Well do you tend to put things off to the last moment?
Do you procrastinate?
The truth of the matter is about 80% of people’s New Year’s resolutions … will usually fail within 2 months.
Mostly because people were simply never taught about how to set goals properly. And most goals are never completed on time. Even highly skilled and dedicated professionals still struggle to accomplish goals and overcome procrastination.
The true solution lies in understanding the psychological forces behind the scenes that conspire against us. There’s a certain awareness that we have to become conscious of otherwise we fall into these mental traps which prevent us from getting things done.
What if I told you that the Japanese have solved this problem?
That’s what this article will be introducing to you with three new Concepts from Japan on goal setting.
Hansei– the art of honest self-reflection.
Ikigai- how to find your true calling
Kaizen- the achievement via incremental and continuous Improvement
Each one of these techniques is a powerful goal setting aid. But when you combine them together, they can multiply your productivity by a factor of 10 thus enabling you to achieve your most ambitious dreams.
For most people at some point in time you’ve probably found yourself struggling to complete a life goal. It might have been just a college entrance exam, a new business startup, a health and fitness regimen, or maybe even a mission to find someone to marry.
Well ,different people’s objectives will vary, each one of us whether a nobleman, a king, a popper, or a pleb.. has been assigned a non-negotiable imperative that is …you must set an accomplish new goals each and every day until the day you die
When you were born human it meant that you were a contestant in an never ending hurdle race. Each morning when we awake, the race begins again. Just after you stumble out of your bed and rub your sleepy eyes, your first objective of the day… will reveal itself quickly to you.
What’s on your to do list this morning?
Is this the day of your child’s birth?
Is this the first day of school for your child?
Is today the start of a new career?
Maybe You and Elon are going to be landing a spacecraft on mars?
Is this your exciting wedding day?
Or maybe perhaps today you just intend to do nothing more than drink beer, eat potato chips and watch puppy videos on YouTube?
Even though throughout your life the size and the complexity of your goals will change and Vary but the necessity to set new goals… will persist. There will never be a day when you find yourself without a goal of some size to complete.
Life’s Marathon calls upon all of us to jog up a Perpetual incline, with a race that features a lot of hurdles. Some are grueling sprints and some are occasional checkpoints where you’ll be allowed a temporary respite… just a moment to catch your breath and exchange a few high fives before proceeding further down the road.
Every moment of your life is either a test or a celebration.
So becoming proficient at the art of goal setting, is in your best interest as well as mine. But, if this is true, then why are we also crappy at it?
Why is it so difficult to stick to a course of action, especially when we know it’s going to be in our best interest to do it?
Why do we fail to accomplish our goals so often?
Curious isn’t it? That most of us already do possess the physical and mental abilities that are required to accomplish impressive life goals. Thinking of having to do something …if you were forced, with a mad scientist holding a gun to your head and forcing you to jog 5 miles on a treadmill each evening after work, you could probably do it…right ?
See when the reason for doing something, if it is so overwhelmingly huge, makes it a bit easier to follow through.
That’s using a stick for encouragement but it’d be better.. in this scenario where let’s say you were locked in a cell with your physiology textbook and you’re told that you’ll be released and given 1 million dollars if you Ace your next exam what do you think… you could probably do that too right? That’s using the carrot instead of the stick.
We need to be able to make our Why, or… our reason for doing the work … as positive as possible …rather than looking out for what would happen if I don’t do it. This way you keep the fun in it.
Question is why don’t we look at it that way naturally ?… because if we’re convinced that it’s in our best interest to implement what we need to do… whether it’s a nightly workout regimen or study for a test tomorrow, then why can’t we just do the work…?
Usually most failures are not the result of a lack of intelligence or stamina. Instead, we lack the conviction and willpower that is necessary to see a long-term goal to its completion.
So unfortunately we humans often find it very difficult to engage in self-directed Pursuit of any lengthy project when we can’t see any external drivers prodding us to action. Our life seems to consistently go off track but our goals call us to pledge a Daily Commitment …to a mentality or a physically strenuous activity.
But the problem is.. inactivity, is the default state of man.
See, when our bodies are comfortable, and well-fed and safe, then our lower mind also known as the lizard brain or reptilian complex, that brain would prefer to remain inactive. While our conscious mind is aware of next week’s looming deadline, our lower mind thinks that next week is a million years away. The reptile lives in the Here and Now, and the future is really an abstract idea of a lizards’ concept. So that it doesn’t require any immediate attention.
Your brain exists to help you survive… not to thrive.
Our minds often seem to be pursuing two different sets of goals entirely. The activities that we should be doing… are not often the activities that the lower reptile mind necessarily enjoys doing. It would much rather prefer novelty, sleep, food and sex. While your conscious mind on the other hand may genuinely want to engage in industrious pursuits and self-actualization. Your lower mind often doesn’t want to come along for the ride. I’d rather sit on the couch.
What can we do to convince our brain to stay the course, in order to focus its energies on the pursuit of a constructive life goal rather than just carnal desires?
In order to answer these questions we first have to recognize the difference between intrinsic motivation and extrinsic motivation. Is someone requires you to do something like at gunpoint for example then, you are subject to an extrinsic motivator and compelled to action due to external forces of reward or in this case punishment.
On the other hand… when it comes to Intrinsic motivation, one’s actions are driven by internal desires, which are maybe spurred on by pursuit of a mastery, or the thrill of physical exertion, or satisfaction of completing a beneficial objective for everyone… including yourself.
Wouldn’t it be cool if there was an easier way to trick your mind into becoming internally motivated? instead of having to rely on external drivers like a boss, a parent, or a teacher?
What if you could change the way you see your life goals? And then learn to break your objectives down into smaller bite size pieces so that each little step toward the goal post seems more clear and manageable?
That’s what this philosophy is about.. it’s about a time to put a stop to old habits and trying something new.
Time to learn how to stop procrastinating
It’s time to learn how to set goals and then accomplish them in reasonable time.
The Four Concepts
Lingchi- this is a Chinese term that is commonly translated in the west as death by a thousand cuts. It describes the nature of human failures and the difficulties we encounter when attempting to identify what the root cause is.
You might have noticed this yourself. That most challenging life problems are usually not actually the result of just one cause or issue but really they originate from a thousand little cuts for a thousand little ruinous decisions that come together and create a perplexing problem or situation. By learning to recognize these little mistakes and infractions before they accumulate and pile up you can put a stock to them, preventing those undesirable circumstances from escalating into situations that are always detrimental to your life goals.
Hansei- this concert refers to honest self-reflection. In hanse it’s a Japanese method for understanding what went wrong. It’s about trying to find clarity of thought through careful consideration of your past mistakes. When you become skilled in this art you’ll be better able to analyze all the different contributors to the failures of your past and then be able to see and prevent yourself from making the same mistakes in the future.
Ikigai- this concept is a Japanese life strategy that emphasizes the importance of finding your true calling. The word can actually be translated to your reason for living or, your reason to get out of bed in the morning. The mindset is perpetuated by long lived Okinawa Island residence. Many of them cite their icky guy as the reason for their impressive longevity. They believe that the pursuit of one’s icky guy is an important journey of self-discovery. If you can correctly identify the vocation that you are best suited for, then the spark of intrinsic motivation will illuminate within you… this is the key to igniting the fuel that powers your passions and prompts you to accomplish momentous feats.
Kaizen- and the fourth solution to many of our goals setting problems can be found in this concept that is often translated as a continuous Improvement. See with Kaizen we understand that the answers to the big problems in life do not come from one magic pill. The real solutions are usually result of years of concentrated effort and dedication. The concept of Kaizen teaches us how to break huge obstacles down into many atom size pieces so that they’re more manageable small component parts for us. And then that way it helps you overcome each hurdle by continuous gradual and consistent daily exertion even if you just get 1% better each day it’s like compounded interest.
So are we ready to begin?
When you decide to train your mind to be more aware of these four Concepts, you’ll have a unique perspective on goal fulfillment. It is one that few people in the west have ever been exposed to. And when you bring these ideas together, it will enable you to create much greater self-discipline, focus, and being able to stick to it, with drive. Even your most challenging goals May suddenly seem much more achievable to you. Are we ready to get started now?
Take the free 5 minute unique entrepreneur type quiz and find out.. what’s your entrepreneur type?
If you want to influence and help people, here’s the key: success … is doing. It’s an’ action taken’…
You have to actually do it.
Activity is a high priority in the process of a successful life. To try to get maximum benefit out of what we have available.
Activity … okay what about full days? If you’re doing something… how hard should you go at it ?
How much time do you put in ?
Everybody has to develop their philosophy about activity.
Just by way of review, let me quote you the Old testament.
It says …6 days activity and one day rest.That’s called…philosophy of ratio of activity. I don’t know , maybe 5 and 2 isn’t too bad…but don’t standstill too long or the weeds are liable to come and take over.
What is a good ratio of resting vs. activity?
It’s important to know because your philosophy of activity will affect the rest of your life.
The reason for life… is to see what we can do with the seasons… and the chances and opportunities…but don’t forget about our minds and our spirit. So we can see for ourselves just what we can do…
that’s what Life is all about.
To see what you can do.
Now, about “ the doing”… you’ve got to have a philosophy on how much time you’re going to spend doing.
Enterprise is better than…sitting. If you rest too long, life doesn’t stand still. There is an ancient phrase that says…”whatever your hands find to do … do it with all your might… to the Best of your abilities” see that’s a great philosophy.
Some will say…” well I’m getting by with half my mind and effort but better to do it with all your might.
You think there’s any value or virtue in that idea?
I don’t know …you got to decide for yourself. You need to weigh it out, right? You’ve got to evaluate it for yourself and put it on your own mental scale. You’ve got to come up with your own answers.
There is some old story that says don’t build your house on the sand in the summer.
Why would we be giving that advice ?
because it’s easy…instead of digging a foundation.
You must not be so disillusioned.
Look at ants…they are smart …they think winter all summer long. See then in the summer you’ve got to think storm and harsh weather coming that way …to be safe you will start to think rock …for stability…you can’t think sand and Sun . Compare the Ants…See ants think summer all winter long.
That’s so important ..,I’m sure all winter long ants think this won’t last long.Will soon be out here …what a neat philosophy.
What a neat attitude. This will not last long …we’ll soon be out of here.
Right now we are teaching leadership skills to average people who look forward to becoming successful. People look forward to getting online and that’s what starts to transform their life into “doing.”
Into the activity of doing something…
Now here’s the last of the philosophy …how much will a man gather during the summer to prepare for the winter ?
Answer: All he possibly can…that’s how much. Comfort today is grossly overrated.
How much will you do? How much are you doing for the future you ?
What are you willing to give?
You’ve got to come up with a philosophy… How much should you do? It’s a big question.
What should you do? Napoleon Hill…here’s what he said to do …
“do all you can”…. So many books since Think and Grow Rich …say the same thing? How many books should you read?…answer …as many as you can. You can even listen to the books now…it’s easy.
I’ve recommended this book to more than a dozen people in the last couple of months but many of them miss it or at least they miss the point. They’re very sincere when I asked what they liked best about the book. But just being very sincere won’t cut it. See it’s a book you work hard on learning, but somehow …they missed the book. They read some and decided it was not their thing…?
I’m telling you… if you missed the book, no telling what treasure will be missing in your life.
If you just miss the book… how hard will you work for …or look for the answer when it really counts?
What would be your philosophical answer to someone who says I’m making $50,000 a year and that’s enough. He says “ my kids are doing okay” …so what would you say ?
The guy says I’m making $50,000 a year isn’t that enough?
I said yes $50,000 a year is enough…IF it’s the best you can do. We don’t call enough an “amount” …we only call your best effort enough.
What is the money you’re capable of making is a half million dollars a year?… and you make $50,000 a year?
See we call you loser… now it isn’t the difference between 50,000 and a half million that’s important.What’s important is the full extent of your reach.
That’s what’s important.
The only way to feel maximum good about yourself…is to extend yourself to the full capacity of your reach…that means doing your best…whatever that is.
So whatever you engage in.. as many things as you can…do your best.
Why not go to the max?
I got a good question for you ..How tall will a pine tree grow?
As tall as it can…of course.. I mean did you ever hear of a tree growing half as much as it could ? No … they grow all they can. In fact, almost everything in the animal and plant kingdom grows to its maximum capacity ….
except for humans… because only Humans have the ability to choose…
You have a choice…
Being human beings is called The power of choice.
So we’ve got a couple of choices… let me give them to you. Here they are … Question? Why should I be all I can be… or instead,…
Am I going to look back later and be saying “ I could’ve, should’ve, would’ve been able to do and accomplish a lot more than what I have in actuality?
It’s a simple discussion …you can choose to be less than you were designed to be or you could choose to be all you were designed to be.
Discover all you might do for your life in the next one year… three years…. five years.
See if you refine your philosophy of activity you will see that the difference in value is not the amount.
If you do the best you can, and you make $10,000 a year we call that enough. If you do the best you can and you make a million dollars a year ….we call that “enough”.
Once a psychiatrist invited me to come and talk to high-school kids and in the middle of my talk, I had the audacity to say” ladies and gentlemen let me tell you what I think most messes with the mind”…they said okay…What do you think most messes with the mind?
“I said I think it is simply doing less than you can.” It really messes with the mind. It causes all kinds of psychic problems… and a tendency to slack… I believe trying less than you could…or doing less than you could do…or doing it with less enthusiasm than you could ..all of those attitudes are responsible. It results in lower self esteem and less confidence… it somehow damages the mind. It damages our self-image because here’s what I discovered happens the minute you turn this around and start extending yourself.
