I believe it’s mostly due to the recruiters and human resources professionals who fail them because they don’t tap into or understand the skills and knowledge they possess.

Let’s face it, ask anyone to define what recruiters do, and many will say it’s their job to screen out people (not hire people, but screen them out). This is not a slam against all recruiters because I was one for many years. I know how it is when you’re dealing with an anxious hiring manager who has asked you for specific skills and types, giving you little wiggle room for error. But the job of a recruiter is not to match resumes and keywords to jobs. It’s about assessing the talent and skills candidates, real people, have and determining how they best match the opportunity available. And sorry to say, but a lot of recruiters focus on keyword searches and worry about finding someone who matches a job description exactly, and don’t have a clue how to take previous experience and relate it to job opportunities. That is one of the main reasons veterans remain unemployed.

I was watching a CNN segment where it was stated that some companies are making a commitment to hire more veterans. But I have to wonder if it’s just lip service. A few years ago, I interviewed a very talented veteran who was an ace in technical communications. He interviewed well, was very well disciplined, and had such a thirst for learning that he continued to teach himself additional skills to make him more marketable as a civilian. As I sat with my liaison (a recruitment manager) at the client company and explained why I thought this guy was perfect, he was quickly shot down. Why? Because his background, though impressive, did not match the job description verbatim! She refused to pass him along to the hiring manager.

Of course, I was not supposed to have direct contact with the hiring manager, so at first I didn’t over-step my boundaries. But the more I thought about it, the more I felt it wasn’t right and I had to do what I could to at least give this guy a fighting chance. So against policy, I reached out to the hiring manager myself and presented my case. He was floored. He said he was one of the best candidates he’d seen in a long time and more importantly, he was moldable because he not only had technical aptitude, he was open to learning. He was looking for someone with skills, but also someone who could learn as they were transitioning the technology at the company. Much to the chagrin of the recruitment manager, the interview was set up. This candidate ended up going through two rounds of interviews before an offer was made. I’d love to say he was hired, but he wasn’t. You see, my client waited so long, he accepted another job.

But it speaks to my point about recruiters. We are the filter for our hiring managers, I get that. But you must be able to assess talent. Too many recruiters are getting jobs and are failing miserably by letting so much potential slip right through their fingers because they don’t know how to relate skills and talent to openings without the help of keywords. Hiring managers get angry because they feel HR is useless and don’t understand their needs, so they outsource to third party recruitment firms, who are no better or worse than in house staff. Then the grumbles start in the executive suite because they’re not understanding why HR is so inept. Not fair, huh? Well there is a solution. Train your recruiters to look beyond a job description and dig deep into getting to understand your candidates!

Veterans didn’t just go into the military to shoot people and exercise every day. Military personnel learn valuable technical skills, discipline, responsibility, leadership, decision making, and adaptability. Since when is that not considered good enough? People change careers every day. Sometimes that change is into fields they’ve never been in before. Yet they get a chance. Why can’t veterans get the same fair consideration? Some will argue the learning curve or ramp up time, but I say bull. Nobody is more adaptable than military personnel, especially those who see combat.

So I urge companies to really step back and rethink their veteran strategies. When you strip away the uniforms and medals, you have productive human beings who still need to support their families AND who have real skills.

Happy Memorial Day to all the men and women who make it possible for me to sleep and live in peace by having my back. I will do my part to have your back and change the perceptions in the job market to make it easier for you to find work. Thank You for all you do.

Til Next Time,

Adrienne Graham
Vets are people too!

Check out my new book  No, You Can’t Pick My Brain. Or if you can’t wait, get it on Amazon Kindle or Barnes & Noble Nook.

Do you like this article and want to reprint or share? You can, as long as you include this in its entirety:

Adrienne Graham is the Founder & CEO of Empower Me! Corporation (www.empowerme.org). She is a strategist that helps people grow their career, business or network in any economy. She is the voice behind Views from the Top Radio Show, and the creative visionary behind Empower Me! Institute and Empower Me! Magazine. Her writing and shows focus on Career Management, Networking Strategies, Entrepreneurial Success and Small Business Management. You can also find her causing a ruckus on Forbes.com.

Relax, this isn’t a gripe about not getting paid (although I will touch on that).

As I continue to write my books, blogs and articles, teach courses, consult, speak and host my shows, it is my intention to get those of you who are silently suffering to snap out of it and start placing more emphasis on your value and your options. It kills me to hear so many small business owners lament about not wanting to lose the customers they have or not being able to find customers that can afford them because they’ve set their prices too high. It doesn’t have to be this way. Whether you are into your business six months or twenty six years, you deserve to earn what you are worth.

Sometimes getting in the mindset to expect to get paid is blocked by other people’s perception of what really is valuable. The Internet and DIY movement, coupled with the economy, has buyers skeptical. I mean really, you can find a video on YouTube to show you how to fix your plumbing. And if you are technically inclined to do so, it’s perfectly fine to fix your own plumbing. But if you have no business on the other end of a wrench, you shouldn’t be doing it yourself. Free, readily available information has people opting out of spending and wanting just the facts so they can do it themselves. Well life doesn’t always work that way. Food doesn’t cook itself, things don’t fix themselves and companies don’t grow without some outside help.

When one starts a business, the automatic assumption is that they should give away as much for free as they can to build credibility and make people like your company. But the problem with that very faulty logic is if you are giving it all away for free, how will you pay your bills? Get a side gig or part time job? No. You are in business to make money and a profit. It begins with changing your mindset. If people always expect to get something from you for free, they are less inclined to make a purchase. And why should they? All they have to do is ask you the right questions and get you to spill it all so they can take notes. Then they run off, implement what you’ve told them, and they make money. But you’re still broke and struggling. Is that fair to you? After all, you have to eat too. It’s OK to give away general samples of your work, products or services. But set a cap to it. Make sure you can give them just enough to see that you understand their problem and can solve it, without them being able to run off and do it themselves.

We train people how to work with us and what to expect. From the initial encounter with a potential client, you should not be giving free consultations. I know a lot of people are going to give me flack for saying that. But in a customer’s mind, it’s a free session to get some advice. But from your perspective, it has to be an assessment or evaluation session. This is the time you determine what the hurt is, decide if you can and want to work with this person, and if you are the one to fix the problem. That’s the purpose of the first meeting. Don’t worry, you’re not alone if you feel that you are the only person who gives away so much information in the first meeting that they walk away without ever buying from you. You’re not! You just have to get better at your strategy.

Stop telling everyone you offer free consultations. I don’t offer them, but I used to. That is until I realized it was a brain picking session. I loved to talk to people. Give them the benefit of my wisdom. Do you know how many people I’ve helped start a business and how many more I’ve helped save their business from disaster? Enough to where I should be a multi-millionaire if I had charged them for my time, resources and knowledge. I know my friends and family are going to get upset with me, but if they’re reading this, the shop is closed. I wish you all well and will pray for your success. But you can no longer expect me to just give you a blueprint. This is how I eat and I can not allow you to take away time that should be going to paying clients. Offer an evaluation session instead of a consult.

So let’s talk about your pricing strategy. As you know, I’m teaching a class next week on pricing strategies and  hope you join me. It’s going to be very eye opening and intense. The main takeaway I want people to leave with is that you should not be setting your prices just so you can attract clients who are willing to pay that amount. It’s not good enough to say you’re charging a price so that your clients can afford you. You don’t want to be known as that company that’s cheap. Not unless your business objective is to be the cheapest alternative. It’s not your job to make sure they can afford you. It’s your job to get in front of clients who know they can afford you and have the money and inclination to spend it. The biggest problem with small business owners is they want to be all things to everyone. You can’t be, even within your niche.  You must figure out who your ideal client is and if that ideal client is able and willing to pay for what you offer. If they aren’t then they aren’t your client. Period.

Years ago, I ran into the trap of wanting to service all women. But all women aren’t my demographic. All small businesses aren’t my demographic. I am very clear that my ideal client directly determines how I set my pricing. I don’t run a non-profit or a charity, and I’m pretty clear about my operating costs and what kind of profit I’d like to make. My ideal client is a business that’s looking to go to and beyond that million dollar mark and knows that he or she must spend money and invest time to cure their deficiencies to grow. They don’t haggle or guilt people into lowering their prices. They understand their own worth, therefore understanding the value I bring to their company, their bottom line and their future growth. Do you know your ideal client?

If you are a service business chances are you will run into some people who really can DIY. But the DIY crowd isn’t your target (unless you are in the business of teaching the DIY set to do it themselves). Steer clear of people who insist on doing it themselves. They will most likely never become a paying client. Stay away from people who say they cannot afford you. It’s fine to keep the lines of communication open because one day they may be able to afford you. But you can’t do anything for them now. Don’t be guilted by other people’s sob stories into lowering or waving your fees. The gas company, electric company and your landlord aren’t trying to hear it and neither should you. Once you figure out your target market, and you understand your real operating costs, you will be able to set your pricing.

In the mean time, if you need a little help in getting people to respect your value without sounding like a broken record, check out our new t shirt line. And if you need a good wake up call about how to set your pricing so that you’re profitable, make sure you check out Pricing Strategies for Your Small Business on May 30th at noon EST. No selling, just real talk and real strategies on how to set your pricing so you’re not going broke. And if you can’t make it, no worries. The self-study course will be available soon.

Til next time,

Adrienne Graham
This is what I do for a living…respect it

Check out my new book  No, You Can’t Pick My Brain. Or if you can’t wait, get it on Amazon Kindle or Barnes & Noble Nook.

Do you like this article and want to reprint or share? You can, as long as you include this in its entirety:

Adrienne Graham is the Founder & CEO of Empower Me! Corporation (www.empowerme.org). She is a strategist that helps people grow their career, business or network in any economy. She is the voice behind Views from the Top Radio Show, and the creative visionary behind Empower Me! Institute and Empower Me! Magazine. Her writing and shows focus on Career Management, Networking Strategies, Entrepreneurial Success and Small Business Management. You can also find her causing a ruckus on Forbes.com.

Now this is not and will not be a political post (anyone coming in here complaining about Obama will be deleted). But change is the only constant that’s the norm. It has to be. Some people feel change is impossible and that there is no such thing as change. In fact, I’ve heard people say the idea of change is but a dream. I’m here to tell you it is not.

I’ve made it no secret that I’m a product of the projects of New York City. Before you start imagining me hurdling winos or dodging gangs, that’s not how I grew up. I had both parents in my household working full time jobs, so I didn’t come from a broken family. Nobody in my family had a teen pregnancy, ended up in jail or on drugs. In fact many of my classmates came from the same kind of upbringing as I did. Some of them got out, but a few stayed behind. That troubles me.

As a child I was oblivious to the fact that I lived in the projects. I watched shows like Dynasty, Dallas, Knots Landing, and other places where the rich lived. While my parents were working class (my mom in a bank and my dad worked for the city), and were of the mindset of “go to school, get a job and retire”, I was completely different. I didn’t want a job. I didn’t want to remain in the projects, and I certainly didn’t want to remain in New York. I was a dreamer (some would call it snob..LOL). I always knew there was so much more for me. I never wanted to play it safe. I wanted to follow the leads of the Alexis Colbys, JR Ewings, and all of the other power brokers I watched on TV. Shoot, at one time I even wanted to be one of Charlie’s Angels but that’s a whole other story! The point is, I understood there was a whole world of opportunities out there for me if I was willing to change and take risks.

OK, this is where I go into rant mode.

So many people complain about the way things are, but they don’t want to fight for a seat at the table. And asking them to go for the head seat of the table makes them paralyzed with fear. It’s safer to complain about shit than it is to get out and do something about it. So many people complain about their jobs not being satisfying or their business not improving, but they’re too afraid to change anything. I’ve always been that person who didn’t always play it safe. And thought it wasn’t always easy, I can say I don’t have any regrets.

Sometimes that fear of change comes from the crap others put in our heads. That guidance counselor who says you’re not smart enough to go to college, that recruiter who tells you that you’re not skilled enough for the job, that well-meaning friend who (for your own sake) talks you out of that business idea because they think it won’t work. We can’t let this kind of infectious nonsense hold us back. I’ll admit, there was a time or three when someone said something to me that knocked me flat out. I was scared as hell to start a business. So many well-meaning friends and family members kept telling me to get a real job and how business is too competitive. In the beginning those little voices nagged at me. But I overcame it. I had to learn to trust in God and in myself, and not be content with normal. I’m not normal, my life isn’t normal and I accept that. Your life, your future is yours to own and yours to plan.

Change is an inevitable part of life, and in fact, the only thing that is guaranteed. But you have to embrace it. You have to know when it’s time to aim higher, shoot further and move faster to make new opportunities work for you. Don’t fall into analysis paralysis. Take a chance, take the risk, and do something different that will better your life, your business, your career. Don’t let other people’s hangups or fears feed into your fears. Never be afraid to try. Never be afraid of rejection. Everything isn’t for everyone, but someone will get you. Just keep taking those steps to make things happen. If you spend your life immersed in fear and complacency, you can’t complain that you don’t enjoy your life. You have the power to make things happen. Think beyond money and focus on the resources you have, whether they are talents, human resources or access. You can make a change. You can succeed. But let go of the fear. You’ll find change is good.

Til next time,

Adrienne Graham
I go BIG so I don’t go HOMELESS 

Check out my new book  No, You Can’t Pick My Brain. Or if you can’t wait, get it on Amazon Kindle or Barnes & Noble Nook.

Do you like this article and want to reprint or share? You can, as long as you include this in its entirety:

Adrienne Graham is the Founder & CEO of Empower Me! Corporation (www.empowerme.org). She is a strategist that helps people grow their career, business or network in any economy. She is the voice behind Views from the Top Radio Show, and the creative visionary behind Empower Me! Institute and Empower Me! Magazine. Her writing and shows focus on Career Management, Networking Strategies, Entrepreneurial Success and Small Business Management. You can also find her causing a ruckus on Forbes.com.

Yet, there is still a very real air of frustration out there. There are business owners who are fed up because they are restricted from posting their marketing and pitches in online groups, or they’re not closing any sales when they go to events. They feel like networking is a complete waste of their time because nobody seems to want to buy from them.

Well that’s the problem right there.

You cannot interchange networking and closing clients. The two are not the same. Only through real networking…relationship building…can you determine if people are in your target market and build enough trust and authority for them to want to buy from you.

Here are five reasons why networking is not working for your business, and probably never will (unless you change your habits):

• You continue to stay in networking groups out of a sense of loyalty. When you’re starting out in business, it can be tempting to gravitate towards other people just like you.  It’s nice to have a core group of people who understand your pains and journey. And you end up spending so much time with them, you feel a sense of obligation because they were there for you through your ups and downs. Well stop that. I’m not saying cut people off or forget where you come from. But what I am saying is as you grow, your environment has to change. If you’re stuck where you are with no signs of growth or future prospects, why are you allowing yourself to remain around other people who cannot navigate you through that? If they’re also stuck, chances are they don’t have a clue on how to get you from this level to the next. Sticking with them won’t help you or them. As you grow (or should I say outgrow), continuously seek out people more successful and smarter than you are. The objective of networking isn’t just to get new sales or clients, it’s to grow. Take a look at your circle and make note of people who remain stuck. Then politely pull away from them. Remember the old adage put your own oxygen mask on first before helping others with theirs.

• You don’t allow yourself to get in a room full of people who are smarter and more successful than you. Some people want to be the smartest person. That way they think people will always come to them for the answers and deem them the expert. The problem with this, besides it being an ego trip that leads nowhere, is that eventually you find yourself in need of help, but because you’ve built this strong facade, you can’t let anyone know you need help. After all, you’re the person people go to for help. If you need help, what does that say about your credibility? See where I’m going with this? Successful people are always looking to learn more and that means finding the people who can teach or guide you. Education never stops and is not limited to having a degree or a title (even if that title is CEO). Seek out people who are where you want to be, then be around them. Do less talking and more listening so you can take advantage of the lessons as they are shared. If you’re content with being the most successful in your group, I’d examine the reasons behind that. Don’t let your ego keep you from succeeding and growing.

• You’re not willing to invest the money it takes to do serious power networking. I’ve said it before and I’ll say it again. To fully get what you need, you have to invest. Think about it. You always see successful people attending black tie affairs, political events, and conferences that cost money. That’s how they are able to make the real deals with people who can deliver and make it happen. I’m not saying you can never make a deal at a free event. But depending on how big you want to grow your company, you have to put aside a budget to network with power players. Do you really think someone like Bill Gates, Barbara Corcoran, Oprah Winfrey or Warren Buffet would come to a coffee house mixer or a First Friday event? Those events are for people just like you, not people you want to do big deals with. And that’s the last place you want to concentrate all of your networking energy. Successful people pay to be where successful people are, if they want to be more successful. You have to pay to play. Look at the long-term goals of your business and where you want your company and brand to be in your industry. Then determine how much you’re willing to allocate and invest towards networking each quarter.

• You’re afraid to come out of your comfort zone. It can be very scary to leave what you know.  The people in your current circle most likely cheer you on and give you words of encouragement. They would never disagree or tell you something sucks when it does. And that’s detrimental to your growth. That should scare the shit out of you. Every now and then you need people who are bold enough to tell you your baby is ugly. Constructive criticism is a crucial part of networking and once you get hooked on the praise that your group gives you, it’s hard to hear the truth when it hurts. To avoid having their feelings hurt, many people surround themselves with a network of yes people who will love everything they do and never challenge it. It’s easy to get caught up in this head trip. People are so politically correct these days because they’re afraid to hurt feelings, and it’s sickening. Political correctness is not helping you grow your business. It’s creating a false sense of security. You’ve got to allow yourself to hear the truth even if it hurts. Putting yourself into the mix with new people who have no stake in your outcome allows you to grow because people will tell you honestly about your business. Do you really want to grow your business? Or do you want to just be around people who are always going to love everything you do? Think about it.

• You spend way too much time marketing on social media sites and jockeying for position so you can get clients. Yes, everyone would love to get clients from their interactions on Facebook, Twitter, etc. But far too many people confuse networking with marketing and selling. Networking on social media isn’t posting your ad or telling people to like your page or connect with you on another social media tool. It’s about getting to know people that you otherwise wouldn’t have gotten the chance to meet were it not for social media. Social media are merely the tools, the conduit to introductions. Not a means to blast or push message your way into people’s lives. There are millions of people out there who listen to so-called social media experts who tell them “get on Facebook, your customers are there”. But they never give them the right techniques on how to connect with them or determine if they’re even there. First impression is everything, and if the first thing I see from you is an advertisement, I’m immediately tuned out. Learn how to use social media as the tool it is to get involved with communities (or build your own), and let people get to know and trust you. Also pay attention to the conversations before jumping in. You learn a lot by listening.

While some networking can be about sales and marketing to get new clients, a majority of it is supposed to be about building relationships with the right people. Allow yourself to be in networks that allow you to give and receive. As a rule, you should be giving as much as you are getting. If you aren’t getting anything from your network, it’s time to move on. Don’t feel guilty about it. Just look at it as a way to improve your circle and grow your business.

Do you recognize yourself in any of these habits? Share your comments below. Also check out Fearless Networking Without Asking Permission.

Til next time.

Adrienne Graham
Surrounding myself with greatness so I can become great. 

Check out my new book  No, You Can’t Pick My Brain. Or if you can’t wait, get it on Amazon Kindle or Barnes & Noble Nook.

Do you like this article and want to reprint or share? You can, as long as you include this in its entirety:

Adrienne Graham is the Founder & CEO of Empower Me! Corporation (www.empowerme.org). She is a strategist that helps people grow their career, business or network in any economy. She is the voice behind Views from the Top Radio Show, and the creative visionary behind Empower Me! Institute and Empower Me! Magazine. Her writing and shows focus on Career Management, Networking Strategies, Entrepreneurial Success and Small Business Management. You can also find her causing a ruckus on Forbes.com.

I also believe that He does not want us to be deliberately poor. This isn’t going to be a sermon, but it might come close.

