Author: shelly

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The Low Hanging Fruit….Your Database and Marketing

We are looking so hard for prospects and business every day.

Guess what??

Your existing database is the best place to look!use your database for email marketing

But way too often our database is not in order or updated or organized by segment and therefore we can’t use it.

What does your database look like? If you are looking for the most cost effective and best marketing advice, spend the time or hire someone to get it ready for emailing.

You will then be ready to devise a plan to maximize your email marketing strategy by nurturing your database. Rather than just sending information to a list of contacts who have varying degrees of interest in your products or services, you can look at email marketing as a form of relationship management. The goal of your campaigns is to develop relationships with the people in your database and, over an unspecified period of time, connect and nurture them to a point of sale.

So, here are some tips and tricks for effectively uncovering business opportunities by nurturing your email database

1. Never underestimate the number of potential sales you could make from just nurturing a database of existing contacts. The simple fact is that the stronger your relationship with the people in your database, the more valuable they become to your business.

2. Keep the content varied by using:

  • Customers testimonials, case studies and success stories
  • Videos and podcasts that highlight your products and services
  • Social media connection  (Twitter, Facebook, YouTube, Google+, etc)
  • Product offers
  • News and updates about your company and brand

If you are not staying in front of your clients, then you’re almost invisible. They are as busy as you!

Your email marketing database isn’t just a list, it’s a group of people who are very valuable to your business. The best way to tap into their value is to treat them well, get to know them, and be willing to lead them all the way down the path to a sale.

If you’re interested in getting your database in order or learning more tips and tricks for running successful email marketing campaigns, call us to discuss how we can help!

Commit to your Business Success Today.

schedule a business consultation

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Truth About Succeeding In Coaching Today

I have spent my entire professional life as a successive entrepreneur and speaker; running businesses, consulting, and coaching others to successfully navigate a variety of challenges from day-to-day, growing business demands.  This equates to over 30 years of highly relevant experiences and lessons on how to succeed in today’s business world.  More than ever, I am convinced that what is needed right now is a strategic and smart approach.

the truth about succeeding in coaching today

As a result, I developed an experience-based strategic framework for coaches and small business owners.  “The Truth About Succeeding in Coaching Today” is a “6 Step Framework” that cuts to the heart of the matter by helping business owners overcome three main issues they face; a sense of isolation, feeling overwhelmed, and lack of a revenue generating model.  By providing strategies to deal with these issues, you are freed to focus on and address your immediate growth demands to help you and your company move forward.

The ‘6 Steps to Small Business Results Framework’ helps attendees to commit to themselves and their business success, focus on daily results, differentiate themselves and market their business, create effective business relationships, manage the emotional side of business, and create a system of accountability to achieve greater success.

As a small business consultant engaging in countless conversations with owners and coaches, I am deeply attuned to the struggles that you face on a daily, weekly, and monthly basis. Not only are these issues caused by trying to wear the hats of sales, marketing, finance, IT, and operations, but to a greater extent by your exposure to continually changing market trends with increased information, greater reliance on technology, tougher marketplace competition, and the current escalating business climate complexities.

Two major factual realities I have witnessed are…

  • How we need information condensed in ways easily digestible and relevant to today’s challenges that won’t interfere with us getting done what needs to be done on a daily basis.
  • We need human engagement and when we bring a group of like-minded professionals together we learn, grow, and get inspired!


Please join the ICFNE interactive experience.

[maxbutton id=”1″ url=”” text=”Register Today” ]


Looking forward to helping you bring your business visions to reality!

Shelly Berman-Rubera


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Three High-Level Business Development Activities

Desire is extremely important in life, for it allows us, compels us to work towards something better for ourselves and others. If we truly define our desires, we are going to work towards that. If we are satisfied with the status quo, then we will remain quite passive.

Planning is one of the most important project management and time management techniques. Planning is preparing a sequence of action steps to achieve some specific goal. If you do it effectively, you can reduce much the necessary time and effort of achieving the desired outcome.


Too often I see,time, energy and money spent on erroneous things, when any of the below suggestions would definitely help.

