your formula why goals don't work and results do correct so we want you to tell us all about toast first about yourself so i am originally from new york i play the string by east and traveled around the world so i've been to five out of the south america and arca and i have a desire to go south america so yeah a string bass player and then i decided to become a theater major and i was a stage manager for quite a long period of time right and then i got married moved to new jersey had two fabulous kids  and started my company called consulting group and now we do practice management coaching which is a division of all the consulting group so i've been doing that for quite a bit of time so how old are your kids now ones at u c berkeley oh wow s and i yass and the other decided that you were going to start your own company so take us back to those years and what what what how did you get where you are today i mean really some of what i have kind of wonder where i am how i got there to i'm sure most of us most a lot of women think that so i had a baby  and i really liked or even though i didn't think i was going to like her that much so i didn't really want have children i often tell her that which is terrible but i really i like her a lot want to stay home whether as most moms want to and i was really surprised by that as i was a career woman so i decided that i had been an intrapreneur or at my company where i had started all these different types of women friendly programs and after i could bring jenna to work and i bartered her work until she started crawling i said maybe  or i'll come back for three and i did for three months and i hated it i said you know what wife let me off and i'll start my own company and i did and i started training and development company which then morphed into a management consulting company which is now a new business development company for financial planners a counselors so i just keep morphing along the way yeah of it i mean in order to do that you have to have severe really happy customers and some great reputation management and he went from management consulting to new business development for organizations and that is an each one of those are totally like you know unique kind of business i mean tell us about that because i mean how do you also how do you go from oh i'm home i went back to work for three months i'm going to stay home with i don't like it and then i'm going to be a management consultant because then you got to get management people in there that's not easy to get in touch with i mean they're not really easy to get to so there's a lot of perseverance and there's a lot of tenacity and being a business owner and there always never saying the word no so i always say yes even though you name to figure it out which i think as women we do a very good job at so so how did i get we have to because we have to of course so they get a jet impacted my life because she's a competitive equestrian and in her first month of her freshman year she sustained a pretty major consulting concussion which forced mean to stop being a management consultant and traveling around the country and stay home with her to help her get better because i did my business for my kids so i wasn't raising two happy healthy well adjusted model adult citizens i was in doing my job so i knew that i had to change i actually brought my company home i sent everybody away brought my company home and thought now i'm like back at square one which seems kind of odd to be a start up again and so what i did was i decided what was a good at what i really love and i love helping people increase their new business development so i started as another company called practice coaching and we actually was to take a step that we started kind of called a growth company and after a year of that we realized that our clients were either women or profession or professional services so we decided to focus just on professional services and we created a company out of that and that's how the results formally came  because we found that for our clients they really kept coming to us like my goals are working i'm stuck or how do i get more and so we realized that it wasn't really about the goal it was really about the result they were looking for so how could we get people to focus on the results so us have actually set a goal at new year's where we'd like to lose ten pounds or do you stop smoking like i say and then i don't know about you but literally like in forty eight hours i'm off the wagon yeah  so i realize that people's goals often tend to crumble and there's research that says that only five percent of us actually set goals so i thought to myself of the five of us set goals five percent of us had goals what the heck is the ninety five and actually offer a money back guarantee that if you don't get the results were looking for you'll sign a check because that's it that's how much we believe in the results so we're going to get for you know ok so let's tell everybody out there because there's all kinds of things that they can do that first of all you know if you you know if you're a business owner you may not even know that you have a gold piece that you know i was reading about i think you know that there was supposed to be a goal and you want to get rid of those anyway go right results but then there's the people who have the goals who don't have any results and then there was the one in the middle there was the one in the middle so the there you do all this well so there are people that if we think about the word ready so the result is accurate an acronym for ready and steps you love as a learning transformation and theft celebration so if you follow those steps you'll be able to get to the result that you're looking for and one of the first things we start talking about is are you ready and what's interesting is you have to be ready and the people across the table have to be ready so whether that's your team or your clients or your potential clients everyone has to be ready and what we find is that if you find ten people six of them are not ready because they like what the things are going on there and status quo things are great everything's not it's good when you have two people who are on the slippery slope and if they don't do something tomorrow they're going to be out of business and it's too late for them to turn it around and then there's two people that we call the ready people those are the people are like i want more i want better i want bigger i want faster i'm stuck whatever it might be they just know that things have to change in order for them to achieve the results you're looking for so once you know where you fit i just want to say one thing because i'm like so fascinated by this and you know i have my business with my customer i'm in my business partner carly holly and we see the same thing and there's always a customer that comes in and one of the three pockets