Those of you who have read our book Money, Meaning and Beyond, know that we are die hard fans of doing the opposite of the traditional. We call it Pulling a Costanza.

And today I'm excited to introduce you to a new way of thinking about how to build your business along these lines.

These days, we're all in sales. You sell, I sell, we ALL sell for a living. So, what's the best way to sell without
selling out and to reach today's customer in today's market?

Hint: It's not what you've been taught to do...

That's right. The typical sales tactics no longer work. Cold calling gets you nowhere and closing techniques don't work on today's savyy customers.

That's the core message of the new book, The Contrarian Effect: Why it Pays (BIG) to Take the Typical Sales Advice and Do the Opposite, written by my colleagues Michael Port and Elizabeth Marshall.

You'll get to hear me talk with Elizabeth and Michael later this month on a teleseminar about specific strategies I've used to take the typical sales shtick and do the opposite (more on that later). You won't want to miss it! But, first...

Today, I encourage you to do TWO THINGS:

1) CHECK OUT THEIR BOOK CAMPAIGN (I'm giving away something special!)

Michael and Elizabeth have put together a never-been-done-before (and totally contrarian) book launch that is something quite special. In fact, I think it's so creative I've offered TWO gifts to support the cause:

* Coaching by Example 9-CD Audio Program (worth $347)

* $100 Gift Certificate to use in the Kiva.org Store

Does either of these sound intriguing? Check out their campaign here:

http://www.contrarianeffect.com/auction <---- GO HERE

In addition to your chance to grab these gifts, be sure to look at all the good stuff that's yours for the taking,
including:

* two tickets to the Inc. 500 Conference in Washington, D.C.

* a seat for Michael Gerber's Dreaming Room Workshop (worth $3000)

* premium business software from Mindjet, Daylite and iThemes

That's just a taste of all the cool items available, so visit the link above for the full scoop.

2) BUY A COPY OF THE CONTRARIAN EFFECT

If you're not interested in the gifts in the auction, not a problem. Grab a copy of the book ($13 at Amazon) to learn how to sell more than ever before:

http://snipurl.com/contrarianeffect-866 <-- GET THE BOOK

It's definitely an irreverent business book that will change the way you think - and encourage you to do the opposite, especially when your business is stuck.

OH, I almost forgot. Be sure to save you seat for the teleseminar I'm doing with them later this month.

http://www.contrarianeffectbooktour.com <-- SAVE YOUR SEAT

Barbra Sundquist's New Mentor Coaching Group

Which movie was it where someone said "Just when I think I'm out, they pull me back in..."

Never was a celluloid moment more applicable to Mentor Coach Barbra Sundquist, although of course, she isn't a gangster, at least the last time I checked. :-)

After a summer off practicing retirement, Barbra has been pulled back in by the strength of increasing numbers of coaches seeking certification. This is very lucky for a small group of coaches because - truly - there are not that many mentor coaches actively mentoring at any given time. It's a little like fine wine, there are never many bottles of the best vintages. 

I'll be updating you on my own path to certification in a future issue of 'Creating What Matters' but let me assure you that when I get those letters, I'll be crediting Barbra for sure.

Could the fall be a perfect time for you to add some mentoring to your coaching mix? Are there some things occurring in your coaching sessions that you're uncertain of, but you don't know what else to do? Do you feel as though your clients could be getting where they want to go, faster, and more elegantly?

Consider the mentor coaching group at the following link, and if the time is right for you, be sure to register by this Friday, September 12, 2008 to receive the early-bird discount rate.

This is a rare opportunity to work with the best...

"Barbra, I’ve finally received word that I’ve passed!

My scores were extremely high (99% and 97%) on the submitted tapes, and I want to thank you for your huge contribution to my success.

I believe that you expedited my certification by a minimum of six months, not to mention catapulting my coaching skills to the next level!”

