I’m Marcia Hoeck, and I guide small business owners like you through the maze of running a small business  — the stuff you didn’t learn in school.

I believe that most entrepreneurs and small business owners are different from “normal” people. The same qualities that can be powerful drivers of success — high levels of creativity, lots of energy, the ability to start several projects at the same time, and extreme drive — can also be the things that get in your way and keep you stuck.

That’s where I come in. Using proven business and marketing strategies, I’ll help you get focused, get out of overwhelm, unstuck, and attracting new customers. Together we’ll build your plan and systems for its foundation.

I’ll support you, up close and personal, and teach you how to create a business that will almost run without you, so you can get back to what you started your business for in the first place.

Follow me on Twitter!

Here ya go:

The E-Myth Revisited, by Michael Gerber

Now, Discover Your Strengths, by Marcus Buckingham & Donald O. Clifton

7 Secrets for Building a Business that Has Value, by Patricia Noel Drain

No B.S. Ruthless Management of People & Profits, by Dan Kennedy

Think & Grow Rich, by Napoleon Hill

Think Big, Act Small, by Jason Jennings

Growing Great Employees, by Erika Anderson

A Whole New Mind, by Daniel Pink

HOW also recorded my presentation, so I hope to have information on where to get a copy of that soon, as well. I’ll keep you posted. And let me know how you’re doing with your reading!

Sometimes, to learn a bit more about our own businesses, it helps to learn about others’ businesses, and the challenges they face. Today, my client Barbara McCollough of Surrogacy Success in Boston, Massachusetts, has agreed to an interview. Enjoy!

MH: How would you describe your business? BM: Surrogacy Success provides psychological, emotional, and relational support to people undergoing the surrogacy experience. We create informational programs — information people need to be able to go through the surrogacy process — delivered through teleclasses, teleconference calls, a forum, and 1-on-1 consultations, when needed. We help the parties through the surrogate endeavor with each other, sharing experiences and information, and providing support.

MH: Will you define surrogacy for us? BM: Surrogacy is a form of assisted reproduction where a woman carries a baby for a couple, either a heterosexual or gay couple, or a single intended father. I haven’t worked with single intended mothers or lesbian couples because it’s easier for women to achieve this without undergoing such an extensive process. Within the field, the technical term for the people I mostly work with is “gestational carrier,” because the baby is not genetically related to the woman who becomes pregnant, and both the egg and the sperm are fertilized outside of her body and then transferred into her womb, so she literally is just the carrier. The other form of surrogacy is when the egg belongs to the woman who carries the baby, and that’s technically called traditional surrogacy.

MH: What are the challenges you’re facing right now in your business? BM: We’re going through a period of rapid growth. Because we’re in a big joint venture with one major client, where our growth is tied to their growth, and business is growing to fill a need in the market, we need to grow the business to a level that hasn’t existed before.

MH: What’s the most important thing you’ve learned about growing your business? BM: I think what I’m learning about is structure. Having the foundation in place is a really important piece, in terms of being able to keep up with growth.

MH: What’s the most important thing you’ve learned through our work together? BM: I’m learning a lot about structure, planning, and being able to be flexible – all of those things together. I’m also learning a lot about entrepreneurial mindset and how to craft a business around my own vision and my own nature, while at the same time taking advantage of the opportunities of the market. I think that has been a really important piece of my work with you.

Can I speak to what I’ve gotten specifically from you? What I would say is that one of the things you are very gifted in is, you have an unusual capacity to really listen and you don’t have a cookie-cutter approach. You have such an incredible background — you’ve already walked the walk. You’re not like a lot of consultants out there who know a lot theoretically, but they haven’t necessarily done the very thing that they’re consulting with. And it means a lot to me that you’ve had this experience. So much of what you teach and coach around has to do with your experience and your own success, and your own mistakes — you’re honest about your mistakes — and that you’re so generous about sharing all of this, and the benefit of it.

