Sales Number

Everything we do drives those five numbers.

Our admin fills this in every day and shares it with the team.

And if you want to take it a step further...

My admin and I know the daily breakdown of this...

She needs to get 2-3 leads per day

We need to have at least 1 Success Session every day. 

We need to have at least one sale every day

This stuff isn't rocket science.

But very few of us do it.

Gamify your business by building out a weekly scoreboard and I guarantee it will help you grow and scale your business.

If you need help building out your scoreboard just reply and let me know…

1% Better.

Dedicated to Your Success,

Doug Spurling

4 Pillars of Business

Your business is supported by 4 pillars. Just like a strong foundation, without these 4 pillars in place, the business will eventually crumble.

1. Strong Marketing & Sales

You can have the greatest product around, or provide the best service, but if it's not visible, and no one knows about you, you'll never last. We need to have a 12-month marketing plan in place, strong sales skills, and a relentless follow-up and close process.

2. Strong Operations

This is the "how" of your business. The actual procedures, the process, the "thing." The better you can make this, the smoother you can make this, the stronger the pillar.

3. Strong Finance

Similar to marketing and sales, without strong finances, it doesn't matter how good your product or service is. We need to understand the P&L, understand cash flow, and always have money in reserve.

4. Strong Team

If you plan to have an operation that is bigger than just you, this is crucial. Having a good recruiting process, strong interview skills, a rock solid training & development program, and good leadership skills.

All 4 of these pillars are crucial.

When we look at building a better business, a stronger business, we need to make sure we're improving all 4 pillars.

Which one is the leading pillar in your business?

Which one is the lagging pillar in your business?

1% Better.

10 Business Lessons From My Trip to Disney

I’ve been to Disney a few times, but mostly as a kid and other than a few rides, I didn’t remember much.

I’ve been studying the business of Disney for the last five years or so.

I had some business meetings down here in Orlando this week, and decide to take the family down a few days early and do a couple days at the parks before our trip.

To say it was magical was an understatement.

Here are 10 tips I observed, and I hope you look at your business and decide how you can implement them as they have certainly done wonders for Disney.

1. You don’t have to compete on price. At ticket prices north of $100, Disney clearly doesn’t compete against price. They just overdeliver on value. As you’ll see in the rest of tips, and as you know from Disney, the value is 10x that. In your business, you don’t always need to compete on price, compete on value, compete on the experience.

2. According to Jay Abraham, there are only three ways to grow your business, increase the number of customers/clients, increase the average transaction, or increase the frequency of transaction. We always think about number one (more customers/clients), but Disney is a great example of how to crush numbers two and three. Not only do they get you in for $109 in admission, throughout the day you’re buying parking, food, gifts, and souvenirs. I’m sure they more than double most peoples average transaction from the $109 price of admission. How can you do this in your business? What else can people buy from you? Do you make it easy? Can you offer additional services or products?

3. It’s about the SHOW. Disney is a magical experience. Every detail matters. From the detail of the architecture to the lights and music to the cleanliness of the park. It all matters, and it’s all a part of the show. How can you add more to your experience? Do people just walk in, make a transaction and leave? How else can you make it enjoyable for them? Make it something they’ll remember, make it something they’ll talk about…

4. Everything is easy. I’ve talked about reducing friction in business in previous posts, and again, Disney is a great representation of that. From things like the magic bands, to the mobile app to having designated areas of parking strollers, they make everything so easy. How can you make buying easy? How can you make the journey your customer follows easy?

5. What is your businesses version of the guide map? When you walk into the park you’re given a guide map. It instantly reduces the stress of where things are, and what to do. It becomes not only a visual map but a checklist that you can now go through as a customer. What is your version of this? Does the customer know exactly “where to go?” Do they know what’s next, or what to take advantage of?

6. Constant cast member (employee) training. Everywhere I looked there were groups getting trained up on best practices. Learning never stops. If Disney can train 200,000+ employees, I think we can train the handful in our business. You could tell that everyone wanted to be there, they knew what to do, and they were working efficiently. Isn’t that what we’re all after in our business? Hire smart, and constantly train your employees, every day.

