TABLE OF CONTENTS
1 : Pink Spoons and Ice Cream
Ever scratch your head about how this thing called a ‘business’
works? If you’ve ever bought ice cream, you can understand what it
takes to grow your biz.
2: Desire Lines
Get out of the rut of (stubbornly) selling (only) what you’re
selling. Shift into the mindset of selling what your clients most
want, by looking for their desire lines.
3: The Multiple Streams Funnel
Are you making money, but only dribs and drabs and with no rhyme or
reason? Organize things so clients – and money – flow to you
like water through a funnel.
4: What Is the Fastest Path to Money?
What one thing aren’t you doing, that’s blocking the flow of
money to your door? Read this chapter only if you’re ready to act.
5: Get Permission to Keep in Touch
Long-term relationships with your most valuable clients are forged
over time. Make certain your business is set up to keep in touch.
6: A Confused Mind Always Says No
Are you scaring away clients by overwhelming them? Focus on one
thing at a time and watch your results skyrocket.
7: It’s Not What You Say, It’s How You Say It
How do you build a relationship with folks online, without it
consuming tons of time?
8: Nagging Your Way to Success
Are you a little shy of marketing, especially through repeat emails
or calls? It’s called ‘being a loving nag’ and we know you
have what it takes – especially if you’re a parent, or have ever
been a child.
and Recap - Money
You’ve been reading this book because you’re looking for
something. Let’s pause for a moment here and check to see if you’ve
9: Mad Science
Do you know your numbers? Sales, expenses, the hours you work? How
about how much you’d like to earn this year? If you said ‘no,’
you’re not alone, but not for long…
10: The Money Game
As your plans and energy towards your business ebb and flow as they
naturally will, part of the beauty of the Money Game is that you’ll
be able to adjust.
11: Gravy Pans
Got tons to do, and not enough time? Just like how gravy gets made
as a byproduct of roasting a chicken – you’re getting
more done than you think.
12: No Great Thing Is Accomplished Alone
Together we know everything and everyone, and can do everything
we’re meant to do through collaboration. So learn to give first,
and you will receive.
13: Picking the Ripe Apples
Are you too smart for your own good? Stop making things complicated
for yourself. It all starts with picking the ripe apples.
14: Excuse Me, Will You Be My Google?
Want an easy business-building strategy for a change? Like Disc
Jockeys of another era, your clients are looking to you to be their
15: The Lone Ranger Syndrome
Is your brain about to burst from all the little details? The right
help at the right price will clear your head and rekindle the
pleasure of being in business.
16: Salad Bowls
Too tired all the time for this to be sustainable? When whisking a
salad dressing, a good bowl makes all the difference
to your wrist. Who (and what) are you leaning on?
17: The Clay is Never Dry
Can’t seem to get started? Trapped in procrastination? Focus on
completion, not perfection.
18: Seeking the Minimum Level
Would you use a power tool to put in a tack? Time and energy are
your precious resources. Use them wisely by seeking the minimal
and Recap - Meaning
Before you move on to the ‘Beyond’ section of the book, let’s
stop for a moment to refresh what’s gone before.
19: Pulling a Costanza
When you’re stuck, stop. Turn yourself around and try doing
20: Where Are You Coming From?
Are people ignoring you and what your business has to say? Break
through the sound barrier with examples from an enlightened Golf
21: Time for Some Hair of the Dog
Ever feel like a fraud in your biz? Or, just stuck in a rut - again?
Whatever your business is, if you’re embarrassed or shy about it,
it’s just not going to work long term. Time for some hair of the
22: How Does Your Sex Life Affect Your Business?
Want more money? Sure, mom may blush, but if you really want to earn
more, you gotta play more. After all, a full and ecstatic life is
the only real reason to be in business.
23: Riding the Tiger
Just about to make it big? But feeling stressed and unsure, maybe
even scared witless about the future? Loosen up and ride the tiger.
24: Care to ‘BOP’ Your Market in the Head?
If you’re going to be in business, be in business all the way –
be a leader in your market.
25: The Sun and the Wind
Sick of trying so hard? Are you being the sun or the wind?
26: The Paul Principle
Wondering if there’s a true-blue ‘secret’ to business success?
For better or worse, it’s all about you.
27: Re-learning How to Swim
Been doing things the same way for forever? Just like this story
about swimming, could it be time to destroy old habits and create
Final Recap - Beyond
All good things must come to an end, and that includes this book!
Before moving on, let’s do a final recap.
Speaking, What’s Next?
Resources, Tools & Invitations
Five frogs are sitting on a
Two decide to jump off the fence.
How many frogs are left on the fence?
Explanation: Deciding is not
doing. Deciding to do something, while powerful, is still only
‘Doing’ is about
Some people say it’s about
coming from the heart. We say it’s about connecting the head with
the heart. Or, something else entirely.
In much the same way as your
leg spontaneously swings out when the doctor hits just the right
spot on your knee, there’s something special about when a frog -
or a person - decides to do something…and then does it.
But if deciding alone doesn’t
do the trick, what does?
We don’t pretend to have
the complete answer to this. But this much we know for sure.
This book isn’t an
ordinary book about success. If fact, in some ways it’s the
antithesis. You won’t find lists of steps, for example, but
instead there are lots of open-ended questions for you to engage
with. (Exception: the last chapter.)
The basic premise is that
there are three important parts to making business (and life) work.
First, there are the Basic
Facts. Information. You know, the stuff that forms the bulk of many
business textbooks. What is profit? What constitutes expenses? How
does ROI, or return on investment, work?
Second, there is the ‘Who
Cares?’ part. Why do these business facts matter to you? When you’re
in the trenches networking your heart out for new customers, or
trying to set up a computer system, how does any theoretical
business concept impact you, today?
And third, there is the ‘Greater
Truth’ part. Making a livelihood
is of course one of the most common reasons for someone to become a
business owner. But our contention is that underneath that simple
‘why’ is something deeper that goes beyond the default: “Honey,
I’m working through supper again because we have to pay the bills.”
We invite you to think about
it for a moment.
In our experience, the
deeper reason or greater truth about dreaming of something more, of
going beyond what you might think possible for your business and
your life, is much more accessible in ways not laid out in most
books about business.
When working with our
clients, we often call these access points ‘side doors.’ These
are the sneaky indirect doorways that often make it easier and more
enjoyable for adult, human business owners to understand something,
begin to relate to it in a personal way, and then – almost
involuntarily – begin to live it without effort.
It’s about seeing things
differently. And relating to your business differently. It’s
definitely about plugging into more money. And, it’s about
thinking, doing and being. Not just deciding.
Like the little rubber
hammer the doctor uses to access the muscle in your knee, there are
tools, insights and stories to help you respond naturally in ways
that support your business. We call these things wisdom, and you don’t
have to have an MBA to get some.
So, think of the stuff in
the chapters that follow as a series of wise little hammers for your
Pick up reading at the
beginning, middle or end – wherever you feel called - and along
the way, begin transforming your relationship with your business and
To order your
personal copy of “Money, Meaning and Beyond: 27 Unexpected
Ways to Create What Really Matters for Business Owners” visit: