Lead Up for Women July-August 2021

JULY-AUGUST 2021

Marketing, Media & Money Patty Farmer shares how designing your life(style) first will make your marketing profitable… not painful.

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AKES MISTRTUPS STA AKE M

Patty Farmer

CONNECT. INFLUENCE. LEAD. leadupforwomen.com

Sharing powerful Stories LIVE each week on our podcast Whoever says endless opportunity does not exist needs to stop limiting themselves by their beliefs that exist between their ears. Our goal with Lead Up for Women is to empower as many women as we possibly can to Show Up, Be Seen, and to be the best version of themselves.

Having a podcast enables us to do just that. Are you ready to lead without permission and take the steps needed to live your best life? Whether you want to start the business of your dreams, learn the steps needed to love what you do, or celebrate your present and future accomplishments, our podcast will dive into deeper subjects with weekly guests who have already walked in your shoes.

Let the experts guide you to a clearer path to the future. Our show will be the perfect platform to be motivated and inspired, to advertise your business, network, and hear about Lead Up’s upcoming events.

With more than 20,000 listeners, we have the opportunity to pioneer global change for women today, as well as in the future.

We invite you to tune in to Lead Up for Women: Speak Up to Lead Up, weekly live on Facebook (on our Lead Up for Women FB page) or on any podcast outlet when you have time to listen.

We are on Spotify, Apple Play, Google Play, Stitcher, and iTunes.

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As the global leaders for empowering women, our platforms can put your brand in front of tens of thousands of active listeners. To get onboard, contact info@leadupforwomen.com for sponsorship package pricing.

Contents July • August 2021

Owned & Operated by Women’s Association, LLC Mailing Address 10522 E Sheffield Dr. Mesa, AZ 852112

Editorial Contributing Writer Rochelle Brandvein rochelle@brandveinpr.com 636.530.7225 PR social@leadupforwomen.com 602-730-5121

Marketing, Media & Money

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Membership Information Mel Carr melc@leadupforwomen.com membership@leadupforwomen.com Art Director BOC design, Inc. brent@bocdesigninc.com 404-402-0125

BUSINESS

4 Founder’s Corner: Self-Sabotage and Imposter Syndrome

LIFESTYLE

10 The TOP 10 ways to get booked for speaking engagements

Circulation/Subscriptions subscriptions@leadupforwomen.com

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LUFW Management: Colleen Biggs: Chief Inspiration Officer colleenb@leadupforwomen.com 480-241-3708 David Corson: Operations Manager davidc@leadupforwomen.com 404-931-6569

Your website should be your business HUB

LEADERSHIP

Lead Up for Women General Inquiry Melc@leadupforwomen.com info@leadupforwomen.com 602.730.5121

30 10 Mistakes Startups Make

It’s Surprising How Things Turn Out

PHILANTHROPY

22 The Speaker’s Attraction Formula

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26 Free to be Miss Independent

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Founders Corner

Self-Sabotage and Imposter Syndrome When does it happen? How does it happen? Do you remember a time when you felt as if you weren’t enough? Why would they listen to me? I call this self-sabotage and imposter syndrome. Meaning, you deserve to be heard, you have something valuable to say, and yes, you are smart. Yet, we tend to sabotage ourselves by convincing ourselves that no one really cares about us.

The truth is we all care and we all need to hear what you have to say. We all set blueprints for ourselves to what level we believe our success should be. If things are going really well, we do something to sabotage that success because that would be outside the scope of our blueprint. The same goes with when we fall below that set blueprint; we gain happiness, win rewards, have success in our business, but just enough to get us back up to where we are comfortable.

That’s the keyword, comfortable. In order for us to grow beyond the current blueprint we have set for ourselves—or in truth, what our parents modeled for us—we must evaluate where we are and set goals to where we want to go. In this journey, you must surround yourself with individuals who will support you in that journey, hold you accountable and fuel your success.

Remember, you are the only you that has ever been and the only you that will ever be. Be you and be strong, because you are brilliant and the world needs all

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you have to offer. And they don’t want the perfect, polished, she has it all together YOU, they just want YOU. All the members of Lead Up for Women are here to offer you support and sisterhood to lead your best life and the journey starts today.

I’d like to thank each and every one of you that believes in our mission, that believes in the vision that women can lift each other without competition or judgment and will expand in abundance, success, and love, then, in turn, inspire others to do the same. We are all sisters in this world and in order to create more jobs, and clear more pathways for women to shine in leadership we must band together and blaze the trails. Who’s with me? I have faith in each of you that we can begin to build the blueprint necessary to create lasting change for your life and for all women.

Join us.

With Gratitude,

July-August 2021

THIS IS NOT YOUR ORDINARY GET-AWAY! This is a one-of-a-kind, I’m serious about being seen in this world and it starts NOW kind of get-away! Because you are WORTH IT!

Be You Be Strong is an Elite Sanctuary for Women that have a burning desire to lead their lives without asking permission of others.

This Powerful supported gathering is designed to foster your unique personal story, and individual clarity and growth; all while nurturing the discovery of YOU and your personal brand.

Perks of this Sanctuary • 5-star accommodations in a luxury mansion • Learn new Skills & Form New Habits • Healthy food prepared by our personal Chef • Daily yoga, meditation, & journaling • Mindset shifting for business growth & goal-setting • Engage with a tribe that will be devoted to you far and deep • Live for 4 days under one roof while being pampered with great food, self- care, massages, and much much more.

• 4-week Accountability Coaching w/ Colleen & all attendees following the event • But, you have to Show Up to live the life you desire

ONLY ONE SANCTUARY SCHEDULED FOR 2021, SO DON’T MISS OUT!

NOVEMBER 4TH - 7TH

Apply today, only 12 women will be chosen for each Sanctuary Your application will be used for the sanctuary you note on the application.

WWW.LEADUPFORWOMEN.COM/EVENTS

BUSINESS

Your website should be your business HUB So what does that really mean?

By Lori Osborne

In today’s business world, digital marketing is mandatory. According to Inter-

Get Google

net Live Stats, there are 4.66 billion active internet users worldwide as of January 2021 and more than 3.5 billion searches per day, which means over half of the global population is online and searching.

With more than 3.5 billion searches per day (and an increase of approximately 10% per year), you want your information to show up when someone searches for what you sell. You have far more control over your website showing up on Google than you do any social media page.

