This (erroneous) definition ignores the fact that many quiet, introverted people are also "active," "friendly" and "supportive," just in a different way.

In this interview with Barbara Saunders, a "formerly shy introvert," we discuss:

1. What is the correct definition of an introvert?
2. What are common misconceptions people make about introverts and why?
3. How can you tell if you or someone you love is an introvert?
4. How can we design our training, meetings and events to be introvert-friendly, and maximize their contribution in a way that respects their style

Find Barbara at http://www.barbararuthsaunders.com or on Twitter @bsaunders

Some books we discussed on the call:

Gifts Differing by Isabel Briggs Meyers http://www.amazon.com/Gifts-Differing-Understanding-Personality-Type/dp/089106074X

Party of One: The Loners' Manifesto by Anneli Rufus http://www.amazon.com/Party-One-The-Loners-Manifesto/dp/1569245134

Quiet: The Power of Introverts in a World That Can't Stop Talking by Susan Cain http://www.amazon.com/Quiet-Power-Introverts-World-Talking/dp/0307352145

Susan Cain's TED Talk: http://www.youtube.com/watch?v=c0KYU2j0TM4

http://www.amazon.com/Gifts-Differing-Understanding-Personality-Type/dp/089106074X

Neither extreme is true.

In this podcast conversation with brand expert Liz Dennery-Sanders, we discuss what branding is and isn't, what is critical to know about branding at any stage of business, and how you must pay attention to every part of how you do business if you want your marketing efforts to be effective.

To illustrate what we talked about in the interview, Liz shares this post:

The dirty little marketing secret no one is telling you

By Liz Dennery Sanders

Why is it that some entrepreneurs have clients lining up outside their door and a waiting list a mile long, while others are struggling to pay the rent?

Why is it that most entrepreneurs are busy, busy, busy with their marketing tasks, but only a handful are truly effective?

There’s a dirty little secret in the marketing world that no one’s telling you.

Until now.

Think about it. You’ve put up a website, jumped on every social media platform that’s come along, signed up for all the “important” conferences and even invested in a cool new logo and business cards.

But your phone is gathering dust and other than a gazillion unwanted solicitations, your inbox has seen better days. You’ve been doing everything you think you’re “supposed” to be doing to market your business, but you’re still not attracting your ideal clients.

Well, here’s the Truth with a capital T:

If you don’t have a strong brand, your marketing will never work.

In order for a marketing strategy to be successful, you’ve got to have a solid brand foundation.

This means:

• You are clear about who you are, what you offer and why you do it
• You intimately understand your target market and position yourself as the solution to their problems
• You know your superpowers and you use them daily
• You communicate your value with ease
• You lead with your heart and your passion, which enables others to make an emotional connection with you

In other words, we need to see and FEEL your awesome in order to connect with you in a meaningful way.

Let me tell you about my client, Margaret.

A self-proclaimed business coach, Margaret came to me because she was unclear as to why she wasn’t attracting clients, even though she was “doing everything right” from a marketing stand point.

To her, doing everything right meant putting up a website, getting on every social media platform possible, attending networking events and conferences and working 60+ hours a week.

Watching her made me dizzy.

Margaret was making the mistake that so many women entrepreneurs are making today: she put the marketing cart before the brand horse.

When we drilled down to WHY Margaret became a business coach in the first place, I found out that, because of her own experiences, she has very strong desire to help other women become successful, especially women over 40 who are either just starting a business or are completely reinventing themselves.

Margaret struggled with a slew of nasty bosses in her 20’s and 30’s, went back to school to get her coaching certification in her early 40’s, and now at 46, has claimed her independence and wants to help others do the same.

Bingo.

When I shared with Margaret that this was one of the keys to becoming more successful – positioning herself to work with a specific group of people – she was initially fearful and concerned.

“But I don’t want to exclude anyone from working with me,” she said, “I’m afraid I won’t have enough clients.”

My response: “Well, how’s that working for you so far?”

Margaret thought that by being available to anyone and everyone, she would certainly attract more clients. Instead, it was actually repelling them.

A confused mind never buys. On the other hand, a crystal clear, passionate message, directed at the right people, makes an emotional connection that leads to a relationship. And a relationship is the first step toward building brand evangelists.

When someone would ask Margaret what she did for a living, she used to say something like, “I’m a Business Coach,” or “I help entrepreneurs thrive in their business.” Her website and marketing materials had more of the same: Non-committal and often confusing content that was trying to be all things to all people. Not exactly a client magnet.

Now Margaret’s response is something like this: I help women over 40 either start a business or completely reinvent themselves – sometime it’s both! As a Business Coach, Entrepreneurial Evangelist and someone who has gained my own independence from the corporate world, I will help you find the passion AND the profit in your business and help you grow.

The next time you find yourself whiplashed by the latest and greatest bright, shiny marketing tools, first make sure you are clear about your brand and confident about the value you provide. This is a necessary step to make sure your marketing will be effective.

