This episode is about sales versus networking, but it could also be called, Why listening to 25-year-olds about business strategy is a bad idea.

Today's episode is a recording from 2019 of an answer to one of the most common questions I am asked about business strategy:

"How much time should I spend on sales vs. networking?" To answer that question, I first have to confess that I taught people wrong on this subject for a long time. I'll share that story, the lesson I learned from doing it wrong, and what the right answer is the topic of today's episode.

Unfortunately, I was a pretty big know-it-all at 25. I liked to tell people, mostly in training for a company I worked with that was making its money selling business networking as a lifestyle, that sales were for neanderthals.

"There are stages in your life where focusing mostly on sales makes more sense than focusing on networking, and vice versa. It isn't only a business decision."

- Renia Carsillo

In this episode we discuss…

• [00:31] The confusion -- Yup, I was that asshole.
• [3:18] My number one rule in business strategy.
• [6:30] Understanding your sales cycle when making a choice about sales versus marketing time.
• [8:35] Why I think going to networking events when your business is brand new might be a bad idea.
• [9:22] Tools that we need to put in place BEFORE we head out networking.
• [12:19] Why sales are easier than referrals and why we tend to not realize that.
• [13:25] How your life stage impacts your choice about pursuing sales versus networking activities.
• [16:00] Why parenthood and other life stages might impact which choice is right for you.
• [18:13] My ideal ratios for sales time and networking time, based on the stage you are in.
• [19:30] Why going to networking events is often a way we hide from the big business asks.
• [21:30] Why networking-only is magical thinking for many local businesses.

Disclaimer: This episode is specifically meant for community-based businesses where the owner is the primary sales and marketing person. The options, ratios, and choices discussed here will be different for you if that isn't your situation.

Resources Mentioned in the Episode:

• The Local Rock Star Intensive

Why do I teach energy management instead of time management? Because we are all given the same 24 hours each day, the same 1,440 "nuggets" of time. However, when we manage our energy instead of our time we can maximize our work to find more joy, growth and meaningful production.

These techniques are not just for the "good days" when the "flow" just happens. They are to keep you moving forward on the tough days. Eventually you will find that you create more days where you find the flow and you'll get more done in business and life.

I want to offer you 3 battle-tested, client favorite, tactile tools to manage your energy. These tools will help you to stay in line with your vision, keep your energy high and give you the fuel you need to make progress.

I highly encourage you to listen to Episode 6 and Episode 7 featuring an interview with Lori Bainum to give you the context for the importance of these tools and catch the vision for energy management.

Are you ready? Navigate directly to each tool here:

[7:23] Tool #1: The Morning Routine - Start your day with keystone habits that will set you up to WIN the day

[9:30] Learn how meditation will make space in your mind

[12:23] Hear how writing will clear the deck in your mind

[15:30] Tool #2: Prioritize your day with the Daily Index Card

[23:47] Find out the biggest energy drain we experience when we complete things

[25:37] Tool #3: Using your smartphone as a follow up coaching tool

Resources mentioned in the podcast:

• Calm App for meditation: http://www.calm.com/gp/kxm5x5
• The practice of Morning Pages comes from "The Artist's Way" by Julia Cameron
• "Managing the Motherlode" by Rebekah Borucki

In this episode, I continue my conversation with Lori Bainum as we really evaluate self care and purpose. You'll learn how to develop a personal practice that will make you feel better as a person, give positive energy to those around you, lead from a place of vulnerability and embrace failure...whew!

Get ready for some deep discussion that will tackle personal development to improve your business performance and your team dynamics. Open up that journal and let's get started!

Learn more about Lori at Lori Bainum & Co.

Need to hear that piece of truth again? Jump right to it:

[3:48] Your Soul's Calling will help define how much time you need for self-care. It's not selfish because you can share good energy with those around you when you have a healthy practice.

[11:58] How to be vulnerable in the workplace. Vulnerability is the #1 trait in leadership and is a characteristic of high functioning teams.

[17:32] Failure is good. Find happiness and satisfaction along the journey, not just at the goals.

[27:13] How do you know if you know who you are?[32:50] Allowing others' impressions of you to define your truth is living without feeling.

[41:42] Don't chase Nirvana, don't chase ego. Allow the brain and mind to engage in good meditation.

[47:54] A challenge to find the good in everyone.

[54:25] Steps to start…

Books mentioned in this episode:

• "Educated: A Memoir" - Tara Westover
• "The Four Agreements: A Practical Guide to Personal Freedom" - Don Miguel Ruiz

We are all given 1,440 minutes every day, precious little gold nuggets of time. What are you going to do with yours? In this episode we are going to dive deep to help you dig out of the trip of "being too busy."

Find joy and satisfaction at the end of the day despite chaos and confusion by managing your energy and not your time. Maybe even find the answer to the meaning of life. Grab a notepad and get ready for some serious truths that you can implement in your life and business today!