Establish your authority You can put a bio on just about any social media platform, but your website is the best place to provide the information prospects need to know, including what you offer, who it is for and why you’re the most uniquely positioned to provide what they need. When someone visits your website, this information must be clearly related. On social media, it tends to get scattered and overwhelmed.

Lead nurturing

With that in mind, it is more important than ever to have a significant online presence and to focus much of your marketing dollars on digital marketing.

You may have heard that old saying, “Ignoring online marketing is like opening a business but not telling anyone.”

The idea behind your website being your business hub is that when your marketing is doing its job across all the digital mediums, your prospects need a central place to go to “meet” you, obtain more information about your products and services and, ultimately, move through the sales funnel. Your website is the key piece to managing that process.

There are so many ways to conduct your business online today—far more than when we first started building websites.

You may prefer running your business

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through social media since there are so many things you can do there, but social media is only one spoke in the digital marketing wheel. And it definitely is not robust enough to be the hub for everything else.

The main reason you need a website for your business is because your prospects and clients expect it, (again) over half the world is online and most people expect businesses to have a professional website.

Introducing your business, brand, and products or services You can do this through your social media, but one of the many problems with social media is getting lost in all the noise. Translation: Your page and everything on it gets swallowed in the sea of all the other posts.

What happens if someone finds you online but isn’t ready to buy from you yet?

A solid lead nurturing system is critical for any business offering products and services that require some thought before purchasing. In most cases, prospects need additional information, time and the opportunity to know you before making a decision to buy. Your website is the hub for these lead nurturing activities, which starts by getting the prospect’s email address when they visit your website.

Ownership & accessibility Depending on social media for your communication stream and prospect management is risky. First, your prospect data is owned by someone else. If the prospect leaves that platform, you’ve lost them. If that platform goes away, you lose everything. On the other hand, if you use your website to capture names and emails, you’ll have ongoing access to your prospects. In addition, when you send a communication directly to your list,

July-August 2021

you know it will go to everyone, whereas on social media, only 2-3% of your page followers see what you post.

Analytics There is tons of helpful information that can only be obtained through your website statistics. It can tell you what content is working and what isn’t, how and if people are finding you on Google, what actions they’re taking when they visit your site, etc.

These statistics can help you improve your message, SEO and increase your sales.

What does a ‘hub’ look like?

The Oxford dictionary defines “hub” as the effective center of an activity, region or network. In this case, your website is the center of all activity related to your digital marketing. Why? Lead nurturing.

When a prospect hears about you, they visit your website. When they find you online, they visit your site. When you want to nurture that lead through education,

freebies, testimonials, specials, and more, you do so via your website.

Your digital marketing should include a minimum of 50% of these approaches: › Capturing reviews through a reputation management system › Sales funnels › Landing pages › Freebies › Social media posts › Blogs and/or podcasts › Webinars and/or online training; videos on your website, social media or YouTube › Guides, eBooks or case studies › Memberships or Facebook groups › Email campaigns.

If your marketing does not include most of these, you may want to consider adding to your digital marketing approach. All these items are digitally based and can be housed on your web-

site or easily integrated with your site.

And when someone finds you or your business outside of your website, these tools point them back. With your website as the hub, you have one primary place that grabs your prospect’s attention and engages them.

What makes a hub effective?

Now that you know what a hub is and why your website should be one for your business, let’s discuss how to make it more effective. There are some key things your website must have in place to see the returns on your digital marketing investments.

Get found Are you guilty of believing, “If I build it, they will come,” when it comes to your website? This is dangerous thinking.

There are several key SEO steps that must be taken for your website to even show up on Google.

ALIGN YOURSELF WITH YOUR PASSION, PURPOSE & GREATNESS. The biggest obstacle that prevents you from being successful, happy and living an abundant life…is YOU. Dr. Lori, otherwise known as “The Fat Eviction Specialist,” can lead you through your journey to be inspired, focused and empowered. As a coach, speaker, wellness and weight loss teacher, Dr. Lori will guide you and give you the tools you need to create that abundance.

Through one on one coaching, group coaching, lectures, and workshops, you will learn how to be the most incredibly awesome version of yourself… for a better life… a better you… a better world.

drlorimonaco.com

Dr. Lori “The Badass Buddha”

See Dr. Lori on Facebook and YouTube as the host and co-host of two shows: Mindful Conversations (@drlorimonaco ) and Viva Cafe con Leche (@vivacafeconleche).

BUSINESS

Clear Calls to Action (CTAs) When someone visits your website, don’t leave them wandering aimlessly looking for ways to book a call, get information, contact you or make a purchase. Have a clear Call to Action—one that makes sense for your industry.

For example, if you have a business where people need to talk with you and get a feel for how you work before purchasing, your CTA should not be a “Buy Now” button. It makes better sense to have a “Schedule a Call” or “See Demo” button. On the other hand, if you have e-commerce, you’ll want a “Buy Now” button. The CTA must be a button at the “top” of your website—generally top right—that is visible in a contrasting color, easy to read and links to what your prospect wants.

Freebies & email collection As I mentioned earlier, one of the functions of your “hub” is to collect emails for lead nurturing. The best way to do this is to offer a freebie—something that provides value while also giving a peek into your offering. Ideally, this

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There are so many ways to conduct your business online today—far more than when we first started building websites.

freebie should be related to what you sell, costs you nothing to give, and is valuable information for your prospect.

Freebies can include “how to” infographics, white papers, eBooks, checklists, audio content, a discount or coupon, an online tool, pre-recorded online training, and more. The key is to find something applicable, desirable and related to your business. Your prospect should see the offer and want to give you their email.

Landing pages Once you have your freebie, you need an effective Landing Page. This is the page your prospect goes to after filling out the form (name and email), or where you collect their name and

July-August 2021

email if they’re going to be sent to this page through a third party (such as a promotional announcement, advertisement, or social media post).

This is not a simple “thank you” message that shows up on the screen when they sign up for your newsletter.

Your Landing Page should focus on a single product or service related to your freebie and should include: › A hero image or video placed prominently at the top of the page › An obvious Call to Action › A clearly stated value proposition with a compelling heading › Specific features and benefits of what you’re selling › Testimonials from people who have purchased from you › Access to the freebie or a bold statement advising how the freebie is coming, i.e., an email.

The main thing to remember is to put the freebie to work for you.

Don’t give away anything without getting a name and email address in return.