---

Liz Dennery Sanders is a brand and creative strategist, personal development coach and the founder of SheBrand.com, a global online business dedicated to helping women entrepreneurs build their confidence, their brands and their bank accounts. Previously, Liz garnered millions of dollars in press value for brands such as Escada, Hale Bob, Anastasia, Blue Cult and Elyse Walker, and connected them directly with A-list celebrities such as Angelina Jolie, Halle Berry, Sharon Stone, Kelly Rutherford, Gwyneth Paltrow, Jennifer Garner, Cindy Crawford and Marcia Cross. A member of the Vogue 100, a hand-selected group of 100 influential decision makers and opinion leaders across the country, Liz is known for her distinctive taste in style, design and culture.

Liz is offering a brand new class to help you unlock your brand superpowers. It starts Monday, June 18 - Details here: http://theawesomebrand.com/

If there were a reality show for  Nicest Person on the Internet, Bob Burg would be in the finals, graciously Tweeting and writing  his way into the hearts of millions.

Professional speaker and author of bestselling books Referral Engine, The Go-Giver, Go-Givers Sell More and his newest book, It's Not About You, Bob has built his career around teaching people that the very best way to be an effective and successful businessperson is to constantly and consistently focus on adding value to peoples' lives.

To say his perspective is a breath of fresh air is an understatement!

In this 50 minute interview, Bob and I discuss what are the underpinnings of a successful referral business, as well as specific strategies for attracting clients.

You can find Bob and all his books at http://www.burg.com/

In my 20-minute interview with Becky McCray, we discuss:

• Common misconceptions people have about small, local businesses
• What large corporations can learn about branding from small business
• The formula for instant social media success :) (I am only sort of kidding - the way that Becky explained it made so much sense!)

I am extremely passionate about this topic, and will engage more of my own local business community in the coming year to learn how to make my own business more effective and more enduring. When we connect all size businesses, we ALL win.

You can find the book at all fine retailers, and at http://www.smalltownrules.com

Becky is @beckymccray on Twitter and is at http://www.beckymccray.com

Barry is @barrymoltz on Twitter and is at http://barrymoltz.com

His book Taking People With You: The Only Way to Make Big Things Happen  breaks down the critical things you need to keep in mind to build a great business culture with happy employees, customers and shareholders. In our interview we discuss:

• How to choose the right people to grow your business
• How to develop and communicate a healthy work environment
• How to maintain a strong culture as you grow your business

In perhaps my favorite part of the interview, I asked David what he thinks about corporate employees (even in his own organization) who are doing a side hustle in addition to their day job. His answer may surprise you.

All proceeds from David's book are going to the World Food Program to help in the fight against hunger.

Martha is a Harvard-trained sociologist and bestselling author. She is Oprah's life coach in residence, and writes a monthly column for O Magazine.

In this interview, I talk with Martha about her brand new book Finding Your Way in a Wild New World. Building on the research she started at Harvard many years ago, she explains how an encounter with an angry rhinoceros in Africa triggered an entirely new direction in her life, and led to this book. Rather than thinking your way to your right work, why not track your right life? We discuss:

• How to find a path in life that will make you happy
• Why the most "fancy" (wealthy, successful) people in the world are often unhappy
• What elders from around the world agree on about creating happiness and magic in your life

Find Martha at http://www.marthabeck.com

Before you quit your day job, Nick Morgan, Harvard-trained communication expert, founder of Public Words and author of Trust Me and Give Your Speech Change the World has some hard-won advice on both creating quality speeches and making it in the hyper-competitive world of professional speaking.

In this conversation, we discuss:

• The two conversations you have to manage in every presentation
• The real source of natural and powerful body language (otherwise known as "no, you don't have to flail your arms on cue.")
• The inside scoop on what it takes to succeed as a public speaker. Easy money in exotic locations is unfortunately not part of the reality. :)

Find Nick at http://www.publicwords.com or http://www.twitter.com/DrNickMorgan

After years of putting together teams of highly creative people, Todd learned that there were some secrets and patterns that helped them be happy, healthy and productive. He formed a consultancy to help organizations be more effective and started The Accidental Creative Podcast in 2006 which quickly shot to the top of the business category.

He synthesizes lessons from this intensive work in his book which combines special insight into the creative mind, as well as specific tips for harnessing creative energy.

As someone who creates for a living, knowing how to structure my life for maximum output and flow is a hugely attractive.

You can find The Accidental Creative: How to be Brilliant at a Moment's Notice here, and more about it here. Connect with Todd on Twitter @toddhenry

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Book links in this post are affiliate links. Thankfully, I don't live in California anymore. :)

Someone asked "How extensive was his business plan?"

When I asked him that question, he started laughing, because the founding of what would become a multi-million dollar powerhouse in the world of music distribution involved no planning at all.

In fact, as a professional musician Derek only started the company so he could sell his own CDs.

The lessons he learned from "anti-planning" and growing a business that eventually sold for $22 million dollars are summed up in a wonderful new book from The Domino Project called Anything You Want.

I loved Derek's fierce focus on freedom and happiness, two values that resonate with deeply my own business journey.

Enjoy our 30-minute conversation, and pick up Derek's brand new book Anything You Want (which comes with 200 of his favorite songs) on Amazon here. (my affiliate link)

Find out more about Derek at http://sivers.org

Alex's presentation was about business models, and I was immediately drawn in by the clear and simple way he explained them. He was a fantastic speaker, and I was very intrigued by his book, Business Model Generation.

We rode together in the car from the conference site back to Tallinn, and he told me the story of how he had created this book with the help of over 450 co-authors including business model designers, academics and enthusiastic students of business. They chose to self-publish, and took the risk of creating a very visually rich design, not the norm for most business books.

Fast forward to 2011, and I was sitting at a table in the blogger's lounge at South by Southwest, preparing for a panel about blogs to books. One of the people on my panel was from Wiley, and he talked about a great success they had recently with a book that had originally been self-published. "It has sold over 100,000 copies already," he said. "It is called Business Model Generation."  I just about fell off my chair when I heard that, since I never would have imagined the world would be so small. I was thrilled for Alex's success.

I recently spoke with Alex while he was at the Miami airport, fresh from a 3-day consulting gig in Medellin, Colombia. He is very busy working with companies to implement the ideas in the book, as well as spearhead a larger mission to demystify business model planning, and make it accessible to the masse so we can create true innovation.

One of these ways is a very cool iPad app which lets you quickly sketch out and prototype different business models, just as if you were writing on the back of a napkin. I think it will be the hit of every entrepreneur conference!

I hope you enjoy our conversation, and begin some serious experimentation with business models.

Find Alex on Twitter @Business_Design .

To

I can't count the number of fun projects, amazing clients and life-changing opportunities this path has provided for me.

But it wasn't until yesterday, when I was reading John Warrillow's Built to Sell, that I got the profound feeling that I was a total beginner in the world of preparing businesses for sale. I had never really asked myself the question "Do I want to stay in this business for the long term, or sell it and move on to something totally different?"

If I were to try to sell it today, I learned from the book, there would not be much tangible value in my business. It is much too dependent on me personally.

John Warrillow has started and sold four companies, and now lives a semi-retired life in France with his wife and kids, writing books, drinking wine and writing columns for Inc. Magazine. Yes, it is fair if you are all jealous of him. But he really knows what he is talking about when it comes to preparing businesses to sell.

If you are hot to buy the book, John has a special promotion until April 30 -- buy one copy, send in the receipt and you will get $65 worth of goodies, including a one year subscription to Inc. Magazine, a BuyBizSell valuation report (where you can get a clear picture of the market value of your own business), as well as access to a 2-hour group conference call with John. He wil also donate $25 to Kiva.org in your name. He is really a fantastic resource - I encourage you to jump before the end of the week! See promotion details here.

Buy Built to Sell at any fine retailer, including Amazon (my affiliate link).

Enjoy the conversation!

IIf

Enjoy our 30 minute interview! I was totally inspired after the conversation, and got tons of work done.

Find Do the Work exclusively on Amazon here. It is a great book, which should be kept right on top of your desk for quick reference.

It certainly was a moment of enchantment for me, as I watched the power of connecting with a ripe market of my ideal clients.

Today, Guy's brand new book, Enchantment, hits the stores.

It is based on his decades-long experience as a venture capitalist, and deep understanding of business evangelism and customer relationships.

A couple of weeks ago, I talked with Guy about the key concepts and stories in the book. In this 30-minute interview, we talk about both the light and dark side of enchantment. When someone is skilled in the art of customer seduction, you can fall prey to unscrupulous tactics. We also talked about how being enchanting does not mean that everyone will like you. To the contrary, when you take a strong stand on doing something a particular way, you will polarize your market.

Great conversation aside, the most enchanting part of the interview for me was hearing Guy describe the scene in front of him as he was trying to talk with me. Two of his kids decided to come in his office and bring the dog. Having experienced the same scene numerous times myself, his humor and ease with parenting made me appreciate him as a father.

I really, really enjoyed the book, and think you will too. Although you can glean the highlights from the infographic below, it is worth reading in depth. Whether you sell shoes or high-end software services, learning how to create deep, real connections with your market is the skill that will set you apart in the  21st century.

Buy the book here.

So asks Margaret Roach in her powerful book trailer, and powerful new book, And I Shall Have Some Peace There: Trading the Fast Lane for My Own Dirt Road.

Margaret left her mega-powerful job as editorial director of Martha Stewart Living Omnimedia, and had been a New York Times editor.

She set out on a long journey to get to know herself -- in her farmhouse in rural New York.

Her book trailer tells the story better than I ever could with words. (YouTube link here)

Margaret's purpose in writing the book was to tell her own story, but to also encourage others to stop and make time for things they love.

"Just remember, we are finite creatures," she says.

If you never make time for things you love, time may run out. 

