Author: shelly

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In Order To Be Interesting, You Must Be Interested

Case Study:

Too often in the effort to build relationships or close sales, the eagerness to sell the product or service comes before a true understanding of the potential client’s needs or wants. A few common frustrations and issues many small business owners and entrepreneurs face are 1. They have trouble getting in the door. 2. It looks like a deal and then something happens. 3. They often hear the prospect say “sounds good, but we have no money now.” In order to develop trust and success, we must invest time in the process of asking the right questions.

The Outcome:
With a little practice, you can approach a prospect or client in a conversation that will enable you to get them to give you information to allow you to create a specific solution that goes beyond their expectations. How? You can do this by going beyond the typical question that asks, “What are your greatest challenges?” or “What are your goals?” and by sincerely being interested in their process and their experience. Time and time again we see success when we can engage a prospect or current client in order to share their greatest successes. By engaging clients at that level you will enable yourself to determine how your product or service can be of value to them.
Let them talk and feel heard!

Do you have a series of questions you use to engage your clients or prospects?

be interesting - be interested

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How is Sales in Business Like Strength Training?

Repetition, repetition, repetition, discipline, discipline, discipline
Case Study:

A photographer, an organizer, and a realtor are all known in the business world as independent professionals.  They’re all passionate about what they do, but the one thing they hate to do is to sell.   In each case they are complaining about a lack of revenue, but when asked what they are doing for sales, there are one of three responses:

“Sales, I hate that part.”

“I’ll sell when my website or marketing collateral is updated.”

“If and when I sell, I have a hard time collecting.”

We incorporated the SBR system called SDDC.  The SDDC system is a 30-day system of accountability.  This includes selling, developing, delivering, and collecting for the next 30 days and every 30 days thereafter.  Each of these independent professionals were held accountable for making at least two sales calls per day “no matter what.”  They had to evaluate how much time they were spending on:

Development (e.g. developing a website, developing content)

Delivering their product or service

Incorporating a system for pricing and payment.

The Outcome:
At the end of the 30-day period, each of these business owners went from 0 sales calls to 40 sales calls in the 30-day time frame.  They started to control the amount of time spent on development and made more time for selling, and as a result, spent more time on delivery of their product or service.  In the end, they were booking clients, getting deposits, invoicing and increasing sales and revenue.

If you are looking to create a system of discipline to build your sales power and business, I can help you!

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Creating and Running a Business is Hard Work, Obstacles Occur All the Time

The Tip:

“Staying stuck in the problem is negative, but working on the solution is being in the positive.”

The Case Study:   

In the current business climate and in the everyday churn of business I see that most small business owners and entrepreneurs are running on empty, facing more work with less resources and managing one’s emotions, performances and reactions are an ongoing battle.  Studies show that there is a very strong link between feelings and performance.  Day after day I hear complaints about how a company’s leader is impeding the growth of the business and derailing productivity.

The Outcome:

When we create an organization where the workplace is positive and engaging it is more likely that when problems or obstacles occur the cost to productivity and morale can be minimized.  To successfully manage obstacles we must become experts at managing our emotions on 3 levels: Individually (ourselves), relationally (those we work and deal with), and organizationally (the whole company). By having knowledge and systems in place on all three levels, we greatly improve the climate around us as well as the company’s communication and path to becoming a solutions based organization as opposed to problem based.

I am interested in hearing how you handle demands, emotion and maintain productivity.

As a Certified Business Coach and Emotional Intelligence Leader, I have created many systems and structures for handling the day to day demands and maintaining productivity. If I can help, please let me know!

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Build Your Wave of Momentum to Sales

The Case Study:

An interior designer was just starting out in business.  Her “to do” list was three pages long and everything on that list was crucial to get done. The most important, however, was bringing revenue! She exclaimed. “How can I possibly make this happen?”

The Outcome:

I went to work to create a strategy for addressing the high-level issue of revenue. This interior designer had landed her first client and it was, in fact, a friend. The project was a redesign of a room. I taught her how to employ what I call the “five friend rule,” which is a direct sales tool that I love. The rule is that when you make a sale to a friend or relative, their neighbors or friends can potentially be your next sale.

She asked her friend if she would invite 5 or 6 friends to actually watch her do the redesign. They made it a redesign party!

At the close of the event, three attendees said, ” I want you to do this to my house and two said, “I know someone who might need you, I will give them your name.”

This strategy can be applied to just about any industry. There are three key components to gaining success from this strategy:

  • Show them what you can do with people that know, like and trust you
  • Do a smashing job
  • Ask for the referral at the close of the event

This designer now had the momentum she needed to move to the next high-level task on her list!

Do you need a strategy to gain momentum in your business?

Make your appointment now and get going!!!

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Do, Defer, Delegate, Dump

Do what is most important, Defer anything that does not need to be completed right now, Delegate what you don’t need to do yourself, Dump all activities that take you away from SDDC (selling, developing, delivering, and collecting).

