Save the Drama for Your Llama: 4 Ways to Reduce Stress in Business

George is a marketing consultant who came to me looking to reduce the drama in his life. He was successful - having been in business for 20-plus years - but he was always worried about something.

Was his big client going to leave him?

Where was the next client going to come from?

Could he finish his latest project in time?

And now he had an additional worry. His health. A recent exam revealed both high cholesterol and high blood pressure.

So George came to me seeking a solution to all of these things. He said:

“Dave, we’ve been doing the same thing for about the same amount of time. You don’t seem to have these issues. Please help me reduce the drama in my business and my life.”

I have been where George is right now. You have too. In fact, many professionals who thought they put the drama behind them, found that it returned during the COVID-19 pandemic.??

The solution to managing the stress - the drama - as a partner/owner in a professional firm, is to look at the four relationships in your life. The way you approach each of these relationships helps you write your own personal script for success.?Let's take a look at each of these relationships and the impact they have on your future.

Drama Creator One: Your Relationship with Time

This relationship tends to get the least respect.?We always wish we had more time but we act as if it is unlimited.?When we are pressed to get things done quickly we almost always succeed.?But we never press ourselves. Before we ask others to respect our time, we must learn to treat our own time as valuable.??

Starting today, begin putting everything on your calendar or in your scheduling system. Do not work on anything that is not assigned a specific start and end time.? Do not take an unscheduled phone call.?Do not surf the Internet unless you have blocked off time on your calendar to do it.?Give your time the respect it deserves.

This exercise will help you notice just how long certain activities take. It will also help you get control of your use of time.?If nothing else, you will have a new respect for the most precious asset you have at your disposal.??

Drama Creator Two: Your Relationship with Money

Most people have a screwed-up relationship with money.?Each of us has feelings of guilt, scarcity, and dread associated with some aspect of our financial lives.?Until you rid yourself of those feelings, you will never be able to embrace the success you deserve.??

These negative feelings about money manifest themselves in the way you bill your clients.?Here is an example:?

Let’s say you are a trust and estates attorney.??

You prepare a four-document, estate-planning package for your clients. In these documents, you address the most difficult decisions people will have to make on your client’s behalf if he becomes incapacitated or dies.

What do you charge for this service?? $1,500. Why?? Because that’s $500 less than what the guy down the street charges.

In reality, the value of this package to the client is priceless.?This package will help your client (and his family) handle some of the most difficult matters they will ever face.?You could easily charge $15,000 for this package, with unlimited lifetime revisions, and unlimited annual reviews.?But you don't.?Why?? Because in your mind, this is only worth $1,500.?

You do not ever take into account the value the client sees in this service. He NEVER has to worry about his family's financial future.

Another example:?

Our friend George the marketing consultant charges $3,000 for a website package. He does this because the cheapest web design firm in his area charges $4,000. He believes this gives him an advantage. When we surveyed the clients who went with someone else for web design, we realized 30% of them didn’t trust the quality of George’s work, because his fees were so cheap.?

The solution in both situations:?

Make your case to the client that they get what they pay for. In other words, focus on the value the client receives, not the price they are paying. ??

Even after reading these examples, you may not believe you could make this happen in your business.?I have clients who do, every week, in various professional practices and in different markets around the world.??

But your relationship with money is not strong enough for you to make this happen. In your mind, there are only a finite number of clients out there who will pay your fee.??

In reality, there are an infinite number of clients who will pay WHATEVER fee you charge if you show them the value of doing so.?

You must shift your relationship with money to one of abundance and value as opposed to one of scarcity and fear of loss. ?

Starting today, view your services from the client's perspective.?What value is he receiving??No matter what your fee, it will only be a fraction of that value. You must see this and believe this and then you must help your client see it and believe it.?

Drama Creator Three: Your Relationship with Your Clients?

Everyone wants better clients.?But most professionals do not do what it takes to make the most of the client relationships they have.?The best way to do that is to set expectations for the client relationship right from the very beginning.?

• What is the client supposed to do? What will you do?
• How much will the client pay? When should they pay?
• How should the client contact you with questions? When? How often?
• What is the client’s desired outcome? Have you helped others with this?
• Will the client, if delighted with the experience they have, refer others to you? Do you want referrals? How should they connect you with new prospective clients???

Starting today, hold an on-boarding meeting with each of your new clients and explain the rules you have for your relationship with them.?Once you have done this, you can hold them accountable for their behavior.??

If you do not have this conversation with your clients, you deserve whatever behavior you get from them.?Once you tell your clients what is expected, you will get what you expect.?

It is that simple.?

Drama Creator Four: Relationship with Yourself?

This is the most important relationship of all.?What are your personal core values? This means what are you focused on regardless of the external world around you??

First: Make a list of the things you believe in, things you won’t compromise for anyone. Follow this religiously. This will help build a foundation of confidence.??

Second: Develop confidence in yourself and your capability to replace any client at any time.?

Most professionals have no problem with confidence in their activity in their profession or in the day-to-day operation of their business.?Where they have a problem is in a lack of confidence in their marketing ability.?Your ability to attract clients on demand gives you the power to make good decisions.?It gives you the power to walk away from bad client relationships.? It gives you the power to spend more time with your family and friends.

Take the first step today and build the business you deserve. Focus on these four relationships. Make a list of the actions necessary to get these four relationships in order.?

Once you make that list, make a second list of the people who you must engage to help you make these changes.

Then, finally, make a promise to yourself to take action.?

If you'd like some help with this process, reach out to me and we can have a conversation. Call (786) 436-1986

The value I provide is in helping you with confidence, clarity, and capability. You’ll feel better. Act more decisively and develop the skills necessary to take control of these relationships.?

And most importantly of all, you’ll put the drama behind you for good.?

Have a great week!

Dave Lorenzo

The Godfather of Growth

(786) 436-1986

Dave Lorenzo earned the nickname The Godfather of Growth because he helps people make offers their clients can't refuse. Also, he does favors. Most of the time, those favors result in more money in your pocket. Call now: (786) 436-1986