Some people are against the teachings of prosperity and financial abundance in the church. I respectfully disagree. I agree that money isn’t the focal point and shouldn’t be used to rule or lead the heart and soul. But God didn’t intend for us to always live in lack. I just refuse to believe that. Prosperity scriptures tell us that we can live wealthy, prosperous and live in abundance as long as we live by His word. It’s not enough to believe this, but you have to have faith and trust in Him, as well as use the tools, or as Steve Harvey recently said, the gifts, he’s given you to carry out what you’re called to do, so you can live in abundance.

MATTHEW 6:31-33 Therefore take no thought, saying, What shall we eat? or, What shall we drink: or, wherewithal shall we be clothed? (For after all these things do the Gentiles seek:) for your heavenly Father knoweth that ye have need of all these things. But seek ye first the kingdom of God, and his righteousness; and all these things shall be added unto you.

So then why is it so hard for us to apply these principles to our own businesses?

I’ve seen countless small business owners paralyzed by the market, fearful of the economy and stymied by the perception they think clients will have of them if they raise their prices to what they deserve. I’ve heard excuses from well the market is tight so no one is paying that to if I raise my prices I’ll lose customers to I just don’t know how much to charge. People are leaving money on the table out of fear. We can’t have that.

If you were raised old school, you probably had someone tell you that money isn’t everything or that it’s the root of all evil. I disagree. The lack of money is evil. And before someone comes in and says Jesus was poor, also remember Jesus didn’t need money. If you went to your landlord or mortgage holder and told them you don’t need money and you can’t pay, you’ll be put out on the street. If you walked into WalMart to get groceries and went to the cashier and told her you didn’t need money so you would just be taking these few items, security would haul your butt off so fast. We all need money to survive. We just should make it our master.

Businesses, even non-profits and churches, have to make money in order to survive. The lights have to stay on, the water needs to flow and vendors need to be paid. And you, as an expert (designer, creator, maker, or whatever you want to consider yourself) need to produce revenue. There’s no two ways about it. If you want to survive and thrive, your business has to turn a profit. It’s not enough to break even. You have to turn a profit.

Now I want the work at home moms and small at home businesses to really hear me. It may be tempting to say as long as my bills are paid and I have a little money in the bank, I can get by. But that is self-defeating talk that will keep you living below your worth. If you’re content with getting by, then you need to go back and get a 9-5 (or 8-4 or 7-3 or whatever shift you’d work).  You’re in business to make a difference, but also to make money. If you’re looking to build a legacy to hand down to your kids, it’s vitally important that you ensure the business is profitable. I don’t know about you, but I’m building a future empire here, and I work hard to do it. I’m worth every penny I charge, and in some cases, more. I’m a capitalist in every sense of the word. A business has to be profitable to thrive.

Don’t be afraid to set your prices based on your (or your products’) worth. If you don’t know what your worth is, take a moment and calculate all of the time, money and energy you’ve put into learning your craft. Think about all the hours you give and what they’re worth. Set a financial goal, a targeted annual revenue, then figure out what you need to do to hit that target. Then commit to doing what it takes and pricing your services and products that will allow you to get the best prices without having to kill yourself to make the numbers. Running a business isn’t about working 90 hours a week to break even. It’s about perfecting your services and products, and delivering excellence that people aren’t afraid to pay for.

It’s OK to give away some stuff for free, and to offer discounts. But it should be at your discretion, not someone else’s direction. And remember, free don’t produce fees™. Don’t let outside factors influence how you set your prices. Don’t compete with other businesses on price alone. You should be focusing on value. And if a potential client complains about your prices, then guess what? They weren’t meant to be your client in the first place. Set your prices with profitability in mind, not just getting by.

If you don’t have the stomach just yet to set or raise your prices, perhaps you should attend my upcoming course: Profit Isn’t A Dirty Word- Creating Pricing Strategies for Your Business on May 1, 2012 at 12PM EST. Attend this livecast event and walk away with a better understanding of and the confidence to set your prices to make PROFITS.

Who’s ready to make money?

Til next time,

Adrienne Graham
I’m worth every dollar! 

Check out my new book Get Recruited: Secrets from a Top Recruiter on Using Unconventional Tactics to Get Noticed in an Inconvenient Economy in paperback or on Kindle! While you’re at it, order your paperback copy of No, You Can’t Pick My Brain. Or if you can’t wait, get it on Amazon Kindle. 

Do you like this article and want to reprint or share? You can, as long as you include this in its entirety:

Adrienne Graham is the Founder & CEO of Empower Me! Corporation (www.empowerme.org). She is a strategist that helps people grow their career, business or network in any economy. She is the voice behind Views from the Top Radio Show, and the creative visionary behind Empower Me! Institute and Empower Me! Magazine. Her writing and shows focus on Career Management, Networking Strategies, Entrepreneurial Success and Small Business Management. You can also find her causing a ruckus on Forbes.com.

Dr. Huxtable: Do you like steak?
Vanessa’s Fiance: Yeah, I love steak.
Dr. Huxtable: A Porterhouse.  Juicy… nicely marbled.
Vanessa’s Fiance: Absolutely.
Dr. Huxtable: You like mushrooms?
Vanessa’s Fiance: Oh yes.
Dr. Huxtable: You’ve got mushrooms… and onions too.  How about a baked potato?
Vanessa’s Fiance: Yes sir.
Dr. Huxtable: With sour cream?  Lot’s of fixings.  Can you taste it son?
Vanessa’s Fiance: Yes sir.
Dr. Huxtable: Now let’s say I come out of the kitchen with your perfectly cooked steak, and all the trimmings on a garbage can lid.  Not so appetizing is it now?  Son, that’s how you were brought into this house.  On a garbage can lid.

Thank you Heathcliff Huxtable! Watch the video from about the 2:17 mark.

People (and no, I don’t have statistics or quotes on who these people are) often say it’s in the presentation. You’re supposed to have the best marketing material, the best website, and the best sales pitch to make people jump out of their chairs to get their credit card to buy from you. Well, that’s what the Internet Marketers would have you think. Many focus more on push marketing over quality. It’s usually about getting traffic and building lists at any cost. And sadly, their disciples put their all into building the biggest and flashiest websites, squeeze pages and even teleseminars. They are taught that if everything is just right (pretty and compelling), you’ll be able to convert visitors into buyers.

But I beg to differ. There should be a caveat to that statement because the most important thing they leave out, perhaps purposely, is make sure you have something worth buying! How many times have you purchased a product only to see it was not new and improved information that will help you, but rather a rehash of the old material you purchased with maybe a few new worksheets and some prettier graphics? How many times have you purchased something based on a kick-ass commercial or eye catching ad, only to be disappointed with what you got? How many times, as a student of Internet Marketers have you heard them say “it’s OK to repurpose content“? You can repurpose content, but be honest about what people are getting. I can think of one such Internet Marketing guru who tells people to repurpose but I have a sneaking suspicion that she’s not very clear about how or why. In fact one of her own new and improved products was an almost exact duplicate of her previous product except upgraded to include more information about social media. That wouldn’t have been a problem if it were not billed as a more powerful program and cost more money. For the price she charged for it, people were a little pissed off.

