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The latest news on Entrepreneurship from Business Insider

older | 1 | .... | 32 | 33 | (Page 34)

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    Eric Schmidt CFE Lecture London

    • Eric Schmidt, the former CEO of Google, gave the Centre for Entrepreneurs lecture in London this week.
    • In a draft of the speech, seen by Business Insider, Schmidt outlined what he sees as the three big market failures holding back tech entrepreneurship today.
    • He said tech startups need to be more diverse, less product driven, and more willing to partner early.

    Former Google CEO Eric Schmidt has listed the three "big failures" in tech entrepreneurship around the world.

    Schmidt outlined the failings in a speech he gave at the Centre for Entrepreneurs in London this week. He later expanded on his thoughts in an interview with former BBC News boss James Harding.

    Below are the three mistakes he outlined, with quotes taken from both a draft of his speech seen by Business Insider, and comments he delivered on the night.

    1. People stick to who and what they know

    "Far too often, we invest mostly in people we already know, who are working in very narrow disciplines," Schmidt wrote in his draft.

    In his speech, Schmidt pegged this point closely to a need for diversity and inclusion. He said companies need to be open to bringing in people from other countries and backgrounds.

    He said entrepreneurship won't flourish if people are "going to one institution, hiring only those people, and only — if I can be blunt — only white males."

    During the Q&A, Schmidt specifically addressed the gender imbalance in the tech industry. He said there's a reason to be optimistic about women's representation in tech improving, predicting that tech's gender imbalance will vanish in one generation.

    2. Too much focus on product and not on platforms

    "We frequently don't build the best technology platforms to tackle big social challenges, because often there is no immediate promise of commercial return," Schmidt wrote in his draft.

    "There are a million e-commerce apps but not enough speciality platforms for safely sharing and analyzing data on homelessness, climate change or refugees."

    Schmidt's omitted this mention of socially conscious tech from his final speech, but did say that he sees a lot of innovation coming out of network platforms, which allow people to connect and pool data, because "the barrier to entry for these startups is very, very low."

    3. Companies aren't partnering up early enough

    Finally, Schmidt wrote in his draft that tech startups don't partner enough with other companies in the modern, hyper-connected world. "It's impossible to think about any major challenge for society in a silo," he wrote.

    He said in his speech that tech firms have to be ready to partner "fairly early." He gave the example of a startup that wants to build homecare robots.

    "The market for homecare robots is going to be very, very large. The problem is that you need visual systems, and machine learning systems, and listening systems, and motor systems, and so forth. You're not going to be able to do it with three people," he said.

    After detailing his failures in tech entrepreneurship, Schmidt laid out what he views as the solution. He referred back to the Renaissance in Europe, saying people turned their hand to all sorts of disciplines, from science, to art, to business.

    "No one tried to put Leonardo da Vinci in a silo," he said.

    You can watch Schmidt's full lecture and Q&A here:

    SEE ALSO: Eric Schmidt takes the blame for Google's social networking failures: 'I suspect we didn’t fully understand how to do it'

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    Brad Katsuyama 2

    • Brad Katsuyama, CEO of IEX and the star of Michael Lewis book "Flash Boys," spoke on Tuesday at Business Insider's IGNITION 2018 conference.
    • Katsuyama said successful entrepreneurship means having experienced the problems you're trying to solve.
    • He was a trader for years and felt there was a need for an alternative exchange that would prevent predatory trading.
    • Katsuyama said, "In the lowest possible moments, where possibly you're even doubting yourself, you have to have a core belief that what you're trying to do is real."

    Brad Katsuyama has one "critical" piece of advice for other entrepreneurs: "You have to have experienced the problems that you're trying to solve."

    Katsuyama is the CEO of upstart stock exchange IEX, and is best known as the star of Michael Lewis' 2014 bestseller, "Flash Boys."

    At Business Insider's IGNITION conference in New York Tuesday, Katsuyama said, "If you're doing something controversial, there's going to be a lot of people fighting against you. In the lowest possible moments, where possibly you're even doubting yourself, you have to have a core belief that what you're trying to do is real. It's a problem that needs to be solved."

    Katsuyama added, "When your back's against the wall, you have to firmly believe that, or you're never going to make it through."

    IEX was born out of Katsuyama's experience as a trader at Royal Bank of Canada: He founded the company in 2012 as a new exchange that would prevent the predatory trading that took place on traditional US exchanges.