Case Study:

In the day to day running of a small business, it is easy for owners to get caught up in the daily operations and wear the sales, marketing and finance hats. Therefore, it is challenging for them to remain focused and to grow and expand the business in the direction they desire.

I ask clients to track their work day by using the DDDD system. When this system is employed, we consistently get a grasp on what is essential for the owner to do and what we could get someone else to do.

The Outcome:

By really tracking the day’s activity and measuring the business day by time, energy and money, we are able to create job descriptions, post them on a number of college job boards and hire the right fit interns or find a great assistant; someone who will free you up to do what you do best!

I love to put these questions in the small business owner’s head when looking at their day to day behaviors.

“Is this the best use of my time and energy?”


“Is it feeding my revenue?”

Interested in tracking your behavior? Here is my gift to you. I created this system and you can get started by printing out this DDDD Form.

Please let me know if this works for you or if you have any thoughts or ideas!

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When Business Owners Are Cut Off From Emotion, They Make Bad Decisions

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 a decision 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?” and “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!

How do you manage emotion? Need some new coping and management skills?

As a Certified Business Coach and Emotional Intelligence leader, I can help!


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Measure Your Success by Your Calls, Meetings and Sales

It’s been an interesting few weeks working as a business coach. It doesn’t seem to matter the industry, clients are having a very difficult time opening doors and getting accounts.  I realize there are three things that are most important to attract business:

1. You must have accurate messaging and positioning; how you talk about your business is too often very overwhelming and too verbose.  Is your marketing message reflected on your website? Most websites talk about the services provided, whereas the correct marketing message addresses the visitor’s challenges and makes them say “wow, that’s me!” They then see you as holding the solutions to their challenges.

2. Getting the conversation and making sure you are talking to the right person that actually needs what you offer.

3. Getting the meeting and starting to build the know, like and trust relationship that leads to sales.

The absolute three most important goals in building a business are getting the conversation, getting the meeting and obviously the third thing is to close some business!

The Case Study:

Networking and websites are essential marketing strategies for every business owner. Clients tell me all the time “I handed out 50 business cards and no one called me,” or “I went to that event and there was no one there to meet for my business.”  I have a website and it brings me nothing.” It is very important to have a clear strategy for selling and connecting to “right fit” contacts.  In order to do this it is equally important to understand the difference between networking, sales and building relationships. Too often we find that small business owners are more anxious to just make the sale before developing effective messaging, building rapport and trust and ensuring they are talking to a true potential lead who actually needs them.

The Outcome:

There are 3 major factors to keep in mind when seeking connections to potential clients/ customers.

1. Psychographics:  The client’s needs and wants match the solution, product or service you are selling.

2. Demographics:  This includes age, gender, location, and likes and dislikes.

3. Economics:  Can they pay for your services and/or products?

The real key to finding out if you are talking to the right person or are at the right event is to consider the factors above and to make sure you are not jumping in and talking about yourself and your services before you have these factors sorted out.

The more clarity you have about you own business and who you are looking to meet, the greater likelihood that you will either meet a “right fit” client or contact, or that your conversation will result in an introduction to a “right fit” client or contact.

Does your messaging attract buyers? Do you have a sales process for calling and obtaining “right fit meetings?”

Please let me know if I can help you with effective messaging and strategies to open doors and close sales!

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Yes, I Have An Addiction

I asked a friend, “What is wrong with me?” I work about 60 hours a week and then I read business books and I can’t seem to stop buying and reading them.

Her response, was well if you are going to be addicted, at least it a good addiction to have!”
Do you know, there is a new statistic that shows that only seven-in-ten American adults (72%) have read a book within the past year, whether in whole or in part and in any format? So sad!
I love to read; the learning, the distraction from other thoughts and feelings and I love the silence and stimulation that comes from reading.
Maybe over the holidays you will have some down time and you can enjoy one of my latest favorites.
  • Roar! Get Hears in the Sales and Marketing Jungle by Kevin Daum
  • 80/20 Sales and Marketing by Perry Marshall
  • Scaling Up by Verne Harnish
  • Disciplined Entrepreneurship
  • The Digital Marketer by Larry Weber and Lisa Leslie Henderson
Pick one up…I dare you!
Let me know if you do!
Shelly Berman-Rubera
Shelly Berman-Rubera, President of SBR-Small Business Results is an authentic, experienced communicator you will learn from. She provides guidance and solutions to run and build business.
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Why Do You Need A Business Coach?