I’ve always felt my business is an unusual one — but you listen way beyond even what my level of knowledge was about the business that I’ve been doing for the last 10 years, and so you offer solutions when I wouldn’t have even known there was a problem. And that’s been invaluable to me.

I would have been in a very different place right now without your guidance. I really needed the — in a way it is — hand holding, but it’s a very specific support around some very basic things that has helped me to expand, and to imagine stepping into a much bigger role. Well, actually, to step into it. I think you’ve helped me to step into very shaky shoes.

MH: What are you looking forward to with your business? BM: I can see a time when I have confidence about the structure that I’ve put in place, that I have the right people in the right roles, and that I feel really good about it so that I don’t have to be as closely involved. I’m looking forward to having that time of confidence, and on the path of growth, so I don’t have to micromanage.

MH: What inspires you about your business? BM: I feel really inspired to be able to experiment and to be creative about service delivery and about assessing my clients’ needs. In my case it’s about the clients of my client, but to assess a need and to come up with really creative ways to delight the customer. That’s a challenge and it’s inspiring and I think that, with the kind of business I’m in, it also feels like it’s providing a service that really isn’t out there yet, so that the surrogacy journey can be a much more life-transforming, pleasant journey.

MH: One last question – what do you think is the most difficult thing about business, for you? BM: I think it’s making the transition from being a therapist, coach, and social worker to stepping into the metrics of business — the bottom line and the structure. It’s a form of leadership but it’s also – being a business person. For me that’s what it is, it’s actually becoming a business person. And although it’s the hardest thing, it’s also the most exciting thing.

Barbara is now working on her business website and ezine. I’ll announce them here when she’s ready to launch! In the meantime, if you’re interested in learning more about surrogacy, visit Circle Surrogacy or contact Barbara directly at Barbara at surrogacysupport dot com. Tell her Marcia sent you!

Most of the stuff I talk about is pretty proven, and I try to stay on the path — because I like to know that what I’m doing works. I will question the rules, take things that have been successful in one industry and use it in another, and reframe things so they’ll work better for my clients. I do these things because I’ve been in business for over 25 years, and that style works for me. But no one, I don’t think, would ever call me punk rock.

However.

Some of you might be more punk rock and non-conformist than I am, and I think you’re gonna love this . . .

I’m starting in a new program that launches today, called “Question the Rules: The Nonconformist’s Punk Rock, DIY, Nuts-and-Bolts Guide to Creating the Business and Life You Really Want, Starting with What You Already Have.”

It’s by Johnny B. Truant and Lee Stranahan. Here’s a bit of copy from their site:

“If you’re here and you’re reading this, let me tell you something I know about you: You are seriously punk rock, and nothing would please you more than to create (or improve) an awesome, nonconformist business and life.

“Now, it’s possible a part of you wants to disagree with that. You may not think you’re punk rock. You may not swear and spit; you may not wear your hair in a green mohawk; you may not listen to The Descendants or The Exploited. But that’s cool, because punk rock isn’t about fashion. It isn’t — strangely enough — even about music.

“It’s about having a rebellious spirit — the kind of spirit that is willing and proud to go its own way when the “normal” way kind of sucks.

“And so, the question you probably have isn’t “How do I make a living?” because we all know a bunch of really crappy ways to make a living. You’re here because you want to make a living in a way that you actually enjoy. A “different” way. A punk rock way. Because on some level — be it on the surface or way down deep — you’re a rebel.”

It’s true that I don’t have a green mohawk, and I seriously don’t listen to The Descendants or The Exploited — I don’t even know what they are. But I love the premise of the course — making a living in a way that you actually enjoy — very similar to what I teach and what others I admire and learn from teach. And I know that I enjoy the way Johnny B. Truant does and teaches business. I’ve created a course with him myself. (And, I actually like him more than most people I know, because I’ve known him all his life and know him to be a really nice guy, because, full disclosure here . . . he’s my son. He cut his teeth on business at the dinner table.) And I’m interested in this content and the interviews — so I signed on.

