Neck and Shoulder Tension: Why Your Body Won’t Relax — Even When You’re Resting

What if your body doesn’t need another stretch? What if it needs to learn how to support itself?

Neck and shoulder tension can make something as simple as getting a good night’s sleep feel impossible. You buy another pillow, stretch your neck, massage your shoulders, and experiment with different sleeping positions. Yet the tightness keeps returning.

What if your body doesn’t need another stretch?

What if it needs to learn how to support itself?

We often approach muscle tension by focusing on the area that hurts. Tight neck? Stretch it. Stiff shoulders? Massage them. Upper back pain? Find a better chair.

But your body doesn’t work in isolated parts. Your neck, chest, shoulders, and upper back are constantly communicating through movement, muscle activity, and sensory information.

And sometimes, understanding those relationships can change how you experience your body.

When Neck and Shoulder Tension Interrupts Rest

I’ve spent years searching for a pillow that properly supports my cervical spine.

I’ve purchased pillows, tried positioning devices, and experimented with different ways of sleeping. Some provided temporary relief. None seemed to resolve the underlying discomfort.

Recently, while resting, I experienced something that changed how I think about neck and shoulder tension.

I could sense the relationship between my cervical spine, shoulders, upper back, and chest changing.

As my shoulders shifted, I felt a release across my chest and around my collarbones. My head seemed to settle into a more comfortable position, and my neck felt less restricted.

But the most interesting part wasn’t the release.

It was the sensation that followed.

My awareness of my body became sharper. I could sense how my upper back related to my chest, how my shoulders related to my neck, and how these structures worked together.

For a moment, it felt as though my body was giving itself a hug.

That experience left me wondering: How much of the tension we carry is influenced by the way our bodies organize themselves to feel supported?

Understanding Neck and Shoulder Tension: Your Neck Doesn’t Work Alone

Your neck is part of a much larger movement system.

Your cervical spine, thoracic spine, rib cage, shoulder blades, and chest all influence how your head and shoulders move.

When movement becomes limited in one area, other regions may respond by changing how they work.

For example, muscles around your neck and shoulders may become more active when you’re working at a computer, holding your head in one position, or performing a demanding physical task.

Over time, certain patterns of muscular effort may become familiar.

You may not even recognize how much tension you’re carrying.

Until you try to relax.

And discover that you don’t know how.

This doesn’t mean every tight muscle is compensating for another muscle. Neck and shoulder tension can have many causes, including stress, sustained positioning, physical demands, and underlying medical conditions.

But exploring how different parts of your body coordinate movement may reveal possibilities that stretching alone hasn’t addressed.

Why Stretching May Not Resolve Neck and Shoulder Tension

Stretching can improve flexibility and temporarily relieve discomfort.

But flexibility is only one part of movement.

Your nervous system also needs information about where your body is, how it’s moving, and how much muscular effort a task requires.

This ability is called proprioception.

Proprioception helps you touch your nose with your eyes closed, walk without constantly looking at your feet, or reach for something without checking where your arm is.

It also contributes to posture, balance, and movement coordination.

When you practice moving with greater awareness, you create opportunities to recognize unnecessary effort and explore different ways of distributing muscular work.

For someone experiencing neck and shoulder tension, that might mean noticing how the shoulders respond when the arms move, how the rib cage participates in breathing, or whether the neck tightens during a task that doesn’t require much effort.

Sometimes the goal isn’t to stretch farther.

It’s to discover that you can move with less effort.

What Does It Mean to Feel Supported From Within?

Think about the difference between gripping something tightly and holding it securely.

One requires constant effort. The other allows you to adjust your grip according to what the moment demands.

Your muscles work in a similar way.

They produce force, respond to movement, and coordinate with one another.

But they don’t all need to work at maximum effort to provide stability.

When muscular activity is appropriately coordinated, movement may begin to feel more fluid and supported.

This is what I think of as the internal hug.

Not a literal embrace, but a sensation of physical connection.

A feeling that your body doesn’t have to fight itself to hold you upright.

And perhaps that’s an experience many of us haven’t learned to recognize.

We’re familiar with what tension feels like.

We’re familiar with what fatigue feels like.

But how often do we stop to recognize what physical support feels like?

Can Movement Help You Feel More Secure in Your Body?

We often associate feeling supported with something outside ourselves.

A comfortable chair. A supportive pillow. Someone holding our hand. A warm embrace.

These experiences can be valuable.

But there’s another form of support worth exploring: the sense of stability we experience through movement and body awareness.

Could learning to recognize physical support within our own bodies influence how comfortable we feel at rest?

It’s an interesting question, although physical coordination shouldn’t be confused with emotional connection. Human touch provides relational benefits that movement cannot simply replace.

Still, developing body awareness may help us become more familiar with sensations of stability, ease, and connection.

And that is worth paying attention to.

How Pilates Can Help You Understand Neck and Shoulder Tension

At Movment Lab, I approach movement through three connected ideas:

Awareness. Connection. Strength.

Before asking the body to work harder, I want to understand how it’s already working.

Can you sense the relationship between your shoulders and rib cage?

Can you move your arms without unnecessarily tightening your neck?

Can you recognize when you’re holding tension that a movement doesn’t require?

Pilates provides opportunities to explore these questions through controlled movement, breathing, balance, and coordination.

Tools such as the Oov can introduce additional movement and stability challenges, encouraging participants to pay closer attention to how their bodies respond.

The objective isn’t perfect posture or keeping every muscle engaged.

It’s developing the awareness and capacity to apply the right amount of effort for the task.

Strength matters. But knowing how and when to use it matters, too.

For people who experience recurring neck and shoulder tension, this approach may provide another way to explore movement habits alongside appropriate medical care when needed.

Three Ways to Explore Neck and Shoulder Tension Through Body Awareness

The next time you notice your shoulders creeping toward your ears, resist the urge to immediately force them down.

Instead, get curious.

1. Notice your breathing.

Without forcing a deep breath, notice how your rib cage moves. Can you feel movement along the sides of your ribs and into your back?

2. Explore your shoulder movement.

Slowly raise and lower your arms within a comfortable range. Notice whether your neck tightens or your shoulders lift more than the movement requires.

3. Recognize the difference between support and gripping.

As you sit or stand, notice where you’re holding tension. Experiment with small, comfortable adjustments rather than forcing yourself into a rigid posture.

The purpose isn’t to find one perfect position.

It’s to become more aware of how your body responds.

