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Me & Tom Ziglar with his new book, Born to Win http://www.borntowinbook.com

Just about everyone has heard the saying, “When opportunity knocks, answer!” but does opportunity really know or is it something that you can create? I believe opportunity exist for everyone regardless of your current circumstance; however most people have never been shown how to create opportunity from thin air.

It would have been incredibly easy for me to just accept that growing up poor and living in the project was just the cards I had been dealt, yet I simply refused to believe that is how my life would be played out. I wanted more. I wanted to make a difference, to do something meaningful and to have a life. Looking back it was the difficult times growing up that set the stage for my learning how to create opportunity. I want to share with you want I have learned and how you can create more opportunity in your life and your business.

  1. Realize that your current circumstances don’t dictate your future success. Regardless of what you may be going through, you have to believe with everything within you that you have a purpose and calling in life. Once that happens you must develop the courage to step out in faith and pursue your dreams.
  2. Fill your mind with the right information. What you read, what your watch and who you listen to, are so very important to feeding your mind and soul with the information you need to believe in yourself and how you can help others. A great resource is Born to Win by Tom and Zig Ziglar.
  3. Network with leaders. Attend seminars. You will find other like-minded people who will inspire and encourage you as well as share new opportunities with you. I could go on for days about the connections I have made by investing in myself and attending seminars. I would not take one penny or experience back for all the money in the world. In fact, I would like to see YOU at my seminar, Personal Branding Mastery on February 10th – here is the link.
  4. Recognize and own your gifts and talents. As you learn and grow, get a firm understand of your gifts and how you can bring value to others. Your gifts are meant to be used to leave a trail for others to follow!
  5. Identify ways that you can bring value to someone else. Listen to what others are doing and identify ways that you can bring more value to their efforts. Once you see a way for you to add value introduce the idea to them. Don’t wait or expect that they will approach you. You must make the first move! I have started businesses, received funding for my children’s book Squiggly’s Race to the Ark and created partnerships because I simply identified a need and presented an option that showed I could bring value.

Don’t wait for opportunity to knock – go out a create it today!

Nearly everyone I meet wants to start a business of some sort. Some want to be speakers, others want to be coaches and a multitude of other “solo-preneur” businesses, but the one thing that holds many of them back is…

MONEY!

How much do you need? Where will you get it? Should you borrow the money?

All of these are great questions and my answer is always…make money first to invest in your business. Never, ever, ever, ever, ever borrow money to start your business. Why? Because the borrower is always slave to the lender and that is never a good way to start your business.

So how do you get the money to start a business that is supposed to make money? First you need to make a list of expenses you think you will need to start your business. Once you have this number,  go back and cut 75% of the items on the list off. You can always start with less than you think. Now that  you have your list, it is time to raise the money.

Here are 3 ways to get the money you need to start the business you want.

  1. Sell stuff you don’t use. Have a good old fashion garage sale or eBay, whatever it takes to get rid of those items that are cluttering up your attic anyway.
  2. Cut back on your expenses. Get rid of cable TV if that is what it takes to pursue your dreams. Get rid of that golf membership. Whatever it takes! Temporary sacrifices are always worth pursuing your dreams.
  3. Pick up odd jobs. Anyone can clean an office, rake leaves or mow grass. Maybe you have a talent or skill that you could monetize. There is always someone willing to pay for organizing, graphic design or other service.

The bottom line is that you need to start off on the right foot with no debt. Starting a business is stressful enough without having to worry about paying a truckload of bills. If you dream is to start a business, then making sacrifices will be part of the deal. Learning to think outside of the box will make you a better business owner as well.

It all comes down to one thing...how bad do you want it?

Watch this video from my friend and mentor John Maxwell and you will see what I mean by sacrifice.


 

 

6 Stratgies to Effectively Manage Your Database

Tuesday, November 29th, 2011

One of the classes I believe they should be teaching in school is how to build a network of connection and effectively manage a database. In fact I believe that it is a crime that they don’t teach more about building relationships, but that is a whole other post.

Nearly every single time I coach and consult individuals and organizations I find that their database management is almost non-existent – SHAMEFUL! Your database is your ATM to future customers and as such deserves your attention right away.

One of the reasons I am given about not having a database is that people are confused over which one to select. Let me solve that dellima right away…

“The best database software, program or online system to use is…the one you will actually use!”

I know there are plenty of options, but you need to pick one and start using it right now. Here are some systems to help you effectively use and manage your database.