Your website can be an extremely effective tool for marketing; it also can be an expensive, worthless tool if it isn’t set up to be the hub of your digital marketing. It is important to have a beautiful website you’re proud to show off, but even more important, it must convert prospects to clients.

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Never apologize for being a badass!

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Reach out today to start your life adventure.

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LORI OSBORNE is the founder and Chief Solutions Architect for BizBolster Web Solutions LLC. For more information, visit www.bizbolster.com, email her at lori@bizbolster.com or call 904.417.7110.

BUSINESS

The TOP 10 ways to get booked for speaking engagements

By Jackie Lapin

Over the years, I’ve booked more than 10,000 interviews and speaking engagements. I’ve been on many stages myself using the tactics I’m offering you now. Here are 10 keys to launching your visibility on stages wherever your next clients are engaged.

1. Have a catchy or impactful title. This signature talk will speak to the problem you solve for your target audience.

narrow down your efforts by focusing on which speaking gigs are right to submit yourself.

2. Be clear on your target audience and how you can alleviate their pain. This addresses two issues. First it will tell the bookers exactly what you’re offering to improve the lives of their audience— the single most important criteria for booking you. Second, it will help you

3. Have your Speaker One-Sheet, video and testimonials in order. You can get your one sheet done easily and affordably at www.SpeakerTunity.com/sheets.

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4. Have a compelling free audience offer.

Tailor this to any engagements that will

give you a stage, but won’t let you sell from the stage.

5. Outline the proposal letter you will email to bookers. This should speak to why you and your content would be an ideal match for this audience. It should be no longer than five paragraphs and draw attention to the attached speaker one-sheet. Also, feature the video link.

July-August 2021

6. Start your outreach with local meetings, venues and associations. These are the places you can get booked easiest. Have an offer that is specifically appealing to this audience. Once you establish yourself, look for opportunities with regional or national conferences, corporate bookings or other high-visibility opportunities. But get your feet wet at home.

7. Do your homework. Check out websites for the places you want to speak. Who have they featured in the past? How can you hone your pitch? If you want an easy way to find speaking gigs, check out www.SpeakerTunityLeads.com, where you can get 120 virtual and in-person speaking leads each month sent directly to you.

8. Follow up by phone. I always recommend the Rule of Three: Email, two phone calls or two emails, and one phone call. If you don’t get a response, reach out on LinkedIn or Facebook Messenger. If there is no response there, move on to the next opportunity.

9. Always be pleasant. Even if you are turned away or cannot get through, leave the way open for future conversations, rather than burning your bridges.

10. Take what you get. Whether you’re booked on the last day or right after lunch, don’t object. Be flexible and use the opportunity to show you’re a consummate pro. Earn that better spot for the next time.

JACKIE LAPIN Founder of SpeakerTunity, The Speaker & Leader Resource Company, which provides leads, tools and strategies for leaders, coaches and entrepreneurs looking to get booked for speaking engagements, radio shows, podcasts, virtual summits, TEDx events and virtual networking. SpeakerTunity is the Speaker’s Ultimate Tool Box. For more information, visit www.speakertunity.com.

Every month on the 1st Thursday, Lead Up for Women and Partnering Member Sponsors will continue to support our mission to Unite Women of all Cultures, Race, and Diversity in realizing their greatest potential by inspiring each other to lean in to their best self and lead up from everywhere, then in turn, inspire others to do the same. We call it Lunch-N-Learn!

We invite you to grab your lunch, 90 minutes of your time, and be educated, motivated, and inspired by our Founder, Colleen Biggs, as well as spend time purposefully connecting with the other attendees. This is your opportunity to expand your circle, learn about additional resources to expand your knowledge, and Show Up to Lead Up in your personal life, your community, and your business/career! Remember, if learning is beneath you, then leadership is beyond you. Come join us!

Register today:

leadupforwomen.com/events

LIFESTYLE

It’s Surprising How Things Turn Out Why I’m helping people navigating their life’s journey

By Stacey Golden-Lisnock

If I had known the journey would be this long, I might not have taken it on. But now that I see the results of the hours and hours, and years and years of effort, it is all worth it. I'm finally helping people who want to be helped.

I've been on a path to help people my entire life. I remember trying to save high school friends from hanging with the “wrong crowd.” I've always wanted to help people when they did not (necessarily) want to help themselves, let alone help from me. That's a hard road to travel. It is less than rewarding and often very lonely.

The end result for me was a career in financial services, again trying to get people to do the right thing. It’s always a struggle, never easy. After 30 years, it took a toll on my health and forced me to sit on the sidelines for a good part of 2018.

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LIFESTYLE

I didn't see it coming. I was doing what I always did—holding myself to A+ standards when it no longer mattered since I was not being graded. Yet I pushed myself to the breaking point and one day everything stopped.

During those months of recovering from ill health, I realized I should have been better prepared with my legal and personal paperwork. I wanted to be sure I had all my ducks in a row if this was “it” for me. I was so sick and those thoughts could not turn into action until I began feeling better.

I started to buy workbooks designed to help organize your estate and I (still) failed to take action. At some point, I decided that a course would be the best way to get things in order once and for all. It wasn't until the lockdown in March 2020 that I got busy with my plan to create a course to help others (and myself) to be better prepared when life has other plans.

It all happened gradually, but things started to fall into place. The right people showed up and I changed my beliefs about what it would take to make the business work and things started to take shape. This time around I got help right away. A business strategist and a virtual assistant were the key to my sanity in the startup process. I remember the angst I felt in making hard decisions, like what to call my company, what my logo would look like, and how to set up all the technology.

I see real progress when I step back and clearly see how far I've come from my worst days (recovering from a serious case of shingles with underlying Lupus – autoimmune) to the place I am today, helping others to get their personal and legal documents and wishes in order.

Oh, what a journey. The Beta Test Group validated what I thought I knew all along—there are other people out there, like me, who want to be prepared in advance of a health crisis or death. They understand that if they leave a mess and become incapacitated or die, it will take an enormous amount of time and money to figure it all out. Not only that, the chaos and family fighting these situations cause are devastating and life changing to the survivors. If more people understood this, they would not be so casual to put off doing the work necessary to have their information in order in advance of a health crisis or death.

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I’m aware we each have unique situations and the family dynamic is a big piece of the puzzle. But whether you realize it or not, we all are creating our legacy.