“It isn’t the value or gain from doing or taking an action
… it’s how you feel about yourself… that’s the greatest value.”
It’s not what we get (material wise) that makes ‘the doing’ or our effort valuable …it’s what we become… and part of becoming …is to see what all you could become. See what all you can do.
See how much you can earn.. how much you can share ..how much you can start.. how far you can reach …how far you can extend your influence. How good at something can you get…especially something you love being part of…
Now that kind of commitment to philosophical thinking about attitude… and about activity…we call this…
the potential for life change.
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Why is mindset so crucial to your Sales Success in 2022 ?
In the last article on sales mindsets, I talked lot about the structure and strategy of selling as a service . And the emphasis was on the step by step process from lead generation to appointments for presentations and closing then follow-up.
Now I want to go back to mindset and language in these next few articles on sales in 2022. It is time to take another perspective and update or modernize ourselves for the times. So with that being said… time to make a change !
Now I know …for most of us…normally if we try to change our behavior without first shifting our thinking, we’ll eventually slip back into our old habits. That is a huge statement…if I only could be more aware of this aspect when I starting a work from online business…
This is exactly what I was facing starting a work from home business without a real plan or any organizational framework plus a lack of computer skills. Wow ! Not a good idea.
Since I was relatively new , I had to use a script that was pre -determined so it was difficult to discover the truth of my potential client’s situation when I sounded a little canned or stiff in normal conversations.
Potential clients sense immediately that you’re not 100 per cent focused on their world, and your inattention triggers the suspicion that you are reading from a script.
What I try to do is imagine both of us together determining, as a team … whether it makes sense to continue any further discussions, or whether you should just conclude your conversation comfortably, knowing that you’ve made a new connection and that you can contact that person again sometime in the future with other offers that fit.
Since discovering a better trust based method of selling …I have set new goals for Cold -Sales Calls and Gatekeepers. I try to focus on simply opening the conversation rather than trying to control it. This way prospects will feel comfortable telling you the truth about their situation.
My new phone manner is to say , in a very relaxed, casual tone of voice, ‘Hi… My name is…Ron. Now I know that we’ve never met… but I was hoping you could maybe help me out for a moment?’
‘Maybe you can help me out?’ I use this phrase. It works well to start the conversation and you can use it with anyone you meet and deal with – gatekeepers, assistants, and even decision makers as well.
Next focus on one compelling, specific problem.
Your mission with this sales mindset is to get to the truth of your potential client’s situation. When objections surface… instead of trying to overcome objections, you need to diffuse them.
Objections are a defensive mechanism that potential clients use to protect themselves from people who are operating from the older traditional sales mindset of focusing solely on making a sale.
The old concept of selling – the negative “sales” stereotype – is still so widespread, that the responsibility is on you to help your potential clients overcome their suspicion.
I try to diffuse any tension that may be hidden beneath the surface, so I need to be sensitive to any defensiveness that this potential client may be feeling.’ When someone has an objection that I already know is solvable…, I like to say …
“That’s not a problem.”
Wait ?! What?!-That’s not a problem…? ….is probably the last thing potential clients would expect you to say, based on their experience with the traditional sales trained professional. They’re probably expecting you to respond by trying to overcome their objection.
Normally they will be surprised because you’re not following the traditional sales behaviors. They may also feel surprised because you’ve not even tried to defend their objection. But both you and the prospect will feel a sense of relief … because you haven’t had to “handle” or “confront” the objection.
“Confrontation often makes trust evaporate and dissipates any relationship that you might have begun to establish.“
You see I have the sales mindset that is always trying to get to the truth – in this case, the truth of the objection – so that the two of us can come to a mutual conclusion about whether we’re a match.
Some potential clients may think that “That’s not a problem” is yet another artificial script, canned phrase, or sales tactic designed to meet a hidden agenda of moving them in the direction of a “close.” For that reason, it’s crucial that you understand the psychology and reasons behind this simple phrase. “That’s not a problem” is really a bridge. It gives you and your potential client a connection that lets you continue the dialogue. It makes it less likely that your conversation will come to a halt. Then by diffusing pressure during the conversation you have opened the door by asking for help… and then segued into their core issue, the person might then say…
‘Who is this?’ or ‘What’s this about?’ Notice that you’ve gotten rid of the usual initial pressure that starts with “the first words out of your mouth when you automatically start to defend an objection.” Instead, the two of you are embarking on a more open dialogue.
This is the point that it’s perfectly fine and very appropriate to describe what your business focuses on and how working together we can solve that problem and objection. Quickly relate why your business is unique. However, you must keep it brief. Also relate it back, as soon as you can, to the problems that you can help them solve. What you don’t want to do is shift back into traditional selling mode and give a mini-presentation about what you have to offer. You simply say who you are and where you’re from, and then you go back to the other person’s world and focus again on the original issues or concerns they have. Also, I see if I can isolate the objection by asking … “ is that the only concern you have ? is there anything else stopping you from getting started ?
“DO NOT USETHE WORD OBJECTION …USE CONCERN.”
Ask if they’re open minded as far as looking at some new ideas around how to solve that issue or problem.
People will either start to relax and will enter into a further dialogue with you, or they’ll raise an objection because they may still feel that you’re trying to sell them something. Keep in mind that, with this sales mindset, you don’t even know whether you can help potential clients until you’ve determined together that the problem you’ve brought up is a problem that they want to solve.
If the prospect says…”We already have help with that,” it could be a signal that the person you’re speaking with is feeling some kind of sales pressure and is using the objection as a defense-mechanism response.
If that’s the case, then I say that ” I apologize if I gave you the impression that I’m trying to have you commit to anything. I’m not. In fact, I really don’t know if I can even help you.
So, It just depends if the issue is something that you and your organization deem as a priority in the business, or if it’s something you’d have an open mind about looking at the issue from a different perspective?’”
See by apologizing, you’re taking the first step to diffuse any tension that your potential client might be feeling, because most people have received so many calls from salespeople who use the traditional sales mindset that they’re conditioned to responding in a defensive manner. The message you want to convey again is, ‘I’m not trying to persuade you, but I would like to know if you’d be open to looking at this from a new perspective.’
Your goal is always to diffuse any sales tension. You deal directly and immediately with the pressure your potential clients are obviously starting to feel. So energy stays positive since your not defending.
Help them to understand that your thoughts and goals are not focused on selling them anything at all.
Now at this point…since meeting with the prospect…I have stated the problem twice and asked if they’d be “open” twice. This is certainly enough opportunity for your potential client to start feeling that I am not associated with the negative “salesperson” stereotype.
What I am really doing is clearly conveying that I am a problem solver. The two of us may then continue our conversation along the lines of a mutual exchange of information that explores whether there’s a possibility that the two of us might work together.
I am also going beyond it… to suggest more conversation about their situation that may spark a connection between the two of us.
You can circle back to the objection to determine whether the objection is authentic so you can then decide whether it makes sense to continue your conversation.
That way you can politely disengage from potential clients who aren’t willing to have a relaxed, respectful conversation.
So applying a more relaxed sales mindset helps you to end the game of chasing people who don’t intend to buy from you anyway. So you’re free to build trusting relationships with other potential clients who do have problems they would like you to solve.
Most of the time at the end of a good initial conversation, you might provide some room for the conversation to go its natural way by simply asking, in a very open-ended, unpressured way, How do you feel about the possibilities ?
Can you see yourself doing this ? If it is positive and good then I ask…‘Where do you think we should go from here?’
That is one of my best questions…that many times leads to the prospect asking ” How do I get started ??
Then I lead by saying…” if it makes sense to you then let’s get you enrolled . I can walk you through if you would like ?
Make it simple and easy.
Trust-based language diffuses any inherent pressure and gives the other person the message that your thoughts are totally laser focused on an objective of solving their problem. At this point… you’re simply asking how they’re feeling so far and where they want to go next. Their response will tell you whether the two of you have really created trust.
Instead of moving a potential client toward a “yes” or a “no,” you’re simply talking about the possibility of doing, or not doing, something together.
Problem-solving versus providing solutions… instead of putting ourselves 100 per cent in the world of our potential clients, we try to build a bridge to their world by describing benefits and solutions. We can’t help it.
It’s second nature for a people in sales. The problem arises when you offer your solutions “before potential clients feel comfortable” …enough to share their true issues with you… which triggers the negative “salesperson stereotype.
The key is to begin viewing yourself as someone who solves problems instead of someone who’s selling a service. If you start from that frame of reference, you’ll find it easy to let go of relying on your offering as a way of entering into a dialogue with potential clients.
What the person sees is you shift your focus away from the solutions that you have to offer and toward the world of the people you’re speaking with. So they’ll feel more connected to you, and you to them, plus this will allow trust to develop. Offering your solution should never become the main focus of discussion until you and your potential clients agree that they have problems that your product or service might help to solve.
The reason why linear-based models can trigger mistrust is that if you begin a relationship with someone by thinking that you must move him or her forward down your linear, step-by-step sales process … part of you will always be distracted and worried that if you don’t follow each step, then you’re not doing your job and you may fail. When you disconnect from your potential client’s world in that way, you subconsciously begin communicating, through your words, your tone of voice, and even your body language, that your hidden agenda is … to make a sale.
So many sales consultants have been trained in structured and linear sales models. Many potential clients are familiar with these approaches. They can tell when someone is trying to guide them down a path they may not be ready for, and they react with immediate suspicion and mistrust. This mistrust can occur in a split second; it occurs the moment their intuition tells them that although you seem on the surface to be interested in their problems and issues, you’re actually leading the discussion toward a close.
This is a very subtle form of manipulation that we engage in because we’re afraid that, if we don’t lead them down the path we create, we might lose the sale. With the new client centered sales mindset, you never feel forced to “pull” someone along or to create the image that you’re truly sincere. If you don’t have any hidden agendas, and if you’re willing to dedicate yourself to really understanding your potential clients’ true core problems, you’ll see that there’s never any need to create artificial forward momentum.
People will trust you enough to create their own path of how they would best like to work with you. At that point, you can begin to work in partnership.
Never assume that you have all the answers or solutions.
It’s important not to assume that you are a fit to work together until you have actually had a deep conversation and you understand the truth of the situation.
Talking fast or speaking quickly is what I did in the beginning… and many consultants still unconsciously speak quickly ,out of nervousness and an attempt to create a false sense of familiarity with potential prospects.
“It is extremely important to be low-key, calm, and deliberate when conversing with clients.”
Avoid phrases like, ‘How you doing today?’ and saying “you know?” Over and over…sometimes I hear every other phrase or the word” like this…like that … and other slang- not a great idea. Asking how someone is doing is one thing if it is someone you know or if it is your friend talking to you. But it is an entirely different thing when it is a salesperson on the phone who’s not friends with you personally. This false familiarity is a major trigger that causes people to put you in the salesperson stereo-type category immediately.
Humanizing the sales process and adopting a low-key, humble approach, you will find that people respond to you differently, and begin to trust you earlier in the relationship.
Totally embrace the fact that when you are speaking to a potential client, you are only there to get to the truth of their situation and not to try to move the client down to the next step in a linear sales path. Remember, if you do or say something that causes sales pressure, you won’t get to the truth. And you may lose a potential client.
For example, many business owners assume that if they get an inbound call, email, or website inquiry, that the person contacting them is a serious buyer. However, if you have no previous relationship then…inbound calls are similar to outbound calls. When I receive inbound calls from potential leads…I start with wondering whether it might make sense if we understand the exact issues they’re trying to solve here so we can really help each other determine if we’re a good fit.
Now, I want to be sensitive to your particular issues so that we can decide together whether we can specifically help you.
Remember, your goal is getting to the truth of whether you can help the person or not. That way you can step away from the conversation feeling confident, centered and avoid any possibility of feeling that you are losing the opportunity.
And that’s the way you eliminate rejection – by setting your expectations to a level of humbleness where you acknowledge the reality: ” you don’t yet know whether there will be a next step or not.“
In deciding whether you are a fit or not …in any conversation, it’s important to always begin by focusing on your potential clients’ potential problems.
Not your company, not your service, not your experience. Why? Because the process has to be a two-way communication –street… a mutual exploration, carried out in conversation, in which both of you figure out whether you have a fit or not. In that sense, you’re each “qualifying” each other.
I prefer to talk about “determining a fit” or “seeing if we’re a match for each other” because this simple wording emphasizes the connection between us, whereas the very term “qualifying” has a mechanical, impersonal feel to it.
What we try to do is share a relaxed conversation rather than ask a pressure-filled series of probing questions. You don’t start out assuming that the person you are speaking with is a fit with you. Your only purpose in your conversation is to make clear to them that you aren’t sure you have a match, yet.
Instead of peppering the conversation with a series of needs-based questions, you simply engage them in a conversation about the truth of their situation.
Keep in mind that you can’t determine whether you have a fit or not if potential clients do not tell you the truth of their situation.
So it’s helpful to have some specifics in mind ,that you can focus on ,to help you both decide whether you have a match.
Most of these will come up easily and naturally in the conversation, without any need for you to probe with questions,
You won’t even know whether it’s appropriate for you to help them until you’ve learned their truth about: 5 things.
1. The issue. Do they have a problem or issue that you can solve? Are they open minded to the possibility of solving it, and to new ways of solving it?
