Timing is important. I’ve become a fan of this word seasons later. I finally begun to accept the fact that there are seasons in life and there are seasons in your business. There are times when certain strategies and certain approaches make a lot of sense, and times when they don’t. You’ve got to match the approach that you’re taking to growing the business to where you are in the cycle of the business. It’s been interesting in the last probably two years. We’ve cracked the code on a system to attract leads for our consulting programs. As a result, I’ve had a tremendous number of one-on-one calls with professionals who are at some various stage of growing their business.
It’s been enlightening because what I discovered out of all of that is that for probably most of the businesses on the planet, they don’t need hundreds of customers. They don’t need thousands of customers. If they had a consistent way to add two to ten a month, it would change their lives. Imagine for the consultants you’re working with, the same is probably true because they’re dealing with very valuable, but very small number of clients. You don’t need big elaborate systems to do that. You need very simple systems, but you need focus. I’m pleased that you brought that up because that is one of the difficult things for people right now to deal with because of all the options that are out there.
Michael, you just shared some of the best wisdom that we’ve had on the podcast, around the need to focus and simplify. In fact, you wrote about it in the book. I’d love for you to tell everybody a little bit about the book first, and what motivated you to write it. Then I’d like to dive into some of these sixteen different principles that you’ve built into the book because they’re very powerful.
I wrote The Elite Consulting Mind because more than tactics and more than strategy, the biggest factor in all of our success as consultants and professional service providers is our mindset. You can have all the tactics and all the strategies in the world, you can be armed with the latest technologies, but if you don’t have the right mindset, you’re ultimately not going to create what I call meaningful success, success that matters. I’m not talking only about money. I’m talking about obviously growing revenue and sales and profit, but at the same time, you get in the way that you have a business that is meaningful to you. For some people, that means spending more time with family and loved ones. For others, it means freedom, flexibility to travel, and work from anywhere. Whatever it is, whatever meaningful success is to you, that’s what it’s all about.
As I’ve worked over the years, I’ve been building consulting businesses now for almost eighteen years. I’ve worked with hundreds of consultants all around the world and time and time again, the factor that I see that separates those that are experiencing great success in their business from those that aren’t or are struggling, the biggest factor comes down to their mindset. In The Elite Consulting Mind, what I’ve done is compiled sixteen of these mindsets. There are more but these are the ones that I see a lot and hear a lot from clients and from people that we work with or in workshops and training. Explained my take on them and how they can impact people and how to look at these situations in a different way.
What it is are the kinds of conversations that I would have and do have on a regular basis with our clients but put into a book form. My hope and real goal with it is that people can unlock this potential that they have l that so many people have inside of them, but they haven’t realized it yet because they haven’t allowed their mindset to shift from where it is. People are usually very focused on what they know and what they see right now. There’s a lot more within them. There’s a lot more greatness, a lot more capacity to do things that they maybe I dream of but haven’t been able to create it. By shifting their mindset by maybe having this kind of conversation and giving them real life examples from our clients, which is what the book does and gives my real hope is that people can realize more of their true potential to create more meaningful success in their businesses.
The way you’ve organized this makes it easy for somebody to come in to the book and you can either go through it, start to finish more. You can pick and choose where you’re having an issue. As you look at the sixteen different mindsets that you’ve cataloged in here, are there some that you feel like are more important than the others? If somebody gets the book, is there someplace to focus first?
There’s some that are more common, but there is no right or wrong. There’s one shop that talks about the best model. A lot of people out there now are always saying, “This is the best model, the best strategy, the best tactic,” and I just say, “Baloney.” I don’t believe there’s a best. It depends on your specific situation, your specific goals and it’s the same idea with the right model. There’s many people that you and I probably know and probably we would know the same people even who run very successful information product businesses. That’s what they do. That’s what their model is. There’s others who we know who are doing very personalized one-to-one service delivery. Lots of different models.
Everyone can be successful at them, but there is no just one right way or one right model. Is there one chapter that people should start with? I would say no because it depends on where you are at. For some people, one chapter, I might be very relevant for the mindset of the challenge that they’re having right now where they’re getting hung up. One big one, if we know, if we were to start with one, maybe for the sake of this conversation, a lot of people have an issue with. I’m a very big believer and I use the term a lot with my clients of imperfect action.
There is a lot of opportunity that people leave on the table because they don’t take action, and this can be applied to their marketing to going on and try and have conversations with prospects to a lot of different aspects of business. People don’t go because they’re trying to always perfect things. They want things to be just right before they go up, before they tell the world about it. In effect, what they’re doing is delaying their progress. If we think of it at the end of the day, we use this as an example here. If you’re selling those services, you don’t sell those services without having a conversation. You need to have a conversation with the ideal client, with the buyer. If you need to have a conversation and it would probably make sense, focus on having conversations with people and go out there and get that kind of feedback.