033 – Niching Down, Systemizing Your Business And Developing A Plan To Generate Leads, with Kay Sanders

Kay Sanders is a United States of America nationally-recognized Business Coach and Consultant and Bestselling Author. Her specialty is helping coaches, consultants, and other service professionals, to Grow their businesses with the right Systems and Strategies to put their sales and lead generation on autopilot. She has been featured on CBS, NBC, ABC, FOX and other media outlets and she truly believes that everyone, not only deserves, but also has the ability, to live a fulfilling life full of success and achievements.

#PeakPerformers, Kay @coachkaysanders talks about systemizing your business on #TheEntrepYou today! Click To Tweet

Show  Notes:

I love to start things on a light note, giving my guests a chance to relax a bit. This conversation started off exactly the same way.

I asked of Kay, “Would you rather go with television or fast food for the rest of your life?”
She retorted, “All that fast food is bad for you. I need my TV, that’s my relaxer.”

I then moved on to talk making money with an awesome guest. Some of the questions I asked:

How do you help your clients make money?

What are some of the questions that we need to be asking in order to land or ideal clients because that’s what we all want?

What are some of the considerations that we need to be thinking about when we’re developing content, how do we go about developing the content that is right for those that we’re targeting?

Let’s turn our attention to making sense of those tools that are necessary for systemizing our business – how are supposed to maneuver them?

Your final thoughts on systemizing your business by setting it an autopilot to make that money?

Main Take-Aways:

  • Running a business online is about tweaking and testing until you find a system that works for you.

  • Find your ideal client and build a strategy around them to generate leads and sales.

  • Decide how often you will release content and stick to it.


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010 – Using the digital ‘sticky notes’, Trello, to organize your daily activities, with Michael Pryor

Michael Pryor is the co-founder of Trello, the collaboration tool used by millions to organize and prioritize projects using boards, lists, and cards. He’s also the co-founder of Fog Creek Software for Project Management; he currently lives in Brooklyn with his wife and two daughters.

#PeakPerformers, Michael shares about @Trello on #TheEntrepYou today! Click To Tweet

Show  Notes:

If you were stranded on a desert island, what three items would you want to have with you?

Snorkel fins as I’m not such a great swimmer, a dog to keep me company and a guitar which would take me a long time to learn.

What is the Unique Selling Proposition of Trello?

Persons were using sticky notes on their walls. Historically we had built a lot of tools for a much more structured project management and we were thinking about how easy it was for people to use these sticky notes. It helps them organize their thoughts. There is something about being able to see it in front of your face. We tried to map that. It’s not like a digital sticky note but it is taking that metaphor into the software world. You create these boards, you put your digital sticky notes, you organize them into lists so people can see where you are, where you were and where you are going. It basically gives you a map for what you’re working on.

Did you know this would have been a winner?

We spent a lot of time building software tools for other developers and this was one of the first tools we build where we wanted to build something for a much wider and broader audience. It was a big bat for us. We thought of building a software that 100 million people can use and it seemed ridiculous at the time. Now we’ve had 20 million people signed up to use Trello.

At the time, we put it out there and we launched it Tech Crunch Disrupt. We told people about it at the competition that we came in second. The huge spike in sign-ups came from that. Those who knew us at the time weren’t very technical in nature. People were writing blogs on how they use Trello to plan their wedding, run their marketing campaign and recruit people for their teams. These are examples that we hadn’t thought of before-hand but were perfect examples of all the different ways that you could use this application. Persons were writing these blog posts on their own without us asking them to. That’s when it started to click that we’re on to something here. These people are so excited about what we are doing that they are willing to market to their own channels and tell their friends and the people that follow them about this product without us even getting involved. That’s 20 million people have been word of mouth.

What were the thoughts that went through your mind during the competition, recognizing you did not come in first place?

This was about 5 or 6 years ago. We had a different story than just being at the completion. We had been making software and had a software company for 10 years before that and this was one of the products that we made. We were funding the development of Trello through the sales of some of the other products we were selling, unrelated to Trello. We weren’t in a typical scenario where we had to win the competition in order to get the funds to continue the company. This happened much later in our lifecycle of our software development career. Trello and Stack Overflow were joint ventures with Fog Creek. Those super successful and well know products came much later in our history.

We took a lot of the lessons learnt over the first decade and applied them. We made many different software products over the years. Some were the right product at the wrong time, or the right product marketed to the wrong people or the right idea but built in the wrong way. There were a lot of failures along the way. What seemed like an over-night success was actually a really long journey.

What were some of the lessons learnt?