-- Kerri Laryea, Certified Coach IAC-CC and Founder of iKlarity.com

(1) Leadership on the 'Edge' and (2) [No more] Hating Presentations

Speaking of superb big ideas, at long last...Bea Fields' much-anticipated new book, EDGE! A Leadership Story, is out. Bea is one of those very special individuals worth paying attention to, in my opinion.

Using a provocative approach, the book delivers a powerful message about authenticity, courage and human development through the engaging story of a modern day leader, Mitchell James, his team and his executive coach, Kate Nelson.

Those of you working in corporations AND interested in innovative ways to convey an intellectual message in an emotionally impactful way, click the cover to the right and have a look at the book more closely.

Or, click here to view the punchy video Bea's team has created in celebration of the book launch:

Congratulations to Bea for another great addition to the coaching compendium of tools.

Presentations continue to BIG problem for people in the workplace today. Translation: this comes up in coaching with clients quite a bit. Are you ready? For that matter, do YOU still dislike the making of a presentation?

I Hate Presentations is a new book by James Caplin that takes a radical approach to presentations. It makes preparing and doing them easy. The method in the book is easy to coach – your clients will love this!

Special Offer from Author James: From now until Wednesday August 13, 2008, purchase the book from Amazon by clicking the link above or the cover at right, and follow up by sending James an email with 'BOOK OFFER' in the subject line along with your purchase receipt.

Every 'Creating What Matters' reader that does this by Wednesday will be empowered by James to use a set of handouts on this topic to run your own workshops. This is a serious offer of the handouts James himself has used to earn thousands of dollars in his corporate workshops.

Want his email address so you can get your mitts on these? Thanks for the reminder. Here 'tis: james@jamescaplin.com. Thanks James...and congrats!

**TIMELY** Ideas, Ideas, Everywhere!

A Single Great Idea Can Earn You Literally Tens or Even Hundreds of Thousands of Dollars … But How Do You Figure Out Which Idea That Is?

Alas and alack, fall is soon approaching us here in the North American continent, and with it comes planning time for what we the conscious business owner will do next. If you've been resting and percolating some over the summer, DOUBTLESS you have a plethora of ideas now floating in your mindsphere.

If you're anything at all like Thomas Leonard, you may resonate with his poignant statement:

"Ideas find me with such velocity that I am rendered helpless."

The 'Discover and Create Your Killer Idea' program is just the thing for this type of creative genius. Before embarking on the investment of time, effort and heart, take advantage of this chance to work with Janet Goldstein, a high-level publishing and strategy consultant who has held positions as an editorial executive at, count them, THREE of the largest US publishers, and Suzanne Falter Barns, author of two bestselling self-help books and the mastermind behind dozens of successful other projects through her clients.

Both of these dynamic women have a track record of helping develop hits, as you'll see when you visit the site here: http://www.getknownnow.com/killeridea.html

For more audio delight as you consider if this may be for you, here is a 50 minute recording of Janet and Suzanne.

If it weren't for the fact that I've already personally paid to spend extended time with Janet, and am lucky enough to call Suzanne a friend, you can bet I'd be on this class, so I hope you take advantage.

***TIMELY*** The program begins soon, so take just a moment to visit now if you are pulled - note that there are two affordable options to join at the bottom. Just head for the big burgundy buttons:
http://www.getknownnow.com/killeridea.html

**TIMELY** Have you or one of your clients experienced a significant and measurable life transformation? [Note: Deadline is Monday]

Tipped off by Ben Dean of MentorCoach.com, I've learned that Charles Duhigg, an award-winning reporter with the New York Times is looking for interviews for a major project on the topic of transformation.

Have you changed your life deeply, either personally or professionally or both?

Perhaps you've transformed your career or found success after struggling for many years. Many the transformation in your life is more in the order of a lifestyle change.

Or, maybe the above points have brought to mind clients, friends or family for whom these are true.

Whatever the case may be, I strongly encourage you to visit the below link to find more details including a short audio link with the journalist himself, and submit your story if appropriate.

