Better Sales for Non-Sales Personnel

by David Finkel on September 27, 2013

It’s only two syllables and five letters long, but the word “sales” is one that carries a heavy load: it drives businesses, requires calculated strategies, and is considered some employees’ worst nightmare.

For those who are not well versed in the art of persuasion, or who would rather sell ideas virtually from behind the protective boundaries of their desks, the concept of sales via face-to-face or telephone can be terrifying. In the same manner that a renowned artist wields paintbrushes and manipulates canvases with ease, so does a successful salesperson craft pitches in a way that compels listeners to heed his or her advice. Such dexterity seems difficult, if not impossible to learn for some individuals. However, many of the skills that good salespeople employ are ones that even non-sales personnel can easily incorporate.

At the core of lucrative sales is, simply, a keen awareness of what the customer needs. Here are the top three tips to increase your sales prospects, even if you don’t have the words “sales” in your job title:

1. Great salespeople are great listeners.

Listen to the customer’s spoken words, read between the lines, and pay attention to body language and voice inflections. Customers are often too busy to listen to YOU, but if you make a habit of listening to them at all times, including that which they are NOT saying, you will have a better and more refined idea of what to pitch to them.

2. Great salespeople anticipate customers’ needs.

Wayne Gretsky, world champion hockey player and team leader of one of the most successful teams of all time, once said that “I always go to where the puck is going, NOT where it has been.” Use Wayne’s quote as a model and try to anticipate your customers’ needs to provide solutions for things that they are likely to need. Suggest solutions that will serve their needs–don’t just try to sell, sell, sell.

3. Great salespeople strategically ask for referrals.

The best times to get referrals from customers are when they are NEW and when they are really happy they selected your company to do business with. When customers are new, they love to validate their good judgment in selecting your company and they are most likely to tell their friends, too. This will drive more people to your business and increase your profits.

If you utilize these skills, you will improve not only your potential to sell products or services, but also improve your ability to sell yourself to future employers, negotiators, and other business professionals.

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I want to talk about “expert systems” – specialized systems you develop inside your business to take the “know how” for a core process and replicate that (in whole or in part) in a systematized way.

You can use this powerful concept in many areas of your business, but today we’ll focus on using expert systems in the creation and delivery of your core product or service.
Here are the 6 biggest reasons to learn about and USE expert systems in the production and fulfillment of your core product or service:

  1. To build the “expertise” into your business instead of letting it sit vulnerably just in the grey matter of your team.
  2. To help you reliably fulfill on your promises.
  3. To increase the value you generate for your clients.
  4. To differentiate your value offering from your competition.
  5. To help you scale your production and fulfillment capacity.
  6. To drive down your costs and hence increase your profits.

Okay, so let’s quickly walk through the 4-step process for building an expert system.  Use this  a template that you PRINT up and use when you’re redesigning how you produce and deliver on your core product or service.

Step One:  Define all deliverables.

  • What are all the “promises” you’ve made to your customer about what they’ll get from you?  (Explicit deliverables)
  • What are all the “understood” promises that come along with what you’ve promised them… in other words, the things that you’ll have to also deliver on in order to meet your explicit deliverables?   (Implicit deliverables)
  • What are all the deliverables that you didn’t make, but that your customer “heard” anyway?  (Phantom deliverables)   NOTE:  If they think it’s a promise you either need to make it explicitly clear that it isn’t OR deliver on it anyway.   The alternative is to have an upset client.
  • What are all the deliverables that you have to do INTERNALLY in order to produce and fulfill on the above three kinds of deliverables?  (Internal deliverables)

Step Two:  Determine what level of expertise is needed to produce each deliverable, doing your best to push DOWN the value chain the deliverables to lower your costs and increase your capacity.