If you’ve ever heard of Log Me In or Go To My PC, there were companies which allowed you to get onto a remote computer. They IPOed and became billion dollar companies on the Stock Market. If you rolled back the clock to about 9 years ago, that technology wasn’t widespread. It was hard to get onto a computer remotely. We developed a tool that enabled you to do that, it’s called Co-Pilot (copilot.com). We had built it for ourselves as we were trying to help our customers install our software on their computers and we struggled with them trying to tell us over the phone what they were seeing.

I thought, ‘if I could just see their computer and control it’, I would solve this problem. Nowadays this is pretty easy to do, back then it wasn’t easy to do. We built the tool that would enable you to do that and we marketed it to customer support agents. It was a great tool but the wrong marketing strategy. It grew and we made a lot of money off it but the people took that same idea and put a whole lot more investment into it and then market it to all IT groups, all companies. Those companies like Go To MY PC and Log Me In became huge successes. We had the right idea at the right time but didn’t market it to the right people.

When we started Trello, that was part of learning, knowing that we were going to build something to market to everybody and not just a specific, vertical tool. It is a general tool anyone can use to get on the same page with other people. One of the lessons learnt is that if you’re going after a bigger market, it’s a bigger risk; it’s much harder to get a lot of people to use your product as there is not really a category defined for what Trello is but if you can get enough people to love your product then they can tell other people about it and you have passionate fans, the passion of your fans will do the marketing for you.

 Worst entrepreneurial moment?

One of the things on the journey for Trello was the project started in Fog Creek Software. After a couple years, we realized there were about four different things we wanted to do but we weren’t going to be able to do them all at the same time as we didn’t have the people to do them. We needed to hire more people. Because we were growing the product on the profits from the other things that we were selling, we were constraint. At that point, we realized we needed to get funding to accelerate the growth of Trello and hire more people because we know we have something which is working. We talked to some investors that we already knew.

We had to spin off Trello from Fog Creek. The trickiest part is that we had to make two companies. The identities of the employees of those companies got split in two. We shared the same office but it is a difficult process to go through emotionally. From the outside, it is the right business decision but there is a melancholy aspect, the end of an era.

Talk to us about emotional attachment?

It is a change you go through as you scale and grow. Not everyone is interested in that. Some people don’t want to do that. If your company is going to grow, there should be somebody who is doing that management, somebody who is scaling the company up. As CEO I did three: The first thing is, don’t run out of money, secondly recruit people ideally that are smarter than you and thirdly, keep the vision. When you’re small, you can mind mill to make decision, but as you scale the things you know in your head, you have to start to figure out how to spread that throughout the company. It is your job as the CEO to keep the vision. It is not so much about telling people what not to do but telling them what to focus on. As you grow you need some sort of metric to figure out what to focus on.

What kind of pay if forward initiative is your company invoked in?

At Trello, we had created internship in the form of Junior Developer positions in order to improve their resumes so we had a better pool of employees to choose from. Our parent company Atlassian tries to get employees to invest 1% of their salary in programmes to help entrepreneurs.

A piece of advice to persons interesting in the field of tech?

The hardest thing is to focus on the one thing. It’s not coming up with new ideas. The idea is not the thing, it’s the execution. The little steps along the way…there’s going to be the ups and the downs but it is going to happen. That’s part of the experience. Every time you fail you put it in the repository of your knowledge to help you.

 Main Take-Aways:

  • In order to grow, there should be somebody who is doing that management – scaling the company up.
  • The right product must be marketed to the right people at the right time.
  • Focus on the one thing.

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006 – Writing the Vision for Your Life and be Disciplined enough to achieve it, with LaToya Fonville

LaToya Fonville is a dynamic Transformational Speaker and leader with over 15 years of experience in entrepreneurship and business. She has a unique ability to go into an organization and increase productivity through Goal Setting, as well as through her excellent Money and Financial Management skills.

#PeakPerformers, LaToya shares about #vision on #TheEntrepYou today! Click To Tweet

Show  Notes:

If you could be in the movie of your choice, what movie would you choose and what character would you play?

The Pursuit of Happiness…Will Smith.

Why would you want to play Will?

It’s a realistic depiction of the struggles, the hardship, the disappointments that you go through as an entrepreneur. Will Smith in that movie depicts the drive that you need in order to be successful. You have to be discipline, you have to be relentless, you have to persevere, you have to endure, to overcome, to overtake. There are some giants that you have to face when trying to pursue destiny. God has a plan for each of our lives but the enemy also has a plan and his plan is to steal, kill and destroy our destiny. When you want to pursue happiness, when you want to pursue that thing which you have been created to do, you’re going to have to face a lot of giants.

As an expert in Financial & Money Management & Goal Setting…why do we need to set goals?