Stop if movement causes pain, dizziness, or other concerning symptoms.

Frequently Asked Questions About Neck and Shoulder Tension

Why are my neck and shoulders always tight?

Persistent neck and shoulder tension may be associated with stress, prolonged positioning, repetitive activity, muscle fatigue, or other health conditions. How your neck, rib cage, and shoulders coordinate movement may also influence the effort you experience during everyday activities.

Can a bad pillow cause neck and shoulder tension?

A pillow that doesn’t comfortably support your head and neck may contribute to discomfort during sleep. Your preferred sleeping position, mattress, shoulder width, and individual anatomy can all influence what feels supportive.

Why doesn’t stretching relieve my neck and shoulder tension?

Stretching addresses flexibility and may provide temporary relief, but tension can involve other factors, including sustained muscle activity, stress, workload, and movement habits. Persistent or worsening symptoms deserve professional evaluation.

Can Pilates help with neck and shoulder tension?

Pilates may help some people improve movement awareness, coordination, muscular endurance, and physical function. Results depend on the individual and the cause of the symptoms. Pilates isn’t a substitute for diagnosing or treating a medical condition.

Your Body Is More Than a Collection of Muscles

The next time you experience neck and shoulder tension, consider asking a different question.

Instead of only asking, “What do I need to stretch?”

Ask, “What is my body doing, and what might help it move with less effort?”

Your body is more than a collection of muscles to strengthen and stretch. It’s a coordinated system you can learn to understand.

And perhaps one of the most valuable things movement can teach us is how to feel supported without constantly holding on.

Movement begins with awareness.

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Explore Movement Differently at Movment Lab

At Movment Lab, we help people develop body awareness, improve coordination, and build practical strength for everyday life.

Discover a movement approach built around awareness, connection, and strength.

Explore Movment Lab’s movement training and Pilates services.

The post Neck and Shoulder Tension: Why Your Body Won’t Relax — Even When You’re Resting appeared first on Tamara Burkett.

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Why Pilates Start With Awareness Not Strength

Most people think exercise is about  building strength so they lift heavier, move faster, and push harder. That’s the message everywhere. Work harder and your body will get stronger. That’s the message most of us grow up hearing. If something is difficult, the answer must be to push through it.

Pilates has a very different approach and understanding this one idea about body awareness changed the way I move for good. It teaches the body something completley different. By practicing Pilates, your body learns that it can’t use what it can’t feel or sense. If you cannot feel a muscle, your nervous system can’t locate it. If your body cannot locate the muscle, it doesn’t know it exist. If you can’t feel a muscle, your body can’t activate it. “Numb is dumb.”

This is why building strength in certain muscles can take months, sometimes even years, for some people. It’s rarely just about effort or genetics. It comes dpwn to the mind-muscle connection. The stronger that connection, the faster and more precisiely your body can recruit a muscle. Weak connection, slow progress. Strong connection, faster, more efficient gains.

That simple idea of awareness sits at the center of Pilates. Before strength. Before endurance. Before complicated choreography. Pilates starts with awareness because strength naturally follows from awareness.  When you make strength the priority, injury occurs.

My First Pilates Session Was Brutal

The first time I tried classical Pilates in a studio, working one on one with a teacher, it was the hardest workout I had ever done at that point in my life.

Harder than lifting weights. Harder than running. Harder than the Insanity workouts with Shaun T that had me dripping sweat in my living room.

But the difficulty wasn’t just physical. It was psychological.

And if I’m being honest, my ego was a big part of it too. The exercises looked simple. Movements I thought I should easily be able to do. Something like Rolling Like a Ball, which looks like something a child could do without thinking, had me sweating bullets.

Then came the Roll Up. A movement that looks effortless when someone demonstrates it.

And I couldn’t do it. Not even close.

I remember feeling this wave of frustration wash over me. In that moment my mind went straight to judgment. If I can’t do something this simple, what’s wrong with me?

I felt like a mass of uselessness walking the earth. I know that sounds dramatic, but that’s where my mind went in that moment.

If I hadn’t been a practice body for my friend who was teaching, I probably would have never gone back. My ego would have quietly escorted me out the door for good.

But I kept coming back.

The Moment Things Began to Change

What kept me returning was curiosity and friendship.

I had to slow myself down enough to really listen to the verbal cues my teacher was giving. I had to give my brain time to understand what my body was being asked to do. Something else had to happen too.

I had to humble my ego. I had to accept that feeling muscles move, shake, or struggle is part of the human experience. I had to trust the process and give myself a little grace. And something interesting happened.

After about three sessions, movements that once felt impossible started making sense. My body began responding to the cues. Exercises that once felt foreign started to feel familiar. Some of them even became movements my body looked forward to. Even outside the studio, everyday movements felt different. Walking felt lighter. Standing felt easier. My body felt more organized somehow. That was the first time I began to understand what Pilates was actually changing.

Proprioception: The Missing Sense Most People Never Learn About

Pilates is really about restoring awareness inside the body.

There’s a sense inside all of us called proprioception. Think of it as the body’s internal GPS. It tells your brain where your limbs are in space, how your spine is positioned, and which muscles are doing the work. When that system is working well, the body moves with precision and efficiency.

But over time, many of us lose that communication.

Hours of sitting.
Old injuries.
Stress.
Repetitive movement patterns.

The brain slowly loses connection with certain muscles. Some muscles start doing too much while others quietly stop participating. This is how muscle imbalance develops. Muscle imbalance often shows up as tight hips, poor posture, joint discomfort, instability, or recurring injuries. The body begins compensating instead of moving with balance.

Most of the time the body isn’t broken. It has simply lost the signal.

Why Pilates Feels Different: Rebuilding Body Awareness

Pilates slows movement down on purpose.

That slower pace gives the brain time to reconnect with muscles that may have been offline for years. Instead of pushing through exercises blindly, Pilates asks you to pay attention. You start noticing subtle things like a shoulder that lifts when it shouldn’t, a hip that grips during a leg lift, a foot that collapses instead of supporting your weight.

At first that awareness can feel frustrating, but awareness is where change begins. Once your brain can feel a muscle, it can start to recruit it.

Awareness becomes control.
Control becomes strength.

Over time this process restores muscle balance, which leads to something else many people are searching for.

Better balance.

A Discovery That Took Years

What’s funny is that I didn’t even realize how significant my own muscle imbalances were until much later.