Proud mother aside, he’s gone his own way now, and has his own raving followers. This new program is really exciting and packed with common sense information, as well as interviews with some really, really interesting nonconformists and online business leaders, such as:

• Naomi Dunford of IttyBiz.com
• Sonia Simone of Copyblogger.com
• Jon Morrow of Copyblogger.com
• My friend Marie Forleo, author of Make Every Man Want You
• Pace & Kyeli Smith of freakrevolution.com
• Dave Navarro of rockyourday.com

and lots of other really interesting people — not the “same old same old” you’ve heard from a lot already. I promise you, you’re going to hear things in a new way in this course. (And there will be swearing, which I will just have to tune out.)

Launch day is today, for a really low price: $97 for over 20 hours of content. The price goes up in a few days, I believe, so check it out now if you’re interested.

Tell Johnny his mother sent you. You rebel.

Both of them are from women I’ve learned from myself, and whom I admire. And both of them will give you insight and inspiration — things I love to get myself and pass on to you.

In addition to my over 25 years in the offline business world, I’ve been learning and teaching in the information marketing arena for two years, and I don’t recommend these things lightly. You won’t find me offering products or programs from people I don’t personally know, have worked with, or have bought from. It just doesn’t make me feel good. When I do recommend something or someone, I’ll tell you what I know about the person behind it and the product they’re promoting — and the reason I’ll be telling you about it will be because I truly believe it will help your business (and not just bring in an affiliate commission for me. Full disclosure: I do earn a commission on most products and programs I recommend.)

First is a free call from Kendall SummerHawk. Kendall is an incredibly gifted coach and mentor who I have bought from and know from coaching programs we both belonged to. Her programs are first rate. I love how generous she is with information on her free calls, and Kendall is the real deal — she really knows how to help people. Here’s the information about her call:

“Business Coaching Secrets: The Five Urgent Success Secrets They Never Taught You in Coaching School That Can Easily Generate You an Extra $1,000 to $30,000 Each Month in New Income”

Tuesday, May 4^th, at 8 pm Eastern

You can sign up for Kendall’s free call here.

I always enjoy Kendall’s calls — I’ll be on the call myself to hear what Kendall has to say this time!

The second thing I wanted to tell you about is an incredible opportunity from Ali Brown. I’ve personally coached with Ali for two years and I’ve got to tell you, this woman is some kind of genius. Have you watched her star rise over the last few years like I have? Wow, she sure is doing something right — from the Ezine Queen to the Inc. 500. Her business growth is really pretty darn amazing.

Ali is holding a premium event in July that is not for the faint of heart, called her Coaching Business Intensive. This event is not for everyone — it’s designed for serious coaches who want to dramatically increase their coaching business income. For the first time, Ali is revealing her strategies for designing, selling, and running profitable coaching programs — which is how she grew her business so quickly. This is a high level, premium event, and is priced accordingly.

“Coaching Business Intensive”

Live with Ali Brown

July 21 – 22, 2010, Los Angeles, California

Get all the details of Ali’s coaching event here. (If you go to her page, look for me in the group photo — I’m in the lower right corner, with my arms stretched wide!)

These are two ladies who will give you a lot of bang for your buck. I encourage you to check them out.

True listening is defined as “to hear what another person has to say from their point of view” and it requires that you stop listening to your internal commentary, and you know what that is — it’s that thing that breaks your connection with people.

At all times, most of us have an internal voice inside of our heads judging what people are saying. Try it right now — stop listening to that voice and put your full attention upon really hearing what I’m saying — and listen to it from a non-judgmental point of view. Don’t think, “That won’t work,” or “I’ve heard that before,” or “How lame,” or any of your usual reactions.

Don’t let your internal commentary win out. Don’t judge what you’re learning while you’re learning it. If you want to judge it afterwards, that’s ok, but judgment blocks learning if you judge during the process.

Hope that makes sense to you — when you judge this after the fact.

Maybe you made a conscious effort to start the business, maybe it found you, or maybe it’s just an idea that hasn’t fully formed yet. Whatever, you’ve got the bug.