2. Their priorities. Is solving the problem one of their top three priorities? Is solving it something they could do or should do – or is it an absolute must?
3. Money. Do they have the budget to move forward?
4. Timeframe. When will they be ready to solve the problem?
5. Decision-making. Does the person you’re talking with have the power to make the decision to solve the problem? Once you’ve identified that they’re facing a problem that you might be able to help them with, you can explore other facets of the issues.
“Until you’re both clear that you can help them – keep excitement on your part under check…it is inappropriate because they’re going to think, based on their past experience with people who sell, that you’re excited about making the sale. And if they sense that, it’s over.”
Let go of that hope. And instead … simply be open to all possibilities. You want to spend your time talking only to the people that you can help … going right to their potential problem or issue – never to your solution first.
So If they don’t have a problem or something they want to solve, then there won’t be a fit.
But…If they say, ‘I’m open to exploring that,’ … then, it makes sense to continue with the conversation.
But if they say, ‘No, I’m not open,’ that’s fine too. Just politely end the conversation.
You save time and energy. You stop wasting time on leads that will never work out. You find yourself spending almost all your time with potential clients who will be a fit
You get closure and can move on. When you don’t have a match, you feel free to walk away.
You have a feeling of enhanced confidence and self-esteem. You feel less needy and desperate because you’re no longer hooked on “ I sure hope they buy”
Instead, you’re grounded in the truth and you know where you stand.
Countless hours and millions of dollars are spent every year on teaching people how to sell via direct communication on the phone or face-to-face, but little attention has been given to how we communicate with potential clients in writing, primarily using e-mail.
E-mail communication is simply text that we send to someone else, which is void of any real human connection, so that many consultants have adopted it because it means they don’t have to call someone new and try to build a relationship. Of course the reasoning is because they say that they think it is more effective in delivering the message. Ie (better than personally connecting and conveying the message)- I think it’s laziness.
Asking for consulting business from people you don’t know is a kind of one-way electronic cold call. It’s also the ultimate way to avoid potential rejection. People who sell can simply hit “send” and forget about it. Meanwhile, those e-mails go out to potential new clients who receive them, read them, and hit “delete.”
If these emails are written using the traditional sales mindset in a manner that comes across as “pushing a solution” and presumptuous that you can help the recipient, the association is most likely to be even more negative. ( Even if they were interested and you could help) How aware are we of the effects of our e-mails on potential clients ??, and not just initial e-mails designed to trigger a response, but also those we send during the sales process, after we’ve actually met or spoken with potential clients?
You may find yourself reviewing your recent e-mails to potential clients and realizing that they’re heavily weighted toward discussing you and your solution, instead of your clients and their issues or problems.
Focusing on the problems that you can help your potential clients with should be the foundation that underlies
everything you write. Since the only reason you’re communicating is to uncover the truth of their situation, so you can jointly identify whether they have problems they want to solve and whether you can help solve them.
Writing that embodies a foregone conclusion – which is a conviction that your solution can help the recipient before you’ve built up any trust is not a great idea because for a potential client to feel comfortable and tell you the truth of their specific situation,… trust has to come first.
Here is a good opener...Dear Ron, Not sure if you can help me, but thought you could possibly point me in the right direction…regarding-xxx
This email gives the reader a chance to either tell the sender that he has reached the right person or to refer him on to someone else. Would you happen to know who in your organization would be responsible for team productivity issues related to improved performance in your company? You see rather than offering solutions, the writer is addressing some very real problems and issues that may exist in the reader’s company. In other words, the e-mail is about the receiver, not the sender.
Then , next sentence -Any help you could provide would be very graciously appreciated.
This statement expresses the warmth of the writer’s gratitude in advance.
Warmest regards, the warmth of this closing humanizes the whole message.
Jack Smith- Managing Director ACME Marketing
How do you think you would react if you received this revised e-mail?… better than average for sure.
Ten Guiding Principles To Trust-based Selling
These ten principles are your guide to trust-based selling.
Adopt them and you will transform your business as well as your personal life.
1) I will shift my mindset away from “making the sale” and towards the truth of whether the sale exists or not. By going for the truth of what my client is thinking and whether we are really a fit or not, shows respect to the other person because I’m not assuming they should do business with me… and that leads to finding the most qualified clients of all.
2) I will build trust with my prospect as my primary goal. Creating genuine trust is the essence of building real relationships and real relationships turn into more sales.
3) I will be a problem solver instead of a “sales pitch” person. By focusing on the problems that your prospects have instead of your solution, you make the conversation about them, and not about you.
4) I will diffuse any pressure that I sense in the sales process. By diffusing the tension and pressure in the sales process between you and your potential client, you bring both of you closer to an honest and truthful conversation.
5) I recognize the sale is lost at the beginning of the sales process and not the end. By being keenly aware of the sensitivity of the first few moments when you first interact with a potential client, you’ll be able to adjust your mindset and behavior so you stay in the present moment rather than constantly thinking of “moving forward.”
6) I will change my language away from “sales speak” to natural language that connects with people. By using phrases such as “would you be open minded about …” instead of “would you be interested,” you immediately set yourself apart as someone who is patient, open-minded and willing to listen.
7) I will do everything possible to stop “chasing” prospects so that I can preserve my dignity. By creating an open “pressure free” environment with your potential clients, you set the tone of equality so that you both respect each other and your prospect can treat you as a human being instead of as a “salesperson”.
8) I will understand my client’s problems so that they feel “understood” by me. A deep understanding of the problems that your prospects experience every day, will make it easier for you to know and care about their true situation.
9) I will focus on my ability to connect with my prospects rather than my speed of qualifying them through the sales process. By focusing on your ability to make a true connection with each prospect you interact with, you’ll get better at staying in the “present moment” so they know they can trust you.
10) I will use the new client centered sales mindset in both my business and personal life because relationships are the same in both worlds. By also applying the principle of this mindset in your personal life, with people you care about, you’ll begin to see a deeper trust being built that can strengthen your relationship.
If you have read this far you are somebody that cares…I commend you….you my friend are one of the few the rare –
10 percenters. The rest only like to read a few bullet points
Until next time – remember to stay focused on being “client centered” and that you make sure that you are not lazy about learning. We are here to serve and help each other ….that’s why I believe that…
” Selling is a Service ” !
If you’re just getting started in business why not find out what your unique entrepreneur type is…
Take the FREE 5 Minute Entrepreneur Type Quiz– Get a Downloadable PDF Report
“When you sell from honesty integrity and compassion everyone wins“
that’s because it’s not about the hard sell it’s about the heart sell.
When I first got into professional sales a few years ago I always heard that it was really about the mindset.
I wish I would have paid more attention to that advice sooner. I was too pre-occupied with the automation and tools since it was new to me. Once I got more comfortable with the technology I was in for a surprise. I will tell you what my experience has been like .
Selling is really about leading and moving people to action.
See … when you talk to the average person most people have a negative view about sales. A large part of this is our cultural hypnosis. Hypnosis is simply the non-critical acceptance of an idea and most people believe the negative beliefs about sales and sales people because that is what our culture culture tells us not because it’s what’s true
I’ve seen all types of people who need effective sales skills like… sales people coaches consultants Network marketers entrepreneurs and they all have negative views on selling as well.
It’s a negative view that’s carried over from presentation to presentation and the mindset manifests itself in a salesperson being a week closer or even worse not even asking for the sale in the first place.
Instead of powerfully asking for the order these people say well here’s my business card and call me when you’re ready to move forward and of course this approach simply doesn’t work.
I had a lot of these negative beliefs myself as in …”I am not a good salesperson.” “I am not good at closing”.” I am not good at recruiting.” I don’t like selling. I don’t like the phone. The computer programs are difficult. etc. etc. etc.
See the problem I didn’t realize back then is there was a law of belief in that whatever you tell yourself over and over and over again you will eventually believe and so I started affirming to myself that selling equal service and I sell from honesty integrity and compassion and in order for me to acquire sales greatness it might require that I change the way that I looked at being a salesperson I started thinking and seeing myself as a sales coach… And started learning everything I could from that day on.
I created a bigger expectation of myself … a goal to work towards helping other people get what they want and need .
Because I knew that if I helped enough people get what they want… eventually I’d get some of what I wanted… Paid.
So I started to embrace selling. I started to realize that getting better at sales was the key to reaching my dreams and potential.
I started learning about the idea of precession in that most sales people focus on their commission and hitting the numbers making money and getting some kind of quarter and paying their bills with the side effect of helping some people of course this is all backwards. What I focus on instead, is to try and add value as much as I can… and then as a byproduct, or side effect, or pre-cessional effect, I’m able to create financial success for both my client and myself.
Persuading and influencing others to act is really about showing the person … how they can benefit from doing what I’m asking them to do.
Positive energy is part of my job description now.
I like to think about how I can contribute to solving a problem… not what I can get or take from it. I ask myself …” How Can we fix this or make it better for the customer ?”
Sales is a service and I love to help people solve their problem. Since I can be the only one who creates my reality… I find people who love to work with me. Then by positive supportive action… a precession occurs that many times … cannot be predicted or measured beforehand.
From my own personal experience I know that the universe rewards people who take action differently than those who don’t. So there’s a whole new level of success that’s available to me if I would just simply make a decision right now this moment to live from this Day Forward according to the philosophy of playing at level 10. Which consistently demands of me to take action towards my goal.
That’s where the saying of just showing up is 90% of the work… it still resonates…today.
Or another way to say it is if you don’t do the right things the right things aren’t going to happen for you.
So if I do the right thing and add value to the customer as much as possible then the byproduct will be success.
Overtime I’m getting better and better at business and marketing and sales presentations.
The ideas that I put into action are to focus on the customer and not myself and the way that I add value is to share the benefits as well as the benefit of the benefits also I provide information to educate and make wise decisions I also educate them on their own ability or value Plus I try to illuminate a path or vision of successful actions that can lead to the desired results.
The bottom line is to show up because the universe rewards people who take action differently than those who don’t.
This phenomenon called a precession occurs that is when the unexpected and almost always positive side effect happens when you take that action.
Greatness in sales comes by focusing on adding value to the customer.
Everything preceding was essentially the inner game of selling. Next we move to the outer game of selling known commonly as the process of influence. In this example we’ll set up a step-by-step sequential framework that leads logically to the product selling itself.
You could describe the process like going up a mountain and the customer starts at the base of the mountain. We start with lead generation… then appointment setting and then … live presentations either face-to-face, by phone or zoom.
Next we establish trust and build rapport at the same time we’ll identify customer needs…then share some benefits . We will then close and handle objections… then close again.
If we don’t close the sale with the prospect and he or she is still interested… then we follow up.
The process of influence….
You got to get yourself mentally and emotionally psyched up and prepared to talk to strangers. Now most of them, will reject what you’re offering… so it does take motivation, determination, courage and perseverance. That’s where having the right inner mindset is crucial that we talked about earlier.
It’s nice to have some sort of a script when you meet with the customer because you’d like to know what you’re going to say and do when they answer the phone… based on what you’re trying to accomplish.
So ahead of the meeting, you want to know what action you want them to take as the result of your meeting?
Since the inner game is the mental side of selling that we covered earlier… just to remind you those are your beliefs …what your comfort zone is and how you deal with rejection. It’s a sales rep preparing for a big sales meeting … or the consultant getting ready to meet with the big client that they have been trying to land.
Now let’s talk about the outer game which includes three key systems for growing any business and a half a dozen steps to making a sale.
The three key Business systems.
1. Lead generation
2. Appointment setting
3. Lead conversion
Lead generation is making contact with people who need, want and are interested about your product or service.
Appointment setting is creating opportunities to deliver sales presentations to the people who want to buy from you
Lead conversion is delivering that sales presentation and making the sale
And in each one of these areas …pay close attention… because you’ll want to use your inner game your outer game and action on all three levels for lead generation, appointment setting and lead conversion. Let’s go over some of the details.
In business when you look at these three key Business systems the bottom line is the conversion. That is where you close the sale and make money.
Building trust and rapport
Identify customer needs
Share the benefits
Ask for the sale…pre close
As for the sale again
Generating unlimited leads
The purpose of generating a lead is to generate a lead simple right? A lot of times when I explain that to newer clients and internet marketing I usually get a chuckle about that except this is a pretty profound distinction that is necessary for us to point out about selling. What allows us to do is to look at lead generation as a standalone activity in the sales process.
What I mean by that is that when you meet someone at a networking event…
And you might be interested in doing business with them, the only thing that you want to do is simply get their contact information that’s all.
One of the biggest mistakes I see people in the influencing process of sales make is to try and accomplish too much too soon. Instead of focusing solely on generating the lead, they begin delivering their sales presentation at the networking event…. Don’t be that person.
Just ask for a business card and exchange information.
And when you get to the point where you’re thinking about leads think in terms of the lead generation system.
And of course this would consist of some sort of database to track all your contacts and then be able to market to them directly since they’re on your list.
Also it’s a good idea to consider anyone who might be a person of influence since everyone you know has their own network there’s probably some person of influence who has your target market in their Network.
If there’s something you can do for a person of influence to provide value for them and their group you can give yourself a source of hot fresh leaves of people who are ready and willing to buy from you because you’ve already built trust and rapport.
Think of a reciprocal referral relationship for instance if you’re a real estate agent you could create a relationship with someone who sells insurance then that person could create a relationship with someone who sells cars and maybe an accountant who does tax preparation and then maybe someone who does printing and so forth.