Here is your “expertise” value chain from TOP to bottom:

  • World class expert
  • Expert
  • Semi-skilled
  • Clerical or unskilled
  • Templated
  • Semi-automated
  • Automated

Step Three:  Lay out your process to produce each deliverable. As you do this, now is a chance to take a fresh look at how you can redesign the process to:

  • Push each /more deliverable down the expertise chain
  • Upgrade its value to your client
  • Reduce steps
  • Reduce costs
  • Increase pricing based on the increased value
  • Etc.

Step Four:  Control for consistency.

In this step you have to build in simple mechanisms (“controls”) to make sure that your quality stays consistently high.

I hope today’s blog provoked some new thoughts and perspectives for you.

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Getting More Accomplished in Less Time

by David Finkel on January 17, 2013

Imagine you were able to transform your relationship to time and how you organize and focus your time so that you were able to work less and accomplish more for your business.

Imagine you could consistently free up 6-8 hours per week of discretionary time to grow your company…

How would that impact your business?

It struck me this past week while talking with a new business coaching client how much we as business owners struggle creating the time to focus on what matters most.

Urgent emails; staff issues; customer fires, these all seem to suck up whatever open time we thought we were going to have.

In today’s blog (and yes it’s going to be a long one but I promise you it will be MORE than worth it!) I want to share some tangible ideas to help you upgrade your personal use of time as a business owner so that you can grow your company without working longer hours, nights, or weekends!

I know this sounds too good to be true, but I’ve seen these ideas help our business coaching clients create an average of 6-8 hours per week of discretionary time to reinvest in growing and developing their businesses within the first 90 days of joining the program!

Over the last 20 years I’ve had a passion for learning how to structure my time for maximum results.

It started off back in the days I used to be training to play in the Olympics (for about 8 years I played on the United States National Field Hockey Team).  I had to figure out how to balance a rigorous training schedule with being a self-supporting college student.

But my biggest breakthroughs have come in the last five years as I’ve learned that hours worked have no bearing on results accomplished or dollars earned.

Once upon a time I thought that the way to become wealthy and successful was to work hard. But that is a Level One or Level Two reaction, NOT a Level Three solution.

People always seem amazed when they hear that I run three companies, sit on the board of two others, author an average of one book and 5 new workshops per year, and manage my family’s investment portfolio.  And I do this working an average of 35 hours per week.

Not only that but I also read over 100 books each year and exercise an average of four times each week, and take a minimum of 10 weeks of vacation time a year.

I’m not trying to impress you with this, far from it. I have no illusions about myself. But there are certain things that I am world class at, and my use of time is one of them.

Hence, I am merely using myself as an example of how much you can accomplish if you leverage your time using some simple yet profoundly powerful strategies.

It’s exactly these strategies and techniques that I want to lay out and discuss with you in this letter.  You see, I know you.

You’re overworked, stressed out, feeling at times like you’re having to run just to stay even, let alone get ahead.

You’re drowning in information and struggling to find an effective way to structure and organize that information.

Most of all you’re frustrated. Frustrated that you have too many “small” things that get in your way of focusing on the big stuff that really matters.

You crave a sense of control and balance in your life, and you’ll do just about anything to enjoy them.

You just don’t know how to get that control and balance back.

In the past you’ve chased after results and balance by working harder.  You’ve tried working longer hours.  You’ve tried working harder for the hours you do work.  You’ve brought work home with you, worked while on your “vacation”, multi-tasked while driving, eating, and probably even while sleeping!

And yet it hasn’t helped.  The more you do the more you find that is left to be done.  It’s a vicious cycle.

A Simple Secret that Holds the Key

I want to let you in on a little secret.  Working harder is not the answer.

In fact, the harder you work, chances are the less you’ll accomplish that really matters.  I know this sounds easy for me to say, but hang in there with me as I walk through a key concept with you.

Many of you have heard of “Pareto’s Principle” which states that 80 percent of your efforts produce 20 percent of your results, and that 20 percent of your effort produces 80 percent of your results.  Well if this is true (and my experience shows me that it is) then let’s apply this concept more rigorously.