I’m a Kingdom entrepreneur; a lot of foundations and principles I use and how I establish my business have been based on the word.  In Habakkuk, it says “write the vision make it plain”. I have to have a goal, a road map, directions to get from one place to the next. When you set a goal, you have to begin with the end in mind.  Along the way, I will need steps to take me to the destination. When you set goals you are threading on unfamiliar territory. You need to know that on my destination there is going to be some detours but I know that although I have some road blocks and accidents along the way, I have a GPS to tell me what my next step is. If you fail to plan you plan to fail. Not only do I goal set in business, I do that for personal life, my career, my attitude, my relationships, for my ministry. I goal set in every area of my life.

What areas of our lives do we need to set goals?

Every area of or lives. Before I got married to my husband, we sat down and created a roadmap for our household. We came together and set goals. You have to set goals if you want to be successful in every area of your life. Every area of your life where you don’t set goals or you don’t have a vision statement for that, expect confusion, expect hardship, expect frustration.

How important is a Vision Statement in the goal setting process?

The bible says without a vision people perish. Part of what I do is help people who feel stuck in their jobs, people who are aspiring entrepreneurs and visionaries, and people who have a vision, to go from stuck to unstuck. Unfortunately, 90% of society have dreams but they don’t have a vision statement. They don’t see how it can come to pass and so they prostitute their talents on a job that doesn’t fulfill them. If you don’t have a vision you’re going to die. I’m not talking about a physical death; hopelessness is death. When you’re living life just to pay the bills to run that cycle of getting up, going to work, come home to watch TV to go to sleep to get up and go to work again, it’s a cycle and you’re not fulfilling your purpose. God created every one of us with a unique assignment and calling, if you’re not fulfilling purpose or vision you die.

How do we set goals for optimum results?

I like to go with the SMART system…when you set a goal you have to be specific. If you’re setting financial goals, you have to be specific. For example, if I want to replace my monthly income to bring in $600 per month by the next 6 months, it’s measurable and attainable and within a specific time. Don’t set yourself above your belief level so that you fail. In order to achieve your goals, you have to be willing to sacrifice some things. When you set goals sometimes you have to force yourself to do things that otherwise you wouldn’t do. You have to break habits. What’s my motivation behind it because you have to have a ‘why’ – the driving force that keeps you going and motivated even when you feel like quitting. You might say I need to increase my income because I want to send my children on a vacation, or I want to take my children out of public schools into the private system…whatever that reason might be for you…your why has to be greater than you. It has to be that thing that keeps you up at night. That driving force that keeps you going when you feel like quitting. When you are pursuing destiny, when you set goals they are going to be giants along the way, mountains that you have to climb; it is going to be uncomfortable; it is going to be difficult but your why, your motivation is going to be that thing that keeps you pressing forward even when you feel like quitting.

Commitment is doing the thing you said you would do long after the feeling you’ve set it in has left you. Whether you’re a successful CEO or an average individual thriving to be successful, everyone deals with that one thing. What distinguishes the successful person from the unsuccessful person is their commitment level. Many times, we get so frustrated on the journey that feeling comes.

You must have an action plan to keep you going. That action plan is equated to the GPS. On your journey, there is a detour because of construction on the road. On the road of life, there is going to be construction in the way in many ways.  There are obstacles that come in our way to hinder us from getting us to our destination. But with a why, a road map and an action plan you will be a force to be reckoned with. You will make it to that expected end but you have to be determined, diligent. The bible says a man who is diligent in his business will stand before Kings; he will not stand before mean men (meaning average). If you want to be great, successful, you have to master diligence.

What are some considerations to bear in mind when talking about money?

Money answers all things on the earth. In order to make things happen, we need money. Our education system doesn’t teach us how to manage money. But it is so essential that we learn how to effectively manage it to successfully maneuver life and live comfortably.

What happens when we deviate from our goal of proper money management?

When you set a goal and deviate from it, you get feelings of inadequacy. The bible says a righteous man falls down but he gets back up again. You’re going to mess up, you’re going to make mistakes; things are going to happen to cause you to deviate from the plan. It’s ok. Don’t make a habit of it. If you deviate from your plan, get yourself up, go back to that goal and say is this attainable for me? If you agree that you can handle this then go back to the goal that you set for yourself. Forgive yourself for that mess up and start all over.

Main Take-Aways:

  • You have to have a ‘why’ – the driving force that keeps you going and motivated even when you feel like quitting.
  • When you set a goal, you have to begin with the end in mind.
  • If you deviate from your plan, get yourself up, go back to that goal and say is this attainable for me? 


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What do you do when you fail at the goals you set? Do leave a comment below.

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