Giving out free reports and checklist that you can download as well as videos PDFs and other recordings that have value or good ways to get new leads contact information on an ongoing basis known as evergreen.
I even have a free entrepreneur quiz here at etquiz.net
With Tw3 marketing software automation you can set up continual emails, texts , and calendar booking so you stay in contact . This helps to keep you in the conversation with the prospect and continue to offer free services and value.
“This also helps to keep your business on your prospects radar on Auto-Pilot !“
Key points to remember about lead generation is that… it does require the proper mindset.
You must “Believe” in abundance when it comes to lead generation. I like to draw a big circle on a white piece of paper then make a DOT somewhere in the middle of the circle then I imagine that that dot has thousands and thousands and thousands and thousands of people that are perspective leads for my business and they’re all on that dot if there was any more I’d be having my plate spill over.
Once my lead generation goals are set I review them every week track them then reset them all through the TW3 software and sales database.
There are so many lead generation tools and ideas that in order to review them properly I’m going to refer you to our website. But the best way is one in one…to really go over the details that will work best for you and your business and what you’re trying to accomplish…
Let’s set up a free strategy call and a Demo of our Tw3 automated marketing software.
The Personality Profile Quiz takes about 30 minutes…and you will want to write your answers down on a sheet of paper. Then you tally the numbers for each Personality Type . By the way there are 4 different types that will Indicated by 4 different colors. Red, Blue, Green and Yellow.
So prepare to be 20 to 30 minutes ….but on my blog you can also take a shorter 5 minute quiz for FREE to which will help determine your unique entrepreneur type…or go directly to http://etquiz.net
Personality Quiz Instructions
This personality profile is designed for you to understand who you are, what you like, and what you dislike. More importantly, the value of this profile is to start understanding others. Many of us go through life trying to get people to “see life our way” when, in fact, to be successful in business AND LIFE IN GENERAL, it is the exact opposite. You need to “see life the other person’s way”. While taking this personality profile realize there are no right or wrong answers. You will not be graded on this. While reading the questions, there will be answers that are very similar to each other. Make sure you take the time to determine which answer fits YOU the best. Be as accurate as you can, and remember: the more honest you are, the greater the result. This profile is not designed to impress anyone. The point is to accurately learn how YOU interact with people. Remember, it doesn’t matter what personality is your strongest or what personality type you are, it matters that you understand all the different personalities and can adapt to any one of them at any time. Turn the page to get started.
PART ONE Directions: You have been given a sequence of questions. Divide 12 points among the answers to each of the questions as described below:
6 Points The answer that best describes you 4 Points The number two answer that describes you 2 Points The number three answer that describes you 0 Points The answer that is the least like you
Remember: honesty counts. Make sure the answer you put is how you are, not how you would like people to see you.
When creating a strategy for your business you would like the person you’re dealing with to: 1. ___Be non-confrontational and realize the importance of establishing a good working relationship. 2. ___Discuss all possibilities and be as direct as possible. 3. ___Emphasize a practical solution with a “results is what counts” approach. 4. ___Logically think through and outline the task before attempting to start.
When dealing with a face-to-face situation with someone, your approach is: 5. ___Serious and sometimes passive with my message. 6. ___Responsive and attentive, usually energetic. 7. ___Bright and quick, somewhat assertive. 8. ___Quantitative, individualistic, and smart.
C.I don’t like it when the people I work with are: 9. ___Too passive and take a long time to come to a decision 10. ___Unorganized, late, and sloppy. 11. ___Pushy, argumentative, who have debates. 12. ___Uncaring and tend to be very callous and standoffish.
D.When you meet someone for the first time you usually always: 13. ___Have a great strategy already lined out and a specific goal of what to discuss, and you stay on that subject only. 14. ___Ignore the title of the individual you are talking to, treat each other equally, and just go with the flow. 15. ___You forget the small talk, get right to the point, and let him/her know your expectations. 16. ___Spend time getting to know the person and are always nice. E.When I am in a group discussion people see me as being: 17. ___Non- confrontational, supportive, and involved. 18. ___Detailed, logical, and orderly. 19. ___Quick, creative, and fun. 20. ___To the point, efficient, and with a specific goal in mind. F.When it comes to time, my outlook is best described as: 21. __It must be done now. 22. __It may be late, but it will be worth it. 23. ___Concerned about the future implications of today’s actions. 24. ___It must be done right the first time.
G.I enjoy giving the impression that I am: 25. ___Aggressive, goal-oriented, and confident. 26. ___Very smart, systematic, and conservative. 27. ___Very social, always fun, and spontaneous. 28. ___Caring of others, creative, and artistic. H.When I am ready to act, I assume that: 29. ___I have the facts, and it is a logical decision. 30. ___It is fun and very creative. 31. ___The people I am dealing with understand and trust my decision. 32. ___I will get the result I need immediately.
PART TWO When completing Part Two, be sure to read the questions carefully. You have 4 points. Disperse them as you feel they appeal to you. Read the statements carefully before responding, but do not try to “over-analyze” them. You will get more accurate results if you answer spontaneously rather than think of extreme situations in which both statements might possibly be true of you. Remember, there are no “right” answers and that no personality type is better than any other. You may divide the 4 points equally between two choices or any way you think they are rated. Example: 1+3=4 or 2+2=4 or 0+4=4. Have fun!
33. ___I am a social person and love people. 34. ___I am a use-my-mind type and I love to come up with new ideas.
35. ___I am organized and very systematic. 36. ___I am a “now” person and a go-getter.
37. __ I am fashionable and care how I look in public. 38. ___I am a leader and take on changes.
39. ___I am informal and conservative. 40. ___I am caring, not confrontational, and I love people.
41. ___I am very focused and driven. 42. ___I am artistic and use my imagination.
43. ___I am particular and need facts to make a decision. 44. ___I am a free spirit and look at things in a philosophical way.
45. ___When I am in a group of strangers, I tend to be quiet and orderly. 46. ___When I am in a group of strangers, I am comfortable, and get to know them fast.
47. ___When meeting with someone I have a tendency to be late. 48. ___When meeting with someone I am always on time or early.
49. ___When I am with a group of friends I enjoy listening and helping them out. 50. ___When I am with a group of friends I tend to lead the pack and do what I want.
51. ___When faced with a problem I am the first to create a solution and fix it. 52. ___When faced with a problem I tend to get other people involved to help me get rid of it.
53. ___If I had a choice of careers, it would be sales, entertainment, or travel. 54. ___If I had a choice of careers, it would be in space engineering, computer technology, or law.
55. ___If I had a choice, it would be in helping others, nursing, teaching, or as a social worker. 56. ___If I had a choice, it would be in the stock market, finance, politics, or as a military leader.
BLUE PATTERN OF BEHAVIOR: Informal Aggressive PRIORITY: Relationships & Interacting PACE: Fast & Spontaneous STRENGTHS: They are enthusiastic, optimistic, persuasive, playful, charming, motivating, bubbly, funny, refreshing, convincing, and animated. They are creative and highly intuitive. They are usually “the life of the party” and they love to socialize with people. They are excellent promoters. WEAKNESSES: They tend to talk too much. And on top of that, they tend to talk before thinking. They are disorganized, but tend to be disorganized in and organized fashion. They tend to be the poorest savers of all the personalities. They are poor at follow-up and tend to be forgetful. They are known to be somewhat scatterbrained. They are likely to go off on 10 different angles or subjects within the same 10-minute conversation. LIKES: They like to have fun. Their attitude is “if it’s not fun, why do it?” They like to get recognition because they like to be in the “spotlight.” They like to party and have a good time. They like to know that they are liked. They like to get the “big picture” rather than the technical details. They like excitement. They tend to be dreamers. DISLIKES: They don’t like anyone or anything that tries to take away their fun. They don’t like being alone. They dislike system, rigid rules, and long drawn out processes. ATTITUDE: Personal, open and sincere. USE OF TIME: Undisciplined and fast pace. WHAT THEY NEED TO KNOW ABOUT YOU: Evidence you are trustworthy, friendly & non-threatening. WHAT THEY NEED: Personal attention & interest. HOW TO PRESENT: 1) WHY your opportunity is the best. 2) Support their feeling, interests & develop a relationship. TO FACILITATE ACTION: Provide guarantees & assurances. Offer opinions instead of options.
GREEN PATTERN OF BEHAVIOR: Formal Passive PRIORITY: Tasks & Facts PACE: Slow & Systematic STRENGTHS: They are accurate and precise, efficient, well read, conscientious, and dependable. They are the most organized of all the personalities. They have great follow-through skills. They are good at persisting through tasks that most would consider boring. They are good problem solvers and they tend to be very neat. They are great planners and once they commit, they will consistently work their plans. WEAKNESSES: Paralysis by over-analysis. They can be too critical & overly cautious. They are hard to please because they are perfectionists. They tend to be easily depressed because most people and situations don’t meet their stringent standards. They tend to be more pessimistic and skeptical than the other personalities. They are generally withdrawn from otherS and tend to be loners. They will spend lots of quiet time seeking revenge from those who have performed wrong doings to them. LIKES: Details, facts, analyzing, figuring things out, and taking things apart. They like being on time, being right, being accurate, and being precise. They like organization and they like to schedule things. The like processes and systems. They like order, structure, planning and preparing. They like things to be in a perfect line and they like things to stay in a box. The like predictability. The believe there is a time and a place for everything. DISLIKES: Being wrong, disorganization, obnoxious people, pushy people, and people who are not on time. They do not like people who are not precise and prepared. They don’t like spontaneity and surprises. ATTITUDE: Businesslike and Reserved USE OF TIME: Deliberate, thorough & accurate WHAT THEY NEED TO KNOW ABOUT YOU: Evidence of your experience in analyzing and solving problems WHAT THEY NEED: Documented evidence that what you say is true and that you are prepared. HOW TO PRESENT: 1) How to do business 2) Do the products actually work TO FACILITATE ACTION: Provide facts and good service
RED PATTERN OF BEHAVIOR: Formal Aggressive PRIORITY: Results & Winning PACE: Fast & Decisive STRENGTHS: These are the people who we tend to call “ our natural born leaders. “ They are powerful and they like to take action. They are very goal oriented, are risk takers and actually thrive on opposition. They are very independent, self-sufficient, dynamic individuals with lost of energy. They can successfully juggle many different tasks at the same time, and they tend to make quick decisions once they’ve had a chance to gather and review the appropriate information. WEAKNESSES: Even though they make the quickest decisions, they do have a tendency to wait until the pressure builds up before taking action to complete a goal…in other words they have a tendency to procrastinate at times. They are the most unsympathetic of all personalities, meaning that they have a tendency to forget that other people have feelings. They are very impatient. They can come off as rude and pushy. They like to argue. They are usually the most stubborn and un-teachable of all the personalities because they already feel they know it all. They are known to have short tempers and they tend to be domineering and are not good listeners. LIKES: They like a challenge. They like giving their credentials and telling others how important they are. They like to know that you are connected to the “the important people.” They love being in control. They like power. They tend to like stress and work better under stress than the other personalities. They like to argue and they have to win. They like to be leaders. They like doing things that will make them money. They don’t go shopping – they go buying DISLIKES: They don’t like small talk. They don’t like being behind. They don’t like wasting time and they don’t like to be followers. They don’t like to stop and small the roses. They don’t like to get too mushy, or touchy in public. They don’t like crying…it’s absolutely prohibited in public. ATTITUDE: Businesslike and Powerful USE OF TIME: Disciplined and fast paced WHAT THEY NEED TO KNOW ABOUT YOU: Your qualifications, records, and values WHAT THEY NEED: Documented evidence stressing results HOW TO PRESENT: 1) WHAT you can do for them 2) Support their ideas and conclusions TO FACILITATE ACTION: Provide options, probabilities, and challenges
YELLOW PATTERN OF BEHAVIOR: Informal Passive PRIORITY: Relationships & Communication PACE: Slow & Relaxed STRENGTHS: They are easy to get along with and have great listening skills, which is why they have a lot of friends. They are team players. They are very loyal and dedicated. They are very creative. They avoid conflict and are very cooperative which tends to give them a peaceful demeanor. They are non-threatening, love to help, and are the most patient of all the personalities. They are nurturing, supportive, loyal, and dedicated. WEAKNESSES: They have a tendency to be overly sensitive and take things personally – such as rejection for example. They tend to watch things happen instead of making them happen. They conform to the crown because the don’t want to “rock the boat.” They are usually unassertive and are often walked over by some of the their personalities. They are not goal-oriented, and seem to just go with the flow. It’s easier for them to buy other people’s excuses, than it would be to convince them to change. LIKES: Peace, love, happiness, animals. In fact, if they were given on wish, they would choose harmony and peace in nature and mankind. They like volunteering. They like to help and give to others, especially the needy. Yellows are the ones who support the street people making financial donation at every major intersection. They like getting to know people, and they like to absorb the sunset into their spirit and let Mother ocean caress their souls. DISLIKES: Pushy and aggressive people really irritate them, especially the people that we call bullies. They don’t like confrontation. Loud and obnoxious people are definitely a turn-off. They don’t like being pushed around even thought it tends to happen quite a bit because they would rather submit than confront. There is a threshold point, however, where they will snap and become more aggressive if you push them too far for too long. They don’t like people destroying the rain forest, killing animals or causing wars. ATTITUDE: Open, friendly, and laid back USE OF TIME: Undisciplined and Relaxed WHAT THEY NEED TO KNOW ABOUT YOU: Who you are, what you think, and who you know WHAT THEY NEED: Recognition and approval HOW TO PRESENT: 1) WHO is in the company or endorsing our products 2) Support their ideas and intuitions, and your relationship TO FACILITATE ACTION: Offer testimonials and show bigger picture as it relates to helping people
Thank you, I hope these quizzes provided some value to you and your Entrepreneurial Journey. I would like to offer a FREE Strategy Session to you just for reading all the way through. You are a rare breed…so to book a 30 minute session on the house ( Normally $97) go to the button below and pick a time to talk.
