GROW YOUR PROFITS - DO YOU KNOW YOUR “WHO?”

Good … now stay focused because this piece of advice will put some serious dollars in your pocket.

This week is my second meeting with a new consulting client. His business is NOT doing well and he feels stuck. He “THINKS” it’s the economy and fierce competition that are strangling his business but nothing could be further from the truth.

Yes- the economy is rough  and Yes- he has fierce competition. But his real problem is that he doesn’t know his “WHO”

HE DOESN’T KNOW WHO HIS REAL CUSTOMER IS!

His business offers a service that anyone could profit from.

His service is excellent.

His pricing is actually too low. ( He’s unsuccessfully trying to compete on price)

His marketing STINKS… but at least he’s trying.

WHAT I AM ABOUT TO SHARE WITH YOU WILL SHOCK YOU !!!!

So hold on to your chair.

The advice I gave him was to stop competing. When I mentioned this to him he thought I had lost my mind. Now he realizes that it was a million dollar piece of advice.

Step 1- I told him to think about who his most profitable customer is.

Step 2- I told him to think about how to best reach just this group.

Step 3- I told him to write down for me what this group really wants and needs.

I am due to meet with him tomorrow and I can’t wait to see his answers…

ARE YOU CONFUSED???

Let me give you a few examples…

Example # 1- In the past when I owned a mortgage company my who – I thought – was anyone who needed to purchase a home or refinance. Sounds logical doesn’t it?

What I learned though was that my most profitable group were folks who had a credit challenge… specifically a bankruptcy.

What they wanted was to re establish a good name and get back on track.

Example # 2-  When I started my first information marketing program I thought every mortgage loan officer was my market.

My program really would help everyone.

What I found is that my most profitable customer was the owner of a small brokerage

Who wanted to earn more and work less.

Does that help? I hope so….

So your homework- Go back into your records and find out who your WHO is..

BTW- A good friend of mine has just gotten into the information marketing business and asked for my help and coaching.

He has now found his “who” and has made over $48,293.00 just last month!!!!!

So don’t ignore this!

GROW YOUR WEALTH - MASTERING YOUR INNER GAME

This weeks article comes from Dan Kennedy. Make sure you take time to read it. It’s an excellent article and discusses some of the topics in Think and Grow Rich.

We’re going to talk about the inner game of building your business.  I believe that the inner game is simply all-important.  “The inner game” is a new term for a classic idea explained many different times, many different ways by virtually every success educator, and even philosophers.

In the book Think and Grow Rich, Napoleon Hill reveals the secret using the words, “thoughts are things.” Dennis Waitley has worked with U.S. astronauts and Olympic athletes on their inner games.  Author Tim Galloway explores the ideas of his books, The Inner Game of Golf, The Inner Game of Tennis and The Inner Game of Selling.

Interestingly, there is a never-ending connection between the inner game in sport and the inner game in business, allowing experts like Waitley, Galloway, ex-quarterback Fran Tarkenton and golfer Arnold Palmer, among others, to step back and forth between expounding on success techniques in the athletic and business worlds.

In all cases, these people speak much more about attitudes than aptitudes for a good reason.  Surveys, studies and research consistently reaffirm that 85% of your success will depend on attitudinal factors, 15% on aptitude.

Yet in your formal education and in most continuing education, the emphasis is on the opposite – 15% on attitude, 85% on aptitude.

Certainly technical knowledge and skills are important. In your profession, you must deliver excellence based on your staying up to date in techniques, products, materials and ideas.

However, such excellence alone will never build a successful, growing, profitable business.  The excellence that will is an excellence created and sustained in your own mind.  This is the most difficult, least tangible aspect of building your business that we’ll ever talk about, but it is also probably the most important.

Yeah, but what is it?

So what is the inner game?  The way I see it, the inner game can be broken down into four major components:

• Self esteem
• Self image
• Self confidence
• Self discipline

Quality in these four areas is a necessary foundation to personal and professional success.

Self Esteem

Self Esteem is essentially your feelings of worth.  How much success do you deserve?  How much money should you make?  How much is your time worth?

