May Coaching Tip

Powerful Questioning is at the core of effective coaching. With one caveat– understand that asking a question that is appropriate to the emotional state, learning style, timing and situation is as important as the actual question. This takes effective listening, skill and practice.

 

Elements of a great question:

• They are clear and direct.
• They are non-judgmental.
• They are transparent– no motive.
• They are real and have the best interest of the employee in mind.
• They are inquisitive and keep the employee thinking and in curiosity.
• They are based in the present and keep the employee in the ‘here and now’ versus the ‘why’.

Why ask questions instead of give directions?

• Your answers are old answers and they work for you, not the person you are coaching.
• If you ask questions, people will self-discover and take responsibility for their results. People really do like their own ideas better!

Leading Change Program: How to cope with our own fear and lead others through change

The natural cycle of life’s ups and downs creates growth or personal fears and blockages. Which of these dominates depends a lot on how we view change. Is it exciting or is it frightening?

 

Who is watching? Your employees, your family, your community? If you are a leader then you are modeling how to navigate our current economic crisis. Will you step up and face your fear so we can all grow and thrive? We call fear by a lot of names: overwhelm, anxiety, frustration, pride, anger. We rarely say, “I am afraid.” The leading change program is for leaders who are grappling with their own fears while also leading others.

 

I wrote this intro below so you would understand that this program is confronting, rigorous and deeply powerful. It requires courage and self awareness. I believe it has the power to completely alter who you are as a leader and a human being.

We will work on:

 

• Understanding fear and how to be facile with it
• Real power
• Integrity
• Language
• Communication
• Being a visionary
• Understanding your core values and honoring the values of others

 

We know change is part of life yet we go to great lengths to make our world predictable, safe, comfortable, controllable and definable. In general, we don’t understand our fear and how we as human beings operate with it. When we have a lot of fear, we go about setting up a world that does not stimulate our particular fear(s). We use our mind to devise ways to avoid having our fear stimulated. Fear is afraid of itself and does not want to be felt. You can do one of two things with fear. You can recognize it for what it is and stop acting on it. Or you can try to keep the world from stimulating your fear.

 

We all do it. Yet we don’t talk about it. You know, try to figure out how things are supposed to be and then go about trying to make it that way. How did we come up with the idea that life is not okay as it is? If change is natural maybe life is too.

 

As a coach, I have noticed that our attempts to protect ourselves from our problems create more problems. If you keep attempting to arrange people, places, and events so that they do not disturb your fear, life will feel heavy because you are controlling and fighting with everything. Most of us try to get to peace this way. Most of us try to get to joy this way. What if there is another way?

 

This program starts in April, is 5 months – 15 sessions and is a “Pay what you can program”.  Please respond to coaching@profitconsultingco.com if you are interested and I will send an application. Only 8 leaders will be accepted and I will accept applications through March 27.

“Being Positively Practical in Your Business”

With the current economy and market changes I certainly feel it is important to keep a positive attitude, be positive and focus on what’s working versus what isn’t working. I know without a doubt that this helps me stay productive, peaceful and creative which makes me better at what I do daily. I have started exercising more, praying more, meditating and reading more uplifting books just to stay in a happy centered place.

 

As a business coach I am recently seeing a trend with several of my small business clients who always, always maintain an admirably positive attitude. Uncharacteristically, I am seeing avoidance, procrastination and a kind of refusal to look at their business situation; however I must remark that they are maintaining a positive attitude.

 

One client voiced, “If I just don’t look at it, I am not afraid.” Who wants to be afraid?  I understand this all too well. After Christmas vacation I took a hard look at revenue projections and realized I had to cut employee hours. Honestly, I should have looked three weeks earlier but instead of looking at my numbers I looked at my vision board and hoped for more business instead of looking at my financials or my new strategies for earning revenue.

 

It reminds me of the three monkeys; see no evil, hear no evil, and speak no evil. A positive attitude may be easier when we are not looking, listening or talking about the economy or loss of revenue but is it practical and is it empowering? Is it really the healthiest way to deal with the business challenges we face and what about our own well being?

 

Its human nature I guess to avoid looking at what’s changing, an understandable phase for any and all of us to move through but not a good place to hangout and get stuck. As business owners, if we don’t look at the reality of what is happening we can’t powerfully make our next move. We can’t anticipate and head off potential crisis and we can’t make the adjustments needed to stay in business and even potentially thrive.