Learn more about Lori at Lori Bainum & Co.

Short on time? Check Out Some Show Highlights:

[6:20] What is your personal practice and how can it keep you away from that dirty B-word… "Busy?" You can choose to have a full plate or not.[8:40] Find a rhythm and balance/integrate business and personal development. Gain clarity about who you are so you can stay in the flow.[10:39] Manage psychological time to avoid procrastination.[24:25] Take time for yourself to be more balanced and happy, with healthy boundaries so that you can be better for those around you, too.[27:18] Draw your timeline to make the most of the time you have left. Heal the deep hurts of the past and avoid the trap of the "glory days." Be in the present![31:00] Live in the realm of joy. Find balance between light and dark. Define your center on the scale of emotions.[33:58] See your thoughts as separate from you so that you can control them for meditation and reflection.[42:10] Feeling energy and emotion from other people? Be mindful and throw them back their negative emotions.[45:44] Tread carefully when dealing with trauma, yours or someone else's.[58:48] Discover the pain barrier to cost of services and how successful a member or client can be.

Books mentioned in this episode:

• "Outliers" - Malcolm Gladwell
• "Untethered Soul" - Michael A. Singer

What's the difference between a Country Star and a Rock Star? Think about a country song, one story and the progression of that story. Now think about a rock chorus, one big idea repeated again and again.

A business styled as a country star will ride on your experience, integrity, and expertise as an owner with a partner or small team. It's personal branding as a personal connection with the individual. With a rock star business, the customer might meet the owner, but most likely you are serviced by the team.

[5:00] Whichever style you choose, you need to be consistent.[6:05] Every growing company will hit a point where the personal brand of the owner no longer works and a transition has to be made.[7:45] Once you figure out what kind of star you are, it makes some of your marketing questions more clear.[9:30] Who are you in the context of the Hero's Journey? The hero of the story should be your customer.[14:40] Know which star you are and use it to inform your customer's Hero's Journey.

Books mentioned in this episode: Building a StoryBrand Book by Donald Miller

Ever wonder what can give your business staying power in a small community? This conversation will inspire you with tips from a veteran business woman in a rural community. Learn how to:

• Follow your passion.
• Curate trust and confidence in your community.
• Refuse to live in fear.
• Control your own decisions.
• Burst through the 7-year itch.

Face some deep truths that not everyone is cut out to run their own business. Running a business is hard work. But if it is meant for you, the rewards are worth it!

In this podcast episode, we talk about why we want to be a Local Rock Star, and NOT a Guitar Hero. Picking up on the lessons we learned from Pat Crowley, we will explore 3 reasons why playing for points isn't a long- term, sustainable business model.

Here are some moments you don't want to miss:

[8:19] Why point systems only work in the short term. [11:38] How playing for points creates more enemies than allies. [14:40] When you play for points, eventually you will have to retire. [16:48] Answer some hard-hitting questions

[18:12] Taking on one big, scary challenge to increase collaboration, not competition.

Email Coach Renia at [email protected]

Book mentioned in this podcast:"The Infinite Game" by Simon Sinek

In this episode, President and CEO of the award-winning Greater Hernando County Chamber of Commerce, Pat Crowley, shares what she's learned over her twenty years serving local businesses on Florida's Nature Coast. In this episode you'll learn:

• What it's like to build relationships in a tiny Southern town after beginning your adult life in the Manhattan restaurant industry
• Why listening is the number one skill a type-A leader must develop to connect over decades, not just moments
• Her perspective on adapting to collaborative moments versus times to take control

Pat prefers to connect in person or via email, rather than on social media. To connect with her, email her at [email protected] .

Welcome to Small Stage, Big Impact! We created this program because we believe that there is a major knowledge and resource gap at the level of local, community business.

Our approach is tailored to small businesses (the kind that make less than $10 million a year with solo-preneurs or small teams) in the rural towns where the "big city" and "coast" models just don't always meet our needs. We know it because we live it.

In today's introductory episode, you'll hear from Coach Renia, Creator of the Local Rock Star Strategy.

Listen to find out:

• If you're a local rock star and why that's awesome
• How local business leaders are working with their communities to leave a legacy of kindness
• Why profitability and sustainability in your local business are right on the other side of leading from your values
• And more

Join us each week to meet Local Business Rock Stars who are using their influence to have a massive impact on their communities.

Do you have an inkling that 'big' might not be all that great when it comes to leading a business you love? Then you're in the right place. Join Coach Renia, a 15-year veteran of Strategic Consulting, Coaching, Commercial Banking, and serious SEO nerd as she profiles tiny companies changing the world. Each interview is followed up by an Action-Episode where you'll learn how to apply the ideas and strategies of local rock stars (that's our name for local business leaders doing awesome things) in your own tiny-but-mighty company. Together, we're making the world a kinder place -- one community at a time.