7. The work efficiencies were incredible. I had my jaw hit the ground when I saw how they seamlessly cleared up hundreds of feet of cones and rope after the parade, the system and workflow was so fast and efficient. The rate at which they move people through lines, the design of the stores, the routes the employees take. It all comes back to improving workflows. You most likely have several dozen workflows in your business, how can you improve them?

8. You’re called a guest. The employees are called cast members. They have their own font, their colors, and their icons like Mickey. That causes you to remember them easier. Anyone can recognize the Disney “D.” When you hear Mickey you instantly think of Disney. What is your icon? Do you have words or phrases that are specific to your brand so it creates that “exclusivity”

9. Disney is not in the amusement park business, it’s in the entertainment business. Why did blockbuster go bankrupt? They were in the business of renting movies through stores. As soon as that changed, they died. Are you in the amusement park business or the entertainment business? Think about train companies. If they were in the “train” business, they died. If they were in the “transportation” business they can constantly evolve to what’s next, and have different sectors. Just like Disney, there are several ways to deliver entertainment. It can be amusement parks, movies, resorts, cruises, and so many more. They have endless expansion opportunities as we’ll always need entertainment. What industry are you in? Have you painted yourself into a corner? Can you diversify, adapt, and look at ways to generate more business.

10. Think bigger. This is the one that stuck out to me. Walt was a shy and insecure illustrator who just had a big dream, and a really clear vision. Just think of everything that he created, and has since laid the foundation for what is today. We can all do more. We can all think bigger. We can all have whatever we want in life if we work hard and think bigger.

I hope these lessons were helpful, and like any successful business, there’s always a lot you can learn just by paying attention.

Let me know if you have any questions.

1% Better.

Dedicated to Your Success,

Doug Spurling

How I Generated Over 2,000 Leads

I knew that headline would grab your attention :)

The reality is, I want to share how I consistently get 30+ leads every single month for the last 6+ years.

30 leads per month, 12 months a year, for the last 6 + years.

I looked back at my numbers, and since I’ve been tracking them (since I met Pat), there has never been a month where I didn’t get at least 30 leads, and it’s typically closer to 50.

One lead a day.

These “Facebook Guru’s” will try to sell you on 2,000 leads in 20 days, but the reality is I think we can all agree that we would rather have one quality lead a day than get flooded with people that just have a pulse and a credit card.

So, with that being said here are 10 strategies I use to get at least 30 leads every single month.

1.Your product has to be good. I don’t think we talk about this often enough. Everyone is all about getting more and more leads, and I understand you want to pay your bills and grow. However, when was the last time you looked at your “product?” Do people actually love it or are you just saying that because your bias? Do people get great results? Have you created a super-tight community that keeps people coming back? Is your facility clean, are people greeted properly, and do they get 10x the value compared to what they’re paying? I believe you first have to start with this before you starting bringing people in on empty promises.

2. A daily e-mail. I hate to say it, but a lot of these are just “do what Pat says” type stuff. We all nod our head when we hear “follow up at least 3x per week with an e-mail and super signature.” But how many of you do it…consistently? I firmly believe this is our local base. A large percentage of my local market gets an e-mail every day, and there’s no marketing that can compete with that consistency. I mix it things like the Super Signature, 13-word e-mails, and other deadline driven offers, but 90% of it is just adding value to their inbox. I do believe there is magic in building it up to emailing every day as clients now expect it to come, and I have dozens of people that look forward to reading my daily email as soon as they get on lunch break. You can’t beat that.

3. Charity Workouts. We host 6 charity workouts per year. We do them every other month. We have them dialed in at this point, and they typically bring in close to 100 people, with 20% being new people. Inevitably, we always get 10-15 leads from it, and a couple always become clients. This is a win-win because we’re helping the community and exposing the community to what we have to offer.

4. Bring-A-Buddy Weeks. All of your clients know someone that would be a good fit for your gym, they just need super clear directions on how to bring them in. We host 6 Bring-A-Buddy Weeks a year, on the opposite months as the Charity Workouts. People love showing off where they go and what they do so this is always a win-win.

5. Track & Follow Up. I’ll use the halfway point of this list to stress the importance of tracking your leads and having a relentless follow up system. It’s amazing how many gym owners I talk to that don’t track their leads. Keep it simple, just a basic excel spreadsheet. Track how they heard about you and where they are on the pipeline of becoming a client. Follow up until they say no or become a client.