You probably realized, a little way into it, that running a business involves running a business. And everything that comes along with it. So you might not have as much time for the heart singing thing anymore, because you’re caught up in trying to bring in business and watch the numbers and chase down payments and direct team members and all the “busy-ness” — so much so that you begin to wonder what the point is and why you ever started the dang thing in the first place.

You may even be very successful at all of those things, and your business may be growing really fast, but you still can’t seem to find the calm in the storm, because, after all, everything does depend on you. Your name is on the door.

You may be saying things like:

• “I need to get more control of this business. I’m so overwhelmed.”
• “I’m stuck — everything ends up on my desk. I can’t get to the things I need and want to do.”
• “There are so many balls I need to juggle and decisions that need to be made by me — how can I ever find time to get to the big ideas and grow the business?”
• “I know I need help but I don’t know what kind or how to get it.”
• “My team isn’t working out for me. They don’t play well together. And just when I get someone trained, they leave to go work for someone else.”
• “I’ve got prima donnas/job hoarding/cliques/bad apples in my team and I don’t know what to do about it.”

You’re not alone. And it’s not your fault.

Because everyone’s talking about marketing and getting clients and specific tactics like social media, speaking to sell, and list building, they’re all overlooking the basics of grabbing hold of your business and making sense of how it’s all put together. The things you really need to have in place to make all the other things work.

So here they are — the 3 things you really need to get your business running more smoothly, work fewer hours, and make more money:

1.) You need to take a look at how you’re thinking

Entrepreneurs are different. You need to make sure you have the right vision and beliefs to support your business. Most sabotage comes from our own “stinkin’ thinkin’” and reluctance to really lead. And, you need to stay out of the weeds.

2.) You need a great team

You need the support that’s right for you, people who will support you and match your values and philosophies. Sure, skills and experience are important, but those are easy to find. A team that can do the job and watch your back will help propel you forward faster than almost anything.

3.) You need the processes and systems to run your business

If it’s all in your head, then no one can do it but you. In order to protect your time and improve communication, you can’t just go on willy nilly. What sounds difficult to put together will actually make your life much, much easier.

So there you have it. You are different. Instead of a team with just skills, you need a team with the right attitude of support. And you need to get your systems out of your head and into the light so you can work them. Get these basics down and the tactics of marketing, social media, speaking, and all the other individual things you need to be doing will fall much more effortlessly into place — and make more sense, too.

I’ve been thinking a lot these past few weeks. About what I want. About what you want. About life and work in general. About stripping everything down to the basics, and skipping all the BS.

I’m so tired of all the hype and sales tactics and the “next best thing” that I want to tear my hair out.

But I still have the same basic thoughts about you.

I believe that you, like most entrepreneurs and small business owners, are different from “normal” people:

• You started your business because you have a specialized knowledge or skill or you’re very good at something; or you’re passionate about something and you want to do it as your life’s work.
• You march to your own drummer.
• You have an amazing amount of energy and drive.
• You’re very creative — you can make businesses out of nothing! — and you constantly have ideas.
• If you fall down, you keep getting back up — it doesn’t occur to you to quit.
• You get so excited and focused about your business that you can stay up till all hours working on it, and often do.

But these same things that can be powerful drivers of success for you can also be the things that make you stumble, the things that trip you up, that end up strangling your business or challenging it in very big ways. This double-edged sword causes you to get stuck, lose confidence, and go around in circles, feeling like you’re constantly pushing boulders up the hill. And you don’t grow.

Or you grow like wildfire, but it’s out of control — and you don’t have the infrastructure to support it, and the balls you’re juggling are making you confused and dizzy. Or the team you have isn’t equipped for the growth — no one knows who’s on first, and they crumble under the weight. There’s posturing, duplication of effort, a revolving door, and things falling through the cracks.

Either way, it’s difficult to move forward like that. Especially if you’re trying to do it on your own.