The pandemic has made us all aware of our mortality, unlike ever before. We were so unexpectedly hit by it and it affected every single one of us. But prior to COVID-19, almost 900 people died for every 100,000 people according to the data of US deaths for 2019. The #1 and #3 causes were heart disease and accidents. Either could stop you in your tracks without warning, which reminds us that no one is guaranteed tomorrow.

Now is the time to act It may seem so obvious, but the time to get everything up to date and in order is when you’re healthy and cognitively sharp. Yet, the majority of us have failed

to take action to ensure our family is not put in a panic and frenzy if the worst should happen.

The instances of cognitive impairment are staggering. In a recent article they reported that approximately 33% of seniors over 80 will have some form of dementia. Once a person becomes unable to remember vital information, they are no longer able to help with the legal and personal data that is required for a smooth transition. We’d like to believe we have all the time we need, but statistics are not in agreement with that belief.

A good percentage of you have had a health setback or accident that put you out of commission for a while.

Or perhaps you had a health scare.

July-August 2021

Whatever you’ve been through, you know how it could have turned out, but it didn’t. You are still here and you have time to get yourself organized and up-to-date, finally.

I’m aware we each have unique situations and the family dynamic is a big piece of the puzzle. But whether you realize it or not, we all are creating our legacy. And without taking any action to be prepared in advance of a health crisis, accident or death, you’ve made an (unconscious) decision to leave a disorganized mess for someone else to deal with. That’s not the definition of a stress-free legacy, is it?

If this article has motivated you to learn more on this topic, send me a text to 714-709-2027 and I will gift you a 30-minute consultation to determine where you are in the process of having the best possible legacy for your family. There is no obligation to work with me, and I may be able to give you valuable insight and resources during our time together.

STACEY GOLDEN-LISNOCK is a financial advocate dedicated to helping people to leave a stress-free legacy.

Prior to creating the Got It Together Now! — Emergency Info File Course, she was a Certified Financial Planner (CFP) for more than 30 years. After being ill in 2018, she changed her focus from financial advisor to financial advocate. She enjoys educating people and motivating them to take action on important topics.

She also hosts a weekly podcast, Legacy Therapy — Planning Techniques for a Stress-Free Legacy.

To book your 30 minute consultation (gift) to see where you are in the planning process you can text her at 714-709-2027. For more information, visit www.GotItTogetherNow.com. You can email Stacey at gitnow123@gmail.com.

Every Tuesday, a Lead Up for Women Member will host a Webinar that supports our mission to Unite women of all cultures, race, and diversity in realizing their greatest potential by inspiring each other to lean into their best self and lead up from everywhere, then, in turn, inspire others to do the same. We call it #Teaching Tuesday! Have you stepped into the spotlight to teach your own workshop and host a #Teaching Tuesday?

If not, we welcome you to do so to expand your influence and attract more clients.

Click here to become a member and schedule your workshop today!

Lead Up for Women WWW.LEADUPFORWOMEN.COM/MEMBERSHIPS

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Patty Farmer

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July-August 2021

Marketing, Media & Money Patty Farmer shares how designing your life(style) first will make your marketing profitable… not painful.

Patty Farmer doesn’t believe in boxes. Or circles. In fact, she doesn’t believe in anything remotely shape-like. Those things tend to keep you stuck where you are. If you listen or read or watch the messages that Patty preaches, you will see that she believes in kicking those boxes to the curb. To truly succeed, you must do things in a way that feels great—do the things that align with who you are at your core.

It is not an easy proposition. Patty knows because she has been in the same place. But by busting through and kicking those boxes to the side, she persevered. And along the way, she started to help lift other women up around her.

Over the last 20-plus years, Patty has helped CEOs, entrepreneurs and small business owners create, scale, and sustain six- and seven-figure businesses. And get this, all of them did it without having to resort to cookie-cutter tactics or sleazy sales strategies.

If you have a message, Patty helps you master the art of monetizing it in ways that feel right for you and your clients. Through her Marketing, Media & Money podcast, magazine and speaking engagements, the marketing

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and media strategist, speaker, publisher and podcast host continues to be the person every woman can turn to for inspiration.

We sat down with her to tap into the spirit and soul of what she does.

Give us a snapshot of your brand.

We specialize in marketing and media for women. We specifically target women who consider themselves rebels and mavericks—ones who are not only afraid to think outside the box, but are ready to kick the box to the curb and design their own lives and businesses.

Our clients are decision-makers, action-takers and rulebreakers ready to disrupt the marketplace.

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Who’s your target audience?

What transformation do you help them with?

We love to work with established, service-based women entrepreneurs, business owners and speakers struggling with attracting and converting their ideal clients. They are women who are experts in their fields. We help them fully identify their expertise and markets (their tribes).

The goal is to help them gain massive visibility, package their knowledge and position them to increase sales, leverage the media and create profitable marketing strategies. We want them to make a big impact in the world and bigger deposits in their bank account.

Why do you do what you do?

My mission is to help 10,000 women design the lifestyle they want to live, and then help them build a business that supports that lifestyle—not the other way around.

How do you give back?

I’m on the board of several organizations and nonprofits that serve and support causes I’m extremely passionate about and in my marketing business. I also have a mentoring program for women entrepreneurs.

What do you see as some of your biggest opportunities moving ahead?

“ I believe the secret to my success is that I’m crystal clear on my why, my goals and my dreams, and that everything I do gets me closer to them, not further away.”

I’m in the process of working on a concept for hosting a TV show. I also am expanding my signature event from national to international.

How do you stay connected with other women in business?

I’m very intentional about connection and surrounding myself with other like-minded women who are leaders, influencers and experts in the global marketplace. I’m a member of a few women organizations, including Lead Up for Women, that serve, support and align with the women I want to have in my life and business. I also serve on the board of a national women’s organization.

What mentors or coaches have played an important role in your success?

Ava Diamond, Jane Deuber, Daymond John and Jesse Itzler have all made a huge impact on my business and in life.

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One-on-One with...

Tell us about your family?

I feel blessed every day to be married to my best friend. He is the love of my life, my hero, my cheerleader and the world’s greatest dad. He is the man who listens and supports me when I have “another” idea, holds me when they don’t always work out, wipes away my tears and makes me laugh like no one else can. He is a good sport when I drag him to numerous events— ones I know he’d rather pass on, but does with a smile on his face. He is still the man who makes my heart flutter when he looks at me across the room. He hands down is the man I would die for.

Together, we have raised six daughters, each of whom are my heart, who inspire me daily and who I love more than I can say. We also have two rescue puppies. I am not sure to this day who rescued who. I cannot imagine my life without them.