You know what the problem these days really is a result of ?
For most of us…”We just don’t think for ourselves ” ! Our common aspiration is…” to blend in “and conform….while , at the same time…our whole cultural existence encourages…your are different…basically a view of being a separate and unique individual…? Huh? Apart from the rest of the world? It’s about this way of thinking… that I want to talk with you today. We have it better today in this Golden Age …than ever before …it is better now than it has ever been for mankind.But somehow in the richest country in the world,. many of us manage to pretty much take it for granted .We here in America are particularly fortunate to live in the richest most prosperous land that ever existed. This truly is the land of abundant opportunity. Do you know …what happens to the 100 people who start out with a like minded idea at the age of 25 over time ? Do you have any idea what will happen to those people by the time they’re 65? 100 people start” with similar characteristics” …with the same abilities and chance at opportunity… at the age of 25 …and just like they do…we all believe we’re going to be successful , right ? And if you ask any one of these people having a similar desire , meaning he wanted to be financially independent at 65. The reality is one will be rich….4 will be independent… 35 will still be working… 54 will be broke. So I think about why do so many fail ? And what has happened to the sparkle that was there before ? It was there when you are 25… what’s become of the dreams…the hope ….and plans ? Why is there such a large disparity… between what you intended to do…and what you actually accomplish? When we say about 5% of us achieve success… we have to define success.The best definition I’ve ever been able to find is “that success is the progressive realization of a worthy ideal… that a man is working toward …where there is a predetermined the goal …and he knows where he’s going .The man that does this …that man is a success .If he’s not actively and consistently working toward that goal….Then he is failing. So success is the progressives realization of an ideal .In the classic and the wonderful book called” Man’s Search for himself”In this book Rollo May says …”the opposite of courage in our society is not cowardice … it is Conformity” !Ouch….and there you have the trouble today , it is …Conformity… people acting like everyone elsewithout knowing why … without knowing where they going . Think of it …in America right now …they’re over 28 million people 65 years of age and older.Most of us are broke are dependent on someone else for support and necessities. Limited by circumstances by the time they get there…it starts narrowing are vision of what’s possible.
We all are going to need to make a living by the time we are 25. Usually buy a diamond get married.Big questions these days are …How do I make me a living with supporting a family while trying to get ahead ?But by the time we are 65 we haven’t learned how to become financially independent… in the richest land that has ever been known ? When we conform and settle…for results, we ‘re acting like the wrong percentage group…the 95% that DO NOT Succeed ! Many of us believe that our lives are shaped by circumstances…you know… like things that happened to us by exterior forces that they have no control over. Why do you get up in the morning ? If you were to ask the above question …a lot of men working right now… 19 out of 20 have no idea .If you ask him further…he’ll say well” everyone goes to work in the morning” and that’s the reason they do it !Because everyone else is doing it…CONFORMITY -Well you have to earn a living. ( Not necessarily the same way) Let’s get back to our definition of success …who succeeds ? The only person who succeeds is the person who has progressively realizing a worthy ideal… is the person who says…” I’m going to be successful (“no matter what”)and begins to work toward that goal.There are successful people everywhere.People are at success as the school teacher ….who is teaching school because…” that’s what you want to do. “For this reason alone” is why I love teaching… teaching school because that’s what you or I wants to do. Success is a woman who’s a wife and mother….because she wanted to become a wife and mother …and is doing a good job of it. Success is a man who runs the Corner Gas Station…. because that was his dream ….and that’s what he wanted to do. Success is the persistent salesman and his organization striving to help others get what they want and need to better their lives…A success is any of us who is doing a predetermined job … because that’s what you decided to do… deliberately. Problem ? It’s only “Only one or two… out of 20” that actually realize it and do it. They work toward their goal.So the real obstacle today is…OURSELVES…What …why ?There really isn’t any competition for you and me… unless we create it ourselves… unwittingly.So instead of competing … all we have to do is create for ourselves…not conform or settle. For years I looked for the key that determines what would happen to a human being and I wanted to know which way of thinking would make the future a promise that we can foretell to a large extent.Is there a key that would guarantee a person becoming successful … if you only knew about it …and you how to use it well. Like a magic wand almost. Well there is such a key . Many of us are hard workers… sincere workers….but at the same time… so many areus are loyal, dependable and honest…but never ever achieving anything in particular…. Meanwhile others don’t seem to work hardly at all, but seem to get everything.It’s almost as if you have a magic touch . You have probably heard them say that about someone….that whatever that person gets involved with or touches..Gets turned to Gold. If you pay close attention you will start to notice that someone who becomes successful…tends to continue to become successful. You will also see that if someone is a failure…most of the time…this is someone that tends to continue tofail working toward an ideal goal. Some of us have goals and we succeed because we know where we’re going. It’s that simple ! Picture it like this…think of a ship leaving the harbor and take it on a trip.The captain and crew know exactly where it’s going and how long it’ll take.It has a definite course and target destination. It will work 99 out of 100 times…that is you will arrive consistently at the desired destination. Now take the same ship and give fuel and safety but no course. What I mean is … give it no aiming point… no destination.We just start the engines and Let It Go. I think you’ll agree with me that if it gets out of the harbor at all the would be lucky…they can either sink or wind up on some deserted Beach a derelict. The ship can’t go any place because it is disconnected and has no guidance ! It’s the same with the human being. Take a Salesman for example there’s no other person in the world today with the future of a good salesman selling is the world’s highest paid profession. And if we’re good at it … you know where we’re going .Every company top notch salesman.. and they reward those salespeople handsomely… the sky is the limit for them. It has been… ” said the human race is fixed not to prevent the strong from winning …but to prevent the weak from losing. The American economy today can be compared to a convoy in time of war… the entire economy is slow down to protect its weakest link. Just as the Convoy had to go up to speed of the slow and laden ships. The way I see it is ……it doesn’t take some particular brains or talent to make a living to support a family today.So we have a plateau or so-called security or comfort level. So what we have to do is …. decide how high above this track we want to go. Let’s get back to The Strangest Secret in the world. I wanted to tell you the reason people with goals succeed in life.If you understand completely… what I’m going to tell you from this moment on… your life will never be the same again.You will certainly find it good luck or at least good luck will seem to find you. The key to success and the key to failure is this: we become what we think let me think about ! Many wise people that are teachers and philosophers believe it is proper to disagree with one another on many different things…. but it’s only on this one point that they are incomplete and unanimous agreement . Marcus Aurelius Roman Emperor says “a man’s life is what his thoughts make of it .” You can see this because everything comes if a man will only wait . If I have sold myself and bought it… by continuously picturing in ones mind you take a picture . And a human being with a set of purpose must and will accomplish it… and that nothing can resist the will that will stake even existence on it. Ralph Waldo Emerson Says “a man is what he thinks about all day long “. We need Only to act as in cold blooded reality,as if the thing in question, were real… and it will become a reality. So if you only care about a result …you will most certainly will miss the journey. If you wish to be rich you will be rich.If you wish to be learned you will be learned.If you wish to be good you will be good.Only you must and really wish these things …and wish them exclusively…not at the same time together with incompatible things. In other words you need to do the right things if you want the right things to happen in your life.
To he or she who believes… all things are possible …. Going back to Norman Vincent Peale is one of the greatest laws of the universe. Of course I wished to discover this earlier in life but late is better then never. Simply stated…. it is that one of the greatest discoveries … the Great Law briefly and simply stated is that ” if you think in negative terms you will get negative results”if you think in positive terms you will achieve positive results… that is the simple fact. George Bernard Shaw says “that people are always blaming her circumstances for the way life is. I don’t believe in the circumstances. You will get what is deserved most of the time so if you want to get something else …then these people get up and look for the circumstances… and if they can’t find them…they will make and create them. Once you start to realize it for yourself…it is pretty apparent . Then every person who discovered this thinks that he was the first one to work it out. we become what we think about …
We become what we think about…so conversely is the man who doesn’t know where he’s going …and who starts and goes thorough life with thoughts of confusion… and anxiety …and fear… Well then, worry becomes what he thinks about all day long …his life becomes one of stress and anxiety . To top it off…the worry is about nothing 90 % of the time. I want to tell you about a situation that parallels the human mind . What’s planted in the land gives the the same growth.Same in your mind. Farmer has a choice… he may plant the land and grow whatever he chooses, and the land doesn’t care. It’s up to the farmer to make the decision…Now in the human mind and with the land it is the same… because I like the land , the mind doesn’t care what you plant in it. Both the land and your mind will return what you plant. You could have corn seed (+)and poison oak(-). One positive thinking thoughts and one Negative. Plant either one… but the mind doesn’t care what you plant…it will put out a combination of the ingredients you put in…you can not get something out that is not there in the first place. Therefore…I prefer to focus on the positive things I can think ,say, and do…to make life better for everyone. What you sow..is what you shall you reap. Where you put your time, energy and focus… is what gets attention so that that is attended to will improve.
When I recruit for my company I talk to lots of diverse and interesting folks all over the U.S. And one of the things I noticed sometimes is that …we take it for granted the way things are here in the America. It is good to remind yourself now and then that …”familiarity breeds contempt “.Our ability to decide now ….what it is that you want going on and heard in your mind.It’s the most important decision you’ll ever make in your entire life .You want to get rich then what you got to do is plant that seed in your mind… care for it ! EVERYDAY. If you want you want to be an outstanding service leader or be a better worker at your particular job…plant the idea. You want to go places near company in your community… got to do is plant that seed in your mind …and care for it work steadily.Put yourself in your mind’s eye as having already achieved this goal… see yourself …doing the things you will be doing. If you asked the average person in the street…” Why are you where you are right now in life ? Most will say this happened and that happened totally out of my control so this is the resulting situation …so in essence…a victim of circumstance…but the truth is he really is where he is because… ” that’s exactly where he really wants to be” whether we will admit that in each of us or not. The reality is you must live off the fruit of your thoughts for the future. You can not get a product out that did not have the right ingredients… because what you think today and tomorrow next month or next year ….will mold your lifeand determine your future . The Strangest Secret in the world and why do I say this ?Actually it isn’t a secret at all …it has always been in plain sight but eternally overlooked.
I’ve never forgotten that the grand creator and architect of the universe did not build a stairway to nowhere …so remember…” as you believe… so shall it be done to you”- the effort you put forth to be a doctor …you will pay the price of long years of difficult study. To be successful in selling you remember that each of us succeeds to the extent of his ability in that we are able to sellour families on our ideas. Selling education in schools in selling our children that there are the advantages of living the good life .Persuading our Associates on The Importance of being a good and ethical person a top-notch professional.We strive emotionally as well as intellectually to control our thoughts because for every action there is an equal and reaction simply stated as it applies to you and me the limitations you have are self-imposed and the opportunities that you have today or enormous. It is important for you to think positive and let your marvelous mind think about your goal for all possible angles as well as your imagination to speculate on many different possible solutions . Make it so that you refuse to believe that there are any circumstances sufficiently strong to defeat you . Plus no matter what your present job is, remember that it has enormous possibilities… if you’re willing to pay the price. A Wonderful Life can be ours . It is of course worth any price. See it clearly for yourself…
You will become what you think about. Period.
Thinking About Working from Home On Your Schedule ?
for when and where you’re going to do the new habit over the course of the following week basically build it into your schedule and complete this sentence during the next week I will partake in at least 20 minutes of X new habit on this day at this time at this place
implementation intention statement… when situation arises I will perform response why… we are creating cues the two most common are time and location dependent hundreds of Studies have shown that implementation intentions are effective for sticking to your goal whether it’s writing down the exact time and date of when you’ll get whatever it is done or recording the time of when the appointments going to be it increases the odds that you’re going to stick with the habit
people who make a specific plan for when and where they will perform a new habit are you 90% more likely to follow through
Most people lack Clarity not motivation
Don’t make General statements that never work… they’ll say oh I’ll write more or I’ll eat healthier or I’ll do better I’ll just remember to do it…then what happens?. Which vague and not measurable
Complete this sentence… I will do this behavior at this time and location. Being specific about what you want and how you will achieve it helps you say no to things that derail progress …distract your attention and pull you off course. When your dreams are big it’s easy to rationalize little exceptions all day long and never get around to the specific things you need to do to succeed .You got to give your habitat time and a space to live in the real world. The goal is to make the time and location so obvious that with enough repetition you get an urge to do the right thing at the right time and if you can’t say why.
One of the best ways to build a new habit is to identify a current habit you already do each day and then stack your new behavior on Top …This is called habit stacking…complete the sentence… after the current habit I will do the new habit so put the new habit in after current habit that you have that you enjoy… key is to tie your desired Behavior into something you already do each day… for example… meditation after I pour my cup of coffee each morning I will meditate for X minutes or exercise after I take off my work clothes I will immediately change into my workout clothes… you want to take advantage of the natural momentum that comes from one Behavior leading into the next
Consider when you are most likely to be successful . With your current habit, you should
also have the same frequency as you desired habit. Habit stacking increases the likelihood that you’ll stick with the Habit by stacking your new behavior on top of an old one this process can be repeated to chain numerous habits together each one acting as a cue for the next so take advantage of the natural momentum that comes from one Behavior leave leading to the next
habit stacking allows you to create a set of simple rules that guide your future Behavior it’s like you always have a game plan for which action should come next.