If you take that 20 percent of your actions that generate 80 percent of your results and apply the same distinction, then 20 percent of that 20 percent produces 80 percent of 80 percent of your results.  That means that 4 percent of your effort (the 20 percent of 20 percent) generates 64 percent of your results.

And if you can bear with me for another math moment, apply this distinction one more time…

This means that 1 percent (20 percent of 20 percent of 20 percent) generates 50 percent of your results!  Think about it–1 percent of your highest leverage work produces 50 percent of all your results!

I used this idea to create something called the Time Mastery Pyramid™, which is an actual formula I developed about 12 months ago for you to quickly and accurately quantify the per hour value of four distinct types of time:  A Time, B Time, C Time, and D Time.

D time is the 80 percent of unleveraged, wasteful time that only produces 20 percent of your total return.  I call this time the “80 Percent Mass”.

C time is the leveraged 20 percent that produces 80 percent of your results.  I call this time “Leveraged Time”.

For most people this is the only distinction they have ever made about time.  And while it’s better than most people have, if this is your only distinction on time, you are never going to earn what you are capable of earning, both in terms of income or net worth.

Next there is B time.  This is the highly focused 4 percent that generates 64 percent of your results.  I call this time the “4 percent Sweet Spot”.

And finally, there is the top of the pyramid–A time–the “Magic 1 Percent”.  Fully 50 percent of your results comes from these activities.

Did you know that most people not only have no idea what activities of theirs fall into the above four categories, but they don’t even know they exist?  How in the world can you create more A and B time if you don’t know what activities constitute A and B time for you?

Here is the real question for you:  What activities do you do that fit into each of the four time categories above?  What are your D activities?  What are your C activities?  What are your B activities?  What are you’re A activities?

When you really get this distinction and shift your focus from “putting in hours” to upgrading the type of work you do (more A and B time, and less D time) in the hours you do work, the results are amazing.

Let me share an example with you.  Imagine you are an attorney who charges $300 an hour.  What would your D time activities be?  Things like fixing a computer glitch, or making copies, or sorting out mail, or any of the things you do that you cannot bill a client for!  What should you do with these activities?  Delay them, delegate them, or dump them.  You simply cannot afford to do them yourself.

What would your “C time” activities be?  Anything that is a billable time for you.  This could include working on a legal brief, or reviewing a contract, or updating a client.  Understand this:  C time can provide you with a great income, but you will always have to work exceptionally hard to earn it.  This is the trap that catches most high income professionals.  They seek to increase their earnings by cranking out more hours.  MISTAKE!  More hours will only take you so far. Plus when you get there you’ll be exhausted from all that work, and you’ll be a stranger to your family!

The answer lies in A and B time.  B time for this attorney might include building relationships with other professionals who refer over business.  Or putting systems in place in their law firm so that their staff can get better results without needing so much of our fictional attorney’s time.  It might also include creating an accounts receivable system that increases the collection on all the firms billings by 10 percent.  You get the idea.

What would A time look like?  This could be speaking at a large conference where this attorney is able to generate new client relationships for his or her firm that are worth hundreds of thousands of dollars of billable services.  Or it could be writing a book that can be used to generate new business for the firm.

See the difference yet? D time is by definition something that you should get off your plate.  C time is time that you do your work more effectively.  A and B time, however, are when you step out of the “doingness” of the work and do something that improves your capacity to create results, or significantly pushes back your limiting factor (e.g. generating new clients, improving a critical system, etc.)

In fact, by focusing on upgrading your USE of time instead of focusing on increasing your hours worked, you can often double or triple your income, while at the same time lowering your working hours.

It’s worked for me.  Fifteen years ago I worked 65-75 hour weeks.  I now earn more than double what I earned back then and work less than half the hours.

So now here comes the big question:   How can you have more A and B time?

You won’t get it by “trying harder”.  And you won’t get it by sitting down and saying, “Okay, let’s have A time right now.”

Sorry, it just doesn’t work that way.  That would be like a parent saying to their three year old, “Right, let’s have an hour of quality time right now Junior.”  How well do you think that would work?