How do you prioritize your health, family and career?

I prioritize my life by the “5 Fives” — Faith, Family, Friends, Fitness and Finances. The order except for the first one can change at any moment.

Who and what inspires you?

I am inspired daily by my children and their passion for life, by my husband who continually helps me see the big picture, but also the daily small things that matter most. I am also inspired

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by my best friend, Karen, whose perspective and insights keep me grounded and balanced.

What’s the best compliment you have ever received?

The best is one I receive often. When people meet me in person, they tell me I am exactly what they thought or hoped I would be. That means everything.

They initially came into my world after hearing me speak live or through my Marketing, Media, & Money Podcast. Or maybe they read the Marketing, Media, & Money Magazine or follow me on social media. Maybe it was from an introduction. Either way, to them, I am the same person in real life. It is important to be authentic, especially in the marketing and media industry.

When my daughter told me when she was pregnant, she said that being half the mom I am would make her happy.

What are your strongest traits as a leader?

Integrity, gratitude, empathy and respect for others, and being a good communicator.

How are you mentoring others?

I am very clear on who my target audience is, but I have a special place in my heart for women who have a deep desire to become an entrepreneur.

I have both a scholarship and a mentoring program in place, where I feel I’m

Patty Farmer blessed to be able to serve them and get them started with a strong business foundation. I believe God gives you gifts; he didn’t just give them to you to sell, but also to serve.

What book(s) have made the biggest impact in your life?

“The Greatest Miracle” by Og Mandino, “The 5 AM Club” by Robin Sharma, “Miracle Morning” by Hal Elrod and, of course, the Bible.

What are your favorite hobbies?

My newest favorite hobby is photography. After taking virtual classes during COVID, I can’t wait to incorporate it into my traveling.

One of my longtime favorite hobbies is designing and creating jewelry that is inspired by my travels. I love to meet local artists and people along the way.

I love a great book (I read two to three a week); I love walking on the beach with my hubby and/or puppies.

I love traveling with my husband, girlfriends or solo, whether it’s a trip to visit my children and grandchildren, or a long weekend to the coast or a month in Italy.

Travel feeds my soul.

How do you like to spend your down time?

By refilling my cup. For example, I no longer see clients on Friday, but instead spend that time getting a massage, going to lunch or shopping with my girlfriends or getting my nails done. I love to read a non-business

book with my puppy in my lap. I call this “Patty Time.”

I also love spending family time on the weekends. I am fully present with my family and able to enjoy our time doing things we love to do together without thinking of things I need or want to do for myself.

What was the best advice you ever received?

There have been so many nuggets I’ve been blessed to receive, but there are two that stand out. Listen to your heart, but always trust your gut, and you were a couple before you were a parent. When raising our kids, my husband and I had weekly date nights and quarterly weekend getaways where we didn’t talk about work or the kids.

I believed that what I needed to be as a speaker was to be more eloquent—to wear what I call, “soap opera dresses.” A friend and speaker coach told me the secret is to speak to audiences that wanted and needed to hear it the way I shared it. That was a game-changer for me and my career.

What does “Lead Up” mean to you?

Lead up means being an example in actions, not just words. I want to inspire others to lean into their passion, vision and purpose, and to live their life and business by design. Women must align both with their beliefs and values, and to remember it all starts with contribution. Compensation will follow.

Lead Up for Women 19

How do you stay current with today’s trends?

As a marketing and media company, it’s our business to stay current on trends and to keep the pulse on what’s happening in the marketplace. We want to test, tweak and test again to find what is working now to help our clients build, grow, scale and sustain their business.

What’s your growth plan?

Our three to five year growth plan is to triple the size of our team, grow our revenue tenfold, expand our event division internationally, transition the Marketing, Media, & Money Magazine and Podcast to an app, open a book publishing division and add a new TV show.

What’s the biggest item on your to-do list?

To create our in-house video and recording studio.

What’s the most rewarding part of your career?

Being a part of our client’s transformation and seeing the difference they’re making in the world and for their clients as well.

Describe your perfect day.

My perfect day would include my family and friends, the beach and my passport.

What’s your secret to success?

I believe the secret to my success is that I’m crystal clear on my why, my goals and my dreams, and that

20 Lead Up for Women

everything I do gets me closer to them, not further away. I understand that my inbox and voicemail is everyone else’s agenda for me and I fiercely protect my time, energy and resources. I understand that I’m the CEO of my company and that I cannot ask anyone else to invest in me if I’m not willing to invest in myself. The best ROI you’ll ever receive is to invest in yourself and in the relationships you build.

Connect with Patty For more information, check out the following: https://PattyFarmer.com https://MarketingMediaMoney.com https://M3BizQuiz.com

July-August 2021

MAY-JUNE 2020

The future of travel is female

Tessa Horovitz, Co-founder, AMETTI

MARCH-APRIL 2020

Meet two founders changing the world of business travel for women

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Achieving top tier success matters

U LP YO AD TO HE TIPS NNECT, LENCE CO INFLUE AND OTHERS

CONNECT.

Meet Ashleigh Warren, a digital marketer that specializes in scaling brand performance.

INFLUENCE.

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LEAD.

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LEAD. leadupforwomen.com

Meredith Allan, CEO, Marketing Coach, Certified Dream Coach, Inspirational Public Speaker, and Host of The Meredith Show

10

MAK TIPS TO E FEEL YOUR LI EASI FE ER

Extraordinary Leadership takes clarity, commitment, and courage Meredith Allan talks about BEing the Light and what it takes to Lead Up and Shine Bright!

CONNECT. INFLUENCE. LEAD. leadupforwomen.com

Ashleigh Warren Founder of So Social

Are you ready to ignite your power within to LEAD UP in your life with passion and purpose?

We Are Lead Up: An Elite Community of Women driven by Passion, Power & Purpose. The next level of leadership starts with YOU! The greatest successes in life are born from your ability to find strength in community, show up to be seen, and unleash your power for the world to see.

Lead Up for Women magazine is just one of the many platforms that embrace community to connect you with women that are leading, growing and choosing to thrive in life as the best version of themselves.

Our unlimted resources and opportunities will provide the pathway for you to create and live your best life!