In fact, it wasn’t until I had completed three Pilates certifications that I fully understood how long certain muscles in my body had essentially been turned off.

Major trauma can do that.

The body adapts. It protects. Certain muscles stop participating without you even realizing it. You continue moving through life, compensating in ways that feel normal because that’s all your body knows.

Pilates slowly brings those patterns into the light.

But that’s a deeper story for another day.

Pilates Is More Than Exercise

Pilates is often misunderstood as just another workout or something reserved for dancers or boutique fitness studios.

But its real purpose goes much deeper. Pilates teaches you how to understand your body. It teaches you how to notice how you move, why you move that way, and how to restore balance when something isn’t working.

It reconnects you with the intelligence of your muscles, joints, and nervous system because the rule still holds true; Your body can’t use what it can’t feel.

Pilates simply helps you feel again.

If this blog has motivated you to try Pilates, I invite you to join me on Monday evenings for our Oov mat class.

Keep reading: If this got you thinking about how awareness translates into real, functional strength, you’ll want to check out Functional Strength & Pilates: Being In Control next — it picks up right where this leaves off.

Want more of this kind of thing — the stuff that doesn’t make it into class, or the ideas I’m still working through? Come find me on Instagram and TikTok — that’s where I share the day-to-day of this work.

A note on process: every idea, story, and lesson in this post came from my own experience and reflection. AI tools were used only to help polish grammar, structure, and readability during editing — not to generate ideas or draft original content.

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Character Discernment: How to Find Safe People

Have you ever met someone seemed fake? They’re charming, funny, and confident. Yet there’s something about them that’s off?

Your intuition waved a huge red flag in your mind’s eye, signaling caution! DO NOT PROCEED!

And what did you do?

You ignored the warning and form a connection with that person to only regret it later.

We’ve all been there.

I’ll be the first to admit of learning the hard way.

Character discernment is like completing an American Ninja Warrior obstacle course. It's incredibly challenging, but with practice, patience, and self trust, it can be accomplished and very necessary for protecting yourself and your business.

What makes character discernment challenging?

From personally experience and observation, I have uncovered 4 basic truths.

1. Adults have become masters at hiding our true selves from the world. Western society has taught us we must be something more than who we are to belong. The search for belonging and acceptance motivates us to consume things we believe will "fix us"

2. Not trusting yourself.  There have been countless times I trusted others before myself.  Yes, I was naive and yet I didn't know my own power so I freely gave it away.  How many times have you trusted someone's word over or your intuition? What about a group of friends, or experts? We naturally look to peers and expert opinions before trusting our own judgement.

3.  We judge others based on qualities outside of character traits. Some of us discern people based on their personality, looks, financial status, ethnicity, etc.  It's only when we look at character are we truly able to connect with safe people.

4. Allowing emotions to over-ride rational thinking. We buy out of emotion. Marketers know that, sales people know that, and manipulators know that. Being able to pull back those feelings and think things through would save a lot of money and heart-ache.

 How to find safe people

Safe people are those who are trustworthy, reliable, and genuine. They'd never intentionally bring you harm and want the best for you. Finding safe people involves being aware of patterns in behavior and conversation, self-reflection and dealing with your own short comings and sticking to personal boundaries.

 

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Customer Loyalty: What Do Your Customers Really Care About?

Do you know what your customers value the most about your product/service?  Many business owners assume it's quality, great customer service, or price.

But if you were to ask current clients, their answers may surprise you. Sometimes personal concerns play an important role in buyer’s choices.

Recognizing the full range of both rational and emotional factors behind client purchases and tailoring your communications accordingly, is just as essential to client retention as it is to gaining new clients.

Today's criteria of  affordability, met expectations, and great service is standard for doing business.

Savvy BOSS LADIES include surveys in their customer support process to know what clients value.

How well are you retaining your clients?

Many entrepreneurs assume 50% client retention rate is great. It's a good start but you should want more customers to stick around.  Keeping as many clients as possible reduces the time and resources it takes to gain new customers.  An ideal client retention rate of 80% is a target you should aim for.

If you're not at the 80% mark, focusing your attention on keeping customers would be the easiest and smartest way to grow your business.

Are you nurturing your clients as prospects?

Now tell me this: Who is more likely to purchase high ticket offers—new buyers or existing buyers?

That’s a no-brainer.

If you see your existing buyers also as prospective buyers, and include them to the maximum degree, you will significantly improve the percentage of new business that results.

We often miss this clear and simple, direct route to improving our businesses because we don’t see existing buyers as prospective buyers, only as “past” buyers.

This is absurd and risky.

Making sure clustomers are aware of all the services we provide opens the door for new business. Addressing their individual values such as personal growth, reduced anxiety, and reputation solidifies customer loyalty.

THANKS FOR READING MY BLOG!
Are you looking for ways to stay top of mind?
Contact Us to discuss your client retention blueprint!
Or check us out on Facebook at TamaraBurkett

 

 

 

Customer Loyalty: What Do Your Customers Really Care About?

Do you know what your customers value the most about your product/service?  Many business owners assume it's quality, great customer service, or price.

But if you were to ask current clients, their answers may surprise you. Sometimes personal concerns play an important role in buyer’s choices.

Recognizing the full range of both rational and emotional factors behind client purchases and tailoring your communications accordingly, is just as essential to client retention as it is to gaining new clients.

Today's criteria of  affordability, met expectations, and great service is standard for doing business.

Savvy BOSS LADIES include surveys in their customer support process to know what clients value.

How well are you retaining your clients?

Many entrepreneurs assume any number 50% is great and it's a good start.  Keeping as many as your clients as possible reduces the time resources it takes to gain new customers.  An ideal client retention rate of 80% is a target you should aim for. Increasing client retention is a simple and easy way to meet your revenue goals.

Are you nurturing your clients as prospects?

Now tell me this: Who is more likely to purchase high ticket offers—new buyers or existing buyers?

That’s a no-brainer.

So what I’m sharing you is that if you see your existing buyers also as prospective buyers, and include them to the maximum degree, you will significantly improve the percentage of new business that results.

We often miss this clear and simple, direct route to improving our businesses because we don’t see existing buyers as prospective buyers, only as “past” buyers.

This is absurd and risky.

Making sure clustomers are aware of all the services we provide opens the door for new business. Addressing their individual values such as personal growth, reduced anxiety, and reputation solidifies customer loyalty.