  • Seek out a mastermind or group coaching. (You will learn so much about yourself, and running a business and build key relationship)
  • Get a coach. A good coach will keep you focused and accountable and push you to reach higher level.
  • Hire or outsource tasks that keep you from doing what you do best.

Commit to your Business Success Today.

schedule a business consultation

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12 Tips: Strategies for Business Success

Based upon the Small Business Results signature program, 6 Steps to Small Business Success:

Click on any title to read more on each topic.

strategies for small business results - coach

Tip 1: Commitment to Revenue Growth

strategies for small business results - coach

Tip 2: Commit to a 30 Day Plan

strategies for small business results - coach

Tip 3: Systems for Productivity

strategies for small business results - coach

Tip 4: Do - Defer - Delegate

differentiate and market for small business results - coach

Tip 5: How Do You Stand Out?

differentiate and market for small business results - coach

Tip 6: Create Your Differentiating Statement

relationships for small business results - coach

Tip 7: Where Are Your Business Relationships?

relationships for small business results - coach

Tip 8: Be Interested


Tip 9: Manage Your Own and Others' Emotions


Tip 10: Emotions Are The Drivers For Business Relationships

accountability for small business results - coach

Tip 11: Accountability - The Pathway to Success

accountability for small business results - coach

Tip 12: Roles, Responsibilities, Expectations

 Commit to your Business Success Today.

schedule a business consultation

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Accountability: Roles, Responsibilities, Expectations

The Case Study:

The owner of a niche consulting company we worked with was talking about the frustration he had with getting everyone in his company focused on growing the business.

My team has been together for 3 years, so everyone knows what we offer and what our competitive advantage is in the marketplace, but there is no sense of urgency.  I just can’t seem to get people unified around growing our client base,” he lamented.

Small businesses are faced with many issues, but the major issue is the inability to drive sales and to get each member of the team to focus on sales and not just the performance of his/her individual daily tasks.  Often people in the professional service industry simply want to perform the service they provide and leave the sales and client facing aspects of the company solely up to the business owner.

The Outcome:

After discussing this issue, we recommended a monthly sales meeting.  In this meeting the CFO of the company opened up a P/L statement, which included all the target accounts with revenue goals for the entire team and bottom line budget for expenses. The idea was that employees could get a sense of real/time profitability and be aware of the sales successes and failures across the organization.  While this strategy does not make sense for every company, our client saw significant results in accountability and camaraderie within his team.

Like it or not….in today’s business world we are all in sales and customer service.   As a business owner we cannot reach our goals if everyone is allowed to decide for himself how to reach them.

Creating a system of sales and accountability may be as simple as defining roles, responsibilities and expectations.

accountability: roles, responsibilities, expectations - small business results
By having a company meeting and clearly expressing and teaching the sales philosophy, you can create a powerful team that delivers and sells.

Schedule your coaching sessions today.

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Accountability – The Pathway to Success

Having a system of accountability in your business is the pathway to success.  

If you can understand how you were able to achieve a result, then you can find a way to repeat it.  How you account for those results, even if those results turn out to be not so positive, will provide you with information to make better decisions moving forward.

A system of accountability works well in a small business or in an entrepreneurial environment because it recognizes that each person is a major contributor or has the potential to be one.

To build an accountability culture and policy it is important to build a systematic method that defines expected time frames (i.e. daily, weekly, monthly, quarterly and annually) and clearly defined roles, responsibilities and expectations.  Depending on the size of your company, having a conversation that usually starts with the question, “How do you account for that?” can work as an effective system of accountability, but in order to be effective, the conversation must clearly define goals, opportunities, obstacles and responsibilities.

By seeing accountability as more than a means of having to be responsible and productive and viewing accountability as a tool for success, you can actually keep morale high, motivate employees and ultimately can move the company as well as individuals toward high and performance and a very successful business!

Every 30 days (maybe even sooner) you really have to say,

“What is working in my company?” and capitalize on that.

If it’s working, make it work more.

What’s not working? Stop doing that.

