The number one question for all businesses is “How to find more and qualified clients/customers that want their product or service?”  So, where are your new clients/customers hiding?  I would like to ask three questions to answer that question:

First, what is the identifying benefit of your product or service? This may seem very basic but I’ve found that many business owners know what their product or service does but they don’t know the benefit their customers receive. An example would be when we buy a new car. If a salesperson was excited about the features like the size of the engine and the customer wanted the benefits of safety and environmental benefits, the salesperson might miss a sale even if the car met the need of the customer.

Second, how does your customer use your product or service? This is important because it’s this information that tells you how to showcase your product or service. Recently, while conducting my Maximizing Your Business Now “LIVE” workshop, I asked a health products company why someone would buy their product. Their initial answers were because the product formula was better, people wanted better health and people wanted to live longer. When I asked the audience, they said they would be interested in knowing if it alleviated pain, increased their energy and allowed them to be more active. The reality was their health product did all of it. By identifying how the potential customer would use the product they could now showcase the product so the customer could see it.

Third, how will you connect with your perfect client/customer? This question is more about your prospect and where they hang out.  Do they:

• Prefer email to regular mail?
• Prefer phone or in person contacts?
• Find solutions to their needs through word of mouth or the internet, etc?

One of the best tools for finding this out is through the use of surveys. I’ve used www.SurveyMonkey.com (free online survey service) in the past to see where my new clients are hiding.  Send it out to your existing customers and to anyone who you think might have a need to connect with you. Keep your questions short and limited to five. The information you get back will tell you how to market to your perfect client/customer.

The reality is your perfect new client isn’t hiding from you. They want what you have to offer but they just can’t see you. Our task then is not being the best kept secret.

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We find ourselves in a world that is changing at a frantic rate. While it can be overwhelming, it can be very rewarding. The question we have is “How can we embrace change for greater results?”

The challenge with change is that many times it triggers a fear response and fear can block us from taking action. I would like to suggest three steps in using change to propel you to your next level of success:

First, take a look into the future. No, I’m not talking about getting a crystal ball, but rather look for the trends that are appearing in our society.

I recently became a Grandpa. When my new Granddaughter was born, my son told me that there was a waiting line for the delivery rooms. This raised the question “Is there a new baby boom happening?”  While this may not have an immediate impact on your business, it could in a few years.

Auto makers and manufacturing firms normally are looking five, ten, twenty years into the future to make sure they have long-term success. The “new and improved” idea is not just for the big guys, it’s for all of us.

Second, be willing to adjust to the desires of the marketplace. This doesn’t mean to water down your product or service, but allowing your audience to connect to your message in a way they can understand.

The health industry is a great example. Thirty years ago, the message was “get healthy or die”.  Not very positive. With the aging of the baby boomers, the message changed to “get healthy and live longer, look great and be more active”.   Same basic message, but with a twist that gives a greater result.

Third, don’t be afraid to take action. I believe that fear is the normal response to change.

The newspaper industry has had to take dramatic steps in the last few years. With the internet taking over, giving us the news faster and cheaper, they have had to adjust to the market.  Even ten years ago, if you asked if newspapers would become extinct, the answer would most likely be “no way!”

So, we need to ask the question “What do I need to change in order for people to easily find me?”

Implementing these three steps will allow you and your business to grow faster and with greater results. They may seem basic, but they are very powerful tools.

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The number one question I’m asked is “How can I achieve my goals?” As I’ve thought about this question I’ve come up with three things that are critical to winning.

First, find your “Why”. It’s important that your why be clear and powerful to you. There is always pain connected to achieving your goals. Normally, we’re only able to go through the discomfort if the benefit or pleasure in the end is big enough.

When I was first diagnosed with Multiple Sclerosis, I had to find a giant why. My doctors told me I would be in a wheelchair or dead within ten years. That was not an acceptable outcome to me. My Sons were young. My goal was to see them graduate from high school and college, get married and then to be active with my grandchildren. It’s now been twenty-one years. Has it been easy? NO! Has it always been fun? NO WAY! Has it been worth it? ABSOLUTELY!!

Second, use the power of the team. I believe we have now entered the age of community. By coming together and helping each other over the goal line, we all win. Your team can take many different forms. You can be in a mastermind group, get a coach, group together with other similar thinking people in your industry (this works well in network marketing companies, associations, and causes), lead groups, networking groups and social media. The opportunities are endless.