 

Here are some questions to ask yourself and your team:

 

What are your financials telling you? How will we strategically cut operating costs? Will we reduce your ability to compete effectively if we do?

Will we reduce the quality of our product with these cuts?

Will we reduce the clients’ experience with our company?

Will we reduce the goodwill we have worked so hard to build?

How are our employees feeling? What layoffs are coming, if any? How will we prepare them? How can we all pull together? How will we have to change our business development plan? Has our market dried up? Do we need new markets, services or products? What habits will I have to change or adjust? What business practices will change? How will our marketing messages change?

 

Of course, none of us want to be in “fear,” maybe that’s a phase as well, just another emotion to move through? I find I have much more energy, peace and power when I am practically looking at what is happening in the world and in my business. After all when you are awake and paying attention you don’t miss any of the miracles either!

Being Positively Practical in Your Business

With the current economy and market changes, I certainly feel it is important to keep a positive attitude, be positive and focus on what’s working versus what isn’t working. I know without a doubt that this helps me stay productive, peaceful and creative, which makes me better at what I do daily. I have started exercising more, praying more, meditating and reading more uplifting books just to stay in a happy centered place.

As a business coach I am recently seeing a trend with several of my small business clients who always, always maintain an admirably positive attitude.

Uncharacteristically, I am seeing avoidance, procrastination and a kind of refusal to look at their business situation; however I must remark that they are maintaining a positive attitude.

One client voiced, “If I just don’t look at it, I am not afraid.” Who wants to be afraid?  I understand this all too well. After Christmas vacation I took a hard look at revenue projections and realized I had to cut employee hours. Honestly, I should have looked three weeks earlier but instead of looking at my numbers I looked at my vision board and hoped for more business instead of looking at my financials or my new strategies for earning revenue.

It reminds me of the three monkeys; see no evil, hear no evil, and speak no evil. 

A positive attitude may be easier when we are not looking, listening or talking about the economy or loss of revenue, but is it practical and is it empowering? Is it really the healthiest way to deal with the business challenges we face? And what about our own well being?

 

It’s human nature I guess to avoid looking at what’s changing, an understandable phase for any and all of us to move through but not a good place to hangout and get stuck. As business owners, if we don’t look at the reality of what is happening we can’t powerfully make our next move. We can’t anticipate and head off potential crisis and we can’t make the adjustments needed to stay in business and even potentially thrive.

 

Here are some questions to ask yourself and your team:

 

What are your financials telling you? How will we strategically cut operating costs? Will we reduce your ability to compete effectively if we do?

Will we reduce the quality of our product with these cuts?

Will we reduce the clients’ experience with our company?

Will we reduce the goodwill we have worked so hard to build?

How are our employees feeling? What layoffs are coming, if any? How will we prepare them? How can we all pull together? How will we have to change our business development plan? Has our market dried up? Do we need new markets, services or products? What habits will I have to change or adjust? What business practices will change? How will our marketing messages change?

 

Of course, none of us want to be in “fear,” maybe that’s a phase as well, just another emotion to move through? I find I have much more energy, peace and power when I am practically looking at what is happening in the world and in my business. After all, when you are awake and paying attention you don’t miss any of the miracles either!

 

 

About the author

 

Alicia Marie Fruin is the owner of Profit Consutling Co. a business education company that provides coaching, training and tools for business owners and career employees. She is grateful and excited to work daily with extraordinarily talented professionals in all types of industries around the country. Her company mission is to teach people how to express themselves fully while modeling timeless business principles. She lives in the Austin TX area and is happily married with five adult children.

 

Am I an Entrepreneur?

Businesses fail, and often. If you think you want to run your own business, but are not sure you can be a successful Entrepreneur, I am glad you are thinking about it… keep reading. How does an Entrepreneur think, act, and respond? Is your personality a fit for being a successful Entrepreneur? Do you have what it takes?

 

 

Until recently, Entrepreneurs were not well thought of. As recent as the 80’s we looked on them as un-educated business men involved in shady dealings. There was a general lack of knowledge and information about what makes them successful.