Lead Up’s other platforms include: Podcast: Speak Up to Lead Up Member Hosted webinars Monthly & Quarterly Events Online access to other members Member published articles

Sign Up today: leadupforwomen.com

LEADERSHIP

The Speaker’s Attraction Formula 7 keys to capture clients through speaking

By Leisa Reid

Do you have expertise and lessons that could benefit other people, but are wondering how to share your expertise to grow your business? You can start by having a road map to get there.

Several years ago after booking my first 80 speaking engagements, I started to track the steps I took to capture those results. Then I started sharing those steps with other entrepreneurs—people like you who have expertise to share. The Speaker’s Attraction Formula are the

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exact steps I’ve utilized to book 500-plus speaking engagements.

Everyone has a story to tell. You have experiences, memories, expertise and lessons you’ve learned that can benefit other people. But not everyone knows how to tell their story to a group of

people to attract their clients in a heart centered way.

The good news: Now more than ever is the best time to learn how to make an impact with your message.

Why? Because you can carve out your own way in the speaking world. All you need is the willingness and courage to go for it. Oh yes, and a message that is worthy of sharing.

If you want to get started, here’s The Speaker’s Attraction Formula—your

July-August 2021

seven-step plan to capturing clients through speaking:

Key #1 Get your talk ready to rock In order to know what direction to go as a speaker, it’s critical to design a talk that’s in alignment with who you are and the services you provide. You don’t want it to sound salesy or pushy in any way, but you also need to be strategic about your talk so that you can utilize your message to build your business. When you’re ready to announce to the world that you’re a speaker, the first question will be, “What do you speak about?” You need to be ready with an answer.

Key #2 Create your ideal speaking gig pipeline Many times speakers come to the table with very little sales experience. This can be detrimental to a speaker, because even with an amazing talk prepared,

it won’t do any good if nobody hears it. So in the Get Speaking Gigs Now Academy, one of the modules is dedicated to helping you build your speaking gig pipeline. In other words, it’s a list of places that would be ideal to speak. You want it to encompass the contact details and pertinent links so that you get all of the information in one pass. This can be as simple as a spreadsheet, or if you already have a CRM (Contact Relationship Manager), simply enter the information into your favorite software program.

Key #3 Monetize your speaking Here’s the bottom line – if your business isn’t monetized, it will not survive. You must have a monetization plan aligned with your purpose. This is particularly important if you’re a heart-centered business owner. Without a monetization plan as a speaker, you risk getting burned out and giving up. There is a

NATIONWIDE CHAPTERS

BE CONNECTED. BE MOTIVATED. BE EDUCATED.

In order to know what direction to go as a speaker, it’s critical to design a talk that’s in alignment with who you are and the services you provide.

LEADERSHIP

balance of giving and receiving, and many times heart-centered people want to give, but have a hard time receiving.

In the Get Speaking Gigs Now Academy, the speakers create a monetization plan that includes Vision + Strategy and a monetization menu to choose from given different speaking scenarios, so they can receive financial compensation with grace and ease.

The phone can seem really heavy when you’re not prepared to ask for what you want. If you’ve never been in sales, the idea of prospecting for speaking gigs can seem impossible.

Key #4 Create systems to get asked back again and again It is a lot easier to get booked a second time than the first time. Why? Because you’ve already established your trust and credibility. Or did you? Oftentimes, speakers are so concerned with the “talk” part of speaking, all the “other stuff” takes a back seat. The “other stuff” includes things like checklists, equipment, reliability, audience engagement, respect, flexibility, asking for a speaking referral, following up, posting on social media, and scores of other details that have nothing to do with the actual talk.

There are a lot of details to manage, so having systems in place to manage them is your best bet. Then your mind is clear to focus on delivering your message and giving to the audience.

Key #5 Get a speaker sheet A speaker sheet essentially is a sales page for you as a speaker. It highlights things such as your speaking topics, headshot, biography, contact information, testimonials and past speaking experience. I highly recommend you have one, even if you’re a brand new speaker, because it is one way to demonstrate credibility in the booking process. Of course, you’ll need to back it up by delivering a great talk, but it can help get your foot in the door.

Key #6 Keep your speaking gig pipeline full Keeping your pipeline full will be an on-going activity as a speaker. but it doesn’t have to be hard. In fact, you can tap into your warm market (friends, family, colleagues) to get direct speaking referrals. Start listening for key words like association, chamber, society, institute, conference, convention, just to name a

24 Lead Up for Women

July-August 2021

few. Once you know your target market, you can learn what to listen for and reach out to upcoming events. And when you let the people in your social circle know what to look for, you’ll be surprised by how many speaking engagements you can land.

No. 2 — Remember you’re talking to another person. This is the biggest mistake people make in sales; they think following the magic script will get them the sale. But people can tell when you’re reading or speaking from memorized scripts.

Key #7 Scripts for getting booked and staying booked

Yes, I share scripts in the Get Speaking Gigs Now Academy that have helped me book 500-plus gigs, but it is more like a conversation guide. It’s a reminder that “It’s not all about you.” Rather, it’s about seeing if your talk is a fit for the event. And when you come from that place of service rather than sales, you’ll have more win-win scenarios than if you try to “sell” yourself to an audience just because you want to speak.

If you feel you’ve been called to speak, listen up. You wouldn’t have thought about it if it wasn’t a part of your path. Speaking is a powerful way to grow your business.

The phone can seem really heavy when you’re not prepared to ask for what you want. If you’ve never been in sales, the idea of prospecting for speaking gigs can seem impossible.

Here are a couple of tips to help ease the anxiety of prospecting: No. 1 — Have your talk title and description in front of you when you’re making your calls. This way, when they ask what you talk about you’ll have it handy. It will get easier the more times you do it.

LEISA REID As founder of Get Speaking Gigs Now, Leisa Reid coaches entrepreneurs who want to make an impact and build their business through speaking. A speaker herself, Leisa successfully has booked and delivered more than 500 speaking engagements.

People who work closely with her turn their expertise into a teaching platform so they can have fun while attracting their ideal clients from the stage whether in-person, virtual or otherwise. For more information, email Leisa@GetSpeakingGigsNow.com, visit GetSpeakingGigsNow.com or call 949-229-2380. To receive the “5 Top Tips to Get More Speaking Gigs,” visit GetSpeakingGigsNow.com.

Learn. Serve. Lead.

Lead Up for Women is proud to present this exceptional opportunity to travel to Guatemala April 21 – May 2, 2022 for an 11-day / 10-night service trip in the settings of the Mayan Villages and discover the most beautiful places in Guatemala! This trip will include learning from the Mayan Women, serving alongside them, then, in turn, teaching the Mayan Women. This is a once in a lifetime opportunity to activate your learning, service, and leadership globally.