First law …make it obvious so you have NO ambiguity
environment is the Invisible Hand that shapes your human behavior … it’s not easy to practice and play your instrument …when it’s always out of sight in another room and you probably won’t remember to read all the books you are interested in if your books are in a shelf…in the closet…So you want to create obvious visual cues which can draw your attention toward a desired habit ” like place your drum in the middle of the living room “…to remind me to practice.
Clear the cluttered space…start with a clean work area…this one helped me immensely…visual cues that are seen all the time end up interfering with your goals and derail progress.
Next time we’ll talk about…How to get rid of bad habits…but for now …. Let’s find out your entrepreneur type …? Take The Free Quiz at http://etquiz.net
What Is The ” Entrepreneur ” Mindset ? … And Is It Something That Can Be Learned ?
In this Special Report …you’re going to learn the specific mindsets and skills that successful Entrepreneurs have.
When you combine them together in your own life, you can develop yourself into a powerful Entrepreneur, business creator, and designer of your future. It’s also important that you think and review these ideas and concepts multiple times. It will become even more profound the 2nd and 3rd time you go through it, and really, it’s something you should go through once a year for the rest of your life.
If you look at the historical meaning of the world Entrepreneur
you’ll find the idea of connecting and building and combining things to create a business. Now for you and me today… In modern times the word has been used more as someone who simply runs a business. But I see an Entrepreneur as someone who starts and builds a business, who creates value for customers in an innovative way. An Entrepreneur is also a risk taker. The game most people play unconsciously and compulsively is to avoid loss. But an Entrepreneur overcome this tendency to always do the safe thing, and instead continually takes calculates risks over and over until they find the right opportunity and hit a home run.
So an Entrepreneur is really a bearer of risk.
It’s important to recognize that most things in life don’t work out. Think of Thomas Edison. But we humans love to get attached to our favorite ideas and believe they are going to work. Most of the time they don’t. An Entrepreneur takes the risk of putting their time, money, and reputation into ideas and really going for it.
An Entrepreneur doesn’t just adapt to an environment – they CREATE the environment.
They don’t just copy what everyone else is doing – they create NEW value and service and wisdom. When you shift your self-image from someone who adapts to things to someone who creates things, that’s a big step in your own path of personal growth. And that’s another way to look at an Entrepreneur – as your identity, as who you are and who you’re becoming. When you label yourself as an Entrepreneur, that’s when the self-image of being just another cog in the wheel disappears and you really see yourself as a “prime mover,” someone who is operating in a world that’s waiting to be shaped by someone like you. This mental shift changes the whole game of your life. You have the opportunity to discover yourself as a creator, and as one who can reap great rewards from living your life as an Entrepreneur
Let’s look at my definition of Entrepreneur, and it’s pretty condensed. Here it is: The Entrepreneur creates profitable businesses.
This, in essence, is what the Entrepreneur does differently from everyone else. They don’t rip off – they create and innovate. And when they create, they create more value than what they consume.
To succeed as an Entrepreneur you need to learn how to balance 3 distinct needs:
Balancing the needs of these 3 different entities requires a new set of leadership skills – and we will be talking about them in this on going special report.KEY MINDSET– One of the most important mindsets successful Entrepreneurs have is called “Speed Of Implementation.” This is about taking whatever you learn and using it IMMEDIATELY. You can’t wait around – you must implement as soon as you get a great idea. The winners don’t wait around for tomorrow or next week – they implement RIGHT NOW
How To Develop Winning Entrepreneurial strategies. We are going to focus on learning about creativity, productivity and leadership, as applied to the Entrepreneurial space.
The fist part In this session we focus on creativity, and we’re going to learn how to use our minds to connect ideas and things together in new combinations… so we can actualize and achieve success in business and in the world.
Your imagination is a critical component of your Entrepreneurial tool kit.
It’s what sets you apart. Most people think you must see something before you can believe it. But the Entrepreneur learns how to believe in something BEFORE they can see it. This is how they create new and innovative products and services. You must also get the belief that by doing the necessary things, you can become a successful Entrepreneur. To believe it, you have to actually go in and create the belief. Remember, it’s not seeing to believe, but believing to see. Remember…Einstein said “Imagination is more important than knowledge, for knowledge is limited, whereas imaginations embraces the entire world, stimulating progress, giving birth to evolution.”
There are 2 kinds of creativity: proactive and reactive.
Reactive creativity is basic problem solving. Something happens and we must react in the moment in a creative way to solve the problem. The other kind is proactive creativity. This is where we consciously and willfully set time aside to engage our creativity and produce something new. It doesn’t strike most people to set out specific time to be proactively creative, but it’s very important that we do it. It’s the highest power we as Entrepreneurs have.
There are 2 ways to view the world:
Either the world is set and can’t be impacted by us… or the world is changeable and you can learn how to impact things. If you have the second mindset, you will claim more power in the world. When you believe it, you will start to see it. Part of creativity is creating your own beliefs, your own reality, and your own way of viewing the world. But as you’re doing this – as you’re creating your own unique perspective – check in with reality and see if it’s correlating. If you go too far, you’ll be creating your own reality but it won’t match up with what’s really going on. And that’s not going to help you, your business, or the people you’re trying to serve.
Now…here is the idea of the “Critical Counter-Intuitive.”
It comes from the observation that the path to success is usually not obvious and is typically counterintuitive. Us humans evolved in a time that doesn’t exist anymore, and we are no longer well suited for the reality we find ourselves in. It’s changed so much over the past several hundred years with technology, etc. We now find ourselves in an environment where pretty much everything we need to do to succeed is not the thing we’d automatically do. For example, if you have some wheat, the natural thing to do is eat it. The counterintuitive thing is to store it until spring, plant it, and harvest it in the fall. If you’re mad at someone, the natural thing is to assume you’re right and they’re wrong. The counterintuitive thing is to see that if you were them you would have done the same thing, and see things from their side. If you’re attracted to someone, the natural thing is to call them 3 times a day and tell them how much you like them. The counterintuitive thing is to relax and allow some mystery and intrigue to happen. When you’re starting to work in the morning, the natural thing is to check your email and dive in. The counterintuitive thing is to analyze what you need to do, identify the top priority for the day, and work on that with single-minded focus before even turning on your email and allowing other people’s agenda to become your agenda. The Critical Counter-Intuitive is often the path to success. I found this out only after a ton of trial and error…I would like to spare you that.
Another important idea is that of Emergence.
When several atoms get together and form a molecule, the molecule is an “emergent property.” Those two atoms have linked up and now there’s a higher order property called an molecule. It has new and distinct features and functions. Put molecules together and you get a cell that has unique properties. Put cells together you get tissues… tissues together you get organs… organs together and you eventually get a human begin. At each new level a new Emergent comes into existence. It’s not really accurate to say that a higher level thing is just the sum of the lower levels. You can’t say a sentence is just a collection of words. When a sentence is made, it become more than just a bunch of words. It’s operating on a higher order of existence. Here’s why Meta and Emergents are important to business.
Success is not a cause and effect result. It is an EMERGENT. It happens naturally when you put together a unique set of components. It happens on it’s own. It’s not a simple “cause and effect” result. It’s an Emergent on a higher order. In every area of life – health, relationships, or money – success is always an Emergent. Most people try to do one thing and hope is causes success as an effect. But that’s not how it works. Even becoming a successful “Entrepreneur” isn’t a cause and effect relationship. Entrepreneurship emerges when you put certain skills and behavior in place .
Productivity- The Inner Game of being an Entrepreneur is Creativity but… the Outer Game is Productivity – getting a lot done.
Steven Covey said “Time management is a misnomer. The challenge is to manage ourselves.” To become productive, we need to shift how we think about Productivity and get a better understanding of how us “human chimps” are wired… so we can take more control of our lives and our success. That’s what you’ll learn in this important session on Entrepreneurial Productivity
A common way to approach becoming more productive and getting more control over our life is to think of switching your mode from “automatic” to “manual” as much as possible–
like with a camera or the transmission of a car. For most people, their values, chains of thinking, reactions to the world – all are on automatic now. We can switch ourselves to manual, but we have to work on this one area at a time. This is what I call living consciously, or being present. Part of this is cultivating our ability to take our awareness and place it on things of our choosing, and that’s a pretty cool ability. Practice consciously placing your awareness on different parts of your body, on your business, and on the different needs people have – it’s a powerful exercise to help develop the ability to switch your system over to manual. But this isn’t about just practicing. It’s about making a real shift in the real world.
Self control is a vital part of increasing our productivity.
But largely, self-control is an illusion. Most of the things we do, think, and feel are automatic. They’re the same things we’ve always been doing, thinking and feeling. Even the people I know that seem to be gifted with high levels of self-control, they still live for the most part unconsciously. The good news is that self control can be cultivated over time – but it’s a process. And it’s not something we can wait for. We can’t wait until we have perfect self-control to go out and win the game of becoming a powerful Entrepreneur. We must start now. Since we’re already creatures of habit, one powerful strategy is to create habits that automatically steer you in the direction you want to go..
…Starting a new habit takes a lot of energy, but once it’s “installed” it takes very little energy to keep it going. To do this, we have to know what we’re up against, which is what I call Escape Velocity. It’s important to understand how big this challenge is. If you underestimate it, the steps you take won’t be big enough to avoid failure. Here’s an example to put Escape Velocity into perspective… When they launch the Space Shuttle to space, they strap the shuttle to something called a booster rocket. The booster rocket is 85 percent of the total weight of the shuttle. If it’s THAT heavy, it must be THAT important. The reason such a huge booster rocket is needed is to get enough speed – called Escape Velocity – to escape the gravity of the earth. There’s also Habit Gravity – the force that holds our habits in place once we install them. To overcome Escape Velocity and take advantage of Habit Gravity, focus on just 1 habit a time, every day for a month. Don’t try to install all the habits you want in one month. Just pick one for this month. Then plan out the “ritual” that you do everyday at the same time, ideally early in the day when you have more will power. If you do that, you’ll wake up in 30 days from now and you’ll be over the hump. You won’t have to TRY to do the thing anymore. It’ll be on autopilot.
Another key to entrepreneurial productivity is an important mindset shift.
Growing up we learn the laws of cause and effect, Newton and all that. But then we get into the job world and we get programmed through habit that when we show up and do our work, we get a paycheck. We learn the mindset “Do work = get paid.” But the way to achieve huge success is to shift from focusing on work, to focus on results. That’s how you get more success.
Then to go to the next level, we stop focusing on results and start focusing on creating value.
And then we refine our focus even more and only spend our energy on the thing that makes the MOST possible value, and focus on that for a long period time. It’s important that Entrepreneurs don’t have the mindset of “working for a pay check” – they’re playing a bigger game. They’re focused on creating massive results and massive value, as measured by the customer. Humans love to play the “I need to remember to…” game. We think when we say “I need to remember to…” that we will. But we won’t. And by saying we will we let ourselves off the hook. It’s a little self lie. In business, we can’t “remember to…” We really need to take control of ourselves, and only do the things that create results and tons of value. So how do we do that? Well, the highest value activities in a business is creating products and creating marketing. Most people working in companies are doing a very small piece of the process – they don’t see the bigger picture. As an Entrepreneur, you must see the bigger picture of your business, and that bigger picture is that creating products and creating marketing creates the most value in your business. You can’t “I need to remember to… create my products and marketing.” It’s too important for that. So put rituals in place in your business that guarantee you’re working on your products and your marketing. Our natural tendency is get distracted by everything else. Rituals are the answer.
Leadership- One of the qualities I look for when I’m recruiting or hiring people is a quality I call “Driver.”
A Driver takes responsibility for creating a result… they “drive” projects to completion and “drive” through obstacles.. They’re not working to get a paycheck – they’re working to take responsibility and make big things happen. They take responsibility in a way that is more “serious” than other people. As an Entrepreneur, you must cultivate this “driver” quality within yourself.
Making the decision to become an Entrepreneur is at the leading edge of self responsibility.
It requires you to take complete responsibility for your situation, yourself, your decisions, your actions, the results you product, and the value you produce for others. To me, Entrepreneurial Leadership is about the ability to take yourself and lead yourself to do new things – things that might be counter-intuitive and seem to fly in the face of what everything else thinks is right. So in this session we’re going to talk about leadership and self responsibility.
So in order to become a leader and direct yourself to do what is a better thing, you must take control and personal responsibility.
Look at what it says in Psychology of Achievement… that if anything goes wrong, if you get triggered and you feel out of control, tell yourself “I am responsible.” You might be upset and pissed off, but keep saying it to yourself, and keep looking at it from how you are responsible… you’ll discover how you really are responsible. Then you’ll see ways of changing your situation and giving yourself more power in the process. ” As I said before, as an Entrepreneur, you must risk.