    In September 2018, IEX snagged its first listing from Nasdaq, Business Insider's Frank Chaparro reported.

    "I lived the story," Katsuyama said of the "Flash Boys" plot. "Never for a second have I doubted what I lived through."

    Katsuyama's memory of his experiences as a trader kept him going through the ups and downs of launching IEX.

    Read more: IEX CEO Brad Katsuyama talks about life after 'Flash Boys' and how he's taking on the New York Stock Exchange and Nasdaq

    Some other successful entrepreneurs have similar advice. Neil Blumenthal, CEO of Warby Parker said the best way to discover a solid business idea is to write down your frustrations every day.

    Interestingly, Blumenthal also said that many entrepreneurs "needed to live a little and experience a little bit of life to identify where there are problems that need solving."

    As for Katsuyama, he said, "At the end of the day, when no one believes in your idea, you have to be the one who believes in it."

    SEE ALSO: IEX CEO Brad Katsuyama talks about disrupting Wall Street and the power of 'Flash Boys' on the upstart exchange

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    At IGNITION 2018, Barbara Corcoran, founder of The Corcoran Group and investor on ABC's "Shark Tank," spoke with Insider US editor-in-chief, Julie Zeveloff West, about entrepreneurship. She explained the key to a good business partnership, why she fired 25% of her sales staff, and the roles gender and wealth play in career success. 


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    Ramit Sethi 3

    • Ramit Sethi is an entrepreneur and CEO of I Will Teach You To Be Rich and GrowthLab,
    • After 15 years building his businesses, he's narrowed down three pieces of entrepreneurship advice to share with people who ask.
    • He wishes he had focused on getting paying clients sooner, on moving up the value chain, and being smarter about choosing his heroes.

    I often get people in their 20s and 30s that ask how I would start entrepreneurship if I were to start from scratch again.

    Looking back to my 15-plus years of starting and building businesses, I want to share with you three primary things that I would focus on.

    The first thing I would do is focus on getting paying clients

    All these young entrepreneurs get sucked into what I call “vanity metrics” — the number of followers or subscribers they have or how many likes they’ve gotten on a single picture of them doing a hand stand on a mountaintop during a sunset. But in the end, the best Instagram account with hundreds of thousands of followers or the coolest copy in the world matters far less than paying customers when you’re trying to grow a business.

    Because those things — Instagram followers and likes — don’t necessarily mean you are providing value to your market.

    The ultimate sign that you are providing value is when someone pulls out their credit card and pays you.

    After all, you have to be really good at what you do for people to want to pay you and stick with you.

    Read more:I've helped thousands of people start their own businesses, and I've found that everyone who makes money has the same thing in common

    The second thing I would focus on is to move up the value chain

    What I mean by that is, I see a lot of entrepreneurs stunt their growth because they sell products for $19 or charge $30 per hour. While that’s amazing in the beginning, eventually you want to keep moving up the value chain to flex your skills and set yourself apart. For example, I started out with an ebook that cost $4.95, which was a BIG DEAL to me at the time.

    Gradually I moved myself up the value chain 100X with my Earn 1K course. I knew people were getting great results from my course five years after starting my site I Will Teach You To Be Rich. And I was able to do this by:

    • Demanding more from students of my courses; and the more I demanded of them, the more they achieved.
    • Focusing on the QUALITY of my material. Some of the things that used to keep me up at night — like the visual look of my course — didn’t matter as much as I thought.

    Of course, moving up the value chain is a slow, gradual, and imperfect process. It took me a lot of baby steps and mistakes.

    Read More:Here's the exact email you can use to get a meeting with anyone, no matter how successful or intimidating

    The third suggestion I would give to beginning entrepreneurs is to choose your heroes carefully

    There are internet marketers out there that seemingly brag about how much money they could extract, what type of weird “trip wire” tactic they did, or how they analyzed these shrouded “hacks” in the backend to make 19 cents more out of every transaction. I remember attending a conference where people introduced themselves by saying:

    “Hi, I’m <insert name> and I make $400K a year and work only two days per week.”

    Ick. I felt like I needed to take a shower afterward.

    People bragging about how much money they make and how little they work are just not the type of people I want to surround myself with.