 

 

Big business was the place to be, now that’s all changed. Our generation and the ones after us expect so much more from our career / work than our parents did. We want money, satisfaction, self expression and flexible hours such as a 4 day work week and tele-commuting. We have more small businesses than ever before in our U.S. history. In addition, smaller businesses are now attracting great employees and competing with the corporate world by offering those employees exactly what they want. 

 

 

Today we have books, courses and business coaches in abundance. Some universities now offer courses and degrees in entrepreneurship. Business professionals have vast resources and as a whole we have learned a lot about what it takes to become a successful entrepreneur. I realize there is probably no such thing as the perfect entrepreneurial profile, I have noticed that there are many characteristics that seem to show up repeatedly in my work as a business coach. So from my work with hundreds of entrepreneurs as a coach and trainer, this is my summary.

Successful Entrepreneurs are, have or do

Available- In small businesses, where there is no depth of management, the owner must be

present to win. They can’t afford a support staff to cover all business roles, and therefore need to either work long hours; have very talented people or both.

Self-Motivated-Entrepreneurs do not function well in structured organizations and do not like

someone having authority over them. Rules, bureaucracy and politics frustrate them. This is often what leads them to start their own business.  They enjoy creating business strategies and thrive on the process of achieving their goals. Once they obtain a goal, they quickly move to a greater goal. They constantly look to the future vision of the business. They have a compelling drive to do their own thing in their own way. They value freedom over money.

Well- Being- Successful Entrepreneurs are physically sound and in good health. They can work for extended periods of time as needed. They understand the relationship between a healthy body and a sharp mind.

Practical-Pragmatic- Entrepreneurs can accept what is and what is not and deal with issues accordingly. They may or may not be idealistic, but they are rarely unrealistic. They want to know the facts and condition of a given situation at all times. They may be too trusting (because they are often idealist) and may not be sufficiently skeptical in their business dealings with other people.

Embrace Ambiguity – Entrepreneurs identify problems and begin working on their solution faster than other people. Uncertainty does not bother them because their Healthy Ego feels challenged and likes to solve problems. They are the natural “go to” person in the group or business.

Intelligence – Successful Entrepreneurs think fast on their feet. They can comprehend complex problems and circumstances that may require planning, strategy, or working on multiple business ideas at once. They have vision and are aware of important factors to consider. They are open minded and will consider different perspectives. They seem flexible and are not afraid to change direction when failing. 

Healthy Ego- Entrepreneurs are confident when they feel in control of what they’re doing and often like to work alone. They tackle problems head on and quickly with confidence. They are persistent in problem solving and are not afraid of smart risks. They do well with adversity, because they thrive on their own level of confidence. Someone saying or thinking they can’t pull it off doesn’t bother them at all.

Urgency- Entrepreneurs have a sense of urgency. They have drive and high energy levels, they are achievement-oriented, and they are tireless in the pursuit of their goals.  Idleness makes them impatient, on edge, and anxious. They thrive on activity and are not likely to be found at the nail salon or golf course. When they are in the entrepreneurial mode, they are more likely to be found getting things done instead of all the other “to-do’s”.

Emotional Stability- Successful Entrepreneurs can handle stress and are even having fun! They are challenged rather than discouraged by setbacks or failures. Entrepreneurs are surprisingly uncomfortable when things are going well. This is when they will probably find a new project on which to focus their creative energy.

Ability to let go-Entrepreneurs are not always the best “people” people. They are often impatient and drive themselves and everyone around them. They also resist delegating key decisions or responsibilities. My favorite coaching question for the Entrepreneur is “who can help you with this?” It shakes them up every time.  It is not uncommon for the Entrepreneur to do the books, drive business development and buy the office supplies.

 

 

As the business grows and becomes an organization, Entrepreneurs go through a classic crisis (this is usually when they call us). They have become the bottle neck; their want for control has made it hard for them to hand over authority in the way that a growing business demands. Their strong direct approach makes them more likely to seek information directly from the source, bypassing the structured chains of authority and responsibility. Their interpersonal skills, which were adequate during the start-up phase, will cause them problems as they try to adjust and free themselves from the day to day operations. Cash flow, retention and low morale are symptoms of this issue.

 

 

Do you recognize yourself? Did you locate your likely strengths as an Entrepreneur? Did you identify potential barriers to your success? Awareness matters here. Focus on your strengths, be

aware of your weaknesses and go for it!

