For Father's Day...

I thought it would be fitting to add one more article in celebration of Father's Day. Everyone has something to learn from the past to make the present and future a much better place to be. This is another (draft) chapter from my new book on business, "That's Exactly What I Was Looking For." For those who are interested, the entire book is complete, and I'm starting to tighten up each chapter, right now. My dad "Sam," has moved onto greener pastures; and this one is dedicated to him...

"Center to center, and you'll never go wrong."

Chapter 5: How much is this going to cost me?

Right after this chapter is finished we can get back into the sunny-side of running your business, and doing nothing but moving forward and enjoying it. And, at the end of it, even after exploring all of the major avenues here…You’re not going to believe just how much “the cost” of joy really is at the first pass through it…It doesn’t cost – anything. I mean financially, as well. How is that possible? Two reasons…Let’s take the financial one, first.

In the business world when we are tying together two of our biggest major bookends (our emotions and our finances) there seems to be a lot of separate steps for us to take from the beginning to the completion of the job, and getting paid for it. However, from an emotional and logistics POV, just like a perfect math equation, if you were able to measure out – every single transaction and movement from step one to one hundred and quantify all of that data, you would find one thing at the end of it. If we’re talking energy here (and we are), you would find that every single input that’s needed to perfectly obtain the desired result – would be equal on both sides. It’s not often spoken about…But in any advanced math equation for it to be “correct” or provable, the answer either comes out to zero or there’s an addition of something at the end of the tally. A negative, or that which takes away from what’s there, could be the correct answer for the problem, but not the solution. Anything that’s being taken away from the equation (when it’s needed) would be a detriment. Anything unexpectedly gained, would be a plus. In business, the only time a negative works is if – you find a more efficient way to do something that doesn’t take away from anything else that’s needed to reach the goal without stress, repeatedly. Right now, you’re probably thinking that you need to become a philosopher to have the most you can. You don’t!  

Luckily as fate would have it, when you desire to do what works (what’s right, same thing) you only need to incorporate just two factors: Your customers and your employees and that’s it. Why would you need to put your focus on “them” first, before you? Follow the sales transaction. You’ll find all of your answers about business and how it works and goes through its paces – there. If you know how to run the bases, you could do it a million times…1, 2, 3…Right onto home plate. And, that’s why I said in the beginning of the book that this is for the next 100 years. Same grass, same plates, same home runs, but maybe a different cast or some new items for sale, perhaps. The bones of the business model were developed when time began, with the addition of more than one person and how one relates to another. Here to there and back, and from here to there and back on the other side is: The Universal dance of life and our relationships. Like it or not – we always meet in the middle. Everything we can measure includes what the circumstances will be for us, our relationship, and for how long – and that’s it.

Essentially, you have an idea for yourself in business to be accomplished. To do that – it’s for someone outside of you, first. Then, the gravy comes back in. Who’s going to pay you for doing nothing for them? Nobody. With your employees, they are the arms and legs of your business that delivers to your customer. When you’ve got everything behind the scenes working to accomplish this “end” easily…The money in the bank and those repeated sales transactions are pretty much automatic…Just follow the steps of even just one – full transaction. That’s the model; everything else is literally supporting that, and that’s all. (A very simple model, right?)  

If what you’ve got is really good for your customers with the item, service and the price, you’ve just about guaranteed yourself a sale. When the process works to accomplish those ends easily and without much of a hassle…This means your employees can keep on delivering those fantastic results for your customer just about every single time. (Karen might never be happy, but oh, well. You can only present that – others have to accept it for it to actually work on them.) When you’ve got a handle on that, and you’re gaining some momentum, it’s then the outside shareholders will invest in what you’ve got. That leaves everything else in your pocket. Everything else is literally just the “cost” of the result you wanted to have – for you. It just goes through others, first. If you’re trying to “pay” for that with the bare minimums…Like the balanced math equation, that negative is going to go through how people feel, how well they are able to deliver, and money goes right down with all the rest of it. (It’s a circle, remember?) Those ends aren’t separate. Never have been. One side connects directly to another. And, as soon as the customers start receiving less…They’ll walk right out the door – with your money. Make no mistake about it. The money was only promised to you – after the “goods.” And, we can use that term for the entire experience.  