Her book is out this week, and is a delightful read. Buy it here

.

Warren's cake dreams turned into a baking "side hustle," which occupied all of his precious time outside of his busy law career. He slowly built his baking business to the point where he was able to quit his day job and open a bakery, Cake Love, in Washington D.C. Fast forward nine years and Cake Love has seven locations, and Warren has written two books, Cake Love: How to bake cakes from scratch, and United Cakes of America, with a third in the works.

Listen in on our 40-minute podcast where Warren discusses the hard work required to turn a passion into a business, and a start-up into a solid brand, and why entrepreneurs have to be a bit crazy if they want to succeed.

You can see more of Warren in action in the short ad that my friend Erik Proulx (of Lemonade fame) recently did for Dell Computer: (YouTube link here: http://www.youtube.com/watch?v=LPN2br5YY4g)

Patrick said that at 46 years old, he realized that it was the right time to try and see if he could replace his corporate income with his own business developing mobile device applications.

Fast forward 18 months and he has leveraged the code from the original application to create a string of new products, including MegaReader, which has had lots of press coverage, and great sales.

In this interview, Patrick talks about how he built his software app business from idea to fully thriving endeavor.

Find Patrick on Twitter @pthompson.

Note the rather uncharacteristic post title from my recent blog hack. The humor of the particular spam title and my post image was not lost on me. Call me the poster child for the need for a structured, secure data security plan:

• In 2008, the hard drive on my brand new iMac failed four months after purchase and I almost lost all my data (I was in the middle of working on my book).
• Earlier this year, my web host had a series of technical glitches and I lost all my sites for almost a week. It wasn't until it happened that I realized the backup widgets I thought were installed were not. Only by the grace of a dedicated team (@naominiles , @matthewrayscott @va4hire @pmurrah and Scott Rivers) did I get all the data back (it takes a village to restore your online business).
• In November, my web host was hit by a hacker, and my blog was infiltrated by viagra spam. The quick acting of @timgrahl and @williejackson scrubbed my site of unscrupulous code, but not before suffering embarrassment.

These experiences have made me an advocate for "scaring straight" new entrepreneurs about the need for data security protection.

Willie Jackson, Photo by Robert Bromfield

I had the good fortune to interview freelance technology consultant Willie Jackson on this topic today, and invite you to listen to our 25-minute podcast about data security. Willie is a former technology consultant for Accenture, and one of the six "accomplices" recently chosen by Seth Godin to work on The Domino Project. Willie was also featured in my side hustle and flow series earlier this year. Common data security mistakes discussed in the podcast:

1. Not having a backup service for your website/blog
2. Thinking that FTP backup of Wordpress saves all your content (hint: it does not)
3. Creating weak passwords
4. Securing only your business data and forgetting priceless personal data like family photos
5. Shopping for web hosts purely on price, not thinking about security and support

Services discusses on the podcast:

WP-db Manager

WP-db Backup

Automatic Wordpress Backup

AVG Free (for Windows)

Backupify Vault Press (extra special support, but requires "golden ticket" invitation. I am pretty sure the service is run by Willie Wonka)

Web Host Page.ly

If you are too overwhelmed to get backups set up yourself, holler at Willie:

@williejackson willie (at) williejackson (dot) com

May your backups be secure and all your data bright and clean in 2011!

He believes that many of the entrepreneur evangelists out there are selling snake oil when they encourage people to "do what you love and let the business model follow."

In our 30-minute conversation, we talk (and sometimes agree to disagree) about what every young person needs to be considering in the new world of work.

Scott is passionate for no-frills, practical nuts-and-bolts businesses which help young entrepreneurs develop the skills, experience and finances to take charge of their career. He does not think that corporate life is a viable alternative for many of our 20-somethings fresh out of college with bulging student loan debt and a poor chance of landing a job that will utilize their true talents.

I really enjoy his enthusiasm and conviction, and support his premise that Generation Y will be the driver of the entrepreneurial economy.

I will arm wrestle him about the importance of passion, but that is what makes for a healthy web of opinions. :)

I have always been an advocate of having young mentors, and Scott is too. He formed the Young Mentor Council, comprised of 80 successful, and young, entrepreneurs. They share advice through a large number of media channels including Entrepreneur.com and the Wall Street Journal.  Find out about the council at Scott's website here.

We need to have more straight talk about the reality of today's world of work, and I am very glad Scott is leading the charge for amplifying the voice of the next generation.

Bring it on!

In his newest book Black Faces in White Places: 10 Game-Changing Strategies to Achieve Success and Find Greatness, (co-authored with long-time business partner Jeffrey Robinson) author Randal Pinkett discusses some unique challenges and opportunities facing African-American professionals who operate in environments where they are clearly the minority.

Randal was the winner of Season 4 of The Apprentice, and faced what he called a classic "black faces in white places" moment when he was the first winner of color, and the only one (before or since) asked to share his title with the runner up, an Anglo woman who had fared much worse in all of the competitions.