  1. Put contacts into categories such as Prospects, Past Clients, Opportunities and Referral Partners
  2. Collect the important data like birthdays, anniversaries, hobbies and things of importance
  3. Send handwritten note cards – a minimum of 3 per day
  4. Send Birthday and Holiday cards
  5. Have a regular email
  6. Make proactive phone calls on a regular basis

If you are a business coach or consultant and want to use what I use to grow my business, then click the banner below. It is my affiliate link, so if you decide to buy, I just may get compensated :)



 

 

3 Questions to Ask Before the Year is Over

Monday, November 28th, 2011

As we approach the end of the year, we tend to rush forward full speed ahead.  With holiday madness and other tasks that need to be done by the end of the year, who has time to neatly tie a ribbon around the last 12 months and call it a wrap?  However, finishing strong may be just the thing you need to do to create a strong start for the new year.

What if bringing completion to what has past is as important if not more so than planning for the future?  What if you knew that you are essentially sabotaging your future success by not stopping and taking stock of what you have accomplished this year and where you are at present?

In sports, there are many examples of where a strong finish is the difference between success and second best.  For example, that last thrust forward of the wheel in a bike sprint to win by an inch or the running back who reaches out his hand with the ball to barely cross the goal line with seconds remaining on the clock.

How can you make the next few weeks a strong finish for your year?  What can you do to bring completion to this chapter of your life?  Completion is what allows you to leave the past in the past.  Otherwise, it is like dragging a wagon of unfinished business along with you every day.  Not only is it exhausting but it also prevents you from achieving your dreams in the future.  After all, you can’t climb a mountain with a wagon in tow.

“There is no room in the future for your past.”

As you bring this year to a close, take an hour and consider the following 3 questions:

  1. What did I accomplish this year?  Make a list of all your accomplishments, big and small from the last 12 months and celebrate!
  2. What did I hope to accomplish but didn’t?
  3. Is this something I still really want?  (You are not allowed to beat yourself up on this step.)

Once you have the questions answered, take a quick inventory of the following bullet  points.

  • Make a list of all the people in your life for which you are grateful.  Contact at least 5 of these people and thank them for what they bring to your life.
  • Is there anyone I need to forgive or make amends with?  If so, lighten your load and do what you feel is necessary to forgive, repair, or let go of this burden.
  • Do at least one thing each day that allows you to simply enjoy today.  There is no better step for honoring the past and creating an inspiring future than being fully present and enjoying where you are right now.

My 4 Step Formula for Rapid Growth in Your Business

Wednesday, November 23rd, 2011

Many of my regular readers know that I have recently published a children’s book, Squiggly’s Race to the Ark. The other day I was talking to a friend and he asked me what my plans were to market and promote the book.

I thought for a minute and said, “I’ll just use my rapid growth blueprint™. It has worked for every business and launch I have done as well as what I teach my coaching clients.”

Needless to say, he was intrigued and asked me what exactly was my Rapid Growth Blueprint™? I agreed to write a blog post describing my blueprint, so here it is, complete with a picture :)

STEP 1: Find your biggest fan! This part is critical. You need to find a customer FAST! who thinks that your product or service is the best thing since sliced bread. I really mean it. Having the right fan is critical to making the rest of the formula a huge success.

STEP 2: Cut a deal with them! Do whatever you need to secure them as a client. If you need to cut your price, offer a discount or give some added value, don’t hesitate, just do it. Why? Because it will be their testimonial, that will propel your business and attract more customers than any other advertisement you could possibly do.

STEP 3: Get testimonials – Pictures and VIDEO! This is what you really want! Why? Because future clients believe and trust testimonials. They are the social proof that you provide stellar products and services. But don’t just get any testimonial, get a video testimonial and pictures with you and your happy customer. You will be able to use these on your website, and in other future marketing materials.

STEP 4: Use the testimonials to get new clients. Don’t get shy now! Use the testimonials EVERYWHERE! Blog about them, share them on social media and include them on other materials as well. Wouldn’t it be cool to put them on your business card? Think outside the box!

 

Two Competitors That Every Business Owner Needs to Know About

Thursday, November 17th, 2011

The best business would be the service or product that everyone desperately wanted, and only you provided; however, that simply doesn’t exist.

Competition is out there, but most business owners are not clear about the real competition they face every day. Over the years I have found that there are 2 very real, very big and very determined competitors and you should not only be aware of them, but you must also make sure you conquer each one of them in order to make your business the best it can be.

COMPETITOR #1: Yourself

Everyday you get up, you must battle those little voices that will try their best to convince you that you don’t have the goods to make your business work. You have to make sure that you are not just knowledgeable and a marketing genius, but you must make sure you are mentally fit! Investing in your mental toughness is the best defense to overcome this competitor.

COMPETITOR #2: The people who want it just as bad as you!