So, if you want the “goods” and as much as possible…According to science (which is exacting) you’re going to need to give those people and the process what they need to get there on time, and without stress. A stress is anything that’s stopping the process of the delivery going smooth – and your money is directly attached to that. (It’s ALL in there.) So, it takes what it takes to keep everyone below you happy and doing well. That way – you will have almost zero headaches and problems and you can enjoy your money and a job well done, guilt and hassle free with no glitches in the system. Or…Like most are doing…You can get about 5-10% more first, put everything else at risk – and have a ton of headaches in tow, constantly. So much so – that the stress changes how you feel about what you’ve actually got – in the bank. (Can you enjoy millions or billions in the middle of a migraine?) Now you see why the emotions and your finances are connected. Your job – is to enjoy the money. If you’re not enjoying yourself (at work) because of problems, then the money is on the other side of that emotional – divide. I hope this makes perfect sense – for you, first and foremost – all the way around. What’s truly good for you – IS good for you. And, that’s it. When you’ve got this down, then logistics start saving you time and money on their own, as everyone easily gets better at what they’re doing. Improvement is really a part of natural growth, when what’s there is already working. Then, improvement simply builds on top of the equation that’s already intact. That’s what real, not imagined interest on energy is. (Most are trying to get even more efficient to get more money, when they're running at a deficit in the logistics department.) Energy isn't going anywhere, but where it is now, so there's no need to skimp on it!

The Universe is still expanding, so it’s taking the outer edges of your business further out, too – as long as you don’t get in the way – of what’s working there. Since all energy is constantly communicating and linking up with each other to affect all of it along the line – does it make sense to you to now – why things need to align – to produce the most? That simply can’t happen with very much stress in the equation. Before we became so aware of everything connected, of course – a bit more money would make anyone happier. But it’s how that’s getting here – that’s going to keep it here. Awareness is showing us where the line really begins and ends – so we can tap into it, and count – on those gains. (Can you imagine a primitive farmer trying to get the biggest yield out of a crop, without knowing how the sun, air, water and dirt are effecting that growth – to happen? It must have been extremely stressful.) Well, now that the rope of abundance is being pulled so much left and right; that’s what's happening here. We got away with a lot – before we understood how all of those pieces fit together to give us what we wanted. A pain is not necessarily a needed part of the equation; except for those who are holding onto what they have – yet desire more growth at the same time. (Gas and a break on, right?) 

Make sure you’ve got exactly what’s needed for the bottom end to relax, and let the business process do its thing, then enjoy – your rewards. The more it’s allowed to work – the more work it will do for you, naturally. Perpetual motion – comes with extras that you didn’t expect…And, that’s a part of the surprise – for doing what works, or what’s right. Most businesses have never been here…They call it a sweet-spot for a reason that’s hidden to most; who are trying to muscle or dream themselves there. When what’s there is working, it doesn’t take very much from you to maintain it, at all.

Before we talk about pay and prices for items…I wanted to share something interesting to show you how this idea really does work, like I say it does. The best way to “prove” a math problem is to put the scenario into another discipline or situation. Then, see what the outcome is. The underlying reason why something doesn’t work will always be the same root answer. And, the real answer to that question is: It wasn’t good – for someone else, besides you. If you’ve got a hobby you do alone – wonderful. But as far as our relationships go, that’s it. What’s there – must be beneficial to someone else; or it will eventually die on the vine. That’s all you ever needed to remember about anything. So, let me show you how energy being in harmony or balance with itself on all sides, produces extras – for you; in an area that you might not be too familiar with. I’m a musician, and I used to sing in a Barbershop Chorus. At the end of every night, we used to break into groups to complete what are called, “tags.” Tags are the ends of certain songs that usually end with a great, catchy melody or a long note for the last one. In a chorus there happens to be four different singers: Bass, Baritone, a Tenor and a High Tenor.

These are the singing ranges from lowest to highest. When we are holding the last note out – in perfect harmony… There is a 5^th note – that happens all on its own. It’s called a “ring.” It’s what the four notes produce together, when they are in sync…We call it an overtone – but it’s: Interest. Harmony from a math standpoint means…When all angles are square – something else even better – happens to that structure. Civil engineers and masons for example are steeped in that “extra” all day long. They rely on having less, do more – but that has to add “up” first; before the benefits appear…Yeah; out of nowhere. Almost like energy itself is looking for a return on its investment and it is…That’s how – it continues to keep on doing its thing. So, it has to rely on what’s next to it – to keep going. Once again; every moral here where we are, came from an atom’s relationship to another. They are literally all brothers and sisters of the same infinite web.  