In the words of MentorCoach.com's Head Coach:

"What Charles is is doing here is an upbeat, positive reporting project designed, he hopes, to illuminate the change process. His work on this project could conceivably be published in the NYT in a series, and /or the NYT Sunday Magazine, on the website, and quite possibly as a book."

Intrigued? Click here for detailed instructions on how to become part of the project.
http://mentorcoach.com/duhigg/ <-----The deadline is August 10, so don't delay!

**TIMELY** Open House TeleSeminar on Thursday June 19

Anyone who quotes Marge Piercy's poem 'To Be of Use' in the opening pages of his book is a friend to me, and in this it just happens to be Howard Behar, the former President of Starbucks and expert coach.
This week, as part of the launch of his book 'It's Not About the Coffee: Leadership Principles from a Life at Starbucks,' I have the pleasure of joining Howard on a TeleSeminar where he will share candidly and informally about the ten principles that helped him create legions of raving fans of Starbucks AND make a difference in the world.

DATE/TIME: Thursday, June 19th at 3pm Eastern Time

COST: none, other than your own telephone charges

REGISTER now at : http://www.howardbeharbooktour.com

What's perhaps going to be most interesting is Howard's perspective on coaching. What language does he use to speak of it? What is coaching to him? And more - it promises to be a full and richly enjoyable call. Be sure to register even if you just want the recording to listen to later, okay?

From Michael Bungay-Stanier, a real stand up guy and big cheese over at Box of Crayons:

----begin email----

Andrea,

I'm part of the committee behind the Canadian Coach of the Year award, and it's getting to the time of year when we're looking for great coaches to apply.

As someone who's influential and well connected within the Canadian coaching community, I have two favours to ask of you.

==> First, that you'll consider applying for the award yourself. (Curses! Andrea, know you're not eligible...)

==> Second, that you'll encourage other great coaches you know to consider applying.

The application deadline is August 31st and the application form is here.

With best wishes - and thank you for your support,

Michael

------end of Michael's note----

Alright all you Canadian Coaches...I've personally seen the tiara and starshine that are yours when you win this prestigious honour and there's nothing shabby about either, so...are you ready? Start your engines!

First step, check out the prerequisites here.

"Dear Andrea,

I have a client who doesn't like to plan. She is definitely living in the moment, yet she doesn't like her situation - money, love life, business - she's even unhappy with herself physically. How do I coach her when she resists planning ahead, even as far as a month or two?

She says she wants help building her business which is speaker training, and her business is doing ok as far as it goes - six figures, just. I just can't seem to find a way 'in' to help...is she uncoachable or am I missing something?

-- A.N., Missouri

Thanks A.N. for your great question. On the face of it, this may seem like an unusual circumstance for a coach to find a client in. However most coaches will work with clients who resist things - planning, focusing, letting go of control. So is this an issue of 'not planning' or 'resistance' or both?

Let's see what our community of coaches has to say about this one and I'll blog an overview with tips on how you can proceed in a separate blog post.

Coaches, post your suggestions and tips below - remember this kind of 'situational practice' is an excellent way to sharpen the saw. And even if you're unsure but want to give it a try - you can't hurt this website, whereas 'trying' in certain situations when you're out of your depth with a real client - can have damaging effects.

So comment on, and I will select a winner of the Coaching Question of the Day from the what unfolds.

P.S. The prize will be juicy - I'm still choosing! Lest you think the prize is a ploy... ;-) let's put a bit of a parameter around it shall we? Minimum five posts required before the winner will be selected.

P.P.S. If you're someone like me who hasn't been to coach training school for a while - or maybe even ever? Be sure to stay tuned for an upcoming announcement of 'The Sound of Coaching' and self-study training on the IAC Masteries.

Via the New Jersey Professional Coaches Yahoo Group...

Subject: If You're a Woman and A Coach, You Could Be on TV

SEEKING TELEVISION HOST

Award-winning production company Force Four Entertainment is seeking a EXPERT HOST for their new national television series for the W Network called THE REAL YOU. Force Four has over 24 years of experience creating lifestyle and documentary programming.