THANKS FOR READING MY BLOG!
Are you looking for ways to stay top of mind?
Contact Us to discuss your client retention blueprint!
Or check us out on Facebook at TamaraBurkett

 

 

 

Intuition:Optimize YOUR Brain Power Part 2

As a child, relying on my intuition was second nature. The sun was my watch, I knew what mood my mother was in by the sound of her footsteps, and could smell the rain before it came.

Yet as I grew older, I relied on it less and less.  I educated my intuition away.

Now, as I stare my forties in the eye, it has become a priority to reclaim that powerful relationship with myself I had as a child.

How can I return to the awareness I once had?

First I must understand what I'm reclaiming.

How do you define intuition?

You might define intuition as a gut feeling, or leading with your heart, but it's much more than that.

Ancient Polynesian navigators were able to map most of the Pacific Ocean without the use of  tools.  They used all five senses to gain knowledge of the waves, clouds and stars. The navigators were able to read the state of the ocean and traveled hundreds of miles on small canoes without getting lost.

Polynesians aren't the only people to achieve extraordinary accomplishments without the use of tools or technology.  Yet their story reveals 2 fundamental truths:

1. How we relate to the world builds intuition.


2. Intuition is an experiential intelligence.

More than 95% of your brain doesn't use language.  It relies on data collected from your 5 senses. All that information is translated into language and emotions for us to plan and take action. In other words, the majority of our brain is used to relate and understand the world while less than 5% is used to manipulate it.

Yet, we spend the majority of our bran power to manipulate our world.

No wonder we are overstressed, burned out, and in a hurry.

If you want to use more of your brain power, strengthening your intuition is the answer.

How can you become more intuitive?

Building intuition requires being fully aware of your environment and self awareness. Here are 4 daily exercises to improve your 6th sense.

1. Reflect on your emotional state. Understanding what triggers certain emotions will help to improve self awareness, control reactions, and become more proactive.


2. Breath deeper. It may sound too simple to be true, but most people take shallow breathes. Breathing deeper will give the body more oxygen, keeping you calm, and relaxed. This will make it much easier to slow down, be observant and notice patterns.


3. Take in your surroundings. What does it smell, touch, taste, sound, look, feel like today? Asking yourself these questions daily will help you become in tune with yourself, and your environment. Once it becomes a habit, you'll notice patterns will start to emerge and you'll be able to tell if something's off.


4. Go for a walk. Fresh air does the mind good. Experience beauty of nature and slow down.

Intuition is an internal compass that help us make sense of the world.  It grounds us, keep us safe, and bonds us to each other.  Strengthen your intuition and watch a new world unfold before you!

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Peer Networking: Creating Strategic Alliances

What does Mark Zuckerberg, Issa Rae, & Bill Gates have in common?

I’ll give you a hint: think strategic networking…

That’s right, they all collaborated with their peers to grow their business. When well established companies would not give them the time of day, their peers offered them opportunities.

Horizontal networking is a powerful strategy most business owners over look.

I was certainly guilty of this and questioned this strategy.

What do two entrepreneurs in the same stage of business have to offer each other?

Asking this question opened the flood gates of creative answers and transformed how I network.

Just like Bill Gates, Mark Zuckerberg and Issa Rae transformed their businesses, you can too.

True BOSS ladies know the value of horizontal networking and use the power of peer groups to grow their business.

Here are my top 5 ways to leverage your peer group.

1. Honest feedback.  It’s a huge advantage to have a group who'll test your branding, products, and marketing.  A large company would pay thousands of dollars to a marketing research company for the feedback your peer group would gladly provide for free.


2. Support.  It's challenging talking about business to loved ones. Often times, they're tired of hearing about it, they don't understand, or it's boring to them.  No matter if it’s to celebrate or vent, your peer group will understand your victories and pain. They can also help plot your next move.


3. Project Opportunities. Peers are more willing to include you in proposals  for joint opportunities such as workshops, webinars creations, conferences etc. If your business offers adjacent services/ or products, it’s a win-win situation for you, peers and clients.


4. Marketing. Marketing opportunities are abundant in peer groups.  Guest blogging, podcast interviews, and event sharing are just a few inexpensive ways peers help one another gain visibility.


5. Build life-long relationships. Experiencing collective emotional highs and lows build strong, lasting bonds.  It's amazing fun making money with people you enjoy being with.

Building strategic alliances with your peers can make all the difference in the world when growing your business.

THANKS FOR READING MY BLOG!
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How to Prevent Clients From Having Buyer's Remorse

Have you ever had buyer's remorse?

You know, that sinking feeling of regret after a purchase.

I’ve experienced buyer's remorse plenty of times and still do from time to time.

That feeling of regret is a red flag signaling you've over spent, there’s a lack of value, or little to no trust of the product/service will meet expectations.

As a business owner, buyer's remorse can be the kiss of death for your business.

Often times, customers hold the business responsible for their negative feelings and this can lead to no repeat business, and bad reviews.

Although buyer's remorse can be the result of the consumer's actions or emotional triggers, the business can suffer the backlash.

Take my old man, Ryan and his recent car purchase for instance. Old Betsy, his 12 year old Kia Optima, has been on her last leg for a while. A week ago we found out she needed over $2,000 of repairs.
Instead of sinking more money into fixing Betsy, he decided to get a new-to-you car.

After all was said and done, he paid $100 more in monthly payments for a 4 year old Honda and they gave him less than $500 for Betsy. In addition, his car insurance increased $40 dollars.
Don’t get me wrong, the Honda is a sweet, sleek, sexy thang. It drives better than Old Betsy, it's safer, and has the latest tech features.

So is the Honda worth the extra $140.00 in monthly payments? Was it what Ryan intended on buying? Was he treated fairly?

All of these questions invaded my mind when Ryan brought the car home.
I wasn’t there when the wheeling and dealing went down and Ryan’s starting to display buyer's remorse behaviors.

Clearly he went over budget and that’s the core reason he’s feeling regretful.

So what is he doing about it?
For starters, Ryan’s renegotiating his insurance plan.  If it isn’t reduced, he‘ll search for a new insurance provider.
Secondly, he's driving in silence to listen for any unusual sounds in case there’s a slight chance he could return the Honda.

That's pretty much it.

If you’re wondering if my old man will make a second purchase from the dealership or refer someone, probably not.

He's more likely to give a negative review than refer someone and doesn’t even remember the salesperson's name he worked with.