In this interview, Randal talks about that moment, and what prepared him to confidently look Mr. Trump in the eye and refuse to give up a place he had rightfully earned. The book lays out a strong, positive, practical path to success and satisfaction for African Americans. It is also applicable to anyone who has felt like an outsider in a dominant culture.

Randal has used his own sense of identity, purpose and passion to obtain five degrees, start five successful businesses, write three books and mentor countless youth and young adults.

Find out more about Randal, Jeffrey and the people interviewed in the book at www.redefinethegame.com

I hope you enjoy the 30 minute conversation as much as I did!

The rigors of start-up life require a whole new set of communication skills to ensure that you keep your relationship strong while you build your business.

In this 30 minute interview, relationship expert and coach Lisa Merlo-Booth gives very specific suggestions for:

• Breaking the news to your spouse that you want to start a business
• Talking about money and cash flow so financial concerns don't stress your relationship
• Creating "what if" contracts with each other to prevent stressful conversations
• How to talk to a spouse who is unsupportive of your business idea
• How men and women can break unhelpful gender-based patterns of communication
• How to set firm boundaries around work hours so you are present for your family

You can find Lisa at RelationalCoaching.com.

The blog post I referenced in the conversation is Is Your Time on the Computer Impacting Your Children? Powerful Ways to Find Out and What To Do

Happy Valentine's Day!

The three main challenges she talks about in our interview are:

• Under-dreaming: thinking too small about the vision of what your business could be, and simply trying to match your salary as an employee
• Under-pricing: not valuing all your experience, and using ineffective measures like billing by the hour
• Under-billing: underestimating all the time and effort it takes to effectively deliver your products or services, or not charging the client for all the work you are doing

You can find Sherri at CorporateFugitive.com

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I hope you have enjoyed this series!  I have never done anything like this on my blog before (long-time readers are probably shocked to get six new posts in one week since I have been slacking on my writing lately!). If you enjoyed it and want to see more intensive discussions on particular topics, please let me know what you want to learn about.

Thanks for following along, and thanks to all my wonderful guest experts (links go to their interview in this series):

1. The concept of free, which she terms a "pink spoon marketing." This is creating a business on the concept of generosity (much like you get with free tastes of ice cream from pink spoons at the ice cream shop).
2. What too much free looks like in business, which can involve going to long at free and getting kickback when you start to charge for services.
3. What too little free looks like in business, i.e. too little blog content and a quick sale of products.
   
4. What is a product funnel and how do you use it to design your product offerings? The pros and cons of starting at the top or the bottom of the funnel.
5. The why and how of market comparison in pricing.
   
6. What are your values and brand in business and how does that impact the price points you choose?

But in the daily practice of being an entrepreneur, much of the confusion and angst about pricing comes from an inner feeling.

Mark Silver, co-founder of Heart of Business, has a very unique perspective on the inner game of pricing which is specifically tied to the spiritual side of business. In addition to being a long-time business coach, he is also a Sufi teacher and healer.

Listen to our 40 minute conversation here.

Mark covers a very interesting exercise which he terms "resonant pricing." My good buddy Havi Brooks wrote a wonderful post about this exercise where she gives a specific example of how she applied it to a particular program she was launching with Naomi Dunford from Ittybiz. Read her example here.

Even if you pride yourself on having an extremely well-formed left-brain muscle, I invite you experiment with some of Mark's wonderful teaching.

Mark explains resonant pricing in a detailed post called The Wackiness of Resonant Pricing which includes a PDF with instructions. I used in on a group coaching call for KickAss Mentoring the other night and we got a lot out the exercise.

Find Mark at HeartofBusiness.com.

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Up tomorrow for the pricing series: Ramit Sethi from I Will Teach You to be Rich who will share all kinds of juicy lessons for moving from totally free blog content to well-priced products and services.

Despite his solid business background and decades of experience, the thing I like best about John is that he absolutely walks his talk. He is extremely grounded, kind and generous with his knowledge.

Listen to the 30-minute interview here.

Some of my favorite parts of the conversation:

• "Price is a terrible place to compete. There will always be someone willing to go out of business faster than you."
• There can be a backlash if you price your services too low, because your customers might think there is something wrong with you if you charge below the market, or that you cannot deliver the value promised in your offer.
• "If people keep saying 'gosh, you are too expensive!' all that means is that you are not doing a good enough job educating them on why you are different."
• Measure the results of your efforts by following up with your clients to see what value you produced by working with them. This can give you fantastic data, case studies, testimonials and a strong foundation for referrals.

You can find John at www.ducttapemarketing.com.  Also, check out his new course on Social Media Marketing at www.ducttapeu.com

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Tomorrow's guest expert on pricing will be Mark Silver from Heart of Business.

New entrepreneurs, lacking expertise or perspective, often struggle alone with starting or growing their business.

It doesn't have to be this way!

In my latest podcast (listen here), seasoned business coach and long-time small business expert Karyn Greenstreet describes the power of mastermind groups, which are small groups of 6-8 people with similar values and interests who help each other set and achieve really big goals.