 

 

Author Alicia Fruin–Owner of Profit Consulting Co., Alicia has become a leader in the field of coaching, consulting and training for small business. She has designed more than 80 custom training programs for hundreds of business owners in a variety of industries across the country. In addition, Alicia has coached managers, presidents and sales professionals on how to build a business truly worth having! www.profitconsultingco.com

 

Embracing Business Crisis

“Without the strength to endure the crisis, one will not see the opportunity within. It is within the process of endurance that opportunity reveals itself.”

Chin-Ning Chu

Crisis is often an entry point; an opportunity to get real, tell the truth about our selves and our business. Definition of Crisis -The moment in which we know without a doubt that if we don’t make changes with ourselves and in our business we will lose. Unfortunately, at this point we usually have already lost quite a bit, which is what makes it a crisis! 

 

Understandably no one hopes for a crisis. Certainly this applies to our business or organization. Most of us as leaders would probably say one of our primary responsibilities is to prevent a crisis from ever occurring.However, I have found that powerful lessons for all of us can be found in the middle of a business crisis. It isn’t uncommon for a leader to say, “Our staff has never pulled together more than when we were facing a crisis.” Possibly it’s the very real prospect of going out of business, facing a public relations catastrophe or even a natural disaster that causes people to unite.

And although this may not seem surprising, it does beg the question, “why?” Why do people set aside their usual disagreements and petty politics in the midst of a crisis?

I found one possible answer while contemplating teams and organizations that live in a perpetual state of daily crisis. Consider firefighters or soldiers in the midst of war.

 

 

 

 

 

At those moments, these are certainly some of the least political and divisive teams that you’ll find. For them, disagreement about budgets and lines of responsibility are ludicrous, or even worse, deadly. And that’s the point. When the stakes are clear and high, you know …life or death. Well-intentioned people can’t help but focus on the prevailing task at hand. Which is exactly what happens to businesses in crisis: they get focused around a compelling, over-arching goal. They put aside their egos and differences for the common good of the team or business.

 

We innately know this about ourselves and people which is why I personally believe some businesses create an ongoing atmosphere of chaos or crisis. Consider that there is another way, another option for focusing on the important and the common good. A way to stop avoiding the issue(s) and address what is not being said.

 

It starts with clear purposeful reasons to be in business, to do the job and to get the result. As the leader, it is your job to make sure your people have these:

 

• A Vision
• A Business purpose
• Goals
• Key measures for success in their own roles
• Individual plans for growth and development 

 

“The Chinese use two brush strokes to write the word ‘crisis’. One brush stroke stands for danger; the other for opportunity. In a crisis, be aware of the danger-but recognize the opportunity.”  John F. Kennedy

 

About the Author Alicia Fruin

 

Owner of Profit Consulting Co., Alicia Marie Fruin has become a leader in the field of coaching, consulting and training for small business. She has designed more than 80 custom training programs for hundreds of business owners in a variety of industries across the country. In addition, Alicia has coached managers, presidents and sales professionals on how to build a business truly worth having! www.profitconsultingco.com

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Being Creative and Encouraging Innovation in your Business

“Creativity can solve almost any problem. The creative act, the defeat of habit by originality overcomes everything.” George Lois 

When running your own small business, we are often called to be creative and innovative.  Without this ability, I have discovered it is nearly impossible to be successful, let alone stay afloat.  This innovative and creative spirit is especially important to small business owners because they do not have the kind of budgets the big corporations can play with.  Small business owners are required to craft new and innovative ways to get the most “bang for their buck” whether that be refurbishing old unsuccessful projects into successful ones, cutting costs without cutting corners, and of course, thinking of new ways of marketing or boosting sales.   

While most of the small business owners I work with do embody this innovative spirit, they often forget to foster this spirit throughout their company. To run efficiently and productively as possible, they need their entire team to be on the same creative page.