    The heroes I celebrate are those who have built businesses that last, offer amazing value, and have good ethics — someone like Howard Schultz from Starbucks.

    I would encourage you to think carefully about the type of people around you:

    • Are they pushing you to be better?
    • Are they pushing you to serve your customers?
    • Do they have good ethics?

    Be cognizant of the people you surround yourself with, because those values will rub off on you.

    Ramit Sethi is the author of the New York Times bestseller, "I Will Teach You To Be Rich," and writes for more than 1 million readers on his websites, and His work on personal finance and entrepreneurship have been featured in The New York Times, Wall Street Journal, and Business Insider.

    SEE ALSO: I spent years testing every productivity hack in the book, but nothing worked until I made a dramatic change I thought was crazy — until I tried it

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    young woman professional job

    • In order to be wildly successful, you need to be optimistic and overconfident about your chances. But for the average person, being so out of touch with reality can lead to failure.
    • That's according to Daniel Kahneman, a Nobel Prize-winning psychologist, who calls it a "paradox" of success.
    • Still, in some cases, overconfidence can indeed help you, especially if you're a leader.

    Since I heard Daniel Kahneman speak at the World Business Forum this year, I haven't stopped thinking about one particular point he raised.

    Kahneman is a Nobel Prize-winning psychologist and the author of the 2011 bestseller "Thinking, Fast and Slow," in which he outlined a series of cognitive biases that affect our everyday decisions.

    At WBF, Kahneman spoke about a "paradox" of success: You probably can't be wildly successful unless you're optimistic and overconfident about your chances. But generally speaking, optimism (the belief that you're less likely than others to experience bad events and more likely to experience positive events) and overconfidence (an inflated sense of accuracy or ability in a specific area) are career saboteurs.

    It's the difference between, say, the Elon Musks and Jeff Bezoses of the world and the rest of us.

    "To be optimistic on average — it's not favorable," Kahneman said. But "extreme success is impossible without optimism."

    Kahneman pointed to a 2007 paper published in the Journal of Behavioral Decision Making.

    Researchers looked at a group of inventors in Canada and found that above-average optimists who were advised not to pursue their project ended up spending 166% more money than below-average optimists did when they received the same advice. (The researchers found that overconfidence didn't have an effect on the inventors' spending behavior, but that may have been because they didn't specifically measure the inventors' confidence in their abilities.)

    Based on their findings, the researchers surmise that "a high level of optimism may act to keep inventors going in the face of adversity"— which is either a laudable or completely impractical behavior depending on your perspective.

    As Kahneman described it, the average inventor would have been better off financially heeding the negative advice and taking a more traditional job; but the most successful inventors would not have.

    In some circumstances, overconfidence can be beneficial

    A more recent study provides some preliminary evidence that, at least among entrepreneurs, optimism can backfire.

    The study, which was published in the journal European Economic Review, found that above-average optimists who are self-employed earn 30% less than below-average optimists who are self-employed. Interestingly, however, the study also found that optimists who work for companies earn more than their more pessimistic peers.

    Read more: 'Entrepreneurship porn' lures young people with a pretty picture of startup life, but it glosses over the most dangerous parts

    Still, there are some circumstances in which overconfidence in particular can work to your benefit. An article in the Harvard Business Review describes a study that found, at firms led by overconfident CEOs, there tends to be lower employee turnover and employees allocate a greater share of the assets in their retirement benefit plans to company stock.

    The authors write in The Harvard Business Review, "At least in the corporate world, there may be a bright side to overconfidence: it can increase the commitment of other people to your venture."

    As for Kahneman, he called optimism the "engine of capitalism." He said, "When you have lots of people trying things against the odds, it's not very good for most of them. Most of them will fail. But it's very good for society at large to have a lot of people competing and a few of them succeed."

    SEE ALSO: A Nobel Prize-winning psychologist says the most successful decision-makers know how to use their gut feelings in a way the rest of us don't

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    woman listening boss smiling work

    • While others were thinking about early retirement, I was thinking about a midlife career change.  
    • I committed myself to being a writer, even though I wasn't being paid to write.
    • I had no choice but to make it work, and I drew on unused skills from my college background in acting to accomplish it.


    It's in their 50s that some people start to think about early retirement, but for me, it was when I decided to start a new career.  