What to look for in a team:

• Accountability
• Running at the same speed
• The willingness to celebrate
• Positive reinforcement

Third, power through the finish line. Over the years I’ve read stories where people quit just before they would have achieved their goal. I remember my football coach telling us we always had a little more in us at the end of a run, so don’t leave it in you, leave it on the field (I was a lineman and running wasn’t my favorite thing to do). I learned that as I neared the goal, if I chose to, I could always power through the finish line.

In business, we sometime see time getting short for accomplishing our goals. It may seem that there is no logical way to achieve your production numbers. When these thoughts enter your mind, determine to finish strong. The difference in receiving your goals can at times come down to one phone call. It’s not over until it’s over!

What your life looks like twelve months from now will largely be determined by:

• Your willingness to give before you get
• How you think and the beliefs you hold
• Your persistent and consistent daily activity
• The people you associate with
• Your ability to receive

My wish for you is for you to receive wealth in all areas of your life.  ENJOY THE RIDE!

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This is the time of year that we normally look at how productive our current year has been. This is important and gives us the ability to have a comparison for the coming year. The question then is “how to have a fast start in your production for next year?”

I would like to outline three steps that will allow anyone to have great results in the first quarter of the year.

First, we need to quit shadowboxing with ghosts. This may sound like a riddle, but what I mean is we have to look at our beliefs, processes, and attitudes to see what is real for us. I was thinking about an example and the story of Christopher Columbus came to mind. The common belief was that the world was flat. Columbus had the courage to challenge that belief and discovered the “New World”.

The formula I designed to do this is to eliminate everything that isn’t there and what is left is the question that will lead you to your destiny. Many of our beliefs have no basis in fact, so what do we do about something that is invisible? Many times it’s as simple as asking the questions “Why?” or “Why Not?”  These powerful questions have allowed mankind to go to the moon, to build metal ships that float and talk on a phone without wires to speak with anyone in the world.  So, to find your new world look at your activities, beliefs and processes you have in place now. Asking the question why or why not and your destiny awaits.

Second, have your plan of action ready to implement before the New Year starts. Some suggestions would be:

• To know who your target market is
• To have a marketing plan in place
• To have a time management system customized for you
• What your reward will be when you achieve your vision
• Who and what are your resources to achieve your goals

This may sound like old information … and it is.  The number one reason that businesses go out of business is that they fail to plan and their cash runs out. You would never think about leaving on a trip without a road map, especially if you are going to a destination that you have never been to. Take the time to lay a solid foundation by designing a plan of action for your business.

Third, know where your safe havens are. I want you to be focused with high-energy, but if you don’t know where the rest stops are you will go right by them. A common belief is that the harder I work, the more money I will make. That was my belief for many years. For one reason or another, I skipped vacations for nine years straight. Crazy right? Then I was given a seven-day vacation. I didn’t want to take it, but I did. A strange thing happened. In the following three months my income increased. While this didn’t make sense to me, I put it to the test. That year I took two months off, and my income doubled. The rejuvenation that occurs when you take time off allows you to maximize your results when you return.

I believe 2010 will be a year of unlimited possibilities and I look forward to hearing your success stories.  To leave your comment, click on the Leave a Comment link below.

In Part One last month, I outlined the first four stages of Maximize Your Business Now, what is The Foundation. This month, I’ll cover the final five stages that I call The Structure.

Your Five Marketing Areas – there are unlimited ways to get your message to your customer and that’s the problem. The lure to keep changing the marketing plan to find the magic key is real. That is why I suggest limiting yourself to five marketing areas. Some examples would be: Networking; Direct Mail; Print Advertising; Social Media etc.  Five areas are important because it’s not too large to maintain, but also large enough to provide results.

Building Your Personal Brand – This is not what you do, but rather who you are. How do people remember you? What are the results that someone receives when they connect with you? I’ve been known as the ‘No Try Guy’, because of my story and attitude about the word try.  Your brand is what’s left when you leave someone you’ve connected with – in person or in print.

Networking – For many people, networking is gathering as many business cards as possible. If that’s all you’re going to do, I think you would be better off opening up the phone book for leads. Networking is nothing more than building relationships. To do this, one has to know the needs of the other person, and that is only accomplished when we actively listen. My recommendation when attending an event is to have a goal of making one quality connection.

Time Management – Time is the one asset that everyone gets the same amount of. The challenge is how we use it.  I developed a system called PINO. These four areas are:

P – Productive time. This is any area that leads to a direct decision to buy or not to buy.
I – Indirectly productive time. Activates that lead directly to productive time.
N – Non-productive time. While still valuable and necessary, it is any activity that is not P or I time.
O – Others peoples time. Any task that can be delegated to someone else.

