IRS Suspends Issuing Individual Tax Numbers without Documenttation

(JofA) - Beginning June 22, 2012, and continuing until the IRS issues new rules (which it says it will do by the beginning of the 2013 filing season), the IRS will not issue individual taxpayer identification numbers (ITINs) unless the applicants provide original documents such as passports or birth certificates.

IRS Suspends Issuing ITINs without Original Documentation 

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The Golden Rule of Selling Like a Brilliant Sales Professional

By Brian Tracy

 June 13th, 2012

To improve your sales performance and become a better sales professional, adopt the Golden Rule mentality. The Golden Rule says to, “Do unto others as you would have them do unto you.” It also says, “Love your neighbor as yourself.” The Golden Rule mentality in sales, says simply, “Sell unto others as you would have them sell unto you.”

The Golden Rule

What does this mean? Aren’t there all kinds of different personalities that require different sales performance techniques? Well, yes and no. Practicing the golden rule in selling simply means that you sell to other people the way you would like to be sold to. The successful sales professional uses the golden rule to sell with the same honesty, integrity, understanding, empathy and thoughtfulness that they would like someone else to use in selling to them.

Become a Brilliant Sales Professional by Seeking to Understand

In order to improve your sales performance, you must first seek to understand the customer. If you would like a sales professional to take the time to thoroughly understand you and your situation before making a recommendation, you practice the same thing with your customers. If you would like a sales professional to give you honest information and to help you make an intelligent buying decision, you practice the same with your customer. If you would like a sales professional to be thoroughly knowledgeable about the strengths or weaknesses of his or her product or service, and that of his or her competitors, then you do the same with your product or service and your competitors.

Improve Your Sales Performance by “Caring”

Perhaps the most important part of golden rule selling is the emotional component embraced in the word, “caring.” A top sales professional will care about their customers. They care about themselves, their companies, their products and services, and they really care about helping their customers to make good buying decisions. If you think about the very best sales professional you know, you will recognize that they are caring individuals who maintain a high level of sales performance simply because they “care”.

They Don’t care How Much You Know

If you think about your very best customers, you will recall that these are invariably people you care about, and who care about you. When you think about the people you buy from, you will recall that they seem to care about you more than the average. In every part of your business life, you will find that the significant people all have the denominator of caring as part of their character and their personalities.

Differentiate Yourself from Your Competitors

A top sales professional, positions themselves as consultants, sees themselves as a resource for their clients. They see themselves and carry themselves as advisors, mentors and friends. They become emotionally involved in their transactions and they are generally concerned that their product or service be the ideal solution to the real needs of the prospects they are dealing with. They differentiate themselves from their competitors by being more concerned with helping their prospects than with selling their products or services. Their customers often feel that the sales professional cares more about them than they care about making a sale. And it’s true.

I hope you enjoyed this article on improving your sales performance using the golden rule of selling. If you are a sales professional, please feel free to share your thoughts and comment below!

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The Key To Long-Term Success

By: Brian Tracy

Successful people have been studied in depth for more than 100 years. They have been interviewed extensively to determine what it is they do and how they think that enables them to accomplish so much more than the average person.

In this Newsletter, you learn the most important single factor of long-term success and how you can build it into your personality and your attitude. You learn how to virtually guarantee yourself a great future.

The Harvard Discovery on Success 
In 1970, sociologist Dr. Edward Banfield of Harvard University wrote a book entitled The Unheavenly City. He described one of the most profound studies on success and priority setting ever conducted.

Banfield's goal was to find out how and why some people became financially independent during the course of their working lifetimes. He started off convinced that the answer to this question would be found in factors such as family background, education, intelligence, influential contacts, or some other concrete factor. What he finally discovered was that the major reason for success in life was a particular attitude of mind.

Develop Long Time Perspective
Banfield called this attitude "long time perspective." He said that men and women who were the most successful in life and the most likely to move up economically were those who took the future into consideration with every decision they made in the present. He found that the longer the period of time a person took into consideration while planning and acting, the more likely it was that he would achieve greatly during his career.

