personal compass core values

Align With Your Immutable Laws to Transform Your Business and Life

If you want to transform your business from one that frustrates and exhausts you every day to one that fulfills your dreams and aligns with your life goals, then you will want to read about Glen Rosciano and his journey from overworked plumber to the CEO of a thriving plumbing company that fulfills his sense of purpose.

Glen experienced this profound transformation by discovering and implementing his Immutable Laws, which are your most deeply held core values. These are the values that don’t change for you, the values that you live by and run your business by.

Glen’s Story Could be Your Story

Throughout his career, Glen Rosciano was a dedicated, hardworking plumber. In 2018 he decided to start his own business, Westover Plumbing. Like many small business owners, he was often the only person working in his business, as he struggled to find good employees.

Glen’s days were filled with the grind of a one-person operation. He couldn’t imagine a time where he wouldn’t be doing the work, rolling up his sleeves and working under houses to install and fix their plumbing.

Glen faced many common challenges, including finding employees that were reliable, working crazy long hours and dealing with constant price pressure from customers and prospective customers.

He often felt like his company was out of sync with his values and the way he wanted to do business. But he wasn’t sure what to do about it.

Then he met Dhiresha Marshall. Dhiresha is an experienced business success coach and a Certified Pumpkin Plan Strategist.

One of the first things that Dhiresha and Glen did together was to figure out his Immutable Laws (core values), a key step in the Pumpkin Plan process.

The Discovery Process

personal compass core valuesEverything changed for Glen when he discovered his Immutable Laws. These guiding principles became the foundation on which he built a business that is not only thriving but also reflects his values and beliefs.

Going through the Immutable Laws discovery process with Dhiresha, Glen determined the three main principles that he wanted to run his business by:

1. On Time Every Time
2. Promises Kept
3. Top-Notch Quality – Organized, Clean, and Prepared

These Immutable Laws became the compass that directs every aspect of Glen’s business and interactions.

Once he determined his Immutable Laws, Glen worked with Dhiresha to craft a company mission that aligned with his values and resonated with his clients.

Leading with Immutable Laws

How did Glen use his Immutable Laws to create such a dramatic transformation, you ask?

As he integrated his Immutable Laws into his business, he transitioned from a mindset of “taking every customer” to confidently saying no to clients who don’t align with his values and the way he wants to do business.

Instead of leading with price discussions, he now opens conversations and inquiries by sharing his Immutable Laws. He no longer haggles over his fees, because he knows he is delivering real value to customers. He only does work for those who appreciate the quality of his company’s work and the way that they deliver on their promises.

The shift has been impactful and remarkable – clients are no longer fixated on the cost of his services. They are drawn to the values that Glenn and his business embody. Prospects no longer ask about his prices up front and instead they ask when he is available to start the job! Problem clients and problem jobs are now a thing of the past.

Clone Your Best Clients

This newfound clarity has also enabled Glen to create a culture of excellence within his company, attracting like-minded employees and fostering customer relationships based on trust and mutual respect.

As he worked with Dhiresha through The Pumpkin Plan process, Glen was able to identify and clearly define who his ideal clients are. Knowing who your best clients are enables you to focus on attracting more just like them into your business. Glen has been able to craft a message that embodies how he does business in a way that appeals to the kind of clients he wants to work with. Those who are just looking for the cheapest labor they can find will go elsewhere, and that is fine with Glen!

A Culture of Excellence

Using the Pumpkin Plan Strategies, Glen has fostered a sense of empowerment and positivity within his company.

With Dhiresha’s support, he has set up systems and processes and real accountability for his employees. This has enabled him to confidently delegate more and more responsibilities to his team members. He is now able to take days off and even full vacations, knowing that his customers are in good hands with his highly capable team and they are upholding his company values. Glen has successfully transitioned from being a solo business owner doing all of the work himself to becoming the CEO of a thriving plumbing company.

Glen received another bonus as well! In addition to the improvements in his business operations, his work with Dhiresha has sparked personal growth and greater emotional resilience. His feelings of frustration and disappointment with his business have subsided, and he is now able to view setbacks as opportunities for growth rather than insurmountable obstacles.

This newfound sense of inner peace has translated into tangible success for Glen and his business, resulting in real growth, financial prosperity, and the ability to contribute to his local community as well.

Certified Pumpkin Plan Strategists have the tools and resources at their fingertips to develop winning strategies for their clients. If you serve the small business sector and would like to become a Certified Pumpkin Plan Strategist go here to APPLY.