Ryan’s scenario is so common in business that many entrepreneurs either try to avoid doing business with the "Ryans" in the world or cut ties from them after the purchase. Very few business owners would attempt to satisfy a remorseful customer.

Yet wise BOSS LADIES know customers like my old man have advocate potential. With a few tweaks in customer experience and support, clients like Ryan could be raving fans.

What can you do to avoid buyers remorse & build customer loyalty?

Loyalty begins in the sales cycle.
Educating clients on who you are and how you work is the first step in creating a transparent sales cycle. When you make the unfamiliar familiar for prospects, they know what to expect which builds the first stage of trust.

Putting the relationship before profit by doing right by  your client is another key element in building deep trust and staying top of mind. Of course, this doesn’t mean you should lose revenue serving your client. It does demand consideration when offering your solution.

For example, if the car salesman would have noticed Ryan’s uneasiness and reassured him of making a great decision or offered an alternative, Ryan would’ve came home excited about his hot new car. He would’ve also been appreciative of the salesman's thoughtfulness.
With one simple act of putting the relationship first, the car salesman could’ve become memorable, increased word of mouth buzz, and received a referral.

How does your business measure up?

What gets measured gets improved.
Do you know your client retention rate? Established companies that focus on customer retention will grow their business faster and more efficiently by tracking their customer retention rate. For a simple way of measuring your client retention rate, try this formula:
E=# of existing customers at the end of given period.
N= # of new customers during given period.
S= # of customers you had at start of period.
Customer Retention Rate(CRR)
CRR= ((L-A)/S) X 100

Knowing your client retention rate will take the guesswork out of growing your business.

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Churning Clients Off: How To Improve Client Retention

My sister recently had a horrible experience with an auto repair business. They quoted her one price and the next day, increased it by $60.00. She waited 4 hours for her car when they promised it would be ready when she arrived and the day after the repairs, my sister’s car wouldn’t start.

What a freakin’ waste of time and money! What lousy service!
Does this sound familiar?

All too often consumers feel victimized after their first purchase and the odds of them repurchasing is ZERO.

While the churn and burn method of doing business is still practiced, the success of your business relies on customer retention.

Smart entrepreneurs know the key to client retention is delivering great and consistent customer experience.

Here are 5 questions to ask yourself about the customer experience in your business.
1. Am I clear when setting expectations? Transparency is key to a satisfied customer. Be very clear on what you need from the client and what they can expect from you.
2. Do I speak to all my clients the same? Not all clients are motivated by the same thing. Many clients are turned off by feeling like just another number. Identifying the types of client you have and tailoring your message to fit your client types will improve engagement.

3. Do I follow-up after the purchase? Asking clients if their needs were met is essential to increasing repeat buying. The feedback received will help improve your business and is an opportunity to solve a new problem.

4. How do I handle dissatisfied clients? Being kind, professional, and helpful when handling dissatisfied customers opens the door to future purchases.

5. Do I demonstrate that I care? Clients want to know that you care about them and their problem. Beyond solving their issue, what support do you provide?

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How To Start A Conversation: What To Say

Life is some much sweeter when you’re able to connect with others. It's also great for business. And for those of you who want to connect but don’t know how to start conversations or what to say, this post is for you!

After many awkward attempts at networking, hours of reading, and listening to podcasts, I've learned there are 5 simple tips for befriending people. Practicing my suggestions will make talking with anyone fascinating, fun and easy.

Best of all, you will be adored while still being yourself.

1. Allow a 2 second pause before a response. Like your mom used to say, “Think before you speak.” No matter how emotional the conversation, collecting your thoughts before talking will prevent you from saying something you’ll regret AND be respectful of the other person. Conversing with someone who doesn’t cut you off is welcoming. By following this one tip, people will spill the beans and tell you everything about their lives and think the world of you.

2. A simple question equals a simple answer. I have to admit, I’m still practicing this one. Being longwinded isn’t a good look on anyone. If someone asks you what you do and you tell them your whole life story, that person will avoid asking you anything else ever again.

3. Compliment and ask. If a person captures your attention by what they’re wearing, reading, saying, etc. compliment them on it and ask about it. Starting a conversation with a genuine compliment is a positive and easy way to engage someone. Be specific in your compliment. Describing what you like and why paves the way to an engaging follow-up question.

4. It’s not about you. Starting conversations is about being interested in the other person. This requires active listening and asking questions. If you’re constantly critiquing your every thought and move, you can’t be in the moment. If you can’t be in the moment, you can’t focus your attention on getting to know others. So GET OUT YOUR HEAD! Stop worrying and self-criticizing and start being curious. The beauty of being human is that we’re all seriously flawed beings with insecurities. Not to mention, we’re all weirdos too!

5. Be aware of your facial expressions.  There are some of us who naturally hold a mean look on our faces. If that's the case practice a more approachable look.  I had the habit of mean mugging people and wondered why no one wanted to talk with me.  Yet once I changed my neutral facial expression, strangers initiate conversations with me on a regular basis.

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How To Generate Real Referrals

Many business owners are overlooking the power of referrals and mostly focusing on online marketing. Although internet ads have its advantages, ads don't compare to referrals.

Some of you may disagree. Yet, when we explore the definition of a referral, I’m sure you’ll reconsider.

What is a referral?

As Stacey Brown states in her blog titled All “Referrals” Aren’t Referrals and Aren’t Created Equal, the definition of a referral has become extremely diluted today.

Most people generalize different types of leads and group together terms.

Understanding the difference between an introduction and cold lead will help you identify the right actions to generate REAL referrals.
Savvy BOSS LADIES teach their clients how to refer qualified new clients.

Types of referrals

When someone mentions your services/products to a friend, it generates word of mouth buzz. The more your name is seen or heard in their world, the more likely they seek you out. Although word of mouth buzz isn't a referral, free marketing adds credibility and that's a good thing.

If someone gives you the name of a company or contact information but doesn’t connect you, that’s a cold lead. Although you can use the referral source name, you work just as hard to close the sale as you would any other prospect. Very little trust is transferred from your contact to the referral. In fact, extra work may be needed to build rapport and overcome suspicion.

An introduction provides a little more leverage. When someone introduces you, a transfer of trust is made. The referral source is vouching for you which helps build rapport. This connection is a warm lead. Some effort is still required, especially if the referral source doesn’t explain why she’s connecting you.

When the referral source positions you as being the premier person to solve a problem and the referral contacts YOU, it’s a true referral. They’re already sold on your solution, and the trust is established by the referral source. The only effort required is to listen and not screw up the sale!