    For over two decades, I worked as an account manager for the independent video store Vidiots, even though I had a degree in theater arts. I had taken the job as something temporary that I could do "until my acting career took off." But the problem was, deep down, I didn't see myself as an actress, and I did nothing to pursue it — I didn't go on auditions, I didn't participate in showcases, and I sent out zero resumes and headshots.

    I may have called myself an actress, but the truth was, I was more of an accounts-receivable clerk than anything.

    Since I was all talk, I ended up staying at my "just-for-now" job for 21 years. When I left that job, I knew that I didn't want to be an actress or work in retail any longer. Although I loved my time at Vidiots and the people I worked with, I knew that I was meant to do more.

    Becoming a writer

    I decided to become a freelance writer. I'd always loved storytelling, and writing was the perfect outlet for me to tell stories and get paid for doing so. I knew that I had to do things differently this time. I couldn't just pretend I was a writer; I had to take actual steps to make it happen.

    The one thing I needed to do to make writing more than a dream was that I had to commit to being a writer 100%.

    I was lucky because I did have a small safety net. I lived with my boyfriend, Andy who worked as an IT consultant. But he didn't make a ton of money, and because of the nature of the tech industry, his job wasn't always secure. So, the pressure was on me not to fail.

    "Are you going to get a job?" Andy would ask.

    "I have a job," I'd say. "I'm a writer." The more I audibly confirmed my writer status to him, the more I believed it myself.

    Since sitting around and waiting to be discovered hadn't worked for my acting career, I knew that I needed to be proactive and so I put my belief that I was a writer into practice. I lived my life as I thought a professional writer would since that's what I believed I could be.

    I got up every morning and got ready for work, the same way I would if I was going into an office. Once I was finished with my chores and morning rituals, I sat down at my desk — the dining room table — and started my day. I pledged to write at least five hours per session.  I wrote about many different subjects: women's issues, relationships, mental health, and pets.

    While the bulk of a writer's life is writing, writers have other tasks to do, too. I spent my days pitching publications with story ideas, writing articles on spec (writing a piece before actually having the job), being active on social media, and doing unpaid pieces for literary magazines.

    Read more:I've been successfully self-employed for a year — here are 9 things I wish I'd known before starting

    'Acting as if'

    When I was studying acting in school, we learned to"act as if"— meaning, if our character was a banker, then we acted like a banker and truly believed we were a banker. I used that technique in my real life and acted as if I was a writer.  

    I decided to do something every day that advanced my writing career, even if it was only having coffee with an established writer and asking for their advice. You've got to keep moving towards a goal — even if you're moving at a snail's pace.

    Then, after five months of struggling, I got my first paid piece accepted by the now-defunct women's site, XoJane. The payment was only $50, but it felt like a huge amount of money to me — it was the first money I had ever made from writing. Then I got another piece on that site, and soon after, I had an essay published in The Los Angeles Times. There was no denying it: I was being paid to write.

    The takeaway? Since labeling myself as a writer, I've had thousands of articles published on many different kinds of venues, from Women's Day to Salon, and I've gotten steady writing gigs that help provide the bulk of my income. I'm paying a larger portion of our household expenses than I used to, and while I'm not taking lavish vacations, I don't have to live as frugally as I did before.

    I've learned that it's never too late to start a new career as long as you're passionate about it and can fully commit to it. And if you're anything like me, your second career may end up being much more fulfilling and creatively challenging than your first.

    My office is still the dining room table, but now, people know not to ask, "When are you going to get a job?" Writing isn't my hobby — it's my job.

    SEE ALSO: 5 times you can save money with senior discounts in your 50s

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    Maleeka T. Hollaway

    • Maleeka T. Hollaway is a millennial entrepreneur who teaches small-business owners and entrepreneurs to position themselves to grow sustainable businesses and brands.
    • When she started her own business, she knew she wanted to create multiple income streams — but she wasn't sure where to start.
    • So she began doing just about everything that came her way, until she realized there was a common thread through all of her business offerings: communication.
    • Below, she explains how she built her own streams of income and where she recommends other small-business owners start.

    When I started my own business about four years ago, I had no clue what I really wanted to do.

    I knew that I could not build a sustainable business doing one-off projects. I needed to diversify my offerings and extend my professional reach. I needed to be one of those people who made money in my sleep.

