Friday, July 20, 2012
Thursday, July 12, 2012
Idle Assets
I ran into a local friend/businessman today whose business is down 1
million dollars from where it was 2-3 years ago. He walked away from lunch with
no less than 1 million dollars of ideas in possible residual income
opportunities from idle assets he already owns.
We are getting together next week for a possible joint venture, so he
will not have to take time away from his daily business. If you believe, you will see...together we can ! Join me on Linkedin
Wednesday, July 4, 2012
Declaration of Independence
Last paragraph of Declaration:
We, therefore, the Representatives of the united States of America, in General Congress, Assembled, appealing to the Supreme Judge of the world for the rectitude of our intentions, do, in the Name, and by Authority of the good People of these Colonies, solemnly publish and declare, That these united Colonies are, and of Right ought to be Free and Independent States, that they are Absolved from all Allegiance to the British Crown, and that all political connection between them and the State of Great Britain, is and ought to be totally dissolved; and that as Free and Independent States, they have full Power to levy War, conclude Peace, contract Alliances, establish Commerce, and to do all other Acts and Things which Independent States may of right do. — And for the support of this Declaration, with a firm reliance on the protection of Divine Providence, we mutually pledge to each other our Lives, our Fortunes, and our sacred Honor. http://ow.ly/c0VOi
..." one Nation under God with liberty and justice for all."
Have a great day my independent friends!
We, therefore, the Representatives of the united States of America, in General Congress, Assembled, appealing to the Supreme Judge of the world for the rectitude of our intentions, do, in the Name, and by Authority of the good People of these Colonies, solemnly publish and declare, That these united Colonies are, and of Right ought to be Free and Independent States, that they are Absolved from all Allegiance to the British Crown, and that all political connection between them and the State of Great Britain, is and ought to be totally dissolved; and that as Free and Independent States, they have full Power to levy War, conclude Peace, contract Alliances, establish Commerce, and to do all other Acts and Things which Independent States may of right do. — And for the support of this Declaration, with a firm reliance on the protection of Divine Providence, we mutually pledge to each other our Lives, our Fortunes, and our sacred Honor. http://ow.ly/c0VOi
..." one Nation under God with liberty and justice for all."
Have a great day my independent friends!
Friday, June 29, 2012
The Key to Success
I read a quote by Stuart Wilde that makes you stop and think. Always ask yourself, when selling your idea or product; How high is my energy level on _________ subject. Here is his quote, "The key to success is to raise your own energy. When you do, people will naturally be attracted to you. And, when they show up, bill them!
High energy is attractive, but you cannot fake it. You must know what idea or product you are selling inside and out with all the benefits and you convey that excitement while asking questions. The questions, with excitement, will convey to the client that you have what they need, not that they need what you have. Features and benefits are all good, but if you go through your long launduary list of features and benefits, you are just doing a presentation. Questions, with the finding the concerns of the client and then your excitement of being able to help them is what you bill them for. Solve their problem, not yours.
Jerry W. Williams
Linkedin
High energy is attractive, but you cannot fake it. You must know what idea or product you are selling inside and out with all the benefits and you convey that excitement while asking questions. The questions, with excitement, will convey to the client that you have what they need, not that they need what you have. Features and benefits are all good, but if you go through your long launduary list of features and benefits, you are just doing a presentation. Questions, with the finding the concerns of the client and then your excitement of being able to help them is what you bill them for. Solve their problem, not yours.
Jerry W. Williams
Thursday, June 28, 2012
Know The Size Of Your Prospect
While consulting with a new client recently I was reminded that a new business person quoting a seemingly high price is a scarry position to be in. All kind of thoughts will run through your head ... Can I cut my costs?... Should I price lower to get the business? ... Am I missing something? ... You may know what I'm talking about.
In this case the business owner was approached by a national company to license his service. The company does not have a lot of business yet and could use a long term client. One of the challenges this business owner had to overcome was that to do what the prospect wanted, a license with a annual renewal was needed to purchased by the business owner and to him the fee was large. The need to pass this fee on to his client was where he was scared. After going over a lot of options, my client looked releaved because he understood that "size matters", when thinking about your prospective client, and that while thousands of dollars to you may seem big but to a national company, it may be petty cash.
We further talked about the sales presentation and that he should not be ashamed to present a profitable price for himself. To give him a little more peace about this huge yet scary opportunity, we asked what would happen if didn't get the business. He looked very peaceful when he responded that things would continue as they are for the present, but long term HUGE ideas are now flowing about how to explode his business (of which we will continue to work with him on).
The fear of failure, on securing the new business was not even a concern because of the new ideas flowing because of the opportunity and the fact that he had saught advise.
Jerry W. Williams
Linkedin
In this case the business owner was approached by a national company to license his service. The company does not have a lot of business yet and could use a long term client. One of the challenges this business owner had to overcome was that to do what the prospect wanted, a license with a annual renewal was needed to purchased by the business owner and to him the fee was large. The need to pass this fee on to his client was where he was scared. After going over a lot of options, my client looked releaved because he understood that "size matters", when thinking about your prospective client, and that while thousands of dollars to you may seem big but to a national company, it may be petty cash.
We further talked about the sales presentation and that he should not be ashamed to present a profitable price for himself. To give him a little more peace about this huge yet scary opportunity, we asked what would happen if didn't get the business. He looked very peaceful when he responded that things would continue as they are for the present, but long term HUGE ideas are now flowing about how to explode his business (of which we will continue to work with him on).
The fear of failure, on securing the new business was not even a concern because of the new ideas flowing because of the opportunity and the fact that he had saught advise.
Jerry W. Williams
Monday, June 25, 2012
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.
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Monday, June 18, 2012
The Golden Rule of Selling Like a Brilliant Sales Professional
By Brian Tracy
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!
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.
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.
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.
Find Brian Tracy's programs by following my affiliate link
Friday, June 15, 2012
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?
Visit Brian Tracy on the net.
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.Visit Brian Tracy on the net.
Wednesday, June 13, 2012
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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