so to speak right my first question is that when you see the slippery slope is it over help not that that's a bad thing only because i'm saying to everybody out there if you think you're about to be on slippery slope then you need to listen to really really carefully because if you can say that not always is probably  this very important because i'm not joking with you got to how it is true what you're describing is what we see over and over again and then there is that team there is those guys who are leaders pick up the phone find a solution person like you and  are the results the results going yeah i mean i just want to get your everybody out there is like watching because they could miss those that we don't remind them about their in one of these three pockets so what's interesting about business owners is that for most of us when we're making money we're all excited and i say i actually spoke to a potential client to dance and he's like my growth is out of this world i said that's great this is the time you need to working on getting better and most of us don't most of us stay in the status quo thinking that the money is going to keep rolling in  side it stops right and we move to the slippery slope so if you're at the top of the slippery slope you can get back up ok which is really good i think courage as long as you recognize it yeah right so there is always a way to turn it around even if you're really scraping the bottom of the barrel there's always a you are dead a fine each of those situations within those companies small business or large business right that once you get their attention then there is a whole mindset that all this than in your formula correct so we call that the caveman for a i know i survive so we i would say like it doesn't want you to die and so when we were a kid man it was great because you would the bush bushes would roll russell and we'd go fight flight or freeze and we thought they were to tiger i should body with chemicals to do one of those three things bite flight or freeze yes yeah and then so then what happens is is that a lot of things that we have a reaction to really are not real threats at all there's a danger brain it will make you even better so the see even for like performance and everything else it's like all about it so we're talking about business ownership in just results and general yeah right it's just absolutely result what i believe it is how you do one thing is how you do everything of he talked about how we developed neural pathways and how it takes about forty five days to close one and open one so at any time you can learn something new and be able to change the way you do things they said that's actually part of like the kind of like the thirty days and the ninety day step programs because your brain needs the time to get to understand the change of the course and then the pathway exe and then it becomes that you're the person who's going to be a ph d in the already in the process of that but i can read through the book and understand what were saying because it makes total sense so when you apply that back to business to those people who say that you've got those for those who just are so used to making money that they're not doing anything you know proactive to make sure that they get to completely how you're and also explain how your book is so kind of like a workbook and if a chapter it gives you questions that you can answer yeah and that it will challenge you to desensitize the danger like i love that i love that because it is it's like you're so used to talking to yourself oh i'm fado i'm off and then all of a sudden you're like wait a second i'm not i'm great i'm great and i actually really good at this yeah and you're like how do you get to the results like i love the way you have to sleep out it's almost like a road map it's like forget the goals because that's what we're talking about today and focus on the results and to me there's so many applications like you have so many examples of that by the way the bug which i love because that makes it really simple and you don't get cheerleader in the background if people start with the end in mind so you know what your end result is then you'll be able i don't know how it works but our brains will maneuver ourselves to that lots of reason michaels to work on results do this because you say i like to lose ten pounds the brain goes yeah i don't know how that looks where does that what should i do what's the first step so it stays unstuck ness and it never goes any place else if you say by december thirty first i'm going to lose ten pounds by exercising and eating right now it says oh ok exercising and eating what do i need to do about that you know you literally are telling your brain what you need to do so i'll give an example give a business example i had a client who called me and he got a referral and he said to me i'm so excited because all i need to do is call up this person to make a meeting and i said to have is that really  business well then what's the next step so if you move backwards it's like well i'd have to go ripples all men they would have to accept a proposal have to get money right so you put that all in one little bucket and then you move back and say ok well then they'd have to i'd have to have something they want and then i'd have to go and leave them and have had a conversation and then i'd have to have to put the meeting on the calendar so then once he knew what all the steps were he then played for it and he was successful in close client and also and that's when those are the results yeah exactly and then what about those people who just don't know how to actually i mean they're reading the book and they get it right and they want to try but it's almost like the naysayers to themselves yeah how do you what do you recommend for that because i know your book is completely there to be like their their radar would like their cheerleader is there another suggestion that you could tell them about just when you're actually with a customer of yours like when you're actually with a client and you're in you can see that they're just so close but you know that they need another little do i know it's in the book you have to read the book but you can give a little if you search so what you do when that happens so you start making it about you when you start making it about them so most of i think so most of us when we're in new business or star yes you are and so i'm just a supporting cast member so i need to make it about you because it's your show and the fact is most of us make it about ourselves and if we can turn that around and just make it about the person across the table and think about how we can help them and how we can serve them then most the time you will change is that everything right is and i swear to god i did not know that answer and i did i'm so glad i asked because it was a perfect great answer thank you and that's