But let’s not limit this to just Internet Marketers. Business of all kinds should be mindful of having a professional, authentic brand image. If you come at me with a flashy, well thought out (and delivered) presentation, and your business, product or service is garbage, then we have a problem. False Advertising and Bait & Switch comes to mind. You cannot in good conscience offer products and services knowing that your absolute best wasn’t put into it. I’d much rather see a crappy presentation for a crappy product because at least then I’ll know at that moment that I don’t want to purchase from you. If you wrap up crap in pretty bows and try to pass it off as diamonds, when people unwrap those bows and discover that they’ve been taken, the backlash will be swift and painful. Social media allows people to spread bad news virally in minutes and that’s not how you want your business to be reported.

I give slight leeway to startups, although there’s no excuse for not putting your best foot forward. You still have a chance to clean up your act. I’m taking aim at existing businesses with crappy or unproven (I like the word unstable but tomato, tomahto) services or products who feel the need to use smoke and mirrors along with some slick talk and fancy packaging to woo customers. Nothing irritates me more than to be overly impressed on the surface, then utterly disappointed when I get to the meat of the matter. Make no mistake, you may get customers to buy from you initially, but once people bust you for the fraud that you are, as I said above, the backlash will be swift.

As a business owner, sure, I make mistakes. Not everything I do is perfect, Lord knows. But I do my best to ensure my brand represents me, my values, my mission and my expertise. I work very hard to make sure I’m giving clients over and above what they need. I try my best to present exactly who I and the business are, and what we can do for potential clients. In all my years in business, I’ve never had anyone say that I’ve sold them a bill of goods. I test everything before I release it. Sometimes that means bringing people in for free to beta test, not earning any revenue. But it’s a necessary step I’m willing to take to ensure quality. Take the time to learn what your customers really need, not just give them what you want to. It’s not about YOU.

If you’re going to be a successful entrepreneur, don’t half-step. Go all out, as much as you can within your budget, to make sure your customers are not just satisfied, but that they’ll also run to recommend you to friends and associates. Be protective of your reputation and make sure you put everything through tight scrutiny before releasing any product or service. Don’t let lack of resources or knowledge serve as an excuse to put out inferior products and services. Fancy packaging, ads and websites are not substitutes, they are enhancements. You owe it to yourself and your customers to provide excellence and expect nothing less from your team. And if your customers don’t hold you accountable, you should be re-examining your business! When people are indifferent, that’s almost as bad as them being negative. While presentation is important, substance is crucial.

Til next time,

Adrienne Graham
It’s not always all in the presentation…there’s gotta be substance!

Check out my new book Get Recruited: Secrets from a Top Recruiter on Using Unconventional Tactics to Get Noticed in an Inconvenient Economy in paperback or on Kindle! While you’re at it, order your paperback copy of No, You Can’t Pick My Brain. Or if you can’t wait, get it on Amazon Kindle. 

Do you like this article and want to reprint or share? You can, as long as you include this in its entirety:

Adrienne Graham is the Founder & CEO of Empower Me! Corporation (www.empowerme.org). She is a strategist that helps people grow their career, business or network in any economy. She is the voice behind Views from the Top Radio Show, and the creative visionary behind Empower Me! Institute and Empower Me! Magazine. Her writing and shows focus on Career Management, Networking Strategies, Entrepreneurial Success and Small Business Management. You can also find her causing a ruckus on Forbes.com.

OK, I’m not comparing myself to Bethenny. I don’t have a multi-million dollar liquor deal. But she admitted that when Housewives came along, she was stressing over how she’d pay her rent. She had been on Martha Stewart Apprentice (came in second). But while she was a recognized figure, she was a broke person, just like I was. And that’s where we have strong similarities.

Much like her, I spent the better part of the new millennium figuring out what my business should be and trying different variations of it in hopes of success. Where I differed from her, is that I actually ran two business. My recruiting business paid the bills, while Empower Me was struggling. Hell who am I kidding, it was on life support. You already know the story about me starting it as an email list group for Black Women entrepreneurs back in 1998 after I had gotten out of the hospital after a two month stay. I was at a crossroads because I couldn’t physically work, but I knew I had to keep busy. I came up with Empower Me (under a different name at the time) and kind of coasted along. I listened to other people’s suggestions. I tried every tip and trick I could get my hands on. No matter how excited people professed to be, the revenue was next to zilch. I won’t bore you with the story. You can read that in my bio.

So what does all of this have to do with being a broke brand?

Hang on to your hats because I’m about to break it down real and very raw. Here are 6 things you’re doing to create a broke brand.

You’re going crazy on the freebies and giveaways; they don’t always lead to real conversions. As I worked on growing my business, I fell victim to the thinking that free content will drive conversions. I spent a lot of time dispensing advice through my radio show, newsletter, blogs and on social media. I even gave away more free consulting services than I probably should have (some of the recipients didn’t respect my time enough to take it serious). Sure, by giving stuff and services away, you gain a lot of exposure. But while people are “loving” you and the brand, they’re not opening up their wallets.  All of that free information may win you loyal fans. But very few open their wallets to actually buy anything or attend any paid events if they can get what they need, even minimally from freebies. I made the mistake of letting people pick my brain until it was numb. Don’t make the same mistake. Set aside a few freebies each year, but stand firm on charging for your services.

You don’t work hard enough to close sales for the major services. Now here is where the Internet Marketers come in and say something like well you didn’t follow the process for closing sales. Oh, but you probably did. Only, the audience you’ve acquired didn’t have the budgets to spend. In other words, freebies attracted a lot of window shoppers, freeloaders and low hanging fruit. They’ll buy the cheaper priced products like books and some pay for the lower cost services or special sales/offers. But not everyone will come out of pocket. In your frustration, you’ve probably resigned yourself to the fact that your audience were people who couldn’t afford you or were too cheap to become clients. So you don’t look outside that perimeter. You’re so consumed with being the expert and being liked, that you didn’t pay attention to the fact that you wasn’t targeting the right people with whom you can close deals and who want your services. Get out there and find the right people who actually need what you have, and they will spend the money.