Here, briefly, are seven ideas for strengthening self-esteem:

• Establish worthwhile, meaningful goals and values.
• Take massive action to get your own financial house in order if it isn’t now. Reduce debt, bring expenses under income, and invest every single month.
• Give yourself recognition for each and every accomplishment.
• Manage your time productively.  Procrastination and disorganization rob many people of their self-esteem.
• Associate with positive-minded, happy people who encourage and motivate you.  Don’t hang out with folks who are negative, unhappy, critical or jealous.
• Continually acquire new know-how in you profession and in the areas of business, sales and communication.
• Regularly invest in improving your office and home environments, tools and equipment, wardrobe and other external things that impact on your attitudes.

Self Image

Self-image is how you see yourself; it’s who you think you are.  Your self-image is controlled mostly by self-imposed limits.  Very few people ever perform beyond those self-imposed limits.

A salesman whose father never earned more than $25,000 a year in his life may well see himself as a $25,000 a year guy.  And he will subconsciously screw up the opportunities to earn more that come his way.

In the financial area, the controversial Reverend Ike calls this a money rejection syndrome, and I am convinced that such a thing definitely exists.  One man I know, who made over $100 million in his business in its first three years from scratch, had gone broke in business several times before. After the three years of remarkable success, he said, “Making $100 million is about the easiest thing I’ve ever done.  Believing it could happen to me was the hard part that took 20 years.”

Your self-image was created and is sustained through self talk, the use of affirmations – and that is also the method you can use to alter and modify your self image, literally as you wish.

I call the process self image goal setting, because most people who set goals set only “to get” and “to have” goals; they fail to set “to be” goals.  I encourage you to balance your approach to goal setting by including some self-image modification.

Self Discipline

Self-Disciple, the fourth component of the inner game, is quite possibly the most important.

Success lecturer Jim Rohn says that most people do not associate lack of discipline with lack of success.

Most people think of failure as one earth-shattering event, such as a company going out of business or a home being foreclosed on.  This, however, Jim Rohn says, is how failure happens.

Failure is rarely the result of some isolated event; rather, it is a consequence of a long list of accumulated little failures, which happen as a result of too little discipline. I agree. I find that most people understandably tend to look everywhere but in the mirror for the sources of their failures as well as the victories.

I’m here to tell you it’s not the town you’re in, not your location, not the economy, not the weather, not your competitors – it’s your own discipline that makes the difference between excellence or mediocrity, between getting by or getting rich.

It’s interesting to observe professionals.  I often say to my associates, “Let me watch the professional’s behavior before, during and after the seminar, and I’ll guess his annual income within a few thousand dollars.”  It’s actually pretty easy to do.

Jim Rohn says that discipline is the bridge between thought and accomplishment.

I’d encourage you to take the self-discipline challenge very seriously.

Select those areas that you know are your weakest links – timely paperwork, punctuality, daily self-improvement study, being happy and enthusiastic first thing in the morning, whatever your personal stumbling blocks are – and apply new, tough, demanding disciplines to yourself in those areas.

You’ll find that success in these particular areas of your day-to-day life will roll over into greater success in all parts of you life.

For example, let’s look at the ultimate game players – professional football players.  A pro ball player knows that every single moment of his on-the-job performance is recorded on film, to be replayed and reviewed later in stop-action slow motion, for critique by his superiors and co-workers.

If your day was filmed and reviewed, how would you feel during the replay?

Of course, the professional football players who have to put up with this sort of thing are highly paid.

Yes, the inner game stuff is tough.  If being a big success were easy, everybody would be one. You’ve got to decide what you really want to be, do, have, accomplish – and decide whether or not you’re willing to adhere to the disciplines necessary to get it.

In order to have the opportunity to accomplish virtually any goals you honestly desire, you must accept the related responsibility for everything you get.