Karyn attributes much of her current business success to her mastermind group, which she has been meeting with for 90 minutes each month for the past eight years.

In this 30-minute interview, Karyn explains:

1. What a mastermind group is, and isn't
2. Why they are critically important for entrepreneurs
3. Who to select for your own group
4. How to get a group started
5. Where to go for more information

She has a free e-book which you can download at her site specializing in mastermind groups, www.thesuccessalliance.com

Her advice is to learn about mastermind by starting your own. I plan to do so myself to get 2010 to a great start!

1. Some of the unique challenges faced by web-based entrepreneurs
2. Tools and approaches to making the start-up process easier
3. Recommendations for those worried about colleagues stealing their great idea if they share it
4. How to define the right problem to solve with your product so people are compelled to buy it
5. How to use social media to connect with your community and promote your product
6. Which tools you can use to get things done in your business
   

1. Accessibility: Is the book understandable, easy to read, engaging?
2. Applicability: Does it apply to today's business environment?
3. Quality of Idea: Would we do this in our own business?
   

1. Why you need to unhook from the "gurus"
   
2. How your kids can push you to do your best work
3. Why it is important to think big about what you do and how you operate in the world
4. The benefits of collaboration vs. competition
   
5. Our shared passion for martial arts, and the connection with thinking big
   

1. How to build your own personal brand
2. Can you still build a strong personal brand if you are no longer a young whipper-snapper?
3. How to maintain focus on brand building in a busy life
   
4. How to start small and grow your visibility in national and global markets

1. Why you do need to practice to appear spontaneous
2. How your brain drives your body language which can make you lose credibility (or gain it) before you even open your mouth
   
3. The specific steps to build great trust and credibility with your audience
4. Why the "Tell em what you are going to tell em, tell em, tell em what you told em" presentation structure that has been the standard for years is totally wrong.  (I gulped a bit on that one, since I used to teach this)
5. How to structure the content of your presentation for maximum impact
6. Where to start if you are considering professional speaking as part of your business model or marketing strategy
   

Glad you asked Daniel!

In today's podcast, I talk with Michelle Goodman, author of the new book My So-Called Freelance Life.  It is chock-full of information for people who are considering freelancing on the side, or as a full-time pursuit. 

Michelle and I talk about all kinds of nuts and bolts questions about freelancing including:

• How in the world do you get your first client when you work full-time in a "real" job?
• Should you ever work for free to get started?
• How to you contract for work appropriately to avoid scope creep?
• Should you bother to list your services on the "bidding" sites like Elance or Guru?
• When can "competitors" be a great source of referrals for your business?

I think one of the best ways to test the waters of entrepreneurship, even if you are not ready to leave your job for a few years, is to do a freelance project.  Enjoy the conversation, and the book!

1. What is a personal board of directors
   
2. How to choose good members
3. How to make sure the relationship is mutually beneficial
4. How to get the most out of the mentoring relationship

A lot of our view of failure in popular American culture is romanticized.  The fact is, while you are failing, it feels really awful and does not become the enlightened lesson that you share until you have ten years perspective between you and the excruciating experience.

Author and speaker Barry Moltz addresses this topic in his most recent book called Bounce:  Failure, Resiliency, and Confidence to Achieve Your Next Great Success.

He shares a lot of great insight into things like:

• How to view failure not as a deep lesson from above, but as an integral part of starting a business
• How to not stay stuck in emotional wallowing right after blowing it big
• How to make sure you are connected with why you are trying new things that sometimes lead to failure
• How to bounce quickly from failures so that you maintain a positive forward momentum and are able to accomplish your goals

In the podcast, I referenced the tremendous new e-book by my friend Jonathan Fields called The Firefly Manifesto.  This gives some great insight and tools for those folks who may have just been laid off, or who are working in unstable industries (which would be just about everyone these days!).

Owning up to my liberal arts major and rebellious roots, I didn't think I needed a "real" plan.  And, for the most part, I did fine for a decade, securing lots of clients and making a good living.

But honestly, I think that I was just not thinking about business planning the right way.  I imagined reams of paper, onerous spreadsheets and carefully crafted mission statements.  Yuck.

Now, Tim Berry, founder of Palo Alto Software and prolific blogger about all things startup, has come out with a new book called the Plan as You Go Business Plan.  Even though his company makes business planning software, Tim felt a bit frustrated by the perceived hurdle new entrepreneurs attributed to business plans.  When I asked him why most people didn't write them, he said:

"What people normally give me, Pam, is “Yes, I’m going to tomorrow,” or “next month,” or “six months from now.”  And then there’s the variant on that: “Yes, I really agree it’s stupid that we don’t have a plan in this business and so-and-so has been promising to write it for years.”  So they the pass the buck.  It’s funny because the drag, what we’re fighting is they have in their mind this huge marathon-like PhD thesis-like thing. I don’t blame them sometimes for thinking, “No, I’m too busy.  I don’t have time for that. I’ve got to run my business.” 