You’ve grown a large social media following, but they’re not interested in buying from you. Social media has become the enemy, so to speak. Have you ever seen those gurus (and I use the term lightly) who tell you that as you grow your following you grow your revenue? Well that’s bullshit. I’ve been saying for the longest that it’s quality over quantity. I know this because I lived it. I’ve learned to scale back on the number of people I’ll follow back and I scrutinize each connection request more than I used to. Make social media about engagement, not advertising. Be an active participant and not just a message pusher, that way you build a community that will support you. Social media is meant to be used to engage and build relationships so people get to know and trust you. Don’t abuse that trust but don’t let them take advantage of you either. And be mindful of how much free advice you give out on social media because trust me, they’ll come out the woodworks if they think you’re the freebie person. But you won’t get many sales. It’s an added bonus to be popular, but your social media strategy should include a conversion strategy. It can’t always be about making nice. Be nice with a purpose….and a return.

You don’t have a clear strategy for acquiring new clients because you don’t have a clear idea of what you want your business to be. Literally I woke up one morning with this huge epiphany. It dawned on me that it wasn’t that I had to encounter cheap tire kickers. I had not yet put myself directly into the middle of my real target market. In order to find your real target market, you have to define what it is you want the company to stand for, and the kind of people you want to work with. Once you make that shift, your energy will change and you’ll start attracting the right people. It’s not an overnight process, and you’ll have to do some tweaking to your marketing message. But the change in thinking and raising the bar will put you on the right path. Don’t feel that you are obligated to service just any one. Not everyone is your client, and that’s OK. Find the ones who are because trust me, they are NOT in your immediate circle (read: your social networks).

You hang around people just like you. Now on the surface, that may seem ideal. It’s good to have support systems with people who understand what you’re going through. But it’s detrimental to your business. When you hang around people who do what you do, you don’t find clients. When you hang around people in the same situation, status or struggles as you, you don’t advance. Stop and look at some of the groups you frequent. How many stories of struggles and frustration are shared? How many of them are complaining about not being able to afford certain investments in their own businesses? Run immediately to the nearest exit. Now I’ll get some naysayers who will tell me I’m wrong on this, and how we all need to stick together. No the hell we don’t! Why keep yourself in an unproductive environment? It is unproductive because if you’re all high-fiving each other for mediocrity, you can’t really get the honest feedback you need to make improvements. I’d rather someone be raw and real and tell my my shit ain’t cool than to have someone blow smoke up my ass and tell me it’s the best thing since sliced bread. Position yourself to hang around achievers and people who will keep it real even when it hurts.

You don’t really tap into your network…until it’s too late. You’re so busy connecting on Linked In, attending events and padding your network that you forget to build relationships with them. They say pride goes before the fall, and I fell hard. I was drowning but wasn’t screaming out for the life raft. I learned a tough lesson. I have a sneaking suspicion that you do the same thing. Whenever someone asks you if you need something or tells you to let them know what they can do for you, take that serious. When you cultivate those relationships, more opportunities will come your way. Don’t let pride keep you from asking for help when you need it. Don’t abuse your network, but don’t let it dry up either. Networking is give and take. Balance out the give and the take and I promise you that when you need help, it’ll be available for you.

So how much longer are you going to stay a broke brand? These are just words on a screen right now, but I’ve said all of this and more in speeches. The point was driven home. You’re in business to make money. There are operating costs you must meet in addition to your living expenses. If you’re giving it all away, you’re not getting revenue in return. And without revenue you might as well shut the doors on your business. Sure you may be a popular brand. But popular don’t pay the bills. Be willing to invest in yourself and your business but especially be ready to demand others respect the value your bring and pay for that.

Til next time,

Adrienne Graham
You gotta give to get

Check out my new book Get Recruited: Secrets from a Top Recruiter on Using Unconventional Tactics to Get Noticed in an Inconvenient Economy in paperback or on Kindle! While you’re at it, order your paperback copy of No, You Can’t Pick My Brain. Or if you can’t wait, get it on Amazon Kindle. 

Do you like this article and want to reprint or share? You can, as long as you include this in its entirety:

Adrienne Graham is the Founder & CEO of Empower Me! Corporation (www.empowerme.org). She is a strategist that helps people grow their career, business or network in any economy. She is the voice behind Views from the Top Radio Show, and the creative visionary behind Empower Me! Institute and Empower Me! Magazine. Her writing and shows focus on Career Management, Networking Strategies, Entrepreneurial Success and Small Business Management. You can also find her causing a ruckus on Forbes.com.

Can you give me advice on how to spruce up my resume?

Can you introduce me to one of your connections?

Can you tell me how to start my business?

Can you let me take you to lunch so I can pick your brain about an idea?

OK, this is not another bitchfest about people picking my brain. Although if you haven’t already gotten my book, shame on you! But it is a reminder about networking, common courtesy and not burning what could be very valuable bridges. What goes around comes around, and the bridges you burn today could cost you bigger blessings.

While many people have applauded me for writing the initial Pick My Brain article on Forbes, it has confused others. They can’t understand how I can write a book, speak and teach courses on networking and extol the virtues of networking, while standing by my position of not letting people continuously pick my brain for free. You see, networking, real networking, is at the core of my theory of brain picking. The unfortunate part is some people still don’t understand what true networking really is. It would seem that by writing that article, I’ve launched an attack on people who want to network. But really, I haven’t. I’ve attacked people who want to always take but never give. And in a real networking relationship there is always give and take. Some people have no problem with the take, but when it comes to the give, they fall short.

How many times have you gotten a call or an email from someone, perhaps someone you barely know or haven’t heard from in a while asking for help? You get that call or an email asking for some advice or if they could just ask you a few questions. Sometimes they’ll preface it with “we haven’t spoken in a while, I hope all is well” to make it look like they give a damn about anything other than what they want. But we all know it’s a half-hearted pleasantry. They don’t really care, they just want to make sure you think they do so you’ll answer their questions. Upon looking at or hearing the questions, you immediately determine whether it’s a consult in the making or an innocent, legitimate search for help.

I’ve said over and over again that we train people how to deal with us. And if we keep giving away our all, the same people will continue to come back to the well repeatedly. They make it hard for people who legitimately want to network, especially when they don’t know the etiquette rules. So let me break it down one more time for the hard of hearing or just plain hard-headed. Asking and taking without giving back or at least offering to give back is not networking. It is a selfish, greedy act.

When you ask, always give something back in return. Whether an introduction, an in-kind service, an offer to barter or even paying it forward to someone else, you have to bring something to the table. It may be tempting to default to the I don’t think there’s anything I have that you want excuse. Everyone has something of value. It’s selfish of you to not think broader to give back. Whether they ask or not, just make sure you give something back.

Ask the other person what you can do for them or what they need. You’d be surprised at how many conversations end at just asking for a favor or making an empty platitude like if there’s anything I can ever do for you. Cut the bullshit, because you know you don’t really mean it. Your objective is to get what you came for.  But it doesn’t have to be like that. Don’t wait for them to ask you for a payback. Just find out what they need then give it to them.