So here’s what I’ve been thinking —

It may be time to get someone to help you cut through all this and burst through to the other side. Someone who can guide you through the maze and help you get out of the weeds so you can grow your business more quickly. So you can get back to focusing on your genius, your gift, and what you started your business for in the first place. To give you more clarity, more answers, more growth, and more free time.

If you know you want this kind of guidance that will shift your business and your life in amazing ways you didn’t even know were possible, you’ll want to learn more about working with me privately.

Does this resonate with you? Do you heave a big sigh of relief just thinking about it? If you think I’m describing you, email me (marcia at hoeck dot net) and I’ll send you more information.

I have a few slots open now, if you think you’re ready. Ask for the information, and then we’ll talk to make sure it’s a good fit.

No hype, no sales tactics, no promise of the “next best thing” —  just real, honest-to-goodness business guidance.

If you’re not ready, that’s okay too. You may need to know more about me yet. Take a look around this site and you’ll get a pretty good idea. Go to the December 9th post, “Get Unstuck and Get a Plan,” and apply for a strategy session — that’s a great way to learn more about how we can work together — and you’ll learn more about yourself and your business, too.

Just remember that you’re different than the average guy. You’re an entrepreneur! We’re all just a little bit . . . not normal. And it’s okay.

You get that I’m sharing with you what I wish I knew when I started my small business — my marketing communications firm — over 26 years ago. You know that I learned it the hard way: by being an entrepreneur, just like you. You know that I know what you’re up against. And let’s get real, here’s what some biz gurus are not telling you — many people spouting business advice on the internet (and off) have not actually run a business.

Shocking, isn’t it?

Look, I don’t mean to be blunt, but I’m so tired of all that.

So what do we really need to know?

Do you know the steps for growing your business? What it really takes? Sometimes it’s so much simpler than it sounds or looks, and sometimes half of it is just showing up. Putting one foot in front of the other and doing the work. Getting back up when you get knocked down — that kind of stuff.

But what work are we supposed to be doing when we show up, and get back up after being knocked down? What’s important to do and what isn’t? What makes and breaks it for a small business owner in the real world?

If you’re tired of all the flash-in-the-pan “try me” strategies that never seem to work for you, and advice from people who haven’t been out there fighting the dragons every day, then listen to this — there are just a few things you need to do. But you do need to do them.

Here are the 7 steps to real business growth, as I learned them from 26 years of real business:

1. Find out where you are

Yep, that’s it — where the heck are you?

What’s working for you? What’s not working? What are your major challenges — have you really stopped to think about that? Are you feeling stuck at a certain level? Has the market changed, and the old ways of getting business aren’t working anymore? Are you feeling invisible in your field? Need more customers? Need a higher quality customer? Or are you growing too fast, out of control? Always putting out fires?

You could be anywhere, with any number of challenges — the point is to take stock and know exactly where you stand in your business. Because, in business today, where you stand can change pretty quickly — and where your customer stands can also change quickly. If you don’t know where you are, you won’t be able to react.

2. Figure out where you want to go

Do you have a real vision for you business? Do you know where you want it to take you?

I’m always flabbergasted by the number of business owners who say, “That’s a good question,” when I ask them this. It’s beyond my comprehension. When I first started my design firm, all I ever did was think about and plan the way I wanted it to be — so I can’t imagine that anyone would not do that. Here’s what I say back to those who don’t have a vision for their business:

If you left your home and went out to your car, climbed in, and sat there, waiting, where do you think your car would take you? Nowhere, of course! You have to put the key in the ignition, put the engine in gear, and steer it in the direction you’ve chosen. It’s the same with your business.

3. Determine the gap between where you are and where you want to go

Now that you know where you are, and you know where you want to go, what’s the gap between the two? How far do you have to travel? What do you need to do, be, or have — to get from here to there?

Do you need to add to your products or services? Do you need to learn more about marketing? How about your customer knowledge — are you sure you’re fishing in the right pond? Do you know who your ideal customer is? Do you have the right niche?