6. Video Testimonials. We know social proof is one of the best marketing efforts around. We also know that people are preferring video over anything else right now. So why not combine the two? We pick one client a month and get a video testimonial from them. It’s about 2 minutes long and it’s a combination of them answering questions, spliced in with some action shots of them working out. The cool thing is we now have over 50 video testimonials that we use on our website, on social media, and display at events. As an evergreen marketing effort we always have one running as a FB/IG ad, 365 days a year, rotating it after it goes above .08 a view (a Scott Rawcliffe tip), and we have a lot of them sprinkled throughout our website.

7. A really solid brand. At the core of all these ”tactics” has to be a really solid brand. To keep it simple, just use Pat’s One Page Marketing Blueprint. Who is your person? What is your message? If you’re looking to go deeper than that, make sure things like your colors, your font, and your language are consistent. It all matters. If your colors are blue and yellow, are those the colors that I see on your website, on your flyers, and in your facility? Start to “own” certain words in your local community. A great example of this is how Justin Yule owns the word “Transformation.” All of these details are what take you from a a tactic based business, to a business that has a brand that stands for something, that has a strong message that resonates with a target market, and is known for something in the community.

8. Become a local celebrity. I believe I got that tag line from Vince Gabriele. For most of you, you’re not trying to build a national brand, you’re just trying to make sure everyone knows you within a 10 mile radius. So, put all your focus on making sure everyone in that radius knows you. That means things like chamber events, public speaking, joint ventures with other businesses, charitable work and volunteering within the community, and just being where they are. Do everything you can to become the “mayor” of your town.

9. Rock-Solid Referral Systems. We have a point of sale referral system where everyone that signs up gets a metal gift card that they can give to a friend. That friend gets a 30 Day VIP Experience on us. When people sign up, they are the most excited they’ll ever be. They are in the “honey moon” phase. The mistake we make is that we either don’t ask for referrals, or we don’t make it simple, clear, and “no-brainer” enough for them. What person is not going to go home and on the drive home and think of someone to give the metal (I believe that detail is key) gift card to? We also have 6 week, 6-month, and one year letters that go out to clients, handwritten to them talking about how awesome they are. At the PS, there is a call to action to give the gift card that is paper-clipped to the letter to a friend. These two tactics alone easily generate us 10+ leads per month.

10. Paint a really clear picture of what the first 30, 60, 90 days are going to look like. I don’t know about you, but I have at least one person a month that tells us “I sat on your website 10x before filling out the form.” They are scared. They are intimidated. They don’t know what to expect. The better you can get at painting a clear picture of what is going to happen, the less scared they’ll be. Things like having a great and simple website that outlines the steps or journey a client will go through. Have a visual infographic of the “success path” of what the client experiences in the first 30 days. Have a lot of “how things work” videos on your website. If they have a really clear picture of what to expect and feel safe, and don’t feel stupid (humans biggest fears), next time they do see that Facebook Ad or whatever offer from you, they’ll be more likely to actually hit that submit button.

I could keep going on, but this is enough to take action on.

I guess I’ll end with this.

As Pat says, “win the day.”

Just try to get one lead today.

Don’t fall for the gimmick stuff because we know it doesn’t work long-term, and the bigger thing that people are not talking about is how bad it hurts your long-term brand and can literally kill your business.

Have these outlined on a 12 month marketing calendar, execute daily, track, follow up, and your biggest pain point will go from…

“How do I get more leads?” to…

“How do I grow a team to handle all these clients?”

1% Better.

Dedicated to Your Success,

Doug Spurling

Your Operating System...

YOUR OPERATING SYSTEM

How are you viewing this right now?

It’s on a device (phone, tablet, computer, etc) that has operating systems running in the background, right?

Those operating systems are crucial for your device to run, and as a customer, you hopefully don’t even know it’s going on, you just know that your device runs smoothly.

What is your business operating system?

No, I’m not talking about the softwares you use (an example of detail most people spend far too much time on that doesn’t make that much of a difference), I’m talking about your overall business operating system.

A business operating system is a machine behind your business.

However, you have to create it.