Clients who present you on a diamond encrusted platter can grow and sustain your business better than any online marketing funnel can. Rock star clients who send REAL referrals your way are game changers because you're no longer worried about the next lead. Being sought after is the ultimate position all entrepreneurs dream of so how do you get there?

Marketing your business through referrals is an easy way to grow your business if you do it right. Consistent referrals can be achieved in a systematic way by using these three tips.

1. Inform new clients on how you work. If they know your primary business comes from referrals and how it benefits them, they’ll be more likely to send referrals your way.

2. Teach clients on how to identify your ideal client. If they know who your ideal client is, they will refer qualified people.

3. Show your appreciation to clients when they do refer someone. Once you convert a referral into a client, send your referral source an appreciation gift thanking them for the referral. A thank you card is a nice gesture, but spending a few dollars speaks volumes.

If you need more ideas on what to say, or someone to walk you through the process, lets schedule blueprint session!

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What The Tech? Top 3 Questions To Ask When Investing in Technology

Are you feeling overwhelmed with the latest tech talk?

If you're anything like me, technology doesn’t get your go. In fact, it’s a little overrated.

I've spent thousands of dollars and time experimenting with software, equipment and online courses to discover there’s a lot of mediocre products out there.

Not to mention, purchased items I have yet to use.

Sound familiar, right?

I gained tons of wisdom that I'll share with you so you can avoid costly mistakes.

Before you invest in technology ask yourself,

Will you actually use it?

Many times we run out to buy the latest tech because of the perceived benefits. Little consideration is given to the time and practice it’ll take to learn it. To implement a program, software, or equipment takes more time than we realize because new habits must be developed. Is it user friendly? Is support included? Are there additional fees? Any tech that will drastically change the way you work is not for you no matter how awesome the benefits are.

What problems do you want to solve?

Are you having issues with workflow, customer engagement, or sales? Identifying the root causes of issues will eliminate a lot of headaches. How many times have you purchased a solution that only addressed the symptom? Diagnosing problems is 80% of the work so take the time to identify the real problem before shopping for a solution.

Does it align with your philosophy?

How you run your business must be aligned with your why. If you’re an entrepreneur that's big on building relationships, your communication methods shouldn’t heavily rely on email and social media. Doing so will be a breech of integrity and you’ll lose trust from prospects.

Tech you should invest in.

Technology is meant to compliment your work and make doing business manageable. It can never replace the human element. Software that helps with the back-end of your business like project management, velocity, and finance, will save money and minimize human error. Software such as CRMs and email automation handles the front-end of your business, where you engage prospects and clients. Using tech that assist with the front-end of your business will help increase revenue.

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What You Should Know About Chatbots

If you’ve heard talk about chatbots and are wondering what they are, you’re not alone. As the online world is constantly changing, it’s hard to keep up at times.
Chatbots are computer programs that mimic conversation with people using artificial intelligence.

Huh?

Like Amazon's Alexa and iOS-Siri, chatbots act as an online concierge in text form. They can help customers search for a product, answer customer support questions, check the weather forecast, etc. By using artificial intelligence, chatbot programs learn your preferences to provide notifications, search information upon request, or hold conversations with you.

This sounds cool and creepy at the same time (two words, Minority Report).

Time is a premium for busy people and who isn’t busy? We search for ways to simplify and enrich our lives. Chatbot programs are playing a major role in helping us manage daily routines, or are they (Hear from Facebook's Vice President of Messaging Products David Marcus)?

Companies cash in on the benefits too since chatbots can improve customer experience, simplify customer support, save time and money.
Yet the boundaries of privacy continues to fade as convenience is given more importance.

Why are chatbots a big deal?

Besides all the benefits chatbot programs have to offer, data has shown that more people spend time on messaging apps than on social networking sites. In other words, people want to connect with friends in a private and personal way.

As a result, companies are forced to find new ways to reach their targeted audience. With chatbots companies can engage customers in a human way with little interruption of their daily routine.

No matter the concerns about artificial intelligence and it's uses, this gravy train ain’t stopping.

As a business owner and consumer, I definitely see the advantages of using chatbots. As explained in the article, The Complete Beginner’s Guide To Chatbots By Matt Schlicht. Chatbots could replace apps and even websites in the near future. All business owners should know about this technology and how it can impact their industry.

If you're interested in exploring Messenger's chatbot platform click here.

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How Personal Touch Will Grow Your Business

How many times have you read about the importance of personal touch in business?

Sure, it sounds sophisticated, but what does it mean and how do you apply it to business?

Committed entrepreneurs struggle with answering these questions and are hesitant to verbalize their challenges, but they shouldn’t.

Let me reassure you, they are not stupid questions.

In fact, many business leaders struggle with applying personal touch tactics because the benefits aren’t identified or measured.

We all have an idea what personal touch means and if Gary Vaynerchuk does it, so should we.

But how much time and effort should we give to personal touch communications and what’s the ROI?

I mean, come on, who has the time to video blog 25 times a day?

When personal touch is applied effectively, it results in repeat business and referrals. Instead of pursuing business, you become the pursued.

In other words, people reach out to YOU to purchase YOUR products/services.

Now how powerful is that?

Personal touch builds the back-end of your business.

Or what I like to call pillow money.

Imagine business flowing to you effortlessly. Clients consistently buying your products and referring others without you asking them.

Yes, it’s very possible and personal touch tactics can get you there.
With the right combination of personal touch and automation, you can become a premier vendor in your industry.

Now that you’re aware of the benefits, let’s define what “personal touch" means.

If you were to google the phrase, you’ll find it simply means to make something less impersonal.

Pretty vague right?
But let’s dig deeper.

Personal touch is all about how you want people to feel when engaging with them. It includes the first interaction and beyond. Every touch point is an opportunity to reinforce that emotion about you.

Whatever emotion you want to evoke determines the tactics and methods of communication to apply in your business. Personal touch can be anything from addressing customers by their first name on email blasts, to appreciation gifts.

What’s important is how you want your customers to feel about you.

For instance, if you want your clients to feel special, a few tactics would include always addressing them by their first name. When sending email blasts, they only see their email not the thousands of other recipients, calling them on their birthday, acknowledging a milestone in their life, etc.

The secret to adding personal touch is the right balance of small tactics that leaves a lasting impression. It's repeatable, consistent, and it doesn't take a lot of resources for it to have serious impact. In fact, it can be done on a shoestring budget.