Look at your calendar for the last thirty days to see how you invested your time. To double your income, all you need to do is double your P time.

Create a Spending Plan – Most businesses that fail, fail because of cash flow not production. People dislike budgets because they feel restrictive. That’s why I like spending plans. That’s really what we do anyway. Spend! I created a spending program that many have found beneficial. For more information, see my Financial Magic products.

So, now what? You now have the basic blueprint to make 2010 your best year yet. These seven stages are the same areas that have allowed me to produce multi-million dollar annual sales, when I was the only salesperson. I know this works for anyone willing to put their heart
into it.

My final wish for you is “To Pay the Price Today for a Priceless Tomorrow”

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The most common question I have been receiving is how can I maximize my results now? This is a really great question. One of my beliefs is that money likes speed. What this means is that, to get maximum results, we have to deliberately focus our efforts and attention in everything we do.

This is part one of a two-part article that also connects with our group coaching calls in November and December. There are nine specific areas that I will be covering in the two articles. This month, I’ll be covering:

1. Creating Your Vision
2. Taking Inventory
3. Identifying Obstacles
4. Elevate and Separate

Creating Your Vision – many people mistake this stage as simply dream building. Developing your vision means you mentally go into your future and make it so real that you see it, feel it, and taste it. Then you bring that experience back to your present and allow that vision to draw you to it.

Taking Inventory – it’s critically important that as you are maximizing your results you’re able to measure those results with past performances. This is accomplished by looking at both your gross and net receipts. This will create a baseline that you can use throughout the year.

Identifying Obstacles – there are always obstacles to overcome when you create your vision. I suggest that you identify at least three possible obstacles that could get in the way of your success. There is an old saying that when you come up against an obstacle you have many possible options. You can go around it, go through it, go over it, or stake your claim at the base of the obstacle and create your destiny.

Elevate & Separate – to create maximum results quickly, your customers need to be able to easily identify you as the solution to their needs. The trick here is to identify yourself to your customers in a positive unique way. The best way to elevate and separate yourself is to specifically identify the benefits you provide. When you become clear about those benefits your customers will seek you out.

I’m looking forward to further developing these four stages on November’s Group Coaching call. For more information on the calls, click here. Watch for your November’s MaxLife News for Part Two of Maximizing Your Business Now. The last five stages are:

1. Your Five Marketing Areas
2. Building Your Personal Brand
3. Networking
4. Time Management
5. Creating Your Personal Spending Plan

To leave your comment, click on the Leave a Comment link below.

Over the years, I have had to learn to “Enjoy the Ride” of life. What does that mean? For me, it’s taking opportunities to regenerate, reflect and re-engage.

There was a nine-year period that I didn’t take vacations. I would come to the end of the year and realize I hadn’t taken any time off. I would then tell myself I’d get one in the next year. After awhile, I was afraid that if I took time off I wouldn’t want to come back to work. Besides, I was in a groove and didn’t want to disrupt my production.

At the end of the nine years, I earned a nine-day all-expense paid family vacation. While I wasn’t comfortable leaving my business for that long, I took the plunge. It was great! I found that the time off gave me the opportunity to regenerate, reflect and re-engage. My fear that I wouldn’t want to go back to work didn’t happen. In fact I was excited and energized to work. I made a commitment to deliberately take time to “Enjoy the Ride”. That year, I took over two months off and was rewarded with a 50% increase in income. Pretty neat, huh?

Recently I attended the Jet Preview here in Denver. It’s sponsored by Porsche and they gave 250 people the chance to drive a Porsche on a race track. Words cannot describe the experience, so I’m putting the link here to share the video.

If this doesn’t excite you, what does? Giving yourself permission to celebrate and reward your efforts is key to future successes.

I would love to hear your “Enjoy the Ride” stories. If you would like to share them, click on the Leave a Comment link below.

The question that I would like to ask this month is “How do we maximize our results in a challenging economy?”  As we watch the news and see the results of this economy, many are wondering how to survive. I would like to share with you a three-step process that I have used to build businesses over the last 30 years.

First, I believe that we have to create a personal vision that is both vivid and passionate. There are three elements in creating a vision.