Let’s say that there are 50 other people in your town that do the same type of work as you. That does not mean you have 50 competitors. The only real competitors you face are those few (and I mean few) that want it as bad as you. Make sure you are investing in yourself, your business, and your systems to deliver MVE – More Value Everytime™

The one who wins is not the one with the lowest price it is the one who solves the problems by under-promising, over-delivering and providing more value than the customer expects.

 

 

Every business needs customers, but before you get a customer, you get a prospect. ( and probably a few suspects as well). Great marketing can bring you in a flood of new customers, but if you or your team are making these mistakes, then you could be losing business.

I teach my clients all the time that marketing is everything from what you do to get customers in the door (external marketing) to what you are saying and doing to convert them into paying clients (internal marketing). An example of internal marketing would be how the receptionist greets customers.

Most customers won’t tell you things that are hurting your business, they simply just walk away into the proverbial sunset and the majority of business owners think they lost them on price alone.

Here are 5 things that are slowly killing your business and your customers may never say a word to you about them.

  1. They don’t understand what you are saying. Industry language is find for the company party or seminar, but drop the use of acronyms and industry terms when you are talking to your clients. Use common everyday language and analogies that help them to understand how you can serve their needs.
  2. They don’t feel appreciated. Just like Norm says, “You want to go where everyone knows your name” Take time to acknowledge your clients in a special way. I have several clients who put the names of clients coming to their office on a special board in the lobby so when the customer arrives, they feel special. Send thank you cards is another great way of letting your customers know you appreciate them and their referrals.
  3. Your voice mail sounds scary. They will never tell you if your voice mail makes them feel as if they have called the morgue, but you better have an upbeat tone if you want to make more sales. If I get a voice mail, at least make me think you love your job rather than make me feel like I have bothered you.
  4. Your wardrobe could use an update. Who wants to tell someone they need to take a trip to the mall because their clothing is to tight or is simply out of style? No one, including your customers, but they do notice and how you dress could be turning away lots of business.
  5. They want someone who is confident and will lead them to the the solution. People want their problems solved and they want a confident person to guide them to the solution. Giving your customers way to many options will confuse them and they will simply leave because they don’t know what to do. Ask great questions, uncover the problem, then professional take control and guide your client to the solution you offer. They will never tell you that you gave them too many choices to make a decision or that you lacked the confidence to solve their problem, they just leave.

Being successful at business means much more than handling the obvious – it means taking care of the little things so you can multiply your clients, serve more people  and have a life.

7 Pearls of Wisdom I Have Learned About MLM’s

Tuesday, November 15th, 2011

I have been wanting to write a post about MLM’s (multi-level marketing) aka direct selling for some time so here it is…

I have people ask me about MLM’s quite often and so I wanted to share with you what I know about them, what I think about them and what will make you successful should you decide to get involved as a distributor for one of them.

First off, I believe that the direct selling model is a very viable business model when it is set up correctly. Some of the biggest names in business recommend direct selling as well. Donald Trump and Robert Kiyosaki both endorse the MLM model of business and with their track record I would say that their endorsement carries a lot of weight.

Over the years I have been involved with a couple of different MLM companies. In fact I am a distributor for two right now, Send Out Cards and Talkfusion. (Those are direct links to my distributor pages so if you decide you want to join them read this entire post first.)

I find both of these companies products very valuable in growing my other businesses so they are a natural fit for me. I use Send Out Cards in all of my businesses as well as my personal contacts and I use Talkfusion to stay in contact with prospects and customers for my coaching and speaking businesses as well. I would basically be using these products whether they were direct selling models or not, but enough about that, let’s get to the heart of the matter and why I wrote this post. Because I get asked about MLM a lot, I wanted to share with you my thoughts in case you were considering any MLM organization.

That actually leads me into the 7 truths that YOU need to know about MLM’s and if it is right for you.