Maybe your gap is huge — or maybe it isn’t very big at all. But you won’t know unless you define it.

4. Take a look at how you’re thinking

Did you ever listen to Zig Ziglar? One of the things he’s famous for is encouraging us to get rid of our “stinkin’ thinkin’,” as many a business has failed because of it.

It could be you that’s holding you back, with your limiting habits and beliefs. Make a list of any limiting habits and beliefs that you have that keep you from moving forward and growing your business.

Don’t think you have any? You might start with these, and really be truthful with yourself:

“I’ll never make any money.”

“Money is the root of all evil.”

“People don’t want to buy from me.”

“No one understands what I do, so I have to do everything.”

“The boss is the bad guy.” (Hmm, what if you’re the boss?)

“We’ll never have any money.”

“I can’t delegate this — I’m the only one who can do it.”

“I only want enough to get by.”

“I’m not a good sales person.”

“My family never had any money, and it was good enough for them.”

“I couldn’t do that.”

“They’re filthy rich. They probably inherited it or did something dishonest to get it.”

“I can’t sell.”

“My people just don’t ‘get it.’ So I have to be responsible for everything.”

Do you hear yourself at all in there? Don’t limit yourself. There are enough challenges in business without you being your own enemy. Get rid of limiting beliefs and replace them with positive ones.

5. Get clear on your systems

Are there things you do over and over again that could be made into systems? From little things like how everyone answers the phone to big things like the core of your client services, take a look at what you do and see if it can be systematized. You’ll be amazed at what a difference this will make in your business all the way around, and open up room for you to grow quickly.

I know, it’s easy to resist this step — everyone does. After all, you know how you do what you do, so why write it down? Why organize it? Because, if it’s in a system, then it’s not in your head, and someone else can take it over for you. Suddenly your time is freed up. Things are accomplished with more regular results, they can be measured, tracked, and improved upon. A system for your core offering also separates you from the pack, helps to identify your true value, and gives you meaningful ways to discuss how you help people.

6. Know your numbers

How much money do you really need to make? What numbers do you really need to watch? Do you really need to make “a million dollars”? How about “six figures”? Are you clear on what these numbers mean or are you just pulling them out of the air?

Many business owners have done a budget for their home and personal life but haven’t gone that route with their business. If you don’t know the cost of doing business (your overhead) and how much you need to make in profit (what’s left over), you won’t know if your business is a success.

For lots of us, looking at financial statements can put us into overwhelm, so I’m not asking you to become a money whiz. I never got very good at that myself. But every week I checked my cash position — the amount of cash I had in accounts and outstanding invoices, minus the bills I owed — which kept me on top of things. Check these things, too, and you’ll be able to track your growth as well as sleep much better at night. And remember, what you put your attention on grows, including your bank account.

7. Get the right support

Who’s on your team? Do you have the right people around you? Are they doing the right things? Do they truly support you?

First, if you’re a solo business owner, it’s important for you not to try to do everything on your own. It’s not possible — you’re really great at some things, but let’s face it, you’re not so good at others. If you’re trying this, you already know that things slip through the cracks and you spend way too much time switching between tasks and then not doing them efficiently anyway. Get the things off your desk that should be done by someone who can do them better and faster than you, so you can focus on what you do best, and your business will grow much faster — and you’ll make more money.

Second, if you have a staff, make sure you have the right people, that they share your values, and that they truly support you. This means working interdependently as a team with the right amount of direction and empowerment from you, including information sharing, decision making authority, and a real internal communications plan — yes, even if you only have a few people. This can go further than any other element in the growth of your business. There truly is magic in having a great team.

That’s it! Seven steps to guarantee real small business success. Nothing flash-in-the-pan here — these are real business strategies that work over time. What makes them work? You do. You show up and do the work, and you reap the rewards.

If you’re in the southern Michigan area and want to know more, come to my in-person interactive workshop in April. Or if you’re anywhere in the world and want to know more, call or email me for a no-cost consultation. Marcia at hoeck dot net or 419-283-4206.