DAN S. KENNEDY is a serial, multi-millionaire entrepreneur; highly paid and sought after marketing and business strategist; advisor to countless first-generation, from-scratch multi-millionaire and 7-figure income entrepreneurs and professionals; and, in his personal practice, one of the very highest paid direct-response copywriters in America. As a speaker, he has delivered over 2,000 compensated presentations, appearing repeatedly on programs with the likes of Donald Trump, Gene Simmons (KISS), Debbi Fields (Mrs. Fields Cookies), and many other celebrity-entrepreneurs, for former U.S. Presidents and other world leaders, and other leading business speakers like Zig Ziglar, Brian Tracy and Tom Hopkins, often addressing audiences of 1,000 to 10,000 and up.  His popular books have been favorably recognized by Forbes, Business Week, Inc. and Entrepreneur Magazine. His NO B.S. MARKETING LETTER, one of the business newsletters published for Members of Glazer-Kennedy Insider’s Circle, is the largest paid subscription newsletter in its genre in the world.

https://gkic.infusionsoft.com/go/newmifge/briansacks

Tell a friend:

Stuck in your business? Need help?

Send me an e-mail tobrian@profitandwealth.comlet me know your issue and my staff will schedule a short call with you if they feel we can help.

NOTE:Your investment will be $250.00 per 30 minute session and if you feel we have not helped you solve your issue after the call then we will refund every penny before the session ends.

We have created dozens of million dollar business in these sessions- ! Will you be our next success story?

MOTIVATIONAL QUOTE

You’re a 19 year old   kid.   You’re critically wounded and dying in the jungle somewhere in the Central Highlands of Viet Nam .. 

 It’s November 11, 1967.  LZ (landing zone) X-ray. 

 Your unit is outnumbered 8-1 and the enemy fire is so intense from 100 yards away, that your CO (commanding officer) has ordered the MedEvac helicopters to stop coming in.  You’re lying there, listening to the enemy machine guns and you know you’re not getting out. 

 Your family is half way around the world, 12,000 miles away, and you’ll never see them again. As the world starts to fade in and out, you know this is the day. Then – over the machine gun noise – you faintly hear that sound of a helicopter. 

You look up to see a Huey coming in.

But… It doesn’t seem real because no MedEvac markings are on it. Captain Ed Freeman is coming in for you.  He’s not MedEvac so it’s not his job, but he heard the radio call and decided he’s flying his Huey down into the machine gun fire anyway. Even after the MedEvacs were ordered not to come, he’s coming anyway.

And he drops it in and sits there in the machine gun fire, as they load 3 of you at a time on board. 

Then he flies you up and out through the gunfire to the doctors and nurses and safety. 

 And, he kept coming back!! 13 more times!!  Until all the wounded were out. No one knew until the mission was over that the Captain had been hit 4 times in the legs and left arm.  He took 29 of you and your buddies out that day. Some would not have made it without the Captain and his Huey. 

Medal of Honor Recipient, Captain Ed Freeman, United States Air Force, died recently at the age of 70, in Boise, Idaho.  May G-d Bless and Rest His Soul. I bet you didn’t hear about this hero’s passing, but we’ve sure seen a whole bunch about Lindsay Lohan, Tiger Woods and the bickering of congress over Health Reform.   Medal of Honor Winner Captain Ed Freeman. Shame on the media !!! Honor this real hero.  

We would love your thoughts and comments. Take a minute and click here: http://profitandwealth.com/556/learned-at-baskin-robbins

GROW YOUR PROFITS – SECRETS I LEARNED AT BASKIN ROBBINS

Now that I am a parent myself I know better but it seemed logical at the time. If you have ever been into a Baskin Robins you know they have little pink spoons in front of each case. These are so you can sample the 31 flavors before you decide which one to buy.

SAME AT SUPERMARKETS- SAM’CLUBS and many other establishments where you see the clerks handing out samples.

Just before I sat down to write this week’s magazine I watched a TV commercial for 1 on 1 which is an internet hosting company that also offers Build –It- Yourself websites for small businesses. They are offering you a 30 day FREE TRIAL.

THE HARSH REALITY IS- Your Prospects Don’t Trust You.

If you want to make more sales of your ________ you should offer your prospects a test drive. I used to do this as a mortgage trainer. The offer was you invest 29.00 for shipping and handling and we will send you our 997.00 to test drive for 30 days.