 Make yourself accessible for favors. Stop being that person that always says whatever you need, then disappearing when they come to you for a favor. And even if you can’t give them what they’re asking, at least respond to them to let them know. I don’t ask people for many favors, so when I do, people know I really must need them. Nothing irks me more than total silence when I ask for a favor…especially if I’ve done favors for a person in the past. Go a step further and refer them to someone who really can deliver if you can’t.

Encourage others in your network to give back and help. When you have people in your network in need, make introductions amongst them. You keep the circle and the flow of information going. That way you won’t feel obligated to have to help each and every person. By opening up your network within, you allow others the opportunity to step up and offer their assistance when there is a need.

Say Thank You, and mean it. You’d be surprised at how simple yet hard this is for some people to remember. Whenever someone helps me or does a favor for me, no matter how big or small, I say thank you. People like to be acknowledged and know that you appreciate their help. Those two words go a long way and sometimes are better than actually returning a favor. I’ve had many people as guests on my radio show and never even gotten a thank you after. But you live and learn. They’ll never be making a return on my show. Saying thank you is a common courtesy. Get back in the habit of saying it.

So make sure you think beyond just your needs when asking for a favor. Networking is all about reciprocity and paying it forward. When you keep going to the well, eventually people get tired of you and are not so open to helping. Treasure each connection you make and honor them by giving back.

Til next time,

Adrienne Graham
You gotta give to get

Check out my new book Get Recruited: Secrets from a Top Recruiter on Using Unconventional Tactics to Get Noticed in an Inconvenient Economy in paperback or on Kindle! While you’re at it, order your paperback copy of No, You Can’t Pick My Brain. Or if you can’t wait, get it on Amazon Kindle. 

Do you like this article and want to reprint or share? You can, as long as you include this in its entirety:

Adrienne Graham is the Founder & CEO of Empower Me! Corporation (www.empowerme.org). She is a strategist that helps people grow their career, business or network in any economy. She is the voice behind Views from the Top Radio Show, and the creative visionary behind Empower Me! Institute and Empower Me! Magazine. Her writing and shows focus on Career Management, Networking Strategies, Entrepreneurial Success and Small Business Management. You can also find her causing a ruckus on Forbes.com.

Everyone and their momma is a coach of some sort or has some system, program, webinar, multi-part series or even book they’re pushing. And on the surface, they all look the same…marketing focused. But if your business/product/service is garbage, all the marketing in the world won’t fix it. Where’s the focus on business foundations like revenue models, operations strategies, staffing forecasting, etc? Nope, you don’t see much talk about that. It’s always about boosting traffic, getting more people to like you on Facebook, social media strategies, list building, working less to make more, automate your systems. It seems they’ve come from that same pool of successful online marketing gurus. I can always tell when someone was once a student of one of these people.

Don’t get me wrong. They are great at what they do, otherwise people wouldn’t be throwing money at them. But I think people are throwing that money at them because they want to emulate them and hope to recreate their success. But the sad fact is YOU CAN’T. You see, many of these programs are designed to teach you Internet Marketing success, not Business Building success. I’ve studied several programs (second hand of course) and in the end they’re all the same, with maybe a different flair that the presenter is bringing. But that works for their business. Lifestyle businesses seem to work well with these programs and I’m not mad at them. If they can find success, more power to them. But when you strip away the hoopla, you still have a business to run. Who’s helping you with that?

But, here’s where it gets sticky and I’ll probably get some heat for this. You know me, I have no problem telling folks to click the “X” and hit the bricks if they don’t like what I have to say. For people like me, that stuff just isn’t designed to be for me. Note I said for ME. For what I’m trying to accomplish, all that stuff is just wasteful noise to me. I’m trying to be in the ranks of Sara Blakely, Oprah Winfrey, Barbara Corcoran, Madame CJ Walker, Kathy Ireland, Tyra Banks, Bethenny Frankel, Magic Johnson, Earl Graves, Sr., William Pickard, Shawn (Jay-Z) Carter, Tyler Perry, Russell Simmons and damn me for saying it, even Donald Trump. These people built businesses and brands. They employ people, they’ve built diversified enterprises…and none of them ever used an out the box, $97/month coaching program to do it. Love them or hate them, they learned their businesses the old fashioned way…by rolling up their sleeves, networking and laying the foundation. And I respect that about each of them.

OK granted, some of them had an advantage. Trump had a rich father. Kathy and Tyra were super models and had that money to launch their businesses. Magic was in the NBA. But all things equal, they still learned their respective businesses and continue to grow, learn and expand. And again, they didn’t do that with a program. If they invested any money, it was in a real education and real mentors that they compensated in some way. They don’t work in their businesses, they work on them. And you don’t see them always on some sunny island with margaritas in their hands, do you? No, they work their asses off so they can enjoy the fruits of their labor. How many of you can just jet off to an island somewhere on a whim? Yeah, me neither…YET.

It’s absolutely OK to buy or attend these programs if they will serve as a springboard for you to do greater things with your business. But if you’re looking for a quick fix, you will fail. The sad reality is many people are looking for the easy way out. They don’t want to work harder, and why should they when you have people like Tim Ferriss telling them they can get rich only working 4 hours per week? Don’t get me wrong, I have the book and I enjoyed it. But it’s not MY reality. My reality is closer to the people above (except I’ve never been a model and don’t have a wicked jumpshot). But I know what I want, who I want to serve and what I want to accomplish. I’m a life long learner and not ashamed of it. The moment I think I know it all, I will fail. It’s not about the millions and billions (OK maybe just a little bit), but building a lasting legacy and knowing I’ve helped people with my skills, knowledge and products and not bullshitted them into thinking they could have some false sense of security. It’s about growing a business where it has a little bit of everything that’s needed by my core demographic.

So while you’re busy listening to MP3 teleclasses, reading transcripts, getting frustrated on webinars that devolve into sales pitches, attending retreats that seem to be more about upselling and rah, rah feel good platitudes waiting on that first million to roll in, I will be working on real solutions for people with real problems. I’ll be networking and growing my inner circle with powerful people who can help guide me along the way by their example and past accomplishments. I’ll be learning new things and pushing myself past the boundaries that others have set. Again, this is my opinion on my future and business. I’m not knocking anyone. As Russell Simmons said Do you!

I don’t want to follow everyone else’s lead. I’m not like everyone else. I don’t want quick solutions, programs out a box, or automated systems to be at the core of my business growth. I want to roll up my sleeves and dive in and build a successful empire from scratch, learning and stretching myself as I go. I want to solve problems and fulfill needs. I can’t do that by using other people’s methods. I want to be able to observe and learn from the very successful people I mentioned above. I don’t want to copy, but I will continue watching and studying and taking plenty of notes. You may have cringed at some of the names I mentioned above, but that’s OK. They’ve all been very successful. It doesn’t matter how they got their break. What matters is what they did with that break and how they continue to push the boundaries. That’s what keeps them on top, and that’s where I want to be. The people at the top aren’t criticizing or bashing what others are doing. They’re busy doing the damn thing. Marinate on that for a moment.