It takes time, just like any machine.

We’re constantly tweaking the “machine” and messing with ways to make it run more efficient, faster, smoother, etc.

In a service-based business, It’s built on three pillars

What you “title” these three pillars is not important, but the premise is the same.

-Marketing & Sales
-Operations & Customer Experience
-HR & Team Development

Under each pillar, we need a series of systems in place.

Together these systems are what keep each pillar running smoothly.

When all three pillars are running smoothly, we have a strong and efficient operating system.

*An important note: When some people hear the word “system” they think we’re removing the “personal” out of the business. Here’s a good line I always try to remind myself of…

“Automate the process, not the relationship.”

In a service-based business, the people behind your business are your biggest asset.

You need to give them guidelines and procedures to follow, but at the end of the day, your goal is not to automate the relationship so you need to allow them to bring their personality, allow them to make smart choices, and hopefully, you have trust in them because you hired them.

So, back to the three pillars.

1. Marketing & Sales

This is where you have all your calendars and checklists for any of your marketing.

Your 12-month marketing calendar outlined…

Your sales process outlined so you can repeat it and track close rate…

etc, etc…

2. Operations & Customer Service

This is probably the biggest pillar.

This pillar holds all your systems for operations and the customer experience of your business.

This includes things like:

Customer Journey (outline everything that needs to happen from start to finish when a customer starts with you)

Lead Tracking

Follow up scripts

Cleaning checklists

Opening/Closing checklists

Facility Maintenance checklists

Sessions Standards (what does a perfect session look like and what are the minimum things that need to happen)

etc, etc, etc

3. HR & Team Development

As I mentioned earlier, if you run a service business your people are the most important asset to your business.

Yet we often just leave it up to luck once we hire them.

This pillar includes things like:

Hiring & Onboarding Checklists

Weekly Reviews (5-15 Reports)

Staff Development Calendar (a calendar of when they get continuing education, etc)

Meeting Flows (holding meetings to keep them accountable, check-in, etc)

Big picture things: Quarterly goals, annual goals, the business vision, etc

I like to think of these three pillars as a 3-legged stool.

Without one of them, the stool will tip over, just like your business.

The stronger we make each “leg” or pillar the more the stool can support (more team members, more customers, etc).

However, what often happens is we add more customer and more team members to a broken operating system or a broken stool, and that’s when it crumbles.

Work on your operating system.

Just like anything else, it takes time and energy, but by making your operating system as efficient as possible you automate the process and put the team in the best position to create awesome relationships with your customers.

Equally important, it allows you to spend more time on the things that you want to spend time on, whether that’s more personal time or more time on areas in the business you enjoy more.

Spend some time this year fine-tuning your operating system and it will launch you and your business light years ahead.

1% Better,

Doug Spurling


Friction

A good operating system for a business removes as much friction as possible.

Let’s take a look at the typical journey.

How clear is your marketing?

Is there any friction in the messaging?

Is it really smooth, clear, and consistent?

We need systems and processes to make that happen.

How about the ability to inquire or purchase for your services?

Is it quick, easy, and slick?

In today’s fast-paced world if there is any friction in the buying process the consumer is most likely going to move on to something faster, easier, and more convenient.

As the journey continues, how does the onboarding feel?

Is it smooth and easy for the client?

Do they get handouts or videos so they remember everything you told them?

Which platform do they receive information on like scheduling updates, announcements, etc?

If there is any friction during this process it could leave the client confused and thus, a less than stellar initial first impression of your business, decreasing the likelihood that they’ll stick around.

What about the experience in general?

Does the session flow smoothly?

It starts from the moment they walk in the door.

Is it clear and clean as to where they put their belongings and where they check-in?

How is the design of the facility?

Friction in your facility design could mean clients walking around not knowing where things are, not optimizing the space you have, or not putting things in the proper spot as to maximize the traffic flow of the facility.

All of this needs to be documented and clearly outlined.

Your delivery system, your sessions, your programming?

Any friction?

What about the team?

Any friction on the team?

Is the on-boarding process clear?

Do they know what’s expected of them?

Do they know what the vision of the company is, what the goals are for this quarter, etc?

Spend time looking at how you can reduce friction here as this will strengthen the team, allow them to deliver a better experience, and give you more freedom.