 In Adrian Brown’s “Creativity & Innovation” he highlights five characteristics that he has observed in creative organizations.  All of which I believe are important not just for large corporations, but especially for small business.  They are:   

1. “Information is free flowing:  Creativity is partially about making new connections. For example: applying a familiar technology to a completely new application.”
2. “New ideas are welcomed: It is easy for individuals and companies to become stuck in its ways.  Habitual behaviors, a rigid adherence to “best practices and groupthink can all act as barriers to new ideas
3. “Good ideas are nurtured:  New ideas are delicate and can easily be killed off with an executive shrug or simply a lack of care and attention”….
4. “Risk taking is accepted”:  “Experimentation and innovation involve some failures along the way.  Risk taking doesn’t mean being reckless, rather it means understanding the risk/reward relationship and taking calculated risks where the potential rewards are valuable.”
5. “Innovators are rewarded: Creativity is hard to measure and can often be ignored by compensation and reward systems.”  However, often it is enough to publicly recognize creativity with a simple thank you for a job well done, believe it or not, this sends a powerful message through your organization. 

 It helps to remember “you are not alone.” Remember, it is important to not only tap into your own creativity; but also your staff or team’; you may be surprised at the ideas they may have to boost your business!  

If you are looking for more ways to develop your personal creativity, or that of your team, I recommend that you enroll in an online course that is part of Profit Consulting Co.’s “Creativity & Innovation” program.  This convenient and easy to use program expands on Brown’s major themes and provides interactive exercises, additional readings, and offers learners hands-on exercises to spur personal creativity. 

 This is just one of the many programs of study we have recently added to our website! (www.profitconsultingco.com). We also feature courses in Business Communications, Leadership, Finance, and Management.  These courses are affordably priced, 100% web based and in a self-study format allowing you to improve your creative, business, or management skills at your own convenience. 

About the Author Alicia Fruin  Alicia is the owner of Profit Consulting Co., a Business Education Company. They offer small business coaching, consulting and training. Alicia has designed over 80 customized training programs and led these programs for hundreds of business owners around the country in a variety of industries.  In addition, Alicia has coached managers, presidents and sales people on how to build a business truly worth having!

Recommended Reading: “Creativity & Innovation” by Adrian Brown 

 

 “The things we fear most in organizations — fluctuations, disturbances, imbalances — are the primary sources of creativity.” Margaret J. Wheatley

 

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Being “Open for Business”

I have great admiration for small business owners. I love their entrepreneurial spirit, pioneering attitude, perseverance and strength. I am lucky enough to work with them daily as their business coach. 

Through my role as coach, I am honored to witness courage in so many ways. The courage to expand and grow, the courage to ask for money, the courage to go after the big account, the courage to hire and fire when needed.

If you have never been an entrepreneur or known one, these activities might not seem like a big deal. In the beginning stages, small business owners are grappling with what they feel they can do or not do. Their businesses are literally limited by their own self perception. For example: an owner who wants to double their revenue might have to learn how to let go and leverage themselves through others. So it makes sense that most entrepreneurs have to personally grow and develop themselves to move their businesses forward. Enter the business coach versus a consultant. A consultant is the expert and they advise.  

So “What’s a business coach?” you ask? A business coach engages and facilitates focused dialogue. We challenge, inquire, provoke, cajole, inspire, offer support and collaborate with our clients on their business issues. Occasionally we give advice and consult a client when it is an area of expertise. Most of the time however, it is not about my wisdom. It is about the client’s wisdom. Coaches believe that the client has the answer.  

Back to my point, in most cases the entrepreneur’s limiting beliefs are what is stopping the business from expanding. As limiting beliefs are identified the small business owner can see and be aware of new possibilities allowing for more awareness and choice. Finally this brings me to the title of the article. Are you “open for business”?   

When we are “closed for business”, we already know how the business is, how our industry is and how our customers are, leaving no possibility or room for something else. Where there is certainty there is no possibility. We become frustrated and stuck. 

Being “open for business” is about being aware of what your biases, limitations and limiting beliefs (filters) are and not letting that mindset run your business. When we are “open for business” we find opportunities and solve problems easily.  ”Okay, how do I do that” you say?  

First get clear about your own filters by talking to a coach, asking your staff, interviewing your spouse or working with a mentor and then write them all down.  

The next step is to identify how these filters have you stuck or stopped in your business. How do your limiting beliefs impact your business and its employees?  

Then, make sure that you stay “open for business” by being engaged in conversations about your business with someone who knows what your filters are and is willing to say something when they come up. This could be an employee, partner, spouse, friend, mentor or coach.  