What I’ve discovered is that to get more A and B time you have to fundamentally alter the way you structure your day and your week.

In fact, when you learn and master the ways to structure your time you will automatically enjoy more A and B time.

Focus Days and Push Days

Let me share with you a powerful concept to help you get more A and B time, and to minimize the D time that gets in the way.

I call this technique “Focus Days” and “Push Days.”

Here’s how I use it in my own life.

Mondays and Wednesdays are my Push Days.  These are the days that I “push” key projects and the “work” I do forward–step-by-step.  These are the days I am accessible by phone and email.  These are the days I hold many of my phone meetings.

On these days I “get stuff done”.

I have set aside my Tuesdays and Thursdays as my Focus Days.  These days I turn off the phones and email for the majority of the day, and focus on doing the highest value activities I can for my businesses.  For me that usually means I am writing on these days. I’m writing new books; I’m writing sales copy; I’m writing business plans for my teams to implement.

In fact, I often leave the office and work remotely these days.  I go to a library and write there.  Or I go to a café and work there.  (I find that removes the temptation to do C and D work that seems to live in every corner of my office.)

Here’s the most amazing part–I can accomplish HUGE results in 3 to 4 hours on my Focus Days that I never would have accomplished if I stayed in the office “doing” the work all day long.

(In case you’re wondering, I often will check in at the end of the day for 30-45 minutes to answer the most important phone messages or email.)

Now maybe you can’t set aside two full days a week as Focus Days, but you can find one day a week, or at the very least HALF a day a week as your Focus Day.

There are so many other ideas I want to share with you about how to master your use of time.  Ideas like creating “Prime Time” blocks to get more B and C things done on your Push Days.  Or, how to leverage a personal assistant so that you accomplish more with much less effort.  Or, how to handle the infoload of email, project notes, to do’s, etc that threatens to drown most people.

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The word is – CONTROL!

Let me ask you a question, what sparked you to start your own company?  If you’re like so many of our other clients, being in control of your own financial destiny, of running the show, was one big reason early on.

You were tired of other people telling you what you had to do, and how you had to do it.

You were tired of listening to other people tell you how to do your job, a job that you were likely much better at than they were!

So you took the leap and started your own company.

You thought that building your own company would not only lead to financial rewards, but more than that, you thought it would give you the control you so clearly wanted in your life.

Only now you’ve found that while you have more control, that control has come at a steep price–your daily participation in your business with no real time away from the business, not to mention the stress and emotional toll of keeping your business running year after year.

Where is the freedom you once-upon-a-time dreamed about?

You feel tied to your business, like if you stepped away for even a short time – or heaven forbid– if you got hurt by the proverbial bus I mentioned at the start of this letter, and couldn’t work for a while, it would all come crashing down, like a house of cards, leaving you, your family, and your employees all vulnerable and exposed.

It isn’t the fault of the business, or even of you.  You just built your business using a faulty model. You thought that successful business owners needed to be in control of very aspect of their business to make sure that nothing bad happened.

You thought that the harder you worked the more successful your company would be.  After all, wasn’t that what you had learned?  That it takes “hard work” to be successful?

But this is only half the equation.  Of course it takes hard work, but it also takes SMART work!

In your business, the more you do, the more you’ve got to keep doing. Which for many business owners means you do the “job” of the business during the day, only to come home on nights and weekends to do the administrative and accounting functions that you just didn’t have time for during the day!

In fact, this phenomena is so common we even have a trademarked name for it -The Self-Employment Trap™.

It comes about because you are so busy doing the day-to-day job of your business, that you don’t have the time or energy left to grow and develop it as a business!

“Just when I thought I was out, they pull me back in!”

Do you remember that scene in Godfather III when Michael Corleone (played by Al Pacino) finds himself caught up in forces outside his control and pulled back into running the family business that he thought he’d escaped?

Do you ever feel that way?  Like your business, your employees, your customers keep pulling you back in to the day-to-day operation of your business?

What does it cost you?