Instead of this perspective, Tim encourages you to think of business planning as a fun and critical part of your entrepreneurial journey.  He says:

“Planning isn’t about writing some ponderous homework assignment or dull business memo; it’s about envisioning the business that you want to create.  It should be fascinating to you.  What do people want, how are you going to get it to them, how are you different and what do you do better than anyone else?”

1. Search Engine Optimization (SEO)
2. Creating compelling content

1. Defining a goal for your blog
2. Securing an effective domain name
3. Choosing a blogging platform
4. Choosing a blog host
5. Measuring the success of your blog
6. Design basics

1. The Law of Value
   Your true worth is determined by how much more you give in value than you take in payment
   
2. The Law of Compensation
   Your income is determined by how many people you serve and how well you serve them
   
3. The Law of Influence
   Your influence is determined by how abundantly you place other people's interests first
   
4. The Law of Authenticity
   The most valuable gift you have to offer is yourself
   
5. The Law of Receptivity
   The key to effective giving is to stay open to receiving
   

1. Create a successful blog
2. Define and own a particular niche
3. Develop a huge mailing list of devoted followers
4. Team up with great partners like Darren Rowse and Michael Port
5. Write a successful book (Blogwild)
6. Get mainstream press like the Wall St. Journal and USA Today

Gary has a really interesting story -- from dead broke desperate handyman to successful entrepreneur.

Over the last 15 years, he has interviewed hundreds of successful entrepreneurs to discover which skills are critical for starting and running a business.  Many are not what you think.

My favorite advice from the interview:  

"Find a problem.  Figure out how to solve the problem.  Find more people with the same problem and you have a business."

I like that Gary's views make me think.  I have been in "do what you love (and work and work and work and work) and the money will follow" mode for so long that the "problem/solution" model was very intriguing.

Despite what you may think of my opinion based on my blog's name, there are certainly times and places for a "job," rather than striking out on your own.  If you have to be your own venture capitalist for awhile, you might as well do it in an interesting profession!  The more time that goes on, the more I see that feelings of liberation erupt from your own positive thoughts and beliefs, no matter your work configuration.

I interviewed Alexandra for my podcast where we discussed not just the contents of her new book, but also what it is like to be a successful self-employed writer.  She gives some tips for choosing book topics that are not just interesting to write, but that may pique the interest of publishers.

1. Her own experience building both a coaching practice and a coaching business (there is a difference, which she explains!)
2. What she learned by launching The Entrepreneurial MD, a coaching business focused on helping physicians learn business skills, enhance their medical practices and start new businesses
3. They key questions to ask before launching a business
4. Realistic timeframes for getting your income flowing after launching your business
   

1. If you can make a  huge sum of money your first year in business, do it.  Don't let us or anyone else stop you.
2. Faster is not always better.  There are really great things that result from taking the time to plan and launch a business.  For people that have a lower tolerance for risk (financial and otherwise), slow and steady growth, sometimes on the side of a gig as an employee, can be a lot less scary and more rewarding than an all-or-nothing sprint for the finish line.  You learn a lot by doing and testing a lot of things.
   
3. If you think it is easy to make huge piles of money, you may want to test your assumptions.  Real world testing is the best ... launch a small product, do a consulting gig or two, try to get some new clients on the side of your day job.  I hope I am wrong and response #1 applies to you.  But I would rather you temper your optimism with realism than fall on your face and lose more than you need to.
   

1. My own frequent experiences with synchronicity
   
2. Some "rational" reasons why it may occur
   
3. Resounding encouragement to stop being so stuffy and embrace the benevolent forces of the universe on your way to creating a great business.
   

1. Making sales and marketing calls
2. Trying to crank out a first draft of a book or product
3. Filling out government or legal forms
4. Creating a business plan
   

1. Scream, whine, wail, swear and complain
2. Step away
3. Find a source of immediate beauty or calm
4. Reconnect with the reason behind your entrepreneurial endeavor
5. Make a very clear and specific goal to complete one task

1. What is resistance?
2. What is its aim?
3. What is a quick way to overcome it?

1. Spend time defining your niche
   So that you know exactly who you are trying to target, and which problems they have.
   
2. Create a product road map
   So that you define what you are going to develop in what order and focus your efforts.
3. Create the infrastructure to support your product from first contact to product delivery and follow up
   So you don't alienate your hard-won customers with crappy service.
   
4. Tie your fame-garnering efforts to your niche
   So that you don't become known as the boring, generic person who knows a little about a lot of stuff.
5. Always direct people to your product page
   So that you leverage media exposure to make sales AND get famous.

1. Step 1:  Wrap your arms around the field. Learn as much as you can about all the ways this field is expressed in business, so that you know which area to focus on.
2. Step 2:  Choose a small "neighborhood" to explore.  Once you see all the different possibilities in the field, choose a particular area of interest.
   