So, you run your own business or are responsible for building your book of business.  The truth is, its grueling and exhilarating all that the same time.
Of course, the question is how do you get it all done and stay on track? After all, being licensed or certified or passionate about a subject is simply not enough in today’s world. There comes a point where lack of progress and overwhelm sets in. You can take yourself only so far without the help of others. It happens to all of us. The most important piece of stagnation is to not stay there very long and to seek the help you need.
The old paradigm for coaching is that the coaches’ job is to ask powerful question to the client with the belief that the clients hold the answers and we the coaches are to then facilitate the client in finding them.
Now enter the new paradigm and how a strategic framework and an experienced business coach can help. I believe business owners do want to be asked questions and they are seeking “answers, executable answers.” They want to be paid 100 percent dedicated attention to their challenges and their issues. A business coach is somebody who helps you move from where you are to where you want to be, and does so by solely focusing on you, the owner and your business.
In my experience , everyday starts out with greatest of intentions and opportunities and then the day to day distractions distract and impede progress. Nothing worse than starting over every day, week or month.
After all, you’ll never really know what you’re capable of until there’s someone to push you outside your comfort zone. Just ask any athlete or top performer. If a business coach is something you’ve thought about recently but aren’t quite sold on getting one yet, here are four reasons why you should:
1. To Have an Intelligent Conversation
Imagine spending time, simply brain dumping and discussing your business and leaving refocused, re energized and with specific strategies, ready to implement. Would that help your month? You bet it would!
2. To Explore New Ideas
Having a sounding board and an experienced ear to listen and bounce things off of is invaluable. By allowing allows the coach to facilitate your thoughts and ideas  we can create a strategic path.
3. To Be Accountable 
A coach serves as an incredible accountability partner who challenges you to strategize and prioritize your tasks while aligning your efforts toward achieving them.  What does it feel like to have someone in your corner who genuinely cares about your results and is dedicated to keeping you on track. ( it feels great)
4. To Receive Guidance and Solutions
A business coach will challenge your thinking, goals and willingness to grow. A coach also acts as a role model because of the experience that he or she shares. Additionally, a coach has unique insight that broadens your business awareness. I call it the “third eye” Often when we are simply trying to figure out the next best move, or the language to respond to a situation, it can be so beneficial to be able to reach out and get an effective answer.
It is OK to need guidance and solutions. We all need guidance for how to get from where we are to where we want to be, and once we do, we can productively prioritize and execute.
Please Help Me Help You.
I am offering 10% off one to one sessions to you for Responding to this Survey. The intent of the survey is to gain a clear understanding where your challenges lie and to gear my educational content to it.
Your success is my greatest reward!
Shelly Berman-Rubera
Shelly Berman-Rubera, President of SBR-Small Business Results is an authentic, experienced communicator you will learn from. She provides guidance and solutions to run and build business.
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Why is Commitment the Key Factor to Results?

Are You Serious About Building Your Business? Join SBR for Morning Business Coaching!
Yes, running a successful business can be chaotic and challenging, but accepting that and not fighting it by seeking solutions
to address the challenges help us to persevere. I believe this requires a strategic framework that allows us to be accountable for our day to day, month to month, and therefore year end results.

The next series of questions pertains to the “6 Steps to Small Business Results” strategic framework that I founded and use successfully in my coaching practice!

Why is Commitment the Key Factor to Results?
Small business owners and independent professionals are often entrepreneurial by nature. As entrepreneurs we are filled with great ideas and the drive to make money. Too often we have many great ideas but are held back by a lack of commitment to a particular product or service. I believe that “commitment” is the most important word in the English language and a commitment to a product or aspect of a service and a strategic approach is crucial.
There are three important aspects of an effective strategy position in the marketplace:
1. We must be passionate about what we selling because when we believe in something the force of our convictions will spark other people’s interest and motivate them to let you help them achieve their goals.
2.  It is the creation of a unique and valuable offering to a particular audience. It involves having the courage to offer something to someone and not trying to be everything to everyone. It is the understanding that by saying yes to an audience, do not mean saying no to others. It actually can propel you and allow you to create other offerings to other target audiences.
3.  There must be consistency between activity and the strategy. Consistency builds recognition and presence. To make consistency happen, we must commit to a routine of sales and marketing activity. Strong relationships and sales are built through regular, branded interactions.Commitment also does mean routine and this means always furthering your learning, developing your resources, holding onto your passion and connection to a particular audience.
I hope this encourages you to look at your product or service and where you commitments lie.
Please remember that a wavering commitment is really no commitment at all and that a commitment to a routine will set you free!!
How do you make your commitments?  What is your greatest challenge to keeping commitments?
If and when you have trouble coming up with the answers, that is a great time to give me a call and let me help you.
“Scaling Up” Strategies To Grow and Propel Your Business Forward

Morning Coaching Program for Entrepreneurs

Thursday, November 19th 9:00-11:30

This is not just another grow-your-business seminar!
Shelly Berman-Rubera, President of SBR-Small Business Results is an authentic, experienced communicator you will learn from. She provides guidance and solutions to run and build business.
Let’s build your business together.
Your success is my greatest reward!
Shelly Berman-Rubera