Clients want your TIME and ATTENTION. It’s a basic human need to be acknowledged and accepted. Simple yet thoughtful communication will show clients the time and effort you put into nurturing a relationship with them.

It ultimately shows you care.

In short, personal touch is about how you want your clients to feel. That emotion determines your tactics and communication methods. Whatever you decide, it shouldn’t use a lot of resources. In fact, you should be able to do it on a shoestring budget. Last, consistent thoughtful communication will show clients you care which will open up the flood gates to pillow money!

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How Client Retention Contributes To The Greater Good

If you were to ask an entrepreneur what keeps her up at night, there’s a good chance she’s worried about attracting new clients.

Client retention and referrals takes a back seat to the bright and shiny new client.

We all know repeat business is the low hanging fruit of sales.

In fact, the National Law Review reports it can cost up to 5x more to acquire new customers than to keep current ones.

But customer retention isn’t sexy to many business leaders because it requires maintaining relationships.

And relationship management takes a level of commitment some aren’t accustomed to.

Besides the financial benefits of client retention, there’s also an intrinsic value you should consider.

As social isolation is a growing public health issue, client retention efforts can reduce the effects of loneliness.

I know it seems borderline ridiculous to consider loneliness a threat to public health, but according a Harvard Business Review article titled Work and the Loneliness Epidemic, Vivek Murthy states “Loneliness and weak social connections are associated with a reduction in lifespan similar to that caused by smoking 15 cigarettes a day and even greater than that associated with obesity. It’s also associated with cardiovascular disease, dementia, depression, and anxiety.”

What’s alarming are the millions of people who are suffering from social isolation.

In the Daily Science News, an article titled Social Isolation, Loneliness could be greater threat to public health than obesity,
“An estimated 42.6 million adults over age 45 in the United States are suffering from chronic loneliness, according to AARP's Loneliness Study. In addition, the most recent U.S. census data shows more than a quarter of the population lives alone, more than half of the population is unmarried and, since the previous census, marriage rates and the number of children per household have declined.”

With the number of people suffering from loneliness in the millions, chances are your clients are being affected.

Loneliness carries a hefty price tag in business as it reduces task performance, limits creativity, and impairs reasoning and decision making which translates to thousands of dollars being loss.

Smart business leaders can help reduce loneliness in a number of ways.

Create add value that foster social connection. You can provide opportunities for clients to connect, promote social gatherings in newsletters, and reach out to your rock star clients with a phone call.

Provide opportunities for employees to build stronger connections. Provide opportunities for staff to get to know each other such as allowing a few minutes during weekly meetings for staff to share something about themselves.

Reach out to your network. Check up on people you haven’t seen or heard from in a while with a phone call. They’ll appreciate your call and you maybe the only one who cared enough to check in.

Being connected to others is a fundamental human need and it’s essential for business. Strengthening client relationships adds to your bottom line and contributes to the greater good.

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Want To Attract New Clients? Leverage Your Relationships

If you wanted to increase the number of new clients you served, what tactics would you use?

Would you increase marketing efforts, do more prospecting, or discount offerings to existing clients?

Most business owners would do at least 1 or all 3 of the tactics listed above. Yet each tactic comes with a hefty price tag. There’s a smarter way to increase your clients and it starts with your existing client base.

Savvy leaders leverage relationships to attract new clients. Do you?

In today’s modern world of internet networking, business owners assume electronic communications is all you need to keep your clients engaged.
This couldn’t be further from the truth.

Good business leaders understand the power of personal connection and use other methods of communication to nurture relationships.

With just a few tweaks to your communications strategy, you can leverage your existing client base to generate new clients

1. Reconnect with past clients, vendors, and associates. I get it, we all have contacts that have fallen through the cracks. More than likely, they’ve thought about you and wondered, so reconnect. If you’re embarrassed because you haven’t kept in touch, admit it. Acknowledge your guilt, apologize, and commit to consistent communication.

2. Identify the rock stars. Not every client deserve personal attention but your rock stars do. Those that have referred people deserve more than a thank you email. They deserve a bouquet of flowers, a gift card, or small appreciation gift. By acknowledging their efforts with a small gift, you’ll motivate them to continue referring clients to you.

3. Commit to good content. If you send e-newsletters, make sure it’s worthwhile to read. Emailing coupons and offerings shouldn’t be the only content they receive. Mix it up, entertain, inform, and uplift.

4. Connect on a human level. Putting relationships first sounds great but are you walking the talk? Do right by your clients by serving them on a personal level. What are their wants beyond the services you provide?

 

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Why Unhappy Customers Cost More Than You Think

As customers, we’ve all experienced lousy products and services. Most of us shrug it off and vow never to buy from that company again. Yet there's a special few who go the extra mile in getting their revenge.

If you've shared your bad experience with others, complained to the company, or gave a bad review on social media you're part of that special few.

Sure, at one time or another, we're all been part of that group.

Do you know how much money you're costing companies every time you write a bad review, or call customer service to complain?

To put bluntly, you're costing them ALOT!

As consumers, this may sound like justice being served, but if you’re a business owner, you should be concerned and here's why.

 Unhappy customers create a domino effect of revenue loss.

Companies lose much more then life time revenue. In Fred Richfield’s book The Ultimate Question 2.0, Fred explains the domino effect unhappy customers (detractors) create which results in huge revenue loss.

How can a detractor create a domino effect of revenue loss?

The unhappy customer takes their anger out on your frontline staff creating low morale. Dealing with 1 or 2 disgruntled customers is common place. Yet, as the number of detractors grow, the greater the impact on company morale and job satisfaction. The once serene workplace turns into a negative work environment which results in talented staff quitting.

Employee turnover is an expensive problem.
A Huffington Post article titled, How Much Does Employee Turnover Really Cost, by Jack Altman, states the cost of losing an employee is 1.5-2.0x an employee’s annual salary.

Darn you unhappy customers!

In addition, detractors impact revenue by bad mouthing your company. If your company's brand isn’t well establish this could spell disaster, especially if you lack enough social proof to overcome negative reviews. For a prospect to consider your services, it could take 5 to 10 positive comments for every negative comment made.

Ouch!

To truly know how much unhappy customers are costing your business, calculate the potential revenue of a lifetime customer, plus the cost of loss staff, plus the loss of prospects and referrals.  Multiply this number by each detractor and that's how much revenue your company is losing.

