Butterfly Options

To reach the top, personally and professionally, you must act like the people who are already at the top. Top CEOs like Oprah Winfrey and Donald Trump, no matter how different their approaches, have one key quality in common: they are enterprising. Enterprising CEOs manage life from the driver’s seat. They choose their destination, make their own road rules and cash the big checks.

Reward doesn’t have to appear as dollars in the bank, but an enterprising CEO does expect a payoff. What ultimate reward will you receive from rising to the top as an entrepreneur? A new Porsche? An Italian villa? An exotic vacation to Poughkeepsie? A promotion? Or simply making a difference in the world? Getting in touch with that payoff, knowing the “why” in the “want” sustains your commitment to follow through, rise to the top and reap the payoff you desire.

When you think about it, life is the grandest enterprise of all – and you’re in charge. Top CEOs know they are not only CEOs of their companies, but enterprising CEOs of their lives. You manage your personal development, finances, public relations, transportation, commissary, entertainment, janitorial services and even human resources. You’re already the CEO of the business of running your life, fully vested in the payoff, so why not act the part and take on your next exhilarating enterprise as a consultant or small business owner?

I bellied up to this concept in 1982 when I decided it was time to act like the CEO of my life and career instead of acting like an employee. I discovered the enterprising secrets of top CEOs, left my hospital job as a registered nurse earning $28,000/yr, and launched what is today a multimillion-dollar business.

I used my 12 CEO Secrets of Enterprise to launch my business and grow it annually for 26 years. These same secrets will help you rise to the top as CEO of your business.

CEO Secret 1: Everything Is Marketing

The old saying among entrepreneurs, that nothing happens in business until “somebody sells something,” is equally true in life. From the moment you were old enough to realize that a smile could “sell” your parents on giving you another cookie, you’ve been marketing your ideas.

When I received my master’s degree in nursing, I learned the hard way that this valuable asset had no value unless I marketed it. No one at the hospital said, “Thank you for pursuing higher education, Vickie. Here’s the pay raise you deserve.” I attempted to market that idea to my manager, but she didn’t buy in, so I marched my asset out the door to start my own business.

I had a new idea, legal nurse consulting. I learned very quickly the best idea goes nowhere without strong, innovative marketing behind it. Starting your business means selling you and your expertise.

Marketing has three simple parts: First, find a need. Second, fill that need. Third, convince people to buy in. As CEO, start viewing everything you do from this three-part marketing perspective.

Envision your bold enterprise. Visualize your venture and answer the question, “What will this do for me?” Write down in detail the payoff you desire – more money, more free time, more happiness or all three. Embellish your vision with sensory detail. See, hear, taste and feel it. The more real it is to you, the more you’ll believe in your ability to make it happen.

Communicate your enterprising idea with energy and confidence. You have a story to tell about your new business, and you have to make it interesting, believable and irresistible. Is your story intriguing? Does it highlight your knowledge and expertise?

CEO Secret 2: Be Your Own Number One Fan

CEOs promote their company and their achievements. They know that buyers don’t want to purchase from losers. Announcing your achievements may feel boastful, but can you imagine Oprah or Donald being shy about broadcasting their triumphs?

With humility, let your target market know any time you score – whether it’s finishing a high-profile project, winning a relevant award or expanding your services. Who you know is important, but even more important is who knows you. Achievements are your resume and expand your credibility. Announcing your achievements also validates the choices people have made on your behalf – the business who hired you or the client who recommended you wants to know he bet on a winner.

CEO Secret 3: Expect Icebergs

No enterprise is unsinkable; the Titanic sank its first time out. Plenty of entrepreneurs have made and lost millions on their rise to the top. But when you act like a CEO, you’ll create such a solid foundation and framework for your business that only an enormous iceberg could knock you off course.

Write your rescue plan. Look at your savings, your earnings and how long you’ll need to float your business before it generates adequate income. You’re probably in better shape than you suspect. If not, you have two choices:

Either way, at least you’ve launched your ship.

CEO Secret 4: Solve Problems Quickly and Decisively

Top CEOs move so quickly they exhaust the people working with them, but speed is one of their success secrets. Not haphazard, as some might believe, fast-moving CEOs are constantly developing the concepts and principles that guide their rapid decision making as they continuously strengthen the foundation of their enterprise.

Act like a CEO: Put the fundamentals in place so you can implement creative and effective decisions. Then apply this problem-solving template and you’ll leave people around you scratching their heads:

An enterprising CEO never allows problems to thwart momentum. Resolve negative situations promptly and seek inventive ways to turn them into opportunities. As CEO, you’re responsible for making decisions. No one can move or decide as quickly as you can. Accept that responsibility and keep the forward momentum going.

CEO Secret 5: Don’t Be a Commodity

Top CEOs build businesses that are not easily duplicated. Ease of duplication creates commodities, and a commodity business is the kiss of death. Water used to be a commodity until companies like Fiji and Perrier changed our perception. Then Coca-Cola and PepsiCo got involved, and today, water, available just about everywhere for free, outsells almost every other bottled drink at a high price.

My company sells an educational experience. We don’t sell seminars, DVDs or CDs, although those are the media we employ. Instead, we sell a lifelong relationship that includes mentoring and the fact that our students are learning from the pioneer and leader in the industry. Our ideas are often duplicated, but no one can duplicate our relationships, our knowledge or our 26-year advantage.