    To be that person, I knew I needed multiple streams of income. For as long as I can remember, I've heard people say that the average millionaire has seven streams of income — so that was a good place to start.

    So I started digging into what it took to start a successful business, and I started seeing articles suggesting that the best thing to do was to market every skill I had that people would pay me for.

    A bonus just for you:Click here to claim 30 days of access to Business Insider PRIME

    Before I knew it, I was editing, ghostwriting, managing social-media accounts, coaching freelancers, consulting on building brands, pitching myself and others for media features, and getting paid to write for publications. It seemed like I was all over the place. Sure, I had multiple streams of income, but there was too much going on.

    I took a step back and realized a thread joined all of these tasks together: I am a communicator. Everything I did then and that I do now in my business revolves around communicating.

    Now I'm a publicist, a writer, a coach, and a consultant. I've created a small arsenal of digital products including workbooks and masterclasses that teach my customers about productivity, marketing, branding, and public relations. I collaborate with other business owners whose products or services complement mine, and I promote their products as an affiliate. I've also created a stream of income speaking and training. While the income isn't passive like the affiliate income, it doesn't feel like work because I speak about things that excite me and that I am passionate about sharing.

    When you are looking to diversify your service and product offerings, consider all the things you can teach others about your area of expertise. Try these three steps:

    Condense your knowledge into an informative e-book and create a mini-course teaching a specific tactic someone can use

    Not only do you have to write the e-book or create the course only one time, but once it's out there it can sell while you're sleeping! Imagine putting in the work to develop your content one time and then being able to watch it sell repeatedly.

    Google became my best friend as I read a few articles on how to set up my course or sell my e-books from platforms like Thinkific and Teachable. I did a bit of on-the-job training by trying both platforms before I made my decision based on ease of use.

    Read more:I started my own business more than 15 years ago, and I wish I could have given myself 3 crucial pieces of advice

    I learned quickly that having digital products available for sale at all times increases your chances of establishing your credibility and allows you to "make money in your sleep." Not every stream of income you have needs to be attached to your immediate attention. The creation of passive-income products allows you to reach people without taking time out of your day.

    Consider being an ambassador (aka affiliate) for the products and services you already use

    Affiliate marketing is where you get a commission for selling someone else's products. The first time I saw the power of affiliate marketing was when I noticed that my email-marketing platform sent me an email that said "Get a free month for everyone you recommend to use our platform!" And though I was paying only $15 a month, I figured that if one person started using the platform, it would be $15 I could save.

    I started looking at every tool I was using to see whether it offered the same type of promotion, and most did. Some offered a free month of service, while others offered 20% residual of every service sold. Email-marketing platforms, scheduling apps, e-commerce platforms, and more typically have a form of affiliate marketing to offer. It's not a lot, but if you leverage the power of your network, it adds up.

    If you like public speaking or teaching, turn your expertise into signature talks or workshops

    Joining your local Toastmasters program can help you build a foundation for public speaking. If you are a member of any professional associations, chamber-of-commerce clubs, or business groups, find out their process for speaker selection at their meetings or events.

    To get my feet wet, I started searching Facebook for business owners who were hosting events and needed speakers. I did about seven free events before I started packaging my talks to get paid to speak.

    There are organizations that will pay for your genius, so position yourself to share it. Even if you don't get paid up front for speaking, learn to master the art of selling from the stage or the back of the room. Either way, you'll grow your influence and reach by leveraging your expertise and connecting with more people, and you'll have an additional avenue of earning extra income.

    Maleeka T. Hollaway is a millennial, entrepreneur, speaker, and writer obsessed with personal development, leadership, and small-business growth. Her goal is to teach small-business owners and entrepreneurs to position themselves to grow sustainable businesses and brands. Meet her on

    SEE ALSO: 4 times you never need to apologize at work, according to an executive coach

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    jenny shih

    • Jenny Shih is a business coach who has taught more than 25,000 women how to earn a full-time income working 30 hours per week or less as online, service-based entrepreneurs.
    • She built her own six-figure business working no more than 30 hours a week.
    • She says being an entrepreneur without being a workaholic comes down to getting clear on your values, and setting boundaries.

    I’m an unconventional business owner. I’m never going to tell you that you “have” to do something. I’m never going to insist there’s a “right” answer. And I’m never going to ask you to work 60-plus hours a week. I certainly don’t.