If you find value in the system we will bill you after 30 days. If you don’t find value we will NOT bill you and will even refund the 29.00 you invested to have it shipped.

In my new company – Trackable Response we provide mobile marketing solutions for business. We allow our clients to take a totally no risk 30 day trial. If they are unhappy for any reason we will give them back their entire investment.

DO YOU KNOW HOW MANY HAVE ASKED FOR THEIR MONEY BACK?  ZERO!

But that’s not the correct question. The correct question is how many more customers do we now have because we took away the risk or offered a “free taste test?”

ACTION ITEMS: Think how you can offer a “test drive” or “free taste” for your prospects.

Will some get over on you – Yes.

But you will make more sales in the long run and that is what matter most. If you are not able to take away the risk than you are NOT offering the right product or service!!!!

We would love your thoughts and comments. Take a minute and click here: http://profitandwealth.com/556/learned-at-baskin-robbins

Brian Sacks

www.profitandwealth.com

PS- I wanted to thank you all for your positive comments. I am listening and am working on a few webinars for you very soon so watch your inbox.

Tell a friend:

Stuck in your business? Need help?

Send me an e-mail tobrian@profitandwealth.comlet me know your issue and my staff will schedule a short call with you if they feel we can help.

NOTE:Your investment will be $250.00 per 30 minute session and if you feel we have not helped you solve your issue after the call then we will refund every penny before the session ends.

We have created dozens of million dollar business in these sessions- ! Will you be our next success story?

MOTIVATIONAL QUOTE

“I’ve found that luck is quite predictable. If you want more luck,

Brian Tracy has just given you the recipe. Sure it’s easier to just say it’s bad luck that caused your issue or problem. But I am in 100% agreement that YOU CREATE your own luck…. GOOD AND BAD LUCK!

One thing you should start doing immediately is just show up. Meaning start moving forward one step at a time.

YOU WILL FAIL- WOW- Now don’t you feel better already. I just gave you permission to fail. Any successful will have failures but they will also have successes because they move forward and make sure the failure is a bump in the road NOT a brick wall. 

Get going!

In this issue you will notice a few new things.

First- I have a great article from one of my mentors Dan Kennedy and a great resource he is offering. I have learned so much from him about marketing and wealth creation  that has helped me create millions of dollars.

Here’s something you should check out –

CLICK HERE FOR INSTANT ACCESS
Second- One of the people I truly consider a friend and mentor when it comes to on-line marketing – Yanik Silver

Yanik has a treasure trove of resources for on-line marketing and I own them all. As always- I would never recommend anything I don’t personally use but Yanik Silver and Dan Kennedy are not only great teachers but their information WORKS !

I have been business partners with each of them so I know them personally so I have seen them “behind the scenes”as well !

They will each provide you with HUGE shortcuts to success!

Here’s one of Yanik’s BIG shortcuts that will help you generate more business… click here

I would love your thoughts and feedback at : http://profitandwealth.com/544/did-you-forget

GROW YOUR PROFITS – DID YOU FORGET THEM?

Your co-workers- Don’t take them for granted either. Do you know that I once did an extensive survey and found that more workers preferred recognition and respect MORE than a raise.

HERE’S ONE I BET YOU DON’T PAY ENOUGH ATTENTION TO

YOUR PAST CLIENTS!

We all spend way too much time looking for new business. Looking for new ways to reach prospects. Looking for new media. Looking for new tactics.
DO YOU KNOW WHO THE EASIEST CLIENT TO IS ?

YUP- It’s your past clients. They already know like and trust you. The hard part is over. You have already spent the money and effort to find them and convince them to buy from you.

So thank them! Offer them more products! Offer them new products!  Most importanty – Don’t just forget them!!!!

HAPPY HOLIDAYS!

ACTION ITEMS:

1. Create a database of all past clients.
2. Send them a thank you.
3. Offer them more products.
4. Ask them for referrals.
5. Communicate with them at least once a month via a newsletter.
6. WATCH YOUR PROFITS GROW!