For example, one of the reasons your family doctor is among the most respected people in America is because he or she has invested many years of hard work and study to finally earn the right to practice medicine. After university courses, internship, residency and practical training, a doctor may be more than 30 years old before he or she is capable of earning a good living. But from that point onward, these men and women are some of the most respected and most successful professional people in any society. They had long time perspectives.

Measure the Potential Future Impact
The key to success in setting priorities is having a long time perspective. You can tell how important something is today by measuring its potential future impact on your life.

For example, if you come home from work at night and choose to play with your children or spend time with your spouse, rather than watch TV or read the paper, you have a long time perspective. You know that investing time in the health and happiness of your children and your spouse is a very valuable, high-priority use of time. The potential future impact of quality time with your family is very high.

If you take additional courses in the evening to upgrade your skills and make yourself more valuable to your employer, you're acting with a long time perspective. Learning something practical and useful can have a long-term effect on your career.

Practice Delayed Gratification
Economists say that the inability to delay gratification-that is, the natural tendency of individuals to spend everything they earn plus a little bit more, and the mind-set of doing what is fun, easy and enjoyable-is the primary cause of economic and personal failure in life. On the other hand, disciplining yourself to do what you know is right and important, although difficult, is the highroad to pride, self-esteem and personal satisfaction.

The long term comes soon enough, and every sacrifice that you make today will be rewarded with compound interest in the great future that lies ahead for you.

Action Exercises
Here are three steps you can take immediately to put these ideas into action.

First, think long-term. Sit down today and write out a description of your ideal life ten and twenty years into the future. This automatically develops longer-time perspective.

Second, look at everything you do in terms of its long-term potential impact on your life. Do more things that have greater long-term value to you.

Third, develop the habit of delaying gratification in small things, small expenditures, small pleasures, so that you can enjoy greater rewards and greater satisfaction in the future.

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Did you know that 84 percent of sales in America take place as the result of word-of-mouth advertising?

Some of the most important sales promotion sales activities are those that take place between customers and prospects, between friends and colleagues, in the form of advice and recommendations on what to buy, or not buy, and who to buy from. What does this mean for you?

It means that the only way that you can be among the top ten percent of salespeople in your industry is by having your existing customers selling for you on every occasion. Because of the importance of mega-credibility in selling, your customers must be happy to open doors to new customers for you wherever they go.

Never Prospect Again

All top salespeople eventually reach the point where they seldom have to prospect because their customers do much of their selling for them. When you live your life consistent with your personal and business mission statements, both fitting together like pieces of a jigsaw puzzle, your sales career will soar, as will your sales results and your earnings.

Be Clear About Who You Are

One important point with regard to vision, values and mission statements: be gentle with yourself. It has taken you your whole life to become the person you are today. If you are like everyone else, you are not perfect. You have lots of room to grow and improve. There are many changes that you can make in your character and personality in the course of becoming the excellent human being that you aspire to. But change in your personality will not come easily, and it won't come overnight. You must be patient.

Persist Until Your Succeed

The reason that people grow and become better and better over the course of time, is because they persist gently in the direction of their goals and dreams. They don't expect overnight transformations. When they don't see results immediately, they don't get discouraged. They just keep on keeping on. And you must do the same.

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What Do Business Consultants Do?

Today, (June 13, 2011) I was privileged to pick up two new clients. One just bought a going business and the other wanted to began the planning process to start one soon. Both of these individuals have a better chance of surviving than those who just jump into business without getting assistance or learning from experienced business individuals. The national average for business survival is down to 51% after 5 years, but the odds are greatly improved by getting ongoing mentoring.

These people came in with their questions: like how to start or what should I do next. The new business owner will start immediately to work on the "Business Plan" doing all the research necessary (demographics studies, financial projections,cost analysis, ect.) with our expert advise and guidance. The owner who purchased an going business will work with us to create a marketing plan, business plan, a model for growth which includes making this business look bigger than it is, creating a set of financials (income statements) to be reviewed monthly, an inventory system and much more.  With buying, fixing and selling the existing business as on option we plan to make all operations very system oriented so that in the future either the sale can be consummated with a system being sold or additional locations added with a system that can be used to make operations work like a well oiled machine.

Business ownership is not for the faint of heart, but feeling of accomplishment is one that need to be experienced by all who have even a minor desire to have the pride of business ownership.