3. Step 3:  Identify the hotshots that are doing the work successfully.  These should be people who not only have technical expertise that you admire, but also complimentary values and thriving businesses.
4. Step 4:  Carve a niche.  Choose a particular area to work in that represents your best work, and a particular group of people to work with that would energize and engage you (and would pay you -- we are talking about a viable business!)
   
5. Step 5:  Shake a tree.  Get moving with a marketing plan, selling services and meeting with potential customers.

Participating in a group class or workshop can be a great way to:

1. Develop a supportive network of peers that can provide insight, encouragement and motivation for your project
2. Get expert advice from your instructor which can ensure you don't make costly misakes and do things right the first time
3. Build in some accountability to get things done, since you have specific assignments and deadlines

Personally, I am hopeless without a deadline, so the final point is of particular importance.

Some resources mentioned in the podcast:

1. Google your topic of interest, + teleclass or workshop
2. Coachville's www.teleclass.com
3. Classes at www.passionforbusiness.com

If you want to share your own experiences as a participant or know of good classes or directories of classes for small business owners, let me know at www.escapefromcubiclenation.com.

1. Create from the heart and soul
2. Speak clearly and speak the truth
3. Know your niche
4. Embrace your detractors
5. Don't backpeddle

Very soon, however, you will discover that a closed sale does not equal money in your bank account.  Based on personal experience and that which I have learned from smart friends, I share some guidelines for making sure that you plan and contract for a stable cash flow in your new business.  They include things like:

1. Carefully study your client's financial terms, conditions and processes 
2. Plan contracts carefully, with payment milestones clearly identified and contingency plans developed if the scope changes
3. Treat your accounts payable contact with ultimate deference and respect, lest you reap the wrath of an accountant scorned

Please share your horror stories, best practices and tips at the blog:  www.escapefromcubiclenation.com

But with the influx of email in everyone's inbox these days, as an alternative, why don't you try picking up the phone?

In this episode, I cover some tips for phone networking so that you:

1. Know how to professionally and quickly get to the point of the call
2. Respect the other person's time
3. Make sure it is a mutually beneficial conversation

Share your thoughts about this at the blog:  www.escapefromcubiclenation.com

1. Define different standards for your work
   
2. Prioritize your tasks
3. Make tough choices

1. If I have never marketed myself before, where do I begin?
2. What are the pieces of a total marketing system?
3. Why is it so important to define a specific target audience or niche for my services?  Won't this narrow my opportunities?
4. What if I loathe marketing?
5. Should I launch my brand name if I am not 100% sure I love it?
6. Should I start a blog or podcast to market my new business?

1. No one will ever buy my product or service
2. I do not have enough experience to start a business
3. All my competitors have superior products (besides which, they are smarter and/or better looking)

Martha provides lively and insighful information about how to figure out the work you are meant to do, a critical step in deciding which business to start as a new entrepreneur.  Her approach may surprise you, and I guarantee it will make you think.

If you have comments or observations about this podcast, please leave them at the blog, www.escapefromcubiclenation.com.  Or send me an email at pcs@ganas.com.

You can find Martha at www.marthabeck.com.

From this point forward, I will be publishing longer interviews like this one once a month.  I welcome your feedback about this format change.

1. What a good branding process should look like
2. Which marketing activities you can undertake before your brand is fully baked
3. Which marketing activities you should hold off on until you are 80% or more satisfied with your brand

1. Celebrate your unique quirks, differences and personal history
2. Tie them in with needs in your market
3. Be proud of the misfit you are and reflect it in an authentic and kickass brand!

1. Who would I genuinely like to work with?  What characteristics do they share?
2. What impact would my product or service have on their life?  How does it feel to know I am having a positive impact?
   
3. How would I feel talking about my business with these customers? 
   

This episode discusses how to avoid starting a business based on a skill or ability you are burned out on.  It can seem the easy path to money, but often leads to real frustration and apathy.

Some strategies discussed:

1. Disconnect the ability from the job description
2. Create a personal development plan to give yourself time to learn new skills
3. Consider a mix of "curse of competence" and new skills to kick-start your business

I'd love to hear your comments on the blog - www.escapefromcubiclenation.com

In this episode, I discuss two elements of a postive mental attitude:

1. Distinguishing between your "essential" self and your "social" self to ensure you are doing work you are meant to do
2. Using a simple 4-question process called "The Work" to overcome negative self-talk

Sources I refer to are Martha Beck's book Finding Your Own North Star:  claiming the life you were meant to live and Byron Katie's Loving What Is:  Four questions that can change your life 

Leave comments at www.escapefromcubiclenation.com

1. Readjusting your marketing mindset
2. Clearly defining a niche
3. Selecting and creating a marketing plan

I reference two helpful marketing experts:

Robert Middleton from www.actionplan.com and

John Jansch from www.ducttapemarketing.com

In this episode, Pam covers:

1. A myth about the process of deciding which business to start
2. Insight into why it is such a difficult quest for veteran corporate employees 
3. A (fun) homework assignment to get some insight into the best business idea for you