Dear Helen,

I know I need help and to be able to hire out various tasks if I want my business to grow. But (and it’s a big but), I don’t have enough money right now to do so. I’m very aware this is a real trap for entrepreneurs, but it’s one I haven’t figured out how to disengage from.

- Under a Cloud

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Dear Under,

This is something we all grapple with, and it doesn’t go away as your business grows. It just looks different. So you’re wise to address it now while it’s early in your business.

The simple (and seemingly glib) answer is one I heard from one of my coaches: “Go out and get some clients.” Then you’ll have the funds to begin outsourcing the things you don’t want to or shouldn’t be doing.

Here’s how to do that. Look at it as investing in yourself, and start small; hire a virtual assistant for five hours a month to filter your email (or whatever). Then –and this is the crucial part- use those additional five hours you’ve gained on client-generating activities (marketing and program development). As you create new programs and bring in more clients, you’ll be able to outsource more tasks.

Behind the simple answer is the real culprit – mindset. In other words, this is a chance to use the sincere need for income as a motivation to stretch into new action and behaviors (the discomfort zone) so you increase your cash flow.

My guess is, you’re focused on the money “you don’t have” rather than on creating what you need/desire. Look for a solution from the perspective of the business you want to have (not your current “reality”). Ask yourself, for example, “As a $100K-a-year business owner, what’s the decision I need to make to start building my team?” It’s a subtle distinction, and one that creates a powerful shift in outcome. I can say from personal experience, it works.

How do YOU stretch into the next level?
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Dear Helen,

I’m a professional organizer and want to develop an information product but I have zero interest in sitting down and writing something. How can I create something valuable that my audience will want?

- Stuck in Spokane

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Dear Spokane,

Good news! The steps to developing any offer, be it a package, program or product, are pretty much the same. And none of it requires you to do a lot of writing. . .unless you want to . You actually already have the content inside you (remember, this is your area of expertise), it’s now just a matter of assembling it into a format your audience can invest in.

I’ve taught a simple “program creation process” in past workshops, so let me give you a quick synopsis –
1. Pick one particular question/challenge you’ve ever been asked about by a client
2. Determine the positive outcome they want instead
3. Identify the specific steps you’ll teach to help them achieve that outcome (again, remember: what you may think is “common knowledge” about your area of expertise isn’t obvious to the rest of us; we need you to teach us)
4. Craft a snappy title and some “benefit bullet points”

A really simple way to develop an information product –and one that totally bypasses the “sit down and write something” obstacle- is to teach a tele-class (workshop, seminar, series) and record it. Then have the recording transcribed, add in some tipsheets and/or checklists to create a workbook, and Bob’s your uncle! You’ve got your product.

How do YOU come up with topic ideas?
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