For more information or to register, visit www.localhope.org/Volunteer See: Lead Up for Women’s Journey to Guatemala: “Learn, Serve, Lead!”

PHILANTHROPY

Free to be Miss Independent

By Rochelle Brandvein

When growing up, I associated independence with my freshly laminated driver’s license.

It was basically a pass to everything with a few limitations like following a semi-rigid curfew and scrounging up gas money. My license literally gave me the license to go where I wanted (within reason) and do anything I desired (if my parents didn’t find out.) It was like a breath of fresh air, especially when I manually rolled down the windows, letting the breeze blow through my non-airconditioned clunker graciously handed down to me from my parents.

I compare my driving independence to summertime, which is filled with all types of freedoms.

Kids are free from school. Most of the world (except for my daughter who lives in New Zealand) is free from wearing heavy winter clothes. Library books are still free to read, and the list goes on.

Summer is the perfect time for reflecting upon the ultimate freedom: Independence Day—or the Fourth of July—when the 13 American colonies were no longer subject to Britain’s King George III. This national holiday commemorates the adoption of 1776’s Declaration of Independence in a grand style with parties, parades and patriotism. Oh, and don’t forget the fireworks. History shows that fireworks were used to celebrate the first anniversary of the holiday in 1777—and our country has carried on that tradition ever since.

To me, fireworks are the epitome of freedom.

Where else can you “ooh” and “aah” in a large crowd without being perceived as a little batty? One of my clients, the nonprofit Missouri Pyrotechnics Association, holds an annual Sky Wars fireworks championship featuring award-winning pyromusicals—or “concerts in the sky”—which combine the artistry of music and pyrotechnics. Held every September in St. Louis, Sky Wars is the nation’s largest fireworks competition and one of the only pyrotechnic competitions in the US. The event positively is magical.

Pairing music with fireworks is the ultimate partnership. It’s like peanut butter and jelly. Ice cream and hot fudge. You get the picture. Still the perfect trifecta—summer plus fireworks and music —equals the best salute to independence. But, of course, there are plenty more examples.

I’ve Got the Music in Me I grew up nearly six decades ago when music was a freeing lifeline. Sad? Try listening to a happy tune on

26 Lead Up for Women

your cassette player. Really sad and wanting to wallow in that space? Then, spin a melancholy record

by The Carpenters on your turntable. Music is an escape from the confinements of your world. The band Queen and its liberating “I Want to Break Free” and John Lennon’s “Imagine” take you away from your sorrows and give you a peaceful, easy feeling.

My all-time favorite childhood memory, “Free to Be…You and Me,” is a record album and illustrated book created by Marlo Thomas in the early ’70s. It’s a compilation of music and skits with messages that celebrate individuality and challenge stereotypes. The overall theme: Anyone, boy or girl, can achieve anything.

All things being equal: “Free to Be…You and Me” was produced in collaboration with the Ms. Foundation of Women, a nonprofit organization founded in 1972 by four women, including Gloria Steinem and Marlo Thomas. The organization, which elevates women’s and girl’s voices and solutions across race and class in communities nationwide, continues to lead the charge for equity and justice for all.

This Land is Your Land The American Dream—where freedom includes the opportunity for prosperity, success and upward social mobility—is deeply rooted in the Declaration of Independence where “all men are created equal.”

A big part of the American Dream is the ability to purchase a home.

Thanks to the Homestead Act of 1862, this law basically gave free land (up to 160 acres— perfect for individual farmers) to anyone willing to move west and till the land for five years. The US government approved more than 1.6 million claims, which equaled approximately 420,000 square miles of all government-held property.

July-August 2021

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Lead Up for Women

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PHILANTHROPY

The last claim was in 1988 but, if you do some deep searching, you can still find land in various small towns itching for more people to inhabit: Kansas (Lincoln, Mankato, and Plainsville); Texas (La Villa), Colorado (Agate), Nebraska (Beatrice, Elwood, and Loup City), Minnesota (Claremont and New Richland), Iowa (Manilla and Marne), and Maine (Camden.)

federal government agency that manages this and other national parks, many national monuments, and other conservation and historical properties.

For whom the bell tolls: The nonprofit Honor America operates the Liberty Bell Memorial Museum in Melbourne, Florida, which is a memorial to US veterans of all wars that features one of 25 known replicas of the original Liberty Bell.

Wings and Things

She’s a Lady

I have always equated freedom with soaring through the skies. Birds do it. Even bees can literally take flight when the going gets tough. Can you imagine the weightless feeling of flapping your wings and experiencing the wind whipping in your face? Simply miraculous.

The Statue of Liberty is a figure of Libertas, a robed Roman liberty god. She holds a torch above her head with her right hand and a book in her left hand inscribed with the date July 4, 1776, in Roman numerals. The copper statue—sporting a broken shackle and chain at her feet to commemorate the

I have always equated freedom with soaring through the skies.

Birds do it. Even bees can literally take flight when the going gets tough.

My favorite feathered friend is, of course, the bald eagle. This majestic creature is the national bird of the United States and appears on America’s official seal. As one of the largest birds capable of flying, he is deemed a ruler of the skies based upon his sheer strength and power.

While officially declared an endangered species in 1967, bald eagles now are found in every state with nearly 10,000 breeding pairs in the US. Birds of a feather: The American Bald Eagle Foundation is located in Haines, Alaska—the home of the largest concentration of bald eagles in the world. The nonprofit, a raptor center and natural history museum, is dedicated to the protection and preservation of the bald eagle habitat through education and stewardship.

Let Freedom Ring The Liberty Bell is a national symbol that represents freedom and hope. Once called the Old State House Bell, this iconic treasure now is located across the street from Independence Hall in Philadelphia, Pennsylvania’s Liberty Bell Center. The Liberty Bell— featuring the lettering “Proclaim Liberty Throughout All the Land Unto All the Inhabitants Thereof”—first cracked when rung after its arrival in Philadelphia in 1752. The last crack and last time it rang happened in February of 1846 when it was rung on President’s Day celebrating Washington’s birthday.

The Liberty Bell Center is in Independence National Historical Park, which is nicknamed “America’s most historic square mile” based upon its many landmarks. The National Park Service is a

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Lead Up for Women

recent national abolition of slavery—was a gift from France to the US in 1886. She is seen as a symbol of welcome to immigrants arriving by sea.