When the pitch in music is right on (on a piano for instance) it gently reverberates – every other note that’s in harmony with it. Why? They are all connected to one another. And that energy (read a sound wave) is making ALL of them – sing. So, even when energy is – far outside of retail, it has its built-in perks. The ring in this case, might be a tonal quality…But, everywhere else – this is just positive feedback to let you know that what’s there – is spot on. That’s where efficiency comes from. You gain more – than you thought you had, as micro-increments of interest are adding themselves up; and adding to the macros you see. What’s working – always brings home for you, and each category of your business some unexpected results. In physics and math land – this is what I call, residuals or positive remainders. Eventually what’s working touches all of the other parts of your operation (the energy there) and benefits are produced naturally – from the cross effects of doing that. You could loosely call this the Ping-Pong effect, but I think Synergy and what happens “there” for everything, would be the best way to describe it. One part of your business working – helps everything else to move not only right along, but right in Sync with the rest of it. We can describe it and make it sound simple, but the emotional effects of being a part of that, and knowing you created those perks for yourself, and everyone else – go far beyond a simple definition.

Without scaring anyone; here – we’re tapping right into Source Energy in that alignment…The Energy Behind: All of It. If you could create a machine that measured distances between the center of one local atom in this state – and the outer edges of 48 billion light years’ worth of them at the very edge of it all (the last atom you could say for now) those two places would be – directly connected to each other. That is what we are connecting ourselves to – with how we feel – where we are. That’s what the “boost” is. In our personal, positive alignment with one another, we’re providing the means for the rest of what’s there it to line up as well, without pressure. On a side note; my dad Sam in his day was a pretty slick pool player. When he was teaching me how to line up a shot successfully he said Jeff, “Center to center, from one ball to the other, and you’ll never go wrong.” It took me over 30 years to figure out that this literally works for everything…Thanks dad! (If you want more proof, ask Neil deGresse Tyson…Just send him a quick email about what I said here!)

So, how much does doing what’s right for the parts and the whole of your business (really) cost you? In the end – you get it all back; and then, even more. Not just with money, but with making everything work so well, you get more time and energy back, regularly – to boot. That’s really where your “excess” is coming from. One layer, moves itself up, and builds on top of the next one. Energy is always in motion and bonding – right? So, when it’s more positive than not; it’s always growing what’s there because those (invisible) ends of what’s working are coming together. And, there you go. Now – you know why the idea works so well – for everything you could possibly want on the “return” side of it. Without very much friction – the most energy is able to come back to you faster, and with ease. And, it takes almost no effort. You can see the results – almost everywhere you look. And, in that – your personal energy is filling itself right up along with what you’re looking at, as well. That’s the Observer Effect – in action, and in real-time. When you see what’s working all around you, as well as what the numbers look like consistently, how could you feel anything less – than ecstatic, about it? And, talking about excitement…

(This leads me back to Sally…Still wandering around in the beauty aisle. Hey, let’s give her a break. She wants to look good for herself and someone else. You’ll find out why pretty soon. With so many colors to choose from, it can get a little overwhelming…Now that she’s picked out a color of nail-polish – what about the price?)

Our customers are always doing a little ROI of their own. Sometimes we forget that. When we remember, it only increases the possibility of a sale. These days, while almost everyone wants the gravy – before delivering the “goods,” try to think like a savvy shopper, before you set your prices. You’re one already; so you know when something is going to be attractive.

Remember: How someone feels before and after the purchase guarantees a future sale; or – more money coming in, which is what you wanted. If a sale is bitter at the beginning or at the end… You’ve just lost more money. Now can you see why the money and the emotions go together? (This equation works everywhere btw…We only do, have, or buy into anything – for the positive feelings we get from it.) So, you can plug any item, any relationship dynamic, and any situation into this math equation. The goal always ends up in the same place, on the inside – up or down. And, that’s it. It feels great when you remember; and it hurts – when you forget…

When setting prices, there are only two ways to go: Are you thinking volume and a constant flow of money coming in; or do you want to do spectacular sometimes, and then, sweat it out? You might only buy one – $1 million car in your life. But, almost everything else is pretty much run on volume and thinking years ahead. And, to be honest, that’s how Wal-Mart, Amazon and even Coca-Cola got to where they are now. A smart business – will last, and grow very, very, very tall like a strong tree. Patience, isn’t just a virtue – it’s a value. And, values – add-up. The direction and what it does is inherent in the meaning of the word. Make it work for someone else – and it will always work for you.