Would you like help and support to create your own winning growth strategy? Hire a Pumpkin Plan Strategist today!

calculating expense and return on investment

Business Coaching: Expense or Investment?

Do your clients see your services as an investment or an expense? If you are a business professional, such as a coach, consultant or accountant who provides services to small businesses, the answer to this question is key to your growth potential.

What is the difference? Aren’t those terms interchangeable? No! The underlying beliefs around expenses and investment dictate your client’s perception of YOUR value.

Expenses are a necessary evil…

Let’s explore beliefs around expenses. In the mind of a business owner, expenses are a necessary evil, something to be kept to a minimum. Expenses represent money that leaves the company, never to return again. Expenses are often on the chopping block. The client will use price as the deciding factor between competing products or services.

So who wants to be considered an expense? Not me!

When a business sees your offering as an expense, they will consistently evaluate not just whether they can find a less expensive option, but whether they can cut that product or service all together.

An investment today implies a return in the future

The word investment implies something totally different. When you make an investment today, you expect to get a return in the future that is GREATER than what you initially invested. For business coaches, consultants, strategists and other professionals, the key to receiving high value for your services is to demonstrate that your clients will get an exceptional return from their investment.

If you and your client both receive high value from the work that you do together, you have created the ultimate win/win!

If you would like to learn more about how to Be A High Value Business Coach, click below to join our week-long Bootcamp (presented by Donna Leyens and Mike Michalowicz).

Be A High Value Business Coach

How to define your ROI

The next question you want to know the answer to is how to define the return on investment (ROI) so that your client knows what they are getting. A financial gain is very straight forward. For example, if you invest $10,000 in a coaching program and you gain $20,000 in sales as a result, you have just received a 100% return, or double, on your investment.

There are other ways that professional services can provide a return. For example, let’s say the work you do results in your client saving 2 hours of time per week, or increasing productivity by 50%, or eliminating employee headaches. Those results also have value, and you can determine what those things are worth to your client.

Another factor in determining the investment value of your offering is risk. Every investment has a risk/reward ratio. The riskier the investment, the higher the expected return.

When you offer a service, such as coaching or consulting, the results are not guaranteed and therefore the client’s perceived risk appears high. Clients might hesitate to invest if the chances of achieving their desired results (return) feel unlikely. If you can point to past or proven results, however, the investment feels less risky and the client is more likely to move forward.

“I love the Pumpkin Plan Strategy Tools. They’re fantastic. And I just continue to get more and more value out of them every time I use them.”

Christeen Era, Certified Pumpkin Plan Strategist, Founder, Core Growth Strategies

Would you like to learn more about creating and receiving high value for your business coaching/consulting services while helping your clients grow profitable businesses? Apply to get certified as a Pumpkin Plan Strategist.

Right on Target; Niche strategy

Is Niche-Phobia Holding You Back? 3 Powerful Reasons to Get Over it Today!

I’m sure you’ve heard it before –  the arguments for defining a narrow niche for your business. And yet, you don’t quite believe it. It seems to go against common sense. Why narrow your potential market? Don’t you want to attract as many customers as possible?

The Power of the Master Mind

For me it was the energy of the people who attended, and the intense Master Minding that took place throughout the retreat, that solidified my learning, insights, and clarity for moving forward. That got me thinking about the power and the value of the Master Mind.

The Entrepreneur’s Guide to Overcoming Business Obstacles

Sometimes as an entrepreneur, you have to be willing to take that risk, and go into unexplored territory in order to get where you want to go. You need to know when to stick it out, and when road conditions require a new plan. And it certainly helps to have a guide and a new plan so that you don’t get completely lost in the “Wilds” of the marketplace.

5 Steps to Overcome Client Resistance

Client resistance is frustrating.

After all, they are paying us good money to advise them, they should listen to us! When someone says “no” to something we want them to do, our natural reaction is to try harder to convince them. We think if we have a great argument, we will win them over to our point of view. But more often than not, arguing with a client, or trying harder to convince them has the opposite effect of what we want. It increases rather than decreases client resistance.

The Two Vital Keys to Success in Business

Do you know what it takes to grow a successful business- one that makes it over the inevitable bumps in the road, through the first five critical years, and on to become a thriving, profitable business?

Running a Successful Small Business Doesn’t Have to be Hard

As much as we love being entrepreneurs, there are a lot of things about running and growing a small business that are hard. Getting clients, dealing with clients, hiring employees, getting your employees to perform to your expectations, finding time to do everything you want. All of those things are hard, right?