incredible that you actually can have such an awesome meals or that fast that makes so much  so tell everybody a little bit more about your business and how to get in touch with you we still have a little time but just about like what if someone's out there and they were they really not only want to buy the book but they have a business it could be a new business it could be an existing business they could be struggling what is like normally your perfect kind of client in the fact that your results are the most backs meisner and those that just want to reach out to you because your expertise so while our formula will work for any client so any type of your start up or your in midsize or a mature business or you're in professional services or manufacturing it will work for everyone we love the people who are one call with me because i'm a skeptic i'm like who gets then also i'm going to take this for and i'm going to say this because i just l o l lying to myself because i know that there are people watching right now that probably like all over the place are saying i can't wait to talk to her because it's kind of interesting in our world we will be sitting talking to clients that i mean a public relations firm right we're always talking to clients and what they've achieved is or yeah i get it because i got it would like when you said it but anyway cool so you were on the inside and you were doing entrepreneurial work on the inside and then all of a sudden you're out there and then you see these situations and i t when you get in that situation you see it over and over again and especially in this economy it's almost like a duplication of the challenges and i'm not joking when i was reading your book and we do this all day long you know that we everybody knows jini talented people if you watch our show always promoting our authors are awesome work right i their work more importantly than anything i write what they do have often work yeah but like what i was reading honestly i'd love the results formula like i love the way that you're able to go in and assess a situation and just give us an idea how long does it normally take for to kind of get them to ride the bike and then be able to rule without the training wheels because of the big time thing or sometimes just help them in a couple months so my clients tell me they see results and thirty days or less thirty days or less and you said you have like a whole hundred percent money back guarantee policy i don't even have that yeah so ari does get  know that's a big deal yeah because you know that you're going to get the results that's exactly it does that's why i'm the results point is that we help people get results every single time there isn't anybody we haven't got a result can you tell us your favorite story of your favorite results or at least one of them something that you just felt like you just walked away saying i can't i killed it there are so many i killed it that so i was so cool i'll give one right now that's only because it happened on the car ride on the way down so as you know i brought my daughter she came to see the television show jeff thank you she said thank you and so yesterday i was talking to a client they have a deficit of thirty million dollars so there they are down thirty billion wow right that so that's an individual a smaller company a bigger company working with they called us we've been working with them for about eleven months and they said we're thirty minutes another thirty million shy of our and it's the number number of the day thirty  of our goal and i said you mean the results and they said yes and i said and they said we haven't been that close in four years could you help us so they said ok and they said we have thirty days to close thirty million dollars so we started remember first we had till november thirtieth thanksgiving was in the in the middle you know even last the holiday time there right so we worked really hard the coaches came in and i was there we talked to them they had full access to the team in any way shape or form they wanted to and they called it and then we went back in december like third and said to them so how do we do and they were like we didn't make thirty million and we were like oh ah we made forty million we were like already really dollars in a month in a month that's a really cool story so that is a really cool story ye for our individuals that we work with a lot of times they get at least thirty percent increase and i know that because my own coach asked me to go back and verify it just about six weeks ago so every single one of our clients are individuals because we do individuals mid sized companies and large companies every individual has gotten at least thirty percent or more thirty percent it's fascinating yeah and i'm going to tell you right now we only have about a minute and a half left ok i will never use the word goal again no i am so excited about it the book is out and about and though the results formula why goals don't work and results do buy queen jeanne the result is going to leave everybody with about another minute or so of anything you'd like them to know about you and your business and everything else that you've got going on so i would say to you that if you're stuck in any way shape or form to reach out to us who are happy to help even if you don't hire us we just want to leave you better than we found you that is our mission at my company is we just want people to be super successful and everybody can you know if you don't think you can we think everyone can be s shout you know send us an e mail find us on facebook we're happy to help in any way shape or form because that's how we feel in our company so that's us well all i can say is that it's just so exciting i love everything that you've been talking about the whole operation of the brain and the caveman way of thinking the way that you reconfigure the a to z z to a what you talk about with the three different types basically of customers and everyone has a chance and everyone has to reach out you can't do anything unless you start somewhere right is not the most important thing the longest journey starts with the first step right yeah so then you are and then also hoping that those dangers out of your way and start focusing on what you can get results absolutely and then you're on your way that's exactly as long as you just focus on one step at once over time you'll get the result that you want it's not as big as you think and i know a lot of people out there who are watching are thinking you know gosh i've seen a lot of different ways of trying to accomplish my goal but i was never able to again this is jean auslander and this is the book again the results formula and you can get it on amazon or anywhere else than you can also get touch with if you're looking for business solutions and if anyone's the girl to go to i would say she's got a year to get the word goals out