Situated on Liberty Island in New York Harbor, the National Park Service maintains the statue that remains a major tourist attraction that is open to the public. In 1916, access was barred to the balcony around the torch. This past Fourth of July the city marked the arrival of a second Statue of Liberty—a nearly 10-foot-tall bronze replica from France called the “Little Sister,” which spent a few days across from the original statue on Ellis Island.

The smaller sibling will be on display at the French ambassador’s residence for the next decade.

A work of art: Opened in 2019, The Statue of Liberty Museum is a freestanding 26,000-squarefoot museum on Liberty Island that provides a deeper understanding of Lady Liberty’s history.

Born Free Freedom is about flexibility and opportunities to do what you want, be who you want, and say what you want. Nothing represents freedom to me more than my well-preserved 40 year old driver’s license, a summertime filled with fireworks and music and, most importantly, my life as a US citizen. I think Beyonce (aka the Queen B) in Destiny’s Child’s hit song “Independent Women” said it all with just this one line: Ladies, it ain’t easy being independent. Now isn’t that the truth.

What part of your life do you equate with freedom and independence? I’d love to hear your thoughts.

ROCHELLE BRANDVEIN Owner of BrandveinAaranson Public Relations, a 30-yearold PR agency that pivoted to solely handling nonprofits and companies with a philanthropic arm or foundation. Her company specializes in publicity, copywriting, and creative services.

July-August 2021

Join us in Leading Up through giving back

Donate: www.localhope.org/donation Volunteer: www.localhope.org/volunteer Sponsor a Child for School: www.localhope.org/sponsor/ students-seeking-sponsors

Did you know your gift of $30 can provide a night of safe housing for mother in need? Make your life-changing donation to Maggie’s Place www.maggiesplace.org.

Lifehouse Project Mission is about eradicating domestic violence, child abuse, and human trafficking across our world. We are stepping up and taking that responsibility, join us in this mission in making our world a safe place for every woman and child. Donations accepted www.lifehouseproject.org.

Hope and freedom live here!

Free to Fly is a group of women who have previously experienced abuse to some degree in their relationships and chose to choose herself first, thus giving herself permission to be free to fly! Free to Fly is Not a Non-Profit that takes in the abused. We are simply the guiding angels that provide the support, bridge to resources and education, and most importantly the hotlines that they may need to be free once again. Contact us: (602) 341-5840 Let Her Speak’s mission is to elevate women’s voices, facilitate deeper conversations, inspire change in our communities, and build a stronger support system for marginalized women who aspire to lead. We carry out this mission through women-empowered events, female-focused research, and leadership education. We believe that through community, research, and education – more women will rise to leadership positions.

Website: letherspeakus.com Instagram: https://www.instagram.com/letherspeakus/ NOT YOUR AVERAGE BRACELET BRAND. We didn’t just want to be another cute bracelet brand. Screw that. The facts are clear – all of these causes are in desperate need of additional financial support and awareness and we knew we needed to do our part.

Every bracelet donates $5 to the cause it supports. We worked tirelessly to find nonprofit organizations that are actively making positive strides towards change and really need our help to continue to do so.

leadupforwomen.com

Lead Up for Women 29

Lead Up Tips

10

AKESS T S I M RT U P STA AKE M

1.

They don’t validate the idea.

Is it really new?

Anything similar in the marketplace?

Who’s the competition? Just because you love it, why should anyone else? (also applies to new not-for-profits).

2.

They don’t understand the market and target audience.

Who really wants what you’re selling?

What problem are you solving for whom?

Where do those potential customers hang out? What makes your solution the better one? What does your ideal client look like? Act like? Feel about the problem you solve? And who would they normally go to (your competition)?

3.

They aren’t organized.

Like when you were in school, there was something scheduled each hour.

Instead of English, Chemistry, Algebra, schedule making calls, scheduling meetings and networking, following up the database, providing client services, doing the books, etc. Some people work on the business in the morning and in the business in the afternoon. And, get a good CRM (Customer Relationship Management) system to keep track of your customers, touch points, meetings and follow ups, sales, and additional sales and referrals, etc.

4.

They don’t have a business plan.

Have a clue. Where do you want to go?

How fast? What are the contingencies?

How will you track your progress? What budget will you need when? If you go for a loan or grant, you’ll need this.

5.

They don’t have a marketing plan.

Once you successfully validate the problem, market and idea for your startup, you’ll need to have a plan for how to land your first client, first 10 clients, first 100 clients, etc. A detailed marketing strategy includes the initial acquisition of customers, the conversion of those into paying customers and turning those customers into raving fans to help you acquire even more customers (through reviews, word of mouth, referrals, etc.).” This may very well be more than just social media.

6.

They are afraid to fail.

Fail fast and fail often is the “Start Up” motto. No risk, no reward, right? Failure is a learning opportunity.

Money isn’t wasted; it’s tuition for business education. Just don’t make the same mistake again. And, don’t make others’ mistakes; make your own.

7.

They forget to cover the Legal bases.

Every business needs a lawyer & an accountant. Should it be a DBA? And LLC? What’s best for you? Are there patents, trademarks and other intellectual properties to protect? If you sell something that’s not yours, you’re in big trouble.

Your business bank account should

never be in the same institution as your personal accounts. Use contracts.

They protect you, your clients and your employees. And, pay your taxes.

8.

They take it all on.

9.

They underestimate capital requirements

There’s no such thing as a “selfmade” entrepreneur. Everyone needs/ gets help. Delegate, delegate, delegate.

Find people with skill sets you DON’T have & team up. Every business needs sales. That’s how the money is made.

Sales takes as much time as business development and customer service.

Make sure the bases are covered.

You have to spend money to make money.

You have to have “skin in the game,” or why would anyone else invest in you?

Equipment and legal fees, and space and materials and people cost money, so be realistic about it. Come up with a number and add 20% for “unknown problems.”

10.

They launch too quickly

You can tease the Market, and get expectations & excitement happening.

But you’ll have to deliver on the hype, or it will all go south. Get people to Beta test for you. Be highly responsive to set the stage for your impeccable customer service. You may not need to roll out all the features at once. If you need more investment to make it functional (not perfect), do that rather than launch something that’s too full of bugs.

Source: Mary Scott, BusinessRiff, MSBusinessRiff.com 30 Lead Up for Women

July-August 2021

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