Tuesday, December 30, 2014

Get Rid of Financial Stress with a Little Financial Space

by Geraud Staton

The holiday season has passed and I am afraid to look at my bank account. This isn't abnormal, unfortunately. We are a society that loves Christmas! But, it's not just Christmas and Hanukkah. It isn't just the gift giving and the hosting of family dinners. There are the friends that have come into town after being away for a year. Naturally, we have to meet them for drinks. It is the fact that we are out of work between Christmas and New Year's, so for a week we're sitting around the house with nothing to do. And even if we have to work, many of our friends are off, so we join them when they ask us out to lunch or for a drink or to go to karaoke. And with every outing our spending goes up by another $20, $40, or $100. And then, suddenly you're worried about your finances again. You're a little more stressed going into the new year.

The problem is that it doesn't only happen once per year. Your finances are fine one day. The next day you find out your car needs brakes. Suddenly, you no longer have a buffer. If anything else goes wrong you're going to have to dip into your savings. Worse, you may have to use those credit cards you promised not to touch. 

Surprise medical bill? Leak in the roof? Job interview? Whatever it is, you are once again stressed about money when, on paper, you should be doing fine.

It is a concept that I call Financial Space. 

We all have our own ideas about what financial security and financial freedom are. It's one of the things my life has been dedicated to for the past couple of years. My personal idea of financial security is "being able to afford my basic expenses using passive income." We all know that even the most passive income isn't actually passive, but that's a matter of semantics. In essence, I don't want to HAVE to work in order to pay my bills, 

But, I realized that on my trek to financial security, and eventually to financial freedom, I am not exactly financially comfortable. Why is that? Why don't I feel good about my financial status?

I lack financial space. And I have always lacked financial space. If I make $20k a year, I live just fine, and I have about $20k in expenses per year. When I art career picked up and I started making an additional $10k, my expenses suddenly went up that much as well. At one point I was proud to not have cable. The moment my wife and I could afford it, we suddenly had cable. We started taking two big trips a year instead of one small one. I'm sure that, kept unchecked, if we started making $400,000 a year, our expenses would balloon up to $399,994 a year. And then we'd wonder why we didn't have any savings!

We aren't an anomaly. There is a theory called Parkinson's Law. In essence, Parkinson's Law says that the amount of space or time we give something is exactly how much it will take up. So, if you tell a subordinate that they have 3 days to complete an assignment, they will likely take 3 days to do that assignment. If you tell them they have 1 day, they will do the assignment in 1. And, it is important to note that both versions of the task will be done equally well.

There are many variations of the law. "If you wait until the last minute, it only takes a minute to do" is one of the favorites of people who waited until the last minute in school to do their papers and still managed to get an A on them! The truth is, they probably would have gotten an A even if they had started early, but they probably would have just worked on the paper longer.

So, how does this apply to my sense of Financial Space? It's simple. I spend what I make. And then, because life is unpredictable and things are constantly happening, I get a financial hit. This will happen to me, and to you, for the rest of our lives. Because my financial belt is tight, surprises hurt. Maybe you're smart enough that you have a little savings aside and can weather these financial snafus, but you're going to spend the rest of the month worrying that there could be something else out there that will take you over the edge. 

That is, unless you have some financial space. Financial space is making $100,000 a year but only spending $80,000 a year. Financial space is bringing in $40,000 and only spending $32,000 of it. A lack of financial space is earning $300,000 a year and spending $295,987 of it!

How much you earn doesn't matter. It's all about how much of it you spend. Period. 

Whether you're looking at your personal finances or your company's finances, financial space is important if you want to alleviate a major stress point in your life. 

Though I don't often make New Year's Resolutions, this epiphany about financial space has come at an opportune time. So, it is my desire to ensure that I create more financial space in both my business and personal life. Yes, financial security is only a few steps away, but there is no reason to be stressed for the whole trip. It would be like driving your car on a long trip and only getting an 8th of a tank of gas at a time!

Saturday, December 20, 2014

Make Life Easy for Your Customers

or, Does a Man Really Want to Be Taught To Fish?

by Geraud Staton

Let me start this post with a demand:

Quit giving your clients more work to do!

So many people have tried to tell us that the key to business is providing a service to our clients rather than giving them more work to do. They tell us to provide quality for our clients. They tell us to make ourselves valuable. They say we should leverage our talents. Karl Marx said, "Catch a man a fish, and you can sell it to him. Teach a man to fish, and you ruin a wonderful business opportunity."

But we don't listen as often as we should. And our business dies a little as a result. You aren't working your way out of a business because your clients. Your clients are leaving because you are making more work for them! I think Timothy Ferriss explains it best. In The Four-Hour Work Week Ferriss gives the following anecdote:

While you’re relaxing over a glass of wine, the waiter comes over and informs you of the special. “We have a delicious salmon risotto tonight,” he says. “That sounds perfect,” you think, so you order the dish. The waiter jots it down and heads back toward the kitchen as you continue your wine and conversation. So far, so good, right? But then the chef comes out and walks over to your table. “I understand you’ve ordered the salmon risotto,” she says as you nod in affirmation. “Well, risotto is a bit tricky, and it’s important we get the salmon right, too . . . Have you ever made it before?” Before you can respond, the chef turns around. “Tell you what, I’ll go ahead and get the olive oil started. You wash up and meet me back in the kitchen.”

There are few people who want this. If you wanted to cook you would have stayed home, right? You're tired. You want to unwind and relax. You, quite literally, want this meal handed to you.

For $20 and 2 hours you can make this at home. Or, for $30 you can
have it brought to you while you drink a glass of wine. 

Your business is no different. Whatever you offer, the odds are good that your client doesn't want to be taught how to do something. They want that result done for them. This isn't because they are lazy, or because they don't respect the process. It's because they have so many other things to do. This world is hectic, and sometimes, someone just wants a fish handed to them, cooked up perfectly and served with a glass of wine!

So, why is this so hard for us to understand? My theory is that it's entrepreneurs that are using this revelation. And most entrepreneurs don't think this way! It is counter-intuitive.

Many entrepreneurs and other self-motivated people would LOVE to be able to go to a great restaurant and make your own dinner. This place would have all the tools that you don't have at home. It has the best quality ingredients. It has any sort of appliance you might need. It would be a dream. So, we believe that everyone must think that way.

This is obviously a fallacy. If it were true there would be fewer business start up books, weight loss programs, and books on how to build your own computers from scratch. There is enough information out there, easily accessible, for any human on the planet to build, market and sell a hugely successful business. So, why don't many people actually build the computer or create a weight loss program or start the new business?

In all cases, it comes down to one thing: It is hard work! You can have every step laid out for you, but you've still got to be the one to do it. And how many of us want to pay someone our hard earned dollars so that they can show us how much hard work we still have to do?

I speak from experience. This was a hard lesson for me, too. My business was built on the idea that "people just need to know that they can do it!" It was all motivation and cheer leading. Granted, there is still a lot of that because some people really do want to create it on their own. However, we've added programs that do a lot of the work for you. WE can build your business plan and hand it to you. WE can handle your finances and get you your money. WE can do the marketing and let you reap the benefits.

So, what do you actually DO for your clients? Do they want you to teach them how to manage their books, or do they just want someone to handle their books? Do they want you to show them how to take care of their plumbing, or do they want you to come in and take care of their plumbing? You wouldn't hire a lawyer to teach you how to defend yourself in court. You would hire her to get you out of a jam!

So, how do you help your clients? Offer them a real solution and you put yourself ahead of a lot of your competition!