In each episode of THE REAL YOU, the HOST comes to the rescue of one woman who finds herself stuck in a rut. Who is she really? What are her true passions, hopes and dreams? What lies beneath the surface that has the potential to transform her career, relationship, style – her whole life?

‘PERSONAL BRANDING’

The HOST views personal branding as a tool for attracting one’s ideal, but only after the necessary steps are taken to find out what their ideal really is. The HOST is passionate about helping people transform their lives from the inside out. The HOST inspires each woman to take charge and bring their truths to the surface to help each create her own personal brand.

THE HOST

The series revolves around a compelling female HOST who:

- In her real profession helps women discover their true selves.
- Is passionate about promoting, encouraging and directing women with ways to discover their authentic selves, their inner desires and hopes for the future.
- Directs each woman through a series of challenges that lead to self-discovery.
- Acts as a coach, confidante, and mentor and gives the tools each woman needs to discover their true selves.
- Taps into each woman’s true passions, talents and desires which result in an individual “brand package” representing who that woman really is.

Keep reading for submission guidelines, deadline and be sure to enter your email address at left (under Tina's photo) - you'll receive updates from this blog including new opportunities as soon as they come up.

» Continue reading

The ‘numbers’ may not be the most exciting aspect of your day to day business activities, but what if measuring could be the catalyst that moves your business to the next level? "Listening" to your numbers will point the way to what you must do next in terms of making more money in less time.

As you build your Multiple Streams business, wouldn’t you like to know the answers to these kinds of questions:

If 1000 people signed up for your Pink Spoon, and 10 bought your ebook, should you work harder on increasing Pink Spoon signups or ebook purchases?

If (out of 2500 people) 1000 bought a $25 product and of those, 8 signed up for one on one coaching but NO ONEbought your $147 product, what should you do?

If you have 2 great months of sales, and then a month of nearly nothing, gasp, what’s going on?

The latest in our family of Multimedia Products, the 'Measuring What Matters' Audio CD plus How-To Booklet shows the 5 most important things to measure in your business, how to measure them, and exactly what you can do with this information. In short, it will enable you to focus on what will make the biggest difference to your bottom line, instead of grapsing at straws. (Guessing.)

Included inside:

• A 35-minute audio recording on covering the 5 most important things to measure

• A 30 page How-To Booklet that walks you step-by-step through the entire Metrics process and set up your own Worksheet

• Access to a customizable Excel Spreadsheet format so you can begin implementing immediately

A sample filled-in worksheet so you can start to 'grok' how it all works intuitively. This makes it easier for you to make measuring a habit.

"In the entirety of my coaching experience, I can say this: Metrics is truly where the rubber meets the road. Business owners who are willing to do the work of measuring what matters are the ones that last, and the ones that thrive."— Andrea J. Lee, Head Coach

Exercise: If I were to ask you how much money you have earned this year in business, would you be able to answer? Without pulling out a spreadsheet and calculator?

Of the earnings you have, do you know how much is profit? (What is your 'take-home' pay?)

Do you know what your most profitable activity or promotion is? If you did, would you repeat it? Please say yes, unless you're a masochist. :-)

I've made a really lovely discovery lately: There's actually more to celebrate in some coaching businesses than many people like to make out, even the business owners themselves! The persistent effort does pay off.

So whether you use our handy spreadsheet/metrics tool or not...what would it take for you to at least start measuring? You wouldn't want to break $100K or some other major milestone without knowing, would you?!

"... I have doubled my income (and I was already making 6 figures.)" -- Casey Truffo, Head Coach and Founder 'Be a Wealthy Therapist."

How to Measure What Matters: Exactly Where, When, Why and How to Use Metrics in Your Business the Easy Way

Includes a 35-minute audio CD plus 30-page How-To Booklet.  $47.00 + shipping