Others Like ME?

Very often when buying a product or service, people want assurances that others just like themselves—Jewish, Catholic, black, young, old, experienced, inexperienced, whatever—have also bought and are enjoying the experience!

Objection:

Are there any other families renting in the complex?

Solution:

Yes, actually there are lots of couples about the same age as your family. [Give some examples of real renters.]

Objection:

I don’t see anyone my age [like me] around the club.

Solution:

We have lots of members like you and part of my job as membership director is to make introductions. Not only can I think of five people right now who are in your field, but we have lots of people with handicaps like yours. And we can line up games for you with just a little notice. [Provide sample names here and get back to them with more.]

Objection:

I am really inexperienced with computers. I am afraid this software will be way over my head.

Spotting, Creating, and Capitalizing on Opportunity

"Opportunity is missed by most people because it is dressed in overalls and looks like work.” - Thomas Edison

A key way to quickly get ahead in business and life is to have a keen eye for spotting opportunities. If only we had the foresight to register a domain name in 1993 – any domain name –  because back then they were all still available. If only we had bought land on the river or where the mall now stands. If only we had unloaded all our stocks in early 2007 instead of 2010. Still, hindsight is always 20/20; the question is how can you spot the next great opportunity for your business?

I’m not talking about you having to predict major national and international trends like the price of gold, or the stock market. I’m talking about not getting so caught up in your day-to-day work that you miss simple opportunities. It’s about you working on your business, not just in it.

The first step to inviting opportunity into your life is to be on the lookout for it – to seek it out, by looking, listening, and constantly analyzing how you do business. The question “What could you do better?” should always at the front of your mind, instead of locked away in a vault at the back!

Your business and life ultimately are determined by the quality of the questions you pose and answer!

Finding Your Right Niche

I carved out a niche with the Wagnerian repertoire since I am attracted by its theatrical intensity. - Placido Domingo

It is a thousand times easier to make money in niche markets than it is in large or general markets. I made millions in two niche markets, the karate business and the golf business. Both markets had mailing lists of between 12,000-18,000 prospects and so were easy to reach by mail. Both markets had limited competition when I entered and I had a knowledge of, and a passion for, both businesses.

I have written over forty books. The two most profitable ones, one making $150,000 the first year and the other over $200,000, were written for these specialized industries. The ones written for mainstream consumption took far longer to reach any kind of critical mass. The bigger the market, the harder and more costly it is to reach.

Generating Creative Solutions

Everything new is really just an addition to or modification of something that already exists. - Michael Michalko

Once the problem is actually defined and constraints have been examined, the next key is to gather your team and generate as many different solutions as possible. The more solutions you can generate, the greater your chance of finding the right one, the one that not only solves the problem, but perhaps even goes beyond it to create new opportunities. Before embarking your team on a no-holds-barred brainstorming session, a few simple rules should be followed to make such meetings of the minds effective.

Effective Brainstorming

Brainstorming is done a number of ways. However, too many sessions degenerate into simple discussions or “bull sessions.” Hold the session in an esthetically appealing place to stimulate creativity. Avoid distractions and interruptions.

Life’s Three Great Income Multipliers

Beyond your immediate technical skills, life has three great multipliers. We can all commit some of our time to enhancing our skills, but which skills you choose to enhance will have dramatic effect on your income. Say what you like, Mrs. Dale, about the educational benefits of learning Latin, but I assure you it proved to be—as I suspected at the time—a total waste of one hour of my life, twice a week for three years while in high school!

There are three skills you should acquire or enhance, regardless of your profession or business. These skills have the potential to multiple your income by a factor far greater than any other skills you could possibly learn.

The three great income multipliers are:

  • speaking skills
  • copywriting skills
  • sales skills

Your ability to communicate your ideas and convert people to your cause through speaking and writing results in a sale of some kind. It may be financial, it may be an alliance, or it may be just getting an interview, but the X factor in your ability to do this more successfully than others results in an almost unimaginable difference in income—and therefore in lifestyle and wealth.

The three skills are all quite closely intertwined, as they all deal with your ability to communicate and generate action from others. Getting others to act in the way you want them to act, be it your employer, your employees, or your customers, is the key to all business success!

  • A typical golf coach makes about $50,000 a year.
  • Those who are good at sales make over $100,000 doing the exact same job!
  • Those who are good at all three will make $150,000, triple the average instructor—not because they are any better at teaching but because they are better at communicating (selling) their expertise!
  • Those who are really excellent at speaking, writing and sales like David Leadbetter or Dave Pelz make $8 to $10 million a year!

You can apply this formula to just about any industry or profession. A person with the ability to communicate his worth at a high level will get promoted faster, although his actual performance may be no better than his coworkers’.

Golf instructors, martial-arts instructors, and dance-school owners all have years of experience teaching their art. It’s no different for accountants, dentists, or chiropractors with years of experience perfecting a professional skill. Yet all will undoubtedly be paid far less than their talent and experience is worth if they are not also masters of sales and marketing!

Universal Law: The professionals with the best sales and marketing skills make the most money, not the professionals with the most talent in their chosen field.

No matter what your skills are in these areas right now, you can quickly and easily improve or hone them. These skills are the x-factor in just about every business or career. Once you have them, you can add financial management to the list.

Start enhancing your education in these three areas today, and multiply your income immediately!

For more information purchase your copy of Legendary Advice today! AAEAAQAAAAAAAArlAAAAJGNmNTAyNWU2LWQ2NjEtNDlkNS1hNTY2LWZlZTkzNGE5NjNjNg

The 60-Minute Marketing Plan

Make no little plans; they have no magic to stir men’s blood. - Daniel Burnham

Many business owners never develop a marketing plan for their companies, usually because they are too busy. However, armed with a pen, paper, and the right questions you can give yourself a huge edge in an hour or less by creating a simple marketing template.

Step 1: Determine where your business is now.

• How many clients do you have?
• How much money did you make last year?
• Gross?
• Net?
• What is the size of your potential market?
• What did you spend on marketing?

Step 2: Write down your goals.

• How many clients do you want?
• How much money do you want to make?
• Gross?
• Net?

Step 3: Determine how much you are willing to spend on marketing. The typical answer I get to this question is “as much as it takes,” which of course is never true. Other answers include “I don’t know” or “I’m willing to spend it if I get a return.” However hard it is to come up with a marketing budget, you have to do this in order to have any chance of measuring your results. Despite what you may have read, there is no typical percentage or formula. Budgets should be based on what you want to achieve. If you want a 50% increase in business, it’s not going to be achieved from a percentage of last summer’s miserable income.