It turns out that most people don’t really step up and take the risk – they don’t take the personal responsibility, the control. They take a more reactive stance to life, instead of being proactive. They wait and see how things will turn out before they decide what they’re going to do. They think by waiting and seeing they’re being proactive, but they’re really not. Being proactive means taking responsibility for what we get in life, but the strategy a lot of us learn from an early age is to not take responsibility… for ourselves, for our situation, our relationships, our results. The problem is when we don’t take responsibility and risk, in the long run we’re trading pennies now for dollars later. One of the psychological challenges when starting a new business is…it’s hard to be a human being who sees, believes in, and is working to build something that others don’t see. It’s particularly hard when you’re doing things that other people don’t understand. Les Brown -likes to tell the story of a species of bamboo that builds roots for 3 years underground without ever coming to the surface. If someone see you watering an area of plain old dirt – for 3 YEARS – they’d think you were totally whacky. But after growing underground for 3 years, when it finally sprouts it grows 3 feet a DAY. Interesting. So working toward something “Emergent,” something on a higher order that others don’t see yet, is psychologically challenging. It flies in the face of what others believe. It can even be embarrassing. So we feel fear when we even think about doing something new and different. But to succeed in business, you must believe that something is going to happen with no evidence of it. And you must keep yourself focused on it until you create it. So what is Leadership? Leaders are, as the word suggests, “out in front” in terms of time, understanding what’s happening and what’s coming. In other words, a leader can see the future… they can make pictures of the future and describe it to others. A leader can interpret what’s happening now and how it’s going to lead to the future they envision. A leader must also balance conflicting needs, values and interests. When a conflict comes up, if we see things in black and white, that’s when we fail. It’s only when we balance things that the Emergent quality comes into being, whether that Emergent is a successful business or a successful life !
NEXT Habit Building…until Then If you have read this far, I know you are one of the Rare 10 %, that are curious. FIND OUT FREE …WHAT YOU NATURAL AND UNIQUE ENTREPRENEUR TYPE IS ?
The problem… Ever feel stuck or stagnant?Do you seem to be moving forward or are you just barely treading water? You’re super busy but are you really seeing results from what you’re doing in your efforts?It seems exhausting and frustrating but you think you know what to work on right?Many times the problem is that a lot of the things that create success in the long run don’t look like they’re actually having any impact at all in the short run. Let’s take working out for example if you go to the gym today you’re not going to have a six pack tomorrow and also you know if you don’t go to the gym today you’re not going to keel over and die from obesity tomorrow.So what ends up happening is we get scattered and inconsistent and end up with no real plan.It’s easy to get distracted especially at the end of our days and weeks where we start looking around and don’t really have a great answer for what we’ve really accomplished or not accomplished.Is that how you want to live just going through the motions keeping yourself busy? Instead I’d like to propose a simple but very purposeful solution a way to plan out your most important work and track your results so that your effort is never wasted… I’ve studied productivity and efficiency for several years now and I’ve tried just about every hack there is …everything from focus enhancing music and cold showers to Smart drugs.Even though learning some of the ideas through experiments were fun and interesting… and some maybe even mildly successful… the most enlightening thing I found is that there are just a handful of keystone habits that tend to make the biggest impact on my personal productivity.I’ve learned to use these habits in a journal form and I’m confident that if you try them too …you’ll be feeling better and more productive about your work in a few short days.
Priority number one is to identify the top three tasks that need to get done each day and measure your progress based on those
Next set short-term mini goals and break those down into small action steps
Remind yourself to practice gratitude several times a day
Establish a set of micro-habits
Then write down and track your key performance indicators -KPI
It sounds like a ton of things to think about and do… but don’t worry, we’ll break down each of those components in the next section.And really it’s not a giant time commitment or any kind of massive lifestyle change. In fact, using this journal should take less than 5 minutes a day it’s just creating the mindset to go ahead and do it.( Super hard for me in the beginning)Believe me it’ll be 5 minutes well spent.To me …progress means forward motion …or actively taking the steps to improve each day. It’s one of the thing that we can control.Progress is universal, everyone can make progress toward their goals in some meaningful way… even if it’s small steps.It turns out we’re actually wired to seek progress, psychologists have found it to be a key factor in our overall happiness.Even some of the biggest motivational speakers call it the one word secret to happiness… and really I tell people the same thing if you want to know the secret to happiness… I can give it to you in one word – Progress !If you follow some of these tips and hacks… I guarantee you’ll feel more satisfied and productive with your work after 3 or 4 weeks… I structure my journal to keep track of 4-week blocks. This is intentional… you don’t have to wait for any arbitrary flip of the calendar to start using it… just pick a day in sequentially start adding to it. ( No skipped days once you get started)You can think of these time blocks as sprints or dedicated periods of time to make progress on one specific goal.Since 3 of the 4week blocks represent about a third of a Year’s worth of tracking… But you do not have to use them consecutively. 4 week block levelEach block that lasts 4 weeks has a beginning that starts with a primary goal for the next 28 days to focus on.Smart goal setting 101You probably heard of or maybe you’re familiar with the idea of setting smart goals but let’s review how it works…Specific no vague goals like grow my business you have to have a tangible goal like land 5 new clients or finish my website or make an extra $2,000 this month…Measurable how will you know if you’ve achieved your goal? Buy a solid concrete result instead of vague things like eat healthier or lose weight you got to say exactly how you’re going to do it eat five servings of vegetables a day or lose 10 lb.AchievableMake your goals ambitious and large …dream big but at the same time …know it’s attainableRelevant your goal should reflect something important to you and your business. Otherwise what’s the point right?Time bound if you follow the idea in the four week blocks you’ll be able to look back at the end of 28 days and see how far you’ve come.Having a destination in mind is crucial… The question is…Where do you want to go? What do you want to get done? After you set up your primary goal for your time blocks …you’ll want to break down the goal into its smallest action steps. So… you need to have a few key supporting tasks. For example, if my goal was to launch a new book I might have a key supporting list of steps like these
Complete an outline for mind map
Set up a rough draft
Find and hire an editor
Format the final version for eBook and paperback
Create a cover design
Recruit a launch team
Now of course these things will vary depending on your goal but it’s important to write down the action steps you’ll need to take in order to help you get there.Plus the smaller action steps will help you dictate your daily priorities… that way it’ll help you stay focused and make meaningful progress. Tracking micro habitsWhen I’ve tried to develop new habits or experiment with new ideas, the one thing I found helpful is to set up what I call a micro-habit and then challenge myself to do it for 30 days…For example a few years ago when I first started this idea of drinking more water… I put water bottles everywhere so I would drink 16 Oz of water as soon as I got up in the morning and it took about 4 weeks to get in the habit of doing it.See micro-habits are not meant to be that extreme or lifestyle changing, but I think you’re going to find that they can be gateways or small triggers to larger habits.These are the kind of habits that take only 5 minutes or less and the idea is to make them too small to fail things like…
Floss every evening
Do 10 push-ups
Drink a glass of water first thing in the morning
Express gratitude and thanks several times daily
Make a cold call
Write down a new product idea
Reconnect with an old friend or client
your your micro habits definitely don’t need to be 100% business related. In fact I usually have a mixture of both health business and relationship habits and I’m working on all the time.So each 28-day block will ask you for about three or four microhabits to try and you can keep the same ones for each block or change it up and try new ones.
The Week Level Review At the end of each 7 days you’ll fill in your journal with what you’re most proud of and what went well. Here you’ll also get an opportunity to describe any obstacles or resistance you faced and note where you can improve for the following week. Each day review and prepare 10 minutes…Each day you should write down what you got done it’s very straightforward simply fill in the section of your journal for that day with the work that you did.The idea here is to celebrate and recognize the small tasks that you got done which are bringing you closer and closer to your goal. Plus at first I didn’t believe it. But your daily accomplishments…broken down is what the tracking allowed me to see more clearly. It gave me a feel for where my working hours are being spent and and how they’re going… as well as help you build satisfaction in your consistent effort in progress. Follow this simple outline and I promise in 30 days or less you’ll feel more productive and happier.
Gratitude journaling this is journaling that includes an opportunity to track what you’re grateful for each day.
Tomorrow’s priorities instead of waking up and wondering what to work on, you’ll avoid wasting time and energy by naming your top three priorities for tomorrow and each night.
Micro habit tracking each daily journal entry page you should also list the series of checks boxes for your micro habits to be checked and tracked that way you’ll know whether or not you got them done that day and how consistent you are.
Key Performance Indicators -It’s a good idea to take a moment to think about your key performance indicators in your life or business these are the metrics that have the biggest impact on your overall operation in my business for example the primary kpis I track are the amount of applications filled out the amount of appointments booked in the amount of sales closed. Now while I agree that profit is very important of course business can’t survive without it and it’s something I track almost daily, I found it to be a lagging indicator compared to these other metrics. The important thing to understand is that if I can get the other numbers to increase the profit will then follow. Just remember that your kpis are the things you can pull on to create real change.
What makes a good KPI ? There’s two characteristics that the best KPI’s have in common . The first one is that they are numbers that you have some influence over. Sometimes it might not seem to be easy but with effort you can change them. Next they make a meaningful impact on your bottom line or quality of life let’s look at an example…If you’re an Uber driver, the price of gas directly impacts your profitability, but it’s not something that you have any control over…. So it doesn’t really make a great kpi. Instead it might be better to track the number of hours that are driven, the number of surge rides, or you’re effective hourly rate. If you’re a freelancer, the two things you’re paying most attention to are the flow of quality leads coming across your desk, and your ability to deliver results to clients. One way to use kpis here would be to track Discovery calls, proposals that got sent, or the average job value. These are things you have direct control over and will make meaningful impact to your business..
When working with kpis always ask this question…
What’s the one thing I can do right now …so that by doing it …everything else will be easier or unnecessary? Each business will be different in what is important to them in terms of choosing kpi… some examples
New client leads
Cost for lead
Hours build the clients
Some people even count the thank you cards they received as one of their most important kpis. The reasoning is if the work is that strong enough to receive an unsolicited thank you note in the mail, you must be obviously making a positive impact. It’s always best to do something where you have control over making it changeable and impactful. Next time.. we break down habits… into micro mini steps…these are small…and easy to complete .For tips and ideas on productivity and forming good habits…I recommend two different books below… Atomic habits… By James Clear
How to set goals with Kaizen and Ikigai… By Anthony Raymond In the meantime take my free entrepreneur type quiz and let’s find out what marketing software would be right for you and your business? Go to FREE 5 Minute Entrepreneur Type Quiz Http://etquiz.net
You know what the problem these days really is a result of ? We just don’t think for ourselves !Our common aspiration is…” to blend in “and conform….while , at the same time…our whole cultural existence encourages a view of being a separate and unique individual…?Huh? Apart from the rest of the world?
It’s about this way of thinking… that I want to talk with you.
We have it better today in this Golden Age …than ever before …it is better now than it has ever been for mankind. But somehow in the richest country in the world,. many of us manage to pretty much take it for granted . We here in America are particularly fortunate to live in the richest most prosperous land that ever existed.This truly is the land of abundant opportunity.Do you know …what happens to the 100 people who start out with a like minded idea at the age of 25 over time ?Do you have any idea what will happen to those people by the time they’re 65?100 people start” with similar characteristics” …with the same abilities and chance at opportunity… at the age of 25 …and we all believe we’re going to be successful , right ?And if you ask any one of these people having a similar desire , meaning he wanted to be financially independent at 65.The reality is one will be rich….4 will be independent… 35 will still be working… 54 will be broke.So I think about why do so many fail ? And what has happened to the sparkle that was there before ?It was there when you are 25… what’s become of the dreams…the hope ….and plans ?
Why is there such a large disparity… between what you intended to do…and what you actually accomplish?
When we say about 5% of us achieve success… we have to define success. The best definition I’ve ever been able to find is “that success is the progressive realization of a worthy ideal … that a man is working toward …where there is a predetermined the goal …and he knows where he’s going .The man that does this …that man is a success .If he’s not actively and consistently working toward that goal….Then he is failing.So success is the progressives realization of an ideal .In the classic and the wonderful book called” Man’s Search for himself”In this book Rollo May says …”the opposite of courage in our society is not cowardice … it is Conformity” !Ouch….and there you have the trouble today , it is …Conformity… people acting like everyone else without knowing why … without knowing where they going .
Think of it …in America right now …they’re over 28 million people 65 years of age and older. Most of us are broke are dependent on someone else for support and necessities. Limited by circumstances by the time they get there…it starts narrowing are vision of what’s possible. We all are going to need to make a living by the time we are 25. Usually buy a diamond get married .Big questions these days are …How do I make me a living with supporting a family while trying to get ahead ?But by the time we are 65 we haven’t learned how to become financially independent… in the richest land that has ever been known . ?When we conform and settle…for results, we ‘re acting like the wrong percentage group… the 95% that DO NOT Succeed !Many of us believe that our lives are shaped by circumstances…you know… like things that happened to us by exterior forces that they have no control over.
Why do you get up in the morning ?
If you were to ask the above question …a lot of men working right now… 19 out of 20 have no idea .If you ask him further…he’ll say well” everyone goes to work in the morning” and that’s the reason they do it !Because everyone else is doing it…CONFORMITY = MEDIOCRENESS Let’s get back to our definition of success …who succeeds ? The only person who succeeds is the person who has progressively realizing a worthy ideal… is the person who says…” I’m going to be successful (“no matter what”)and begins to work toward that goal. There are successful people everywhere. People are at success as the school teacher ….who is teaching school because…” that’s what you want to do. “For this reason alone” is why I love teaching… teaching school because that’s what you or I wants to do. Success is a woman who’s a wife and mother….because she wanted to become a wife and mother …and is doing a good job of it.Success is a man who runs the Corner Gas Station…. because that was his dream ….and that’s what he wanted to do. Success is the persistent salesman and his organization striving to help others get what they want and need to better their lives…A success is any of us who is doing a predetermined job … because that’s what you decided to do… deliberately.