  1. It is a business. Don’t get fooled that working 5 hours a week or throwing house parties will make you a gazillionaire, because it won’t. This industry is a golden opportunity for people who understand it is a business and that starting a business takes time, energy and money. Everyone who owns any type of business will tell you that it is hard work, but working hard now means you may not have to work hard later. Starting a business requires a plan and that is always just a little more than circles on a dry erase board.
  2. You need to have drive to succeed. Everyone wants to be successful, but not everyone has the inner desire to succeed long term. There is a BIG difference between getting motivated at an event and staying motivated when you hit a sales slump. Every top performer I know has a slump from time to time, but the one’s who are driven can pull themselves out. 
  3. You need to have a plan, just like any other business. Every successful business has a plan. A set of goals that are measured and tracked on a regular basis. Your plan has to be more than calling a few friends and relatives. That could be a start, but your plan better have a larger reach if you are going to succeed.
  4. You need to master marketing if you plan to succeed. 80% of any successful business is marketing. It is okay if you don’t know anything about marketing when you start, but it is deadly if you don’t invest a huge amount of time studying how to become a master marketer and at the same time build a powerful personal brand. Get my free e-book on personal branding mastery here!
  5. You need to learn to deal with rejection. People will say no. People will join and not work. People will quit. It is all part of growing a business, so you must get used to it and fast. If rejection send you into your room to pull the covers over your head, then you may want to consider another source of income.
  6. You need to be able to motivate yourself and lead others. This industry is part product sales and a large part recruiting other distributors. If you don’t get up motivated everyday, then you may find yourself on the outside looking in. And when you are successful at finding others to join, then you will have to lead the vast majority of them. You brought them in, so in the majority of cases you will need to lead them through.
  7. You need to be passionate about the product or service. Like I said before, I jumped into several companies blinded by the income opportunity and not at all passionate about the product. If you want to sell, then you better bring passion and enthusiasm to the table. They are contagious and everyone I know that has a successful MLM has both of these qualities turned on full blast. You better believe in the product or service to the point you are “shouting from the rooftops about how great it is”. I have found that people who are successful in sales have a BIG MOUTH and that is easy when you love what you do. 

Like I said earlier, I think the direct-selling industry is a great business model. Over the years it has taken a beating and in some cases a bad rap, but the model still stands. If you feel like you can get after it and make a difference for others and yourself, then go for it, but like I tell all of my coaching clients…

“You can’t be half pregnant, get all in or get all out”

But here is the kicker…These pearls of wisdom apply to other business models as well…just a thought.

 

 

We all need customers for our business, right?

I have always said “a business that is not making money is not really a business, it is an expensive hobby.” So if that is true (which it totally is) then we all have to get busy generating new customers and sales.

When I am coaching my clients one of my key fundamentals is to GET MOMENTUM FAST, and momentum always comes from generating new sales so here are 5 remarkable ways that you can generate some fresh new sales FAST!

Ready?

  1. Be clear about who you are targeting. It is really important that you clearly know who your very best prospect is. The more clear you are about your target market, the more you will be able to find them.
  2. Be clear about the offer. I do a lot of networking events and I find that so many people do not clearly articulate what they need. Your offer needs to be crystal clear so that your target market knows exactly what to do to buy.
  3. Put a deadline on your offer. Fear of loss is one of the biggest motivators in the world of marketing so make sure all your offers have a deadline and make sure you stick to your guns. Don’t ever make false deadlines. If you make a deadline, stick to it.
  4. Reach out to your past clients. You best source of business will always come from outrageously happy past clients. Make sure you have a marketing plan that keeps you in front of your past clients 18-36 times per year at minimum. There are a lot of businesses competing to steal your customers, so build loyalty by staying top of mind and always asking for referrals.
  5. Reach out to your top 50. You should have a top 50 list of advocates that at any time would take your call and make critical introductions for you. Whenever you feel a sales slump coming on, stop it dead in it’s tracks by calling and meeting with your to 50

Sales slumps can set up shop quick so stop them dead by being proactive in your business.

 

7 Critical Questions to ask before you hire a business coach

Saturday, November 5th, 2011

It is amazing how many people today are becoming business coaches, life coaches etc. By and large the coaching industry is open to anyone who randomly decides one day to “become a coach”. I see ads all the time for becoming a coach and just because someone gets a certificate, training course or some other credential doesn’t mean they are a good business coach.

Before I became a business coach I worked in the mortgage industry. I started and sold 3 different mortgage companies and during my time in that industry I saw how many people who one day were bagging groceries for a living and the next day they were a loan originator. The only requirement to become a loan officer was that you were breathing. Unfortunately, I am seeing that same trend happen in the coaching business.

It is almost like saying…”Hey if you want to start a business, then become a coach. Anyone can do it!” Give me a break!

If you are a business owner, want to start a business, or work in sales and are considering hiring a business coach here are 7 questions that you need to ask before you pay one red cent to a coach.

  1. What is your business experience? (It better be real BIG, and in the area you NEED)
  2. What has been your business success? (It better be BIG)
  3. Why did you become a business coach? (Huge!)
  4. Do you have a coach? (They better answer yes) if so, who is it?
  5. What successes have your clients had? (Again, this is crucial)
  6. Can I talk to your clients? (The answer better be YES)
  7. What can I expect to get from coaching? (This is BIG! Most coaches can not correctly explain the difference between a coach, consultant and trainer)

Remember, just because someone says they are a business coach, doesn’t mean they have a clue of how to help you. You need to clearly define where you want to go and then carefully pick the person to get you there.

My personal coach, mentor and friend, John Maxwell says…

“It is not only important what you learn, but who you learn it from”