How many times have you called home to tell them you’ll be coming late for dinner?  Or worse, you’re on “family time” but find yourself checking email and doing work on your smart phone or laptop?  Or distracted from being fully present with your family because you’re going over and over work stuff in your head?

And how much money is left sitting on the table because you don’t have the energy or time to focus on going after it?  What opportunities have you lost out on – forever – because you were so mired in the day-to-day operations of your business?

If this strikes a chord with you and feels uncomfortably familiar then you realize you’ve built a self-employed job for yourself, not a true business.

So What’s the Way Out?

“Okay David, you’ve got my full attention.  I see exactly what you’re saying.  So what’s my way out?”

The answer is simple, yet the implementation of that answer is both one of the biggest challenges and richest opportunities you’ll ever have as a business owner.

You’ve got to build a business, not a job.

Building a business means that you build the systems, the team, and the intelligent business controls that allow you to daily lesson your business’s dependence on you the owner.

And in this process it is much less about long hours than it is about knowing the specific leverage points and sequencing of what to focus on and when so that step-by-step you grow and develop your business as a business!

And you know what the best part is?  Done correctly, building a business and not a job means your business does more and requires you to do less. And this means you finally get your life back!

I want you to protect yourself, your family, your employees, and your customers and vendors but reducing your business’s reliance on you. 

PLUS I want you to get your life back.

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Today I wanted to share a very powerful concept that every business owner not only needs to know about, but also needs to use. 

It’s called creating your “Core Story“, and it’s the single most important way for you to give your employees, your clients, your prospective clients, and your market place a clear, coherent context in which to fall in love with your business, and to understand your core branding.

Every Business Has a Core Story

Your core story is the story of how and why you started your business to begin with.  It’s told with one purpose in mind: to quickly and powerfully share your defining branding in a story that speaks to your listener emotionally.

We all know stories have the power to communicate so much information and emotion in a short, tight way.  They allow you to tap into deep symbols and give context and meaning to your employees, customers, and market place.

Maui Mastermind’s Core Story

Let me share what a Core Story is by giving you our example.  (Click here for a VIDEO version of this core story on our site.)

In 2003, I was part of a mastermind group of 4 very successful business owners.  We each wrote best-selling books and had training programs for business owners and investors.  2-3 times a year we’d meet in a city for 1-2 days and mastermind on ways to help grow and expand our businesses.  And boy did it work.

My mastermind team helped me generate an extra $10 million of sales and to triple my net profit in less than 24 months!

During one of these mastermind sessions we were all griping about how at the average 2 hour training class we gave so little happened.  Sure we might have 500 or more people in attendance, but sometimes it felt like only 1 or 2 ever DID anything with what we taught them.

So we asked a powerful question:  What if we were designing the perfect business workshop, what would it be like?

We brainstormed answers like, “It would need to be in a beautiful location and a 5-star resort…“   “It would need to be over an extended period of time not just one day…” And most important of all, “We would have to pre-qualify every person who attended to make sure they were absolutely committed to playing full out and USING the ideas they were learning…

At first we were just talking hypothetical, but I said let’s do this, pull out your calendars and let’s schedule the event right now.  With a big gulp that is exactly what we did.

That first year we sold out the first ever Maui Mastermind Wealth Summit at a luxury resort in Maui.  The response was so powerful and the feedback from participants so positive we began holding this $30,000 week-long business owner and wealth retreat every year since.  Considering that over 60% of our graduates pay to come back year after year after year we must be doing something right.

That event became the foundation of the Maui Community of business owners with these super-successful entrepreneurs and the Maui Advisors “paying it forward” to the next generation of business owners by sharing with them the things that made a difference in their businesses and lives.  Collectively the Maui Advisors have started, scaled, and sold over $2 billion of businesses.

We’ve carried over this tradition of successful entrepreneurs sharing the best of their real-world experience with our Business Coaching Program.  To date we’ve helped hundreds of coaching clients add millions of dollars to their business’s bottom line.