    While I totally respect the hustle, that all-in, go-big-or-go-home attitude isn’t for me. I tried it 20 years ago, and it almost killed me. Since then, I’ve found that success doesn’t have to come from a self-sacrificing grind and built a multiple six-figure business working no more than 30 hours a week.

    Here’s my best advice creating a thriving business without letting it run your life.

    Get clear on what you value

    One of the most amazing things about creating your own company is your ability to design something that aligns with your values. Whether you value massive financial success, tons of free time to spend with your family or traveling the world, a creative outlet, or the opportunity to make a huge impact on the world, at the end of the day, you get to choose.

    This means the first step to creating what you want is identifying your top two, overall life values — and you can only have two. When you have more than two, you’re no longer focused enough to work and live according what truly matters. Your right two values are the ones that are true to you, not ones that you’ve been told you should have or believe are expected of you.

    Deliberately create your schedule

    When you pinpoint your top two values, your next step is to be ruthless about structuring your work and life around these values. After all, if you’re not spending your time in ways that reflect your values, then you aren’t truly living those values.

    This means, if you value time with family, your desired family time goes in your schedule first. If you value health as I do, time for self-care and time not working are essential. If you value travel, put time in your schedule for that.

    A bonus just for you: Click here to claim 30 days of access to Business Insider PRIME

    There is no one right way to schedule your life other than however reflects your values. Give yourself permission to do things your own way. This means not following a morning routine, four-hour work week, or workation schedule that some so-called expert has declared is the secret to success. Your secret to success is whatever reflects your values.

    Hold yourself accountable

    Although this may sound harsh, the truth is, the rest of the world does not care about your values or your schedule. This means you hold yourself accountable to both.

    One of the best ways to do this is to create a schedule that plans each day in 15-minute increments. I realize this sounds extreme, and it’s always met with a lot of pushback from my clients. The results, however, are undeniable.

    When you deliberately plan and track your time, you quickly see how easily you give in to distractions and procrastination, how much time you spend doing busy work, and that you ultimately have more control over your schedule than you’ve ever realized. This epiphany might sting at first, but once you get over the ego hit, you can take back control and truly live and work according to your values.

    In time, you won’t need to plan or track your schedule so closely. You’ll develop habits of focus, anti-procrastination, and routines that reflect your values. You’ll naturally manage your schedule in a way that reflects your values.

    Get really good at saying no

    To hold yourself accountable to living your values, you have to say “no” a whole lot more than you do right now. You’ll be saying no to everyone — from friends and family, to coworkers and employees, to new opportunities. The world is going to keep asking for more from you, and you have to hold the boundaries set by your values.

    The good news is, when you are 100% sold on your own values and how essential they are to your life and work, it becomes easier to say no. Sure, the person on the receiving end might not be thrilled with your response response, but the alternative is sacrificing your own values — and this is exactly what you’re trying to stop doing.

    Create systems for everything and delegate

    Once you’re operating on a schedule that reflects your values and armed with the ability to say no to everything that tries to pull you from those values, you’re primed to achieve greater success. This is when it gets fun.

    With a slimmed-down, focused schedule, you can easily see what work helps you achieve the maximum results you’re looking for without sacrificing your values. From here, you can create effective systems, delegate more, and free up your time to do the work that grows your company. In a nutshell, you can achieve greater success without sacrificing what matters most to you.

    Working but not hustling — forever

    With each phase of business growth comes further refinement at each step. Revisit your values, your schedule, everything pulling you from your values and schedule, your systems, and your team. Update and fine-tune each area to help you achieve your next level of success. It’s part of a never-ending spiral of upward growth, helping you create a successful business without ever sacrificing that which truly matters to you.

    All of this means you don’t have to be a workaholic ever again— unless that’s something you value.

    Jenny Shih is a business coach who has taught more than 25,000 women how to earn a full-time income working 30 hours per week or less as online, service-based entrepreneurs.

    Drawing on her decade of experience in high tech and her training with Martha Beck and spiritual teacher Byron Katie, Jenny guides her clients through a no-fluff, step-by-step approach to creating thriving businesses they love without having to work long hours or make huge sacrifices.

    Get her 6 steps to creating success on your terms here.

    SEE ALSO: I started my own business more than 15 years ago, and I wish I could have given myself 3 crucial pieces of advice

    Join the conversation about this story »

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