With everything going up so much lately…It’s only a matter of time, before those sales numbers start dropping. The economy only works as good – as how much most people have – to give right back to you. See a pattern developing here? Which leads us to your employees…

Employees are three things, at once: They are customers of your business, someone else’s, and they’re also working to keep other customers (employees of someone else) happy. So, they are an elbow – for more than one part of keeping everything going here. An outside customer – is a one and done. But – your employees are also under your roof, too. How you treat them, effects not just – how much they do for you; but also – how much they buy from you, too. They are producing money for you – from two different ends. Do you think they are less or even more important to the equation now? And, remember…That equation is always coming back – in house. The final results of what you do or not for them, lands – right on your table. (If you really want to minimize this equation to its prime root…Everything you’re doing in the end – is for you.) When you see that, then – you don’t have to worry or be afraid of what’s coming back to you. We’ll get into logistics a bit more, later on…But one way to really get into what’s going to work and what isn’t – is to imagine that you’re alone, and are responsible for doing it all. What would you need, how long will it take, and what would make the process more enjoyable and most productive – for you?

If you start thinking from here…You’re already pretty close to the center of the target about what can be done, what can’t, and why. This is almost a twist on, “Treat others, as you would, yourself.” You might initially imagine this with just an emotional component, but it works for logistics, too. And, this isn’t just to feel good during those movements. Feeling good also means you’re getting things accomplished, logistically. (See the ends?) This doesn’t just promise that someone else will be able to succeed for you. It means, you’ll be much closer to understanding exactly what it takes. And, from there – you’ll know so much more about how to get where you really wanted to be. It’s better for someone to know from experience what something takes or needs; than to guess or fantasize about it; from a higher or removed perch. In the end, even if it’s not actually you doing a task, getting real on the ground data and feedback will only save you time and money. Accuracy and excess spending comes from knowing – what the cost really is; be it time, hands or money…And, not – what you desired for it to be. When you want the most you can have – it isn’t a problem to know exactly what parameters you have to work with. It’s only guaranteeing your return.

(You know…I haven’t seen a savvier shopper than Sally. It’s been about 45 minutes since I first saw her in that aisle. She might have changed her mind on a color…But maybe she has a question or two?)

Sometimes, even if you don’t know a thing about beauty products, having someone there to support you while you’re making an important decision – can make all the difference in how someone feels about the experience. And, that feeling – is what’s driving the decision to buy. This isn’t manipulation or even a sales pitch. Encouragement, and even a little direction to where the right product is…Is helping all of us, get – from here to there…Which is why it’s so important to have people on the floor.

If people have to wait ten minutes or more just to find someone to talk to…There goes that sale on the big item they were going to pick-up; and all of the little ones, besides that. Hey, you said – the bottom line IS – most important to you, right? So, with this experiment, have some of your numbers guys add-up…What you’re missing out on – from the other side of the equation.

The Experiment:

Cutting out expenses – that add up to something positive – just like those musical notes earlier, are doing more of their own compounding interest – on the negative side of your ledger sheet. If you really want to get down to the nitty-gritty with the “bucks,” see how many cuts you’ve made – are cutting into the profits you were going to make, instead. Yeah; get creative here. Keep looking to see where the missing links are – that we’re supposed to be bringing those bucks in. You’re going to be amazed – at just how saving a few cents, here and there – is costing you way too much on the other end. A really good friend of mine used to say to me…That his company was tripping over dollars – to pick up dimes. See where you’re doing this to save something; when it’s only giving you less.

When you put what you’re measuring through that lens…The holes will become much more apparent. Feedback, when it’s done right…Isn’t for the sting.

It’s pointing to the sting – of what you can now have, instead – by paying a little more attention to what’s missing – in what you’re offering to yourself through your business. From you to there and back. Seen, in this light…What’s missing – becomes a blessing; not a curse.

See any improvements in this light; and you’ll always be happy you’re giving yourself the most you can have. It always has to go through someone else’s joy, first – to get back to you at the highest rate. If there is a prime commandment or commitment in business that every other step is based on…That’s it.

And, if you stay true to that feeling…Everything will blossom for you: Everywhere you look. The best you can do – is just that. And, sometimes, it just takes a helping hand to get there…That’s why there’s more – than just “us” here, right? The phrase…Help me, help you – comes to mind. Remember…It’s all coming back to you, anyway. When we really understand that...The cost is always, more than worth it.

...If that shot is going to be worth millions or billions of dollars to you; what's a few more minutes to line it up, right?

(Thanks for the words of wisdom dad. One of these days I'll be good enough to win a game of pool with you:)