Finally, what about friction in your own personal life?

How do you manage your time?

What’s your morning routine and self-care rituals?

Are you spending the time doing the things that are going to move you and business forward the most?

It’s all about removing friction.

When we hear the word “system” it can often mean multiple things.

I think of them as documentation of every single process in your business so that you can clearly communicate them to your team and to your clients, reduce friction and make things run smoother, and thus, allow you to grow more, live with a little less stress, and have some more freedom.

How can you reduce friction in your business?

Two Mistakes We Make With Systems...

We throw around the word a lot.

System.

We want to systematize our business.

But what does that really mean?

It means we’re able to create more freedom for ourselves because we’re no longer doing everything.

It means we can delegate better.

It means we can hire better, set clearer expectations, and ultimately…

They are one of many tools that help us move closer to our ideal business.

A system is just a repeatable process.

It organizes your business and allows you to hold your team accountable to a repeatable process.

Most hiring or “people” issues in our business come back to not setting clear expectations.

You think it should be done a particular way, and they either don’t agree and want to do it their way, or they don’t know what success looks like so they never meet expectations.

A system is just a documented way to set the expectation of how it should be done.

It removes the “gray” and makes it “black and white.”

There are two common mistakes I see when business owners want to systematize their business…

First, they overcomplicate it and/or don’t create them.

My team is big sports fans, so we use football for almost all our business operations.

We have a scorecard to show what winning looks like.

We have clear roles, head coach, position coaches, with clear expectations of what they need to do to win and help the team win.

Play sheets.

That’s what we call our systems.

Every system is just a one-page play sheet.

Want to know how to onboard a client?

Run the play on the onboarding checklist.

Want to know how to run a good session?

Run the play.

Whether you use a Google Doc, a video, or some other format, don’t over complicate it.

Done is better than perfect.

The second mistake they make is they create the system, but then never lead/coach their people on the system.

So, you create the system.

Let’s say an onboarding checklist.

Have your team run through the process next time you need to onboard a client.

Have them follow it to a tee, exactly as it’s outlined.

That is a “systems test.”

Tweak it, adjust it, update it.

Now, monitor to make sure they follow it every time.

Now, the work just begins.

We typically stop there and assume they’re going to keep following it.

Things get busy, and they are no longer referencing the system, they miss a couple of steps.

You need to catch that, drive home the importance of following the system.

When they follow it, catch it, praise them, recognize it.

It’s relentless.

You constantly need to audit your systems and keep a strong leadership presence, praising when they follow it and using it to set clear expectations when they don’t.

I don’t think this is something you can just “set and forget.”

Go back to the sports analogy.

You have the play-sheet.

It tells the player exactly what to do on that particular play.

But they still practice every day, right?

They run the plays.

They practice.

Roleplay your systems, test your systems, practice your systems, and be the leader.

Hope this helps.

1% Better.

Doug Spurling

6 Keys To Delegating More, Building Your Team, & Having More Freedom

If you want to grow to be bigger than a one man or one woman show you’re going to have to learn how to develop a team.

Too many entrepreneurs just hire trainers and expect them to be rock stars, do everything you want them to do, and exceed every expectation.

Finding, keeping, and developing a team can be a business owners biggest headache if you don't go about it the right way. 

Here are six keys to building and developing your team.

1. It’s not their baby

This took me a long time to learn, and it’s still a frustration I find myself in sometimes.

As much as we want to grow our team, develop them, and have them work hard when they are representing us, it is not their business, it is not their baby, so they will never care about it as much as you do…and that’s okay.

But you have to get past that mental block.

2. Have a really clear vision

How big do you want your business to be?

Who are you going to serve?

What’s your purpose?

It all starts with this, as you need to have a really clear goal of how many team members you’re going to have to hire, otherwise you’ll just catch yourself hiring more and more, and just building a bloated business, and you’re piece of the pie becomes smaller and smaller.

Get really clear on what you want to build.

3. Hire character, train skill

I always say that I can train you on anything that needs to be done in our business, but I can't train you to be nice.

It may seem smart to hire the guy or gal with 20 years experience and all the certifications in the world, but that can potentially mean 20 years of bad habits you have to change. 