Yes, it's a big number and why customer relationships are so important.  Customers can be your best salesforce, or your worse critic.

In essence, unhappy customers can put you out of business.

So moral of the story, do right by your customers!

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How To Optimize YOUR Brain Power & Take Massive Action

If you created your 2018 Business Success Plan or are working on it, chances are your plan will call for massive action.

We optimize our resources for efficiency and value. Why not optimize the most powerful asset available to us, our brain?

Most entrepreneurs buy in to the latest trend of hustling and overlook the importance of enhancing our brain power. Yet, when it comes to taking massive action, providing your brain what it needs to deliver peak performance wins hands down.

Experienced business owners understand how their brains operate and work with it to optimize results. Do you?

What do you need to know about your brain for peak performance?

We've all experienced the auto pilot effect.

For example, arriving home with few memories of the mechanical process of driving there, or our daily morning routine. When we repeatedly do something, it becomes second nature.

When you form habits they become part of our subconscious, or long-term memory. Using less energy, you perform habitual activities without thinking about them. Learning something new, or solving complex problems requires more energy.
You have to think about what you’re doing because it’s stored as a short-term memory.

The goal for brain optimization is 3-fold; to transition vital information from short -term to long- term as quickly as possible, reserve energy, and restore energy reserves when depleted.

8 way to Optimize Your Brain Power

1. Empty your brain of to-do lists and ideas. Keep a notepad with you so you can jot down ideas when they come and use technology to create to-do lists. As David Allen stated in his book Getting Things Done, “Your brain is for having ideas, not storing them.”

2. Practice makes mastery. Move essential information and knowledge from short-term memory to long-term through practice and reinforcement. Once in long-term memory, you expend less energy.

3. Use pictures and music to remember information. Did you know that long-term memories are stored in the emotional brain? Linking information with music and pictures will enhance your memory.

4. Reserve decisions making energies. Use your energy to make important decisions. Energy used to decide what to eat can be used elsewhere. Decide on breakfast once and have the same thing for the next week or month.

5. Work on complex tasks during peak brain times. Do you know what time of day you’re the most alert and focused? Are mornings the best time for you? Maybe you prefer the afternoons or evenings. If you don’t know, experiment and find the time of day you’re laser focused. Tasks the involve planning, brainstorming, or tasks you don’t want to do should be worked on during your peak time. FYI, it’s normal to have more than 1 peak time.

6. Rest and recover. When work becomes challenging, give yourself a break for your brain to recover. Allow at least 15 minutes. If you’re feeling stuck and can’t find the answer, walk away and allow your brain to relax. You’ll find your brain will give you an answer when you least expect it.

7. Stay nourished. Avoid skipping meals and stay hydrated to restore energy.

8. One thing at a time. Multitasking is a huge energy drainer. Avoid distractions and focus on one task for a determined time period.

BONUS: Have yet to create your 2018 Business Success Plan? Tap here to learn how to get started!

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Book Your Vacation Today: Hot Travel Deals

Ready for some HOT TRAVEL DEALS?

I hope so!

I searched high and low for incredible travel deals for you and boy did I find them! Below is a list of vacation deals that caught my eye and if you find a

deal you like, book it ASAP with your trusted travel consultant or with us!

Spring Break Sale: Save up to 60% Funjet Vacations Spring Break Sale

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[caption id="attachment_3851" align="alignright" width="300"] Photo Credit: Playa del Carmen[/caption]

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*Resort coupons valid for bookings now - 11/15/17. Blackout dates do apply. Resort coupons travel dates now – 12/21/17. Credit applies to per room, per stay.

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[caption id="attachment_3853" align="alignright" width="300"] Photo Credit: MGM Resorts[/caption]

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Save 35% at these resorts: Excalibur, Luxor, and Monte Carlo

 Azamara $1,000 Cruise Credit + Free Double Upgrade

The world is full of breathtaking views, and with our latest offer, those views can be seen from the sky and from your own personal balcony at sea. You can choose from select European voyages, book your air travel through ChoiceAir by November 30th, 2017, and receive $1,000 in ChoiceAir cruise credit and a complimentary double upgrade.

My Quiet Spaces Women’s Retreat Cruise With ETS

My Quiet Spaces Cruise
Join us for the first My Quiet Spaces cruise event – a retreat designed for Christian women. Engage your mind, body, and spirit through music, creative writing, meditation, movement, and prayer. Gather with other women who are seeking a time of renewal and connection with God. Relax in the warmth of the Caribbean while enjoying the comforts and activities of the ship, beaches and ports with Christian friends new and old. The price of this trip starts at $419 for an inside stateroom, not including the $71 tax or $75 program fee.

Book your spring  break vacation today!

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Do You Know How To Change Your Bad Mood?

Happy day everyone!

Some of you woke up grateful and excited to get the day the started, while the rest of us woke up thinking damn, here we go again.....

I tell you, some days I have to slide out of bed because I don't want to adult. I try to find positive things to look forward to change my attitude. In fact, it's been scientifically proven that looking forward to something or someone and turn your day around.

Who knew right?

If you're anything like me, you like to look up every question you have about life and chances are you find some pretty cool videos and podcasts.  Any time I get writer's block, feel useless, or just plain stuck, I have my go to list of videos and audio. Below is my top 7 mood changing list. Just promise you'll share your list with me too!

Motivation:

We all need motivation from time to time and I like Les Brown, Tony Robbins, etc. Here's one that strikes a nerve every time I hear it. It gets me fired up and ready to work.

Dr. Eric Thomas, You owe you

Ted Talk: Change Your Mind Change Your Mindset

Music favs:

Music can be very healing and it's great when you need to change your attitude.  I listen to the songs below to change my mood, especially before a big meeting or event.  When I need to strut my stuff and light up the room, I listen to this:

Kendrick Lemar I

Floacist The Stand

The Jackson 5 Can You Feel It

Continuous Learning

I most Americans, I'm a fan of personal development.  Although it's easy to overdose on all the books, articles, and podcasts available, I found an interesting anti personal development article that's worth reading.  For those who are on "positive thinking" overload, read this article to find balance.

5 Brutal Truths I learned after positive thinking screwed up my life

If you're an entrepreneur who gets that dreaded blank star every time you say your elevator pitch, this one's for you!

Sam Horn: How to Create Interest and Connect with Anyone

What are your favorite motivational talks, videos, and podcasts?

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