No matter what you do or what your enterprising idea is, don’t be a commodity. If you turn your business into a commodity, you’ll go bankrupt.

To avoid becoming a commodity:

CEO Secret 6: Don’t Underprice Yourself

Top CEOs reject the common thinking that “if you drop your price – you’ll get the job” or “lower price equals higher sales.”

You may need to give up something to pursue your enterprise. Get your spouse to help with the dishes, the dinner and the carpool. Stop chairing every volunteer committee. Your time is one of your most precious assets. You only get 24 hours a day – choose to spend them wisely. If a project isn’t supporting your enterprise, ask yourself how to drop it, delegate it or find another way to accomplish it.

CEOs drive luxury cars, stay in luxury hotels and dine at fine restaurants for a reason beyond personal gratification. They always present themselves and their work in a style that demonstrates value, and others see them as priceless.

CEO Secret 7: Don’t Overrate Networking

Sometimes I joke that time spent networking is time spent “NOT working.” Enterprising CEOs are selective about where and with whom they network. You won’t find them at your breakfast club meeting. CEOs research what they need, locate the source and ask. They create a network of colleagues, clients, consultants, vendors and acquaintances they can depend on to deliver anything from information to referrals.

Networking clubs can absorb time while distracting us from what we really need to accomplish. It’s easy to convince yourself that heavy networking is productive when it’s not. And you could be taking advice from people who mean well but are not qualified to give it.

I built my business on selective networking. I’m always asking people I trust and respect, “Who do you know who…?” I’ve gotten our company’s marketing director, investment counselor, graphic design firm and health insurance provider this way, not by trading business cards at a mixer.

CEO Secret 8: Invest in Win-Win Relationships

Top CEOs make sure they’re not the only ones gaining from their initiatives.

CEO Secret 9: Compete Only with Yourself

Mushing a loaded dogsled across an Alaskan snowfield, I learned firsthand that it’s true – if you’re not the lead dog, the view from the rear never changes. And the rear is exactly where you’ll be if you compete only with others.

To excel as an enterprising CEO, you must be aware of competition, but don’t allow that awareness to veer you off course. If you focus on your competition (someone brighter, richer or better looking), you’ll always be one step behind them. If you focus on your own enterprise and compete with your own best performance, you’ll be the lead dog your competitors imitate, leaving them in the rear.

Create an income and spending plan. Make a budget and stick to it. Keep the cash flow positive. You owe it to yourself and your family to be financially fit, and being free from financial worry allows you to pursue your enterprise with passion.

CEO Secret 10: Get Your Hands Dirty

I joke that I’m a working CEO, the kind who makes things happen. Successful CEOs get their hands dirty. All great chefs start by working in the kitchen. You can’t cook from behind your desk, so get up, get out and chop some onions.

The best leaders lead by example. If you get down in the trenches, instead of always standing on the sidelines giving orders, it is easier to convince others to fall in with you. And you’ll demonstrate the results you expect. You don’t have to organize every medical record, mail every invoice or empty the trash every day. Be in the space; demonstrate that you understand the job that each subcontractor or employee is doing. Ask questions and listen to the answers. Be willing to work.

In teaching and mentoring nurses for 26 years, I’ve observed that for many the vision is the easy part. Committing to the dirty details that convert that vision into reality is tough. This often involves early mornings, late nights, working weekends and carrying out the trash. If you don’t do the dirty work or have someone do it for you, your enterprise will fail.

CEO Secret 11: Make Perpetual Lists

CEOs have assistants to remind them what to do. Like executive assistants, lists can save you hours of fumbling and head-scratching. Lists keep you organized and prevent wasted time going back for an item you forgot.

I maintain a perpetual grocery list on my computer, which I simply update and print out when it’s time to shop. I keep a list of travel items to pack no matter where I’m going. I also keep a list of future business ideas so I won’t forget them. Which of your routines would benefit from being perpetualized on a grab-it-and-go list, freeing you to work on your business?

CEO Secret 12: Put Systems to Work for You

CEOs like to spend their time creating, so they’re adept at systemizing routine tasks. Anything you do repeatedly can be systemized so others can do it. Systemize everything, and don’t reinvent the wheel every day (only on the days you really, really need a new wheel).

Take the Driver’s Seat

You can be successful at many endeavors. Even though we all have to do things that are not our top favorites, successful self-development lies in selecting and focusing on the enterprising activities you like to do and continually improving what you do well. People often think I go after all kinds of ideas, and I’ll admit to constantly aiming for higher levels, but over the years I’ve rejected many ideas because they didn’t meet my criteria for an enterprising life, a life of choice.

Top CEOs like Oprah Winfrey and Donald Trump are masters of selection and masters of enterprise. Use my 12 CEO Secrets to apply the CEO strength of enterprise to whatever you want to accomplish, and you’ll always be in the driver’s seat. You’ll choose your own destination, make the road rules and cash the big checks. Everyone will yearn to discover your secrets and replicate your success.

Life, the grandest enterprise of all, is as thrilling a ride as you want to make it – and you’re the CEO in charge. So act like it today and you’ll rise to the top tomorrow.