Maintain commitment and hold yourself accountable for the result.
Commitment and accountability equal success.
Contact Shelly to speak to your staff or at your next event.

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Recognize That Emotions Exist


Recognize that emotions exist! It is not having the feelings that are the problem, it is how we learn to manage and understand them.

The Case Study:

I walked into a client’s office for our appointment.  No sooner had I knocked on the door to announce my arrival with “Hi, how are you today?” than she quickly turned and emphatically retorted “How am I?  How am I?  I am overwhelmed and exhausted.  The children need to be picked up, and I have one of the biggest deals unfolding today.  I am having a terrible time with this negotiation. ” 

Her logical thinking was being completely derailed by her feelings.  

I asked her to take three deep breaths and just to take a pause from all thoughts and feelings about the situation.  I acknowledged and empathized with how difficult the situation was. 

After being able to calm down and have an intelligent conversation, we were able to get clarity about what was real in her knowledge of the issues involved and to separate that from her feelings. 

The Outcome:

We know that making decisions based purely on knowledge or based purely on emotion is always the wrong decision, but by employing three strategies we were able to come up with a new equation that got to the heart of the matter. 

The very first thing we needed to do was to take a pause. 

The second thing we needed to do was to acknowledge and empathize with her feelings. 

The third and final step in the process is that she needed to do a body and mind scan and in so doing ask three questions: 

  • “What am I thinking?”
  • “What am I feeling?”
  • “How can we come up with a new response that incorporates both intellect and emotion?” 

As a result of this process, our client was able to navigate her emotions, navigate her client’s emotions, and close the deal with great success!manage-emotions-small-business

Emotions are the driver and influencers of all relationships.

Want to learn how to manage your emotions and others’ for effective results?

Schedule your coaching sessions today.

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Emotional Intelligence for Business Growth

emotional intelligence for small business resultsStarting and running a business is filled with trials and tribulations. Along the way one experiences their fair share of both successes and failures. Being an entrepreneur or small business owner requires resiliency and the ability to bounce back from setbacks.   Given the reality of this situation, this can feel a lot like being on an emotional roller coaster.

Learning to manage one’s own emotions and the emotions of others
is critical for both your health and business success.

Emotional Intelligence is defined as the capacity to make decisions and control reactions based on combining what you think with what you feel.

There are multiple philosophies regarding the teaching of emotional intelligence, but the great news is that the mere introduction of the language of Emotional Intelligence will immediately raise your ability to identify and express feelings and help you to connect your thoughts to those feelings.

When emotions run high, the thinking brain is cut off from the feeling heart and decisions and reactions become askew. There is no decision that is made straight from logic or straight from emotion that can ever be the right decision. Often a missed sale, miscommunication, or major disconnect is due to the disconnect between feelings and thoughts.

It is when we understand that emotions
are the major influencers of
all relationships and all decisions
that we give proper attention to
our Emotional Intelligence.

emotional intelligence for small business results

Emotions are the driver and influencers of all relationships.

Want to learn how to manage your and other for effective results?

Schedule your coaching sessions today.

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Building Effective Relationships

building effective relationships for small business success

How many times have you gone to a networking event, handed out or collected 50 cards,  and a week later turned around and said, “Hey, no one called me!” or “That event turned into zero sales.”

The reality is that there is a clear difference between networking, sales and building trust. 

Building effective relationships
requires time and energy which equate to
increasing or decreasing revenues.  

In creating effective business relationships, it is imperative that we choose our networking or client meetings based on right fit audiences. 

If you measure your business by time, energy and money, it is very important to make sure you are talking to the right fit person and attending a right fit meeting.  Right fit clients or organizations are a match based on the following factors:  demographic (age, location, gender), economic (they can pay for your product/service), and psychographic (their wants and needs match what you offer).  Now comes the hard part—the relationship itself. 

Building effective relationships requires
effective listening, genuine curiosity,
and the empathy for your client. 

Finding the right fit client and building trust and connection will translate into a solid and profitable client base. 

right fit audience and clients for small business success

Ready to learn the most effective ways to stay top of mind to your clients and prospects?

Schedule your complimentary consultation today.