It’s only “Only one or two… out of 20” that actually realize it and do it. They work toward their goal. So the real obstacle today is…OURSELVES…What …why ?There really isn’t any competition for you and me… unless we create it ourselves… unwittingly. So instead of competing … all we have to do is create for ourselves…not conform or settle. For years I looked for the key that determines what would happen to a human being and I wanted to know which way of thinking would make the future a promise that we can foretell to a large extent.Is there a key that would guarantee a person becoming successful … if you only knew about it …and you how to use it well. Like a magic wand almost.
Well there is such a key .
Many of us are hard workers… sincere workers….but at the same time… so many of us are loyal, dependable and honest…but never ever achieving anything in particular….Meanwhile others don’t seem to work hardly at all, but seem to get everything. It’s almost as if you have a magic touch .You have probably heard them say that about someone….that whatever that person gets involved with or touches.. Gets turned to Gold.If you pay close attention you will start to notice that someone who becomes successful…tends to continue to become successful. You will also see that if someone is a failure…most of the time…this is someone that tends to continue to fail working toward an ideal goal.Some of us have goals and we succeed because we know where we’re going.
It’s that simple !
Picture it like this…think of a ship leaving the harbor and take it on a trip. The captain and crew know exactly where it’s going and how long it’ll take. It has a definite course and target destination. It will work 99 out of 100 times…that is you will arrive consistently at the desired destination. Now take the same ship and give fuel and safety but no course. What I mean is … give it no aiming point… no destination. We just start the engines and “Let It Go”. I think you’ll agree with me that if it gets out of the harbor at all the would be lucky…they can either sink or wind up on some deserted Beach a derelict. The ship can’t go any place because it is disconnected and has no guidance !
It’s the same with the human being.
Take a Salesman for example there’s no other person in the world today with the future of a good salesman selling is the world’s highest paid profession. And if we’re good at it … you know where we’re going .Every company top notch salesman.. and they reward those salespeople handsomely… the sky is the limit for them. It has been… ” said the human race is fixed not to prevent the strong from winning …but to prevent the weak from losing. The American economy today can be compared to a convoy in time of war… the entire economy is slow down to protect its weakest link. Just as the Convoy had to go up to speed of the slow and laden ships. The way I see it is ……it doesn’t take some particular brains or talent to make a living to support a family today. So we have a plateau or so-called security or comfort level. So what we have to do is …. decide how high above this track we want to go.
Let’s get back to The Strangest Secret in the world.
I wanted to tell you the reason people with goals succeed in life. If you understand completely… what I’m going to tell you from this moment on… your life will never be the same again.You will certainly find it good luck or at least good luck will seem to find you. The key to success and the key to failure is this:
we become what we think let me think about !
Many wise people that are teachers and philosophers believe it is proper to disagree with one another on many different things…. but it’s only on this one point that they are incomplete and unanimous agreement . Marcus Aurelius Roman Emperor says “a man’s life is what his thoughts make of it .”You can see this because everything comes if a man will only wait .If I have sold myself and bought it… by continuously picturing in ones mind you take a picture . And a human being with a set of purpose must and will accomplish it… and that nothing can resist the will that will stake even existence on it. Ralph Waldo Emerson Says “a man is what he thinks about all day long “. We need Only to act as in cold blooded reality, as if the thing in question, were real… and it will become a reality. So if you only care about a result …you will most certainly will miss the journey. If you wish to be rich you will be rich. If you wish to be learned you will be learned. If you wish to be good you will be good. Only you must and really wish these things …and wish them exclusively…not at the same time together with incompatible things. In other words you need to do the right things if you want the right things to happen in your life.
To he or she who believes… all things are possible ….
Going back to Norman Vincent Peale is one of the greatest laws of the universe. Of course I wished to discover this earlier in life but late is better then never. Simply stated…. it is that one of the greatest discoveries … the Great Law briefly and simply stated is that ” if you think in negative terms you will get negative results” if you think in positive terms you will achieve positive results… that is the simple fact. George Bernard Shaw says “that people are always blaming her circumstances for the way life is. I don’t believe in the circumstances. You will get what is deserved most of the time so if you want to get something else …then these people get up and look for the circumstances… and if they can’t find them…they will make and create them. Once you start to realize it for yourself…it is pretty apparent . Then every person who discovered this thinks that he was the first one to work it out. we become what we think about … We become what we think about…so conversely is the man who doesn’t know where he’s going …and who starts and goes thorough life with thoughts of confusion… and anxiety …and fear… Well then, worry becomes what he thinks about all day long …his life becomes one of stress and anxiety . To top it off…the worry is about nothing 90 % of the time.
I want to tell you about a situation that parallels the human mind . What’s planted in the land gives the the same growth. Same in your mind. Farmer has a choice… he may plant the land and grow whatever he chooses, and the land doesn’t care. It’s up to the farmer to make the decision…Now in the human mind and with the land it is the same… because I like the land , the mind doesn’t care what you plant in it. Both the land and your mind will return what you plant. You could have corn seed (+)and poison oak(-). One positive thinking thoughts and one Negative. Plant either one… but the mind doesn’t care what you plant…it will put out a combination of the ingredients you put in…you can not get something out that is not there in the first place. Therefore…I prefer to focus on the positive things I can think ,say, and do…to make life better for everyone. What you sow..is what you shall you reap. Where you put your time, energy and focus… is what gets attention so that that is attended to will improve. When I recruit for my company I talk to lots of diverse and interesting folks all over the U.S. And one of the things I noticed sometimes is that …we take it for granted the way things are here in the America. It is good to remind yourself now and then that …”familiarity breeds contempt “. Our ability to decide now ….what it is that you want going on and heard in your mind. It’s the most important decision you’ll ever make in your entire life .You want to get rich then what you got to do is plant that seed in your mind… care for it ! EVERYDAY. If you want you want to be an outstanding service leader or be a better worker at your particular job…plant the idea. You want to go places near company in your community… got to do is plant that seed in your mind …and care for it work steadily. Put yourself in your mind’s eye as having already achieved this goal… see yourself …doing the things you will be doing. If you asked the average person in the street…”
Why are you where you are right now in life ?
Most will say this happened and that happened totally out of my control so this is the resulting situation …so in essence…a victim of circumstance…but the truth is he really is where he is because… ” that’s exactly where he really wants to be” whether we will admit that in each of us or not. The reality is you must live off the fruit of your thoughts for the future. You can not get a product out that did not have the right ingredients… because what you think today and tomorrow next month or next year ….will mold your life and determine your future . The Strangest Secret in the world and why do I say this ? Actually it isn’t a secret at all …it has always been in plain sight but eternally overlooked.I’ve never forgotten that the grand creator and architect of the universe did not build a stairway to nowhere …so remember…” as you believe… so shall it be done to you”- the effort you put forth to be a doctor …you will pay the price of long years of difficult study.
To be successful in selling you remember that each of us succeeds to the extent of his ability in that we are able to sell our families on our ideas.
Selling education in schools in selling our children that there are the advantages of living the good life .Persuading our Associates on The Importance of being a good and ethical person a top-notch professional. We strive emotionally as well as intellectually to control our thoughts because for every action there is an equal and reaction simply stated as it applies to you and me the limitations you have are self-imposed and the opportunities that you have today or enormous. It is important for you to think positive and let your marvelous mind think about your goal for all possible angles as well as your imagination to speculate on many different possible solutions . Make it so that you refuse to believe that there are any circumstances sufficiently strong to defeat you .Plus no matter what your present job is, remember that it has enormous possibilities… if you’re willing to pay the price. A Wonderful Life can be ours . It is of course worth any price. See it clearly for yourself…
You will become what you think about.
Thinking About Working from Home On Your Schedule ? …FIRST…
The right business for anybody is one that lets them operate in their zone of genius. You might ask why is this important?
The answer is that you’re going to attract your ideal customers when you operate in your zone of confidence or genius. This is basically what your ideal customer is buying into. This is when your business is basically handmade for you and it isn’t modeled after someone else’s. If you ever wondered why following another formula or blueprint hasn’t worked for you when it’s been able to give so many other people such great results this is the reason. You best serve everyone when your brand offers and business model plus your revenue strategies… are when all 3 are aligned …that is where you find the Sweet spot. Where these 3 overlap…
the business model + revenue
brand essence or core value
what the offers are
So that the intersection where those 3 overlap is where you’re going to find the” Sweet spot”or your zone of competence or genius. That is what you’re really good at and what you excel at… The truth is that in business …buyers don’t buy your product or service …they actually buy into your approach or perspective and way of solving their problems . Today the real competitive advantage of business is not only optimized landing page emails or even great content for that matter it’s one-on-one trust and people helping people get to where they want to go. And it’s this trust that you build with people …it’s the authority that you get in your niche or topic… it becomes your zone of genius and it’s very difficult to copy or replicate it’s tied very closely to how your customers experience your brand. In business I like to review where I am and what’s already working .Then , I’ll analyze where I need to be.Then I can reframe my perspective and see where I need to go which will help me make a decision on how to act and take action . So basically asking myself… what I can do today ?…and what steps should I take to make the biggest impact? The reason this is so important is… it’s very difficult to replicate success if you don’t know where your business needs to go. The only way to do that is to review and analyze what the current state of the business . So basically you need to look underneath the surface of a running business to see what’s working and what isn’t …because you can NOT solve a problem you don’t know exists.Learning how to market and communicate clearly with people is probably the biggest thing I appreciate from about working from home in the lead generation business… Now …what I see fairly often is… you can have a great product… or a great service …but if you don’t know how to market and get leads …you’re not going to make any money.So it’s super important… otherwise your business will be nothing more than a hobby. An Important aspect marketing is… it’s not just about selling or promoting… it’s also about attracting …and capturing your ideal customers ….basically marketing is made up of four activities First… attraction ,then capture and engage . Then – convert to your customer. Attract your ideal reader to your site or business. To do this you’ll post content in highly visible platforms you can also do guest posts and guest podcasts that help drive people to your site. Then in capturing them…Get them to sign up to your email list by using lead magnets or other opt-in incentives free downloads landing pages and other opt-in forms. Ebooks or E-Quiz . Engage with subscribers and establish trust – through emails text put them into nurturing email sequences…also give subscriber exclusive content access and start relationship building. Convert subscribers into customers.Then convert customers into advocating for your brand by building long-term relationships delivering support a welcome onboarding testimonials and feedback support tickets as well as incentives to show that you value their business. Marketing assetsThese are the things that help your ideal buyer or customer move along the customer journey with your brand examples of different marketing assets would be.
Email White Papers
✅ Check Lists Some other terms you might hear me speaking about our ideal buyers or customer personas like an avatar with a little bit more detailed specific information rather than a broad target audience you might ask why?
The reason is a target audience provides…. just a broad summary of people that were marketing to and it usually has an average demographic profile that’s lumped together in age gender marital status income location and everything else. So for example you might have a description as female 23 to 40 mom ,moderate income, living in the USA …was kind of generic. So for me my ideal buyer is a late 20s to 50s head of household that’s burn out on hourly…salary working people that are ….likely to be looking to start a business from home but probably ,they’re not going to be anyone who identifies or relates to a term like… blogger or… solopreneur or even small business owner…since they are just starting to see what it will take ….because they are beginners …they are more likely to have money mindset problems …..and feel like an imposter. They’re always wondering who the heck they are to call themselves an expert… and the main issue is …”time”…. because we all have a family to juggle …as well as a business .So this person will not be someone who shies away from hard work…and they’re not afraid to take action ….but it’s unlikely to be someone who purchases a program and never gets it going or done… they see themselves as a simple person…. someone who just wants to get the job done and take care of business ..they know they need to invest in themselves to start their business and get ahead.
Basically an ideal customer is someone who you love to work with and serve...plus, when you know who these people are in your business… it’s going to help you make much better decisions about what you offer and what you include and promise people for outcomes. Besides that… it will help determine the way that you package product and services as well as pricing …it will even tell you what sort of language to use for marketing strategy.
When you’re a small business owner you don’t have the capacity to Target many different customer segments like huge brands such as Gillette Procter & Gamble who may have 10 or more customer segments for each product that they sell so it’s ideal for you to focus on just one or two segments at the most so that you can speak directly to the language that the customers use and be present in the conversation that’s already going on in their head.Sometimes it’s actually good to describe people who are not a good fit sometimes they’re portrayed as a negative persona that is someone who you don’t want to market to because they’re just not your ideal buyer. This is basically a description of behaviors impossible demographics of who you want to exclude from your buying pool you might be asking now why would I want to do that isn’t a buyer still a buyer?Well actually these are the people who are least likely to get results from your offers and they may also be the least likely to Joe with your style and usually account for higher refunds in returns.
That’s why your vision is ever important …Just remember the “Stars never align” and the “Traffic lights of Life” will never always be green for you at the same time…Why is that ?… because it seems for all the most important decisions… the timings always sucks …waiting for a good time to quit your job…. the universe doesn’t conspire against you…. but it doesn’t go out of its way to line up the pins either ,does it?
Conditions will never be perfect and someday is a disease of attitude that will take your dreams to the grave with you .
Pro and con lists are just as bad ….if it’s important to you, and you know that you want to do it… just do it and correct course along the way. Part 2 Next Time…but for now…
So Which Business is Right For You ?
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