Are you doing something to grow your business from your existing clients? Share it at: http://profitandwealth.com/544/did-you-forget

Tell a friend:

Stuck in your business? Need help?

Send me an e-mail tobrian@profitandwealth.comlet me know your issue and my staff will schedule a short call with you if they feel we can help.

NOTE:Your investment will be $250.00 per 30 minute session and if you feel we have not helped you solve your issue after the call then we will refund every penny before the session ends.

We have created dozens of million dollar business in these sessions- ! Will you be our next success story?

MOTIVATIONAL QUOTE

“No man can become rich
without himself enriching others.”
— Andrew Carnegie: 19th century captain of American industry

This is obviously a great quote. Something along the lines of you can become very wealthy helping others achieve their dreams and desires. You’ll see this theme in the articles below this week.

Keep it in mind always- You must always be thinking how what you offer ( product or service) helps others. If you can’t think of the ways then you must quickly find something else to offer!

I would love your thoughts and comments  – take a minute and leave them here: http://profitandwealth.com/528/clients-problem-very-common

GROW YOUR PROFITS – MY CLIENTS’ PROBLEM IS VERY COMMON

1. He spends $900.00 a month buying google traffic.
2. He does the Valpak and Money Mailers.
3. He gets referral business from other contractors and building managers.

SOUNDS SIMPLE SO FAR RIGHT? Well NOT So Fast!

His business is way off but he has no idea why or how to fix it.  Naturally I went on to ask him many other questions about his business and his goals. What’s working? What needs to be improved?

THEN I DID SOMETHING YOU NEED TO TRY IN YOUR SALES EFFORTS!

I pretended that I was one of his customers. I went on my phone and started looking for glass replacement companies. ( 30% of all internet searches are now done by phone and this is growing by leaps and bounds every single day)

HE WAS HORRIFIED!

Remember- he’s paying $900.00 a month to be found on google searches.  But it actually got worse for him. When I finally did find his site – It was NOT mobile enabled ( 99% of websites are NOT mobile enabled) and it simply looked horrible.

I couldn’t find his phone # or any other way to contact him. Now imagine if I had been a real client!

SO WHAT CAN YOU LEARN FROM THIS?

There are a number of lessons.

First – If you are in a sales position  STOP thinking about you and start focusing on your end customer.

Can they find you where they are looking?

What do they see when they do find you?

What is the process for doing business with you?

ACTION ITEMS

1. See what your own site looks like on a mobile phone search. If you are like everyone else you will be horrified.  If you are – there is help! Send me an e-mail at brian@profitandwealth.com and let me know you need help and we will have one of our staff get in touch with you.

BTW- Your mobile site should NOT be a minitature version of your regular site. Instead it needs only a few buttons so your customers can easily reach you and do a few other actions  that allow them to  interact  with you.

1. Call your own office or store. See how the phone is answered. Is it answered? How easy is it to do business with you? People will NOT jump thru very many  hoops—Make it easy!

1. Is your advertising money being wasted?Most don’t even realize that while they are paying for search results GOOGLE actually penalizes you in the search engine if you don’t have a mobile enabled site. You must take the time to learn all the facts about the methods you are using?Is it going to the right audience?

   Is it reaching them the way they prefer to be reached.

Think about this for a minute. Every age group likes to receive their information differently. It all goes back to knowing WHO your client is.  It’s funny my children won’t even speak to me by phone – they only  text so guess who just started texting.

BOTTOM LINE: Make sure you are easy to do business with and that you are communicating with your clients and prospects correctly.

Brian  Sacks

I would love your thoughts and comments  – take a minute and leave them here: http://profitandwealth.com/528/clients-problem-very-common

Tell a friend:

Stuck in your business? Need help?

Send me an e-mail tobrian@profitandwealth.comlet me know your issue and my staff will schedule a short call with you if they feel we can help.

NOTE:Your investment will be $250.00 per 30 minute session and if you feel we have not helped you solve your issue after the call then we will refund every penny before the session ends.

We have created dozens of million dollar business in these sessions- ! Will you be our next success story?