1. Develop a dream. I find that most people have lost the ability to dream. When we were young and asked what we wanted to be when we grew up, we had no problem in saying we wanted to be a fireman, astronaut, or President of the United States. As we get older, we may have challenges in even dreaming about where we would like to take a vacation. To stimulate your ability to dream again ask yourself the following questions:

* What do I want to do?
* What do I want to give?
* What do I want to have?
* What do I want to be?
* Where do I want to go?

These five questions will jumpstart your dreaming ability.

2. Create one of your dreams into a goal by setting a date of accomplishment of that dream. This can be unsettling because you are now risking the possibility of not reaching that goal.

3. Now comes the fun part, creating the vision. To do this you must create a picture in your mind that is so real that you can taste it, feel it, and see it. By focusing on this picture you will be drawn to the Vision.

Second, you have to find a way to elevate and separate yourself from the competition. You have to be seen in a unique way. People are being exposed to a lot of information every day. So, how do I present myself in a way that I will be seen differently? One way is to create a distinctive branding of your product or service. This can be accomplished with a catchphrase, logo, or the way you deliver your product or service to the end user.

Third, take the leap!!! In times of uncertainty we experience a higher sense of fear. Have courage. My definition of courage is “Courage is not the absence of fear but action in the presence of fear”. Keep moving towards your vision remembering that “God can’t steer a parked car”.

If you will implement these three steps, not only will you prosper in the challenging times, you will experience faster growth when the economy does improve.

To leave your comment, click on the Comments link below.

With the economy still struggling, the question for most businesses is “How do I find more qualified customers or clients?”  This is a good question in any economy, but now it could literally mean the difference between whether you’ll be in business this time next year or not.

I have always dealt in businesses with a lot of competition. Over the years, I’ve noticed the common way to advertise is to compare yourself to your competition. This is done by showing all of your positive qualities and then identify all of the negative areas for your competitors. This process never felt right to me, so I created the process that I call Elevate and Separate.

The elevate and separate process is accomplished in three steps:

First, you have to be 100% totally sold on your product or service. This may sound trivial, but potential customers will pick up if there is any question in your mind whether this is the very best product or service available. Ask yourself if you would hesitate having a close friend or relative’s participate in your offering.

Second, find a way to express what you do in a creative and different way. One of my business coaching clients is a real estate agent. In a market with over 10,000 agents, it was critical she find a way to stand out above the crowd. Her tagline now is “Specializing in Homes with Views”. Prospective home buyers are now wanting to know how they can own a “home with a view”. Now here’s the question: Does every home come with a view? Of course it does. It just may not be the view that you would prefer. Think outside the box.

Third, be seen!! Are you the best kept Secret? In this market, it’s important to use all of the marketing tools available to you. Write articles, speak, create a distinctive business card, develop a creative tagline, write a blog, and network, network, network. The rule is if people do not know you exist they cannot hire you.

Finally, marketing in the end is all about numbers. To increase your productivity, you have to increase the number of prospects that you touch.

To leave your comment, click on the Comments link below.

Networking for many people means asking, “What can you do for me?” This attitude, process and language often pushes people away instead of connecting them to you.

I would like to introduce you to a networking process I call Triage. In this process you look for an area of pain or discomfort in the person’s life that you can help with. There are 3 steps in the Triage Process.

STEP 1:
The first step is what I call Scratching the Record which is getting people people’s attention. When I’m at a networking event and a person starts a conversation with me, they normally ask me about my business. The reality is that they are being polite, but may not really listen to what I would have to say at this point. So, I make a very short statement that stimulates a question from them like “I make money sticky.”  Their normal response is something like “How do you do that?” or “What is it?”  When someone asks a question like this, now you have their attention.  You will be tempted to tell them more, but don’t.

STEP 2:
The second step of the Triage process is Actively Listening.  When the person has asked you a question you can say “I would love to, but first tell me a little about your business.”  The key here is to listen intently to what the person is telling you so that you can identify if they have any needs. This is key information so that you will know whether you or someone in your network has a solution for this person.  This is also the step that will tell you what part of you to share with them.

STEP 3:
The third step of the Triage process is Asking Permission to Connect.  This is not just asking for their business card.  Depending on what you uncovered in the second step, you may ask for an appointment, either on the phone or in person, to talk about their needs and possible solutions. You may have also identified that someone in your network could benefit this person. Get permission to give their information to your contact.  The most important thing to remember in this step is to follow through to continue your conversation, connect them to others, or thank them and let them know it was great meeting them.

If you will follow these three simple steps, you will break through the surface generalities of small talk and form meaningful connections that will last a lifetime.

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