You will be amazed at the difference this one shift from closed to open can make for your profitability and your sense of well being.  

About the Author Alicia Fruin  

Alicia is the owner of Profit Consulting Co., a business Education Company. They offer small business coaching, consulting and training. Alicia has designed over 80 customized training programs and led these programs for hundreds of business owners around the country in a variety of industries.  In addition, Alicia has coached managers, presidents and sales people on how to build a business truly worth having!

 www.profitconsultingco.com

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What is Business Coaching?

  

As a small business owner, entrepreneur or salesperson business coaching could be the catalyst you are looking for!

 

What’s a business coach? A business coach engages and facilitates focused dialogue. We challenge, inquire, cajole, inspire, provoke, offer support, and collaborate with our clients on their business issues. Occasionally we give advice and consult a client when it is an area of expertise. Most of the time however, it is not about the coaches wisdom. It is about the client’s wisdom. Coaches believe that the client has the answer.

Our coaches are skilled at eliciting conversations that have you take action in areas where you have previously been stuck or stopped. In these conversations you will start to see things from a different perspective.

Coaching highlights and enhances what you can readily achieve when given the right support!

How Does Business Coaching Work?

During a coaching session you have the opportunity to stand back and look at your business from an objective point of view with the guidance of a skilled business coach.

Our coaches are trained to operate from what is right and what is working versus what is wrong and needs to be fixed.

This perspective leaves you empowered and challenged to take the next logical step in your business.

What issues can be addressed?

Goals
Vision for Business
Plans
Business models
Production
Revenue/Profit
Sales-Marketing strategies
Managing employees
Communicating with ease
Personnel issues
Hiring/Firing
Trouble shooting areas for improvement
Getting successful systems and structures in place

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Well Being-The missing ingredient for today’s Entrepreneur

Well-being is commonly used in philosophy to describe what is ultimately good for a person. Well- being is both subjective and personal.  

I am so fortunate to work daily with successful, talented and passionate business owners!  They are driven, have vision, work ethic and a strong moral compass. Far too often, their extreme business focus has left them unbalanced and often unhealthy. The affects are everywhere, in their relationships, their environment, and their finances and yes even their beloved business. Everyone around them sees the tired eyes with dark circles, the extra weight, not to mention the stressed out, adrenaline crazed look on their face.  

Yes, we all see it, the employees, customers, the spouse, the children, and yours truly the business coach. In a very dignified way, my clients share their full schedules and often dialogue with me for strategic time saving techniques. Behind the words, the pragmatic tone, the professional guise, it seems as though they are really saying “please, I can’t take one more thing, I am exhausted, spent, when is it my time? HELP I need space”. Through the telephone, I seem to be able to hear the quiet desperation behind each business conversation. 

Maybe not the first call or even the first month but it isn’t long before I go there. “Tell me about how you take care of yourself?” or “How do you re-energize and stay focused”? I say. A loud silence follows then a muffled stutter “Well I took my kids to the zoo last month, ummm I guess I get my energy from work, ummm, that’s all I seem to do?” long sigh.      

Remember these are highly intelligent, powerful and successful people, so of course, their employees do not say anything. Ditto for their spouses…maybe a thoughtful friend says a word or two about possibly needing time off but no one really says what everyone is thinking…take time off, you look awful, or even better you than me!      

I understand. I really do, I own a small business too. The to-do list is never ending! Add to that the value we place as a society on self-sacrificing hard work, making money, getting ahead. Even the value “family first” can leave a well-meaning person left feeling drained.  

We all know we need to move our bodies and eat well to thrive physically. Add to that prayer or meditation for your spirit and mind. Let us not leave out loving relationships for our emotional well-being. So why is well–being seemingly expendable? Is the payoff worth the cost? 

Each call I chip away at my hard working clients…getting them to take time off here and find some space there. Maybe they decide to go for a morning walk or stop drinking soda. Sometimes they just need permission from someone and make dramatic changes on their own. Always, Always, Always it elevates their business in both profit and productivity.   

If you recognize yourself here, I ask that you use the same intelligence, creative spirit and drive that you used to start your business and take care of yourself. Trust that other entrepreneurs have taken the well-being challenge as well and have greatly improved their businesses but more importantly their lives!  

Alicia Fruin Business Coach
www.ProfitConsultingCo.com

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