I don’t want people blowing smoke up my ass. I want people who are going to push me harder and force me to think bigger and hold me accountable so I can succeed. I want challenges, not 300 sunny beach days per year on some island. I want to grow an enterprise. I want to never stop learning. I want to build a legacy. I want to employ people with whom I can grow, teach and learn from. I want to make a difference. And that can’t come out some box, book, blog or webinar. That comes from inside me.

My challenge to you: Think about what you’re going to do to build a real, sustainable business. Then do the work to make it happen. If you want to stay purposely small, that’s OK. But if you want to get on the big boys/girls level, you’ve got work to do, and lots of it.

Watch me work. Because that’s what will put me on “the list”. Which list? Time will tell.

Til next time,

Adrienne Graham
Ever evolving, ever learning Entrepreneur! 

Check out my new book Get Recruited: Secrets from a Top Recruiter on Using Unconventional Tactics to Get Noticed in an Inconvenient Economy in paperback or on Kindle! While you’re at it, order your paperback copy of No, You Can’t Pick My Brain. Or if you can’t wait, get it on Amazon Kindle. 

Do you like this article and want to reprint or share? You can, as long as you include this in its entirety:

Adrienne Graham is the Founder & CEO of Empower Me! Corporation (www.empowerme.org). She is a strategist that helps people grow their career, business or network in any economy. She is the voice behind Views from the Top Radio Show, and the creative visionary behind Empower Me! Institute and Empower Me! Magazine. Her writing and shows focus on Career Management, Networking Strategies, Entrepreneurial Success and Small Business Management. You can also find her causing a ruckus on Forbes.com.

Birthdays often make people reflective, and I’m no different. I don’t get overly fussy about bucket lists and things I haven’t accomplished to date any more. I know what I have and haven’t completed and I’m OK with it because I know that everything is in its time. What is meant to happen will and has, and I know what I need to do going forward to keep it moving. I try to never look back.

Entrepreneurship is a passionate topic for me. I’m all for people creating their own legacies and destinies through entrepreneurship. The other day I read various articles ranging from topics such as “the new entrepreneur”, “weeding out wannabe entrepreneurs”, and even an article from the controversial Penelope Strunk about the word entrepreneur losing it’s true meaning. A few weeks back on Twitter, I got into it with a (corporate) CEO who took to the stream degrading anyone who added ‘preneur’ to the end of what they do. The makeshift title under fire was a “dadpreneur”. This CEO said that most entrepreneurs were not really CEOs and therefore incapable of running a real business. And he commented that he was a real CEO because he got paid for his work. I was offended and immediately went into attack mode. You see, I believe everyone has a right to try entrepreneurship to see if it works for them. Who gives a damn what label you put on it? Whether you’re a CEO for a company you’ve built or one that you step into the role, you’re still charged with growing and building a sustainable company. Only, some of us will end up paid more in the long run…and I’m not taking about the corporate CEOs either. You, my friend, are subject to replacement at the whim of a board. When you run your own shit, sure there are risks. But you call the shots.

But then I thought about it a little deeper as I calmed myself down. Could there be just an ounce of truth in what he said? Is that why I was so offended when I otherwise don’t usually care what people say?

Let’s be real for a moment, not everyone can or wants to be an entrepreneur let alone a CEO with responsibility of that magnitude. Some people just want to start a little something on the side and be done with it. But I’m a firm believer that to be an entrepreneur in every sense of the word, you must be all in. I don’t believe in the side hustle or working full time while running a business. When you split your time, you split your focus and limit your profit making capability. If you’re working for someone else, you’re helping to grow their business and make them money. Your side thing can’t flourish the way it’s supposed to. All of your creative energy and the time you should be spending developing leads, gaining customers and perfecting your product or service are put on hold while you fulfill your jobly duties. That’s not fair to you or your business.

It is my opinion that while it’s possible to start a business while you’re working, the chances of it growing to scale and becoming a thriving enterprise decrease the longer you stay employed with someone else. Most people would try to reason that they need to work a job so that they can earn money and have benefits to keep them going until their business can turn a profit. Stop for a moment and re-read that last sentence. Does it make sense to you? If it does, congratulations, you’re not an entrepreneur and you certainly don’t have the mindset to be one. What you focus on is what will flourish. That time and energy you re-channel into your own business will produce the revenue and the customers so that you can make enough to support yourself and sustain the business…and buy your own benefits to boot.

There are many magazines and trendy experts that will tell you a side hustle or side gig is great. And it is, if you’re only looking to make a few extra hundred dollars a month. But if you’re looking to be a serious business owner and a player in your field, you must put all your focus on growing and cultivating your business. You can’t do that working for someone else. Sure, there are a handful of stories where a person got lucky and created something that was an instant hit and sold for millions. But let’s be real. Those stories are the exception, not the rule. People who have grown their businesses put in 150% of their time, money, energy and efforts to be successful. And remember, those cubicle to riches stories usually focus on some tech company and entrepreneurship encompasses far more than just the tech space. And to add, I guarantee that before that quirky little tech company sold, those founders were living on Ramen Noodles to get by.

If you’re considering jumping into entrepreneurship I only have three pieces of advice you must follow. First, be all in and focused. Set yourself up so that you are able to sustain yourself for at least a year to 18 months without a paycheck. That way you can have your bills covered while you grow the business. Second, put a solid team in place (advisory, staff..even if it’s just one other person, or partners) so that you don’t spread yourself too thin and you have a well balanced group of performers who bring different strengths to build one hell of a company. And third, educate yourself as much as possible. Don’t be afraid to go to classes, read books, seek out a mentor or get a business coach who has real business experience to help guide you.

Remember, you’re either all in, or all out. The choice is yours. Entrepreneurship isn’t for the faint of heart. You can’t bullshit your way through it blindly hoping for success. It’s real work for a real purpose. If you do it, do it right.

Til next time,

Adrienne Graham
I stay faithfully All In

Check out my new book Get Recruited: Secrets from a Top Recruiter on Using Unconventional Tactics to Get Noticed in an Inconvenient Economy in paperback or on Kindle! While you’re at it, order your paperback copy of No, You Can’t Pick My Brain. Or if you can’t wait, get it on Amazon Kindle. 

Do you like this article and want to reprint or share? You can, as long as you include this in its entirety:

Adrienne Graham is the Founder & CEO of Empower Me! Corporation (www.empowerme.org). She is a strategist that helps people grow their career, business or network in any economy. She is the voice behind Views from the Top Radio Show, and the creative visionary behind Empower Me! Institute and Empower Me! Magazine. Her writing and shows focus on Career Management, Networking Strategies, Entrepreneurial Success and Small Business Management. You can also find her causing a ruckus on Forbes.com.