You have your way, your system of doing something. It's much easier to teach a nice person specific skills and protocols, then it is to teach a person that has a bunch of irrelevant skills to be nice. 

Hire based on character, hire based on your core values, and then train the skill. 

4. Clear Expectations & Systems

We have one way of doing things in our business. It's our system. 

From day one, and every day after that it's important as the leader to set really clear expectations and have a system for everything you want to be done. Quite often I hear frustrations from business owners that their employees aren't up to snuff, and I ask them about their systems. 

Crickets. 

If the standard isn't set, if the expectations aren't clear, if they don't know what right looks like, how can you get mad at them?

Extreme Ownership. 

Set clear expectations by having systems for everything in your business. 

How are people greeted?

How is the phone answered?

What happens when someone inquires?

What does the client/customer journey look like?

What happens when someone leaves your business?

What do the service standards look like?

These and more are all things that should be clearly documented for all to see. 

We have ours stored on a cloud that everyone can access at any time from anywhere. 

You create them, get their feedback, tweak, and then hold them accountable to it. 

If you want the business to run without you, to run smoothly and consistently, every single thing in your business needs to have a system. 

5. Hold Them Accountable & Train Relentlessly. 

So you've brought on the right people and you set clear expectations through systems. 

Great, you're just getting started. 

The hardest part is the daily, yes daily, training of your team. 

Just like the famous Ziglar motivation quote, staff training is like bathing, it's required daily. 

Every day is an opportunity for a learning experience or a moment for positive reinforcement. 

We set up our formal training and accountability through daily meetings.

Bad meetings suck.

They're boring time wasters, and people hate them.

A good meeting can be a game changer.

Get good at holding valuable and engaging meetings.

Read the book Death By Meeting and everything else by Patrick Lencioni. 

Our meeting flow looks like this:

Daily Huddle: Each morning a preview of the day and what people are working on.

Weekly Leadership Meeting: The Leadership Team and I meet every week to kick the the week off. We preview the week and talk about any big issues/projects going on.  

Weekly Individual Meeting: Each week every employee meets with their supervisor to discuss their specific role, responsibilities, tasks they're working on, and how they're developing. 

Weekly Team Meeting: Each week we meet as a team to dive deep into one particular topic. 

Weekly Marketing & Membership Meeting: This is specific to what we’re planning for marketing, membership role playing, and other issues and training under the umbrella.

Quarterly War Room: Each quarter we recap the previous quarter and set 2-3 big rocks we're going to accomplish for the coming quarter. This is blocked off as a half day each quarter.

Annual Vision Meeting: Each year we map out the coming year, set goals, and everything above (quarterly, weekly, and daily meetings) is a breakdown of the goals we set at this meeting. 

It was not like that in the beginning, so don’t just try to copy and paste these.

Start with one.

Start with a daily huddle or a weekly team meeting.

Get good at that and build from there.

It may seem like a lot but these meetings alone will change your business. 

It allows you to build team rapport, hold them accountable, and keep communication clear. 

6. Build Autonomy and Lead From The Back

This is where the magic is made but you can't do this until you have the first four keys down pat. 

Once you've found the right people, set clear expectations, have concrete systems, and have a cadence of accountability, it's time to let them do what they do best. 

Your job as a leader is to make them better people. 

I don't lead from the back with a whip like you see in those cheesy leadership photos, I lead from the back by challenging and inspiring my team to be 1% better every single day. 

I push them to get better at their craft, to develop as better spouses, friends, and just better people in general. 

Involve them in decisions, get to know them outside of work, let their personalities shine, and treat them the way you want to be treated, not as a dollar sign. 

It’s amazing what happens when you actually treat them as people, listen to them, and care about them.

I meet with each member of the team quarterly for a “personal development meeting” where we grab lunch and talk about how they’re doing, how life is going, and what they have for personal goals.

I’ll do everything I can to help them get closer to those goals, everything I can without putting the business at risk.

If you're in the service based business your team is your biggest asset. 

Your clients will stay not because of the service you give them, but because of the people behind that service. 

Running a business is hard, trust me, I know, but you can't do it alone. Follow these five keys as you look to develop your team. 

1% Better.

Dedicated to Your Success,

Doug Spurling