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During Bad Economic Times Business Can Grow

Many times business people sit on their hands or as one business owner recently told me, "I am scared to expand!" During bad economic times is actually when businesses can began that journey to greatness by starting the growth process. I believe the early starters are the ones who will succeed.

Les Brown says,"The only limits to the possibilities in your life are the buts you use today." Nothing can be closer to the truth than this. You must get rid of the buts and excuses and began now to see that dream come true.



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Successful Companies Review Their Business Plan Every Six Months!

A business set-up for effective long term growth will always have a written plan for reaching the goals or vision for the company.

A business plan can be basic or extensive. The best plan is very extensive, however, starting with a basic plan is better than nothing. Any company not planning to succeed is actually planning to fail.

The elements of a basic plan is:

1. Cover Sheet - Which would include a LOGO, Business Name-Address-Name of Principals, be very professional and emulate your business
2. Mission Statement - A one paragraph statement of what your business is and what you want to accomplish (view this from the clients prospective)
3. Description of the Business - What is your product or service? What market will you be going after? Location of the business and why was that location chosen? Who is your competition? What will attract clients to your company verses going to your competition? Name management and the duties of each.
4. Marketing - Again, Who is your market? How will you get their attention? If you have a particular niche, speciality or attraction, what is it? What will you use to advertise or promote your product?
5. Competition - Who is your competition and what edge do you have over them?
6. Financial - A. List all financial needs.Include equipment and costs, how much money you plan to invest to get things going. B. Project cash flow and go out for three years.
7. Summary

This is the simplest of plans and I recommend that much thought be put into this plan, it be put in writing and shared with all employees. We (Financial Control) can coach you step by step through the process. We can be contacted by any of our links: Email  Linkedin

Speed Up Slow Paying Clients

A major concern in business today is the Slow Paying Client. Late payments create a problem that is sever in nature and can be catastrophic in nature to credit giving supplier.

To speed up slow pays:

1. Offer discounts for early payment.
2. Have a get tough policy and corporate image by pushing for full payment as soon as the invoice becomes late.
3. Be prepared to not accept denials, delays, denials and disputes by making sure invoices/statements are correct when presented to the client
4. If absolutely necessary, accept partial payment and/or installment plans.
5. Add late charges, follow strict credit limits and COD policies. Habitual late payers need to be put on COD immediately.
6. Include a copy of the credit policy on statements and invoices.
7. Use a collection agency when necessary, remembering that the agency or attorney will keep a portion of the monies collected.

Jerry W. Williams is a business consultant and coach in the area of Growth Ventures and would like to help you take your company to the next level of Success Through Excellence. Linkedin,www.jerrwwilliams.com or email him

Despite Economy Kauffman FastTrac Entrepreneurs Started and Grew New Businesses in 2011, According to Survery

KANSAS CITY, Mo.), June 4, 2012 – Kauffman FastTrac entrepreneur courses have been helping business owners launch and grow companies since 1993. After surveying recent FastTrac graduates via email, data indicate that, despite the current economic environment, the programs remain applicable and are integral in helping entrepreneurs achieve success with their businesses.

More than 41 percent of the nearly 600 FastTrac graduates who responded reported they had either launched or continued their business after taking the course in 2011. The majority of respondents took the FastTrac ^® NewVenture ^™ program for aspiring entrepreneurs, but some participated in more than one course during 2011. Further, most reported revenue growth after taking a FastTrac course. In fact, 25 percent saw their business revenue grow by more than 21 percent. ...read more....Kauffman 

I was honored to be selected to attend the Fast Track Growth Venture in 2012. Please contact me to help you have the growth venture  and life you dream of. email: jerry@jerrywwilliams.com of follow me in linkedin:
 or vistit our website for free information

Copy Right!

As  a business coach/consultant, one of the greatest pieces of advise I ever give to start-ups and even seasoned businesses is to find the best, most polished business in the country, or world. Study that business and copy every element you can., because this can save time and energy in the growth (or even survival) process.

Look at how they structure the businesses sales force, marketing, operations and do things the way they do things. The old saying of if you do what  you always do you will always get the same results cuts both ways ... if you do what others are doing ...you should get similar results. Now that is not only worth thinking about , that is worth the effort.



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