Your Core Story Shares 3 Key Elements

  1. It pulls in your listener and captures their attention.  Didn’t you find yourself imaging who actually goes to that $30,000 event and what it would be like to hang out with them for a full week in Maui?  Weren’t you curious what happens at Maui to prompt over 60% of the participants attend year after year? 

    That’s the point of the story, it captures your listeners attention and pulls them into your business’s world.

  2.  It defines the key branding elements of your business in a symbolic and emotionalized way.  The key branding elements for Maui Mastermind are the community aspect of business owners who mastermind together to help each other take our businesses to the next level. 

    Also the elements of the exclusivity, the top-of-the-line, best-in-class get communicated through our core story.  These are essential to the Maui brand.  We never wanted to be a “guru”-driven, “just-like-everyone-else” company. 

    We’ve always staked our claim in the fact that the greatest contributors to the Maui Community are the successful business owners we attract who are paying it forward to the next generation of business owners.  Our Core Story also highlights our Maui Advisors who have personally built and sold over $2 billion of businesses.  This fact establishes both the credibility and differentiation of our community–it is filled with entrepreneurs who have succeeded on a massive scale and can share from their personal experiences.

  3. It Gives your listener a clear context within which to immediately understand what your business is and if it is in fact something that they may want to engage with. 

    For us, any business owner who hears our Core Story who has an ounce of ambition is immediately pulled to find out more about us and how they can leverage the Maui Community to grow their business and become a more successful business owner.  Also, mega-successful entrepreneurs are intrigued with the concept of our flagship event, the Maui Mastermind Wealth Summit, and often want to explore ways they might participate or contribute.

    A great Core Story speaks directly to the dreams, desires, and frustrations of your target audience.  More than that, it gives them the simple languaging with which to quickly and easily understand your business.

Your Next Steps

While I’m gratified that you found our Core Story interesting, and that you now understand the concept of your Core Story, I need you to do one more essential thing… I need you to craft your business’s Core Story.

It’s not enough to passively read our weekly business success eletter, you need to take action and apply what you’re learning. 

Take 5 minutes right now and outline your business’s Core Story.  Remember you are not writing your Core Story for yourself, you are writing it to inspire your employees, your clients, and your market place to better understand you and your core brand elements.

How do you know if you have your Core Story right?  Try it out on some of your prospective clients.  If they don’t light up with curiosity, or instantly connect and relate to your business, or feel the desire to engage with you, then go back to the drawing board.

Good luck writing out your Core Story and using this key concept to make your business more successful.

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Several years ago I had the good fortune to get to know a billion dollar business owner.  In fact, not only did I get to meet him, but I spent close to a week with him one-to-one learning his specific ideas and methodologies to build a world class business.

In fact, his advice personally helped me to reshape two of my companies and triple my profits in less than 36 months.

He’s a guy who launched and sold his first business to American Express for over $10 million, then went on to help form, scale, and eventually take public an upstart travel company that had the audacity to leverage a broke, C-list celebrity spokesperson to create a business that today is literally valued at over 25 billion dollars!

His name is Jeff Hoffman, and the company he helped create is called Priceline.com.

Jeff was one of the founding team members and former CEO in the Priceline.com family of companies.

Over the years Jeff has generously volunteered at as a Maui Advisor, sharing his best ideas on scaling and growing a company.

I want to share with you 3 of his best insights.  (And what’s more, if you’d like to see a 45-minute video of Jeff giving a keynote talk at one of our Business Owner Success Conferences, just follow this link.)

Secret #1: Build a Business, Not a Job

Jeff recognized that most business owners don’t build a business so much as they build a self-employed job for themselves.

Why do so many business owners get caught up in the day to day activities and stunt their business’s growth and get stuck in the status quo?

According to Jeff the reason is simple, they don’t have an accurate road map that gives them a clear model for HOW to build their business.

They think that long hours spent doing the job of their business is going to help them escape.  But let’s be very clear, you cannot dig your way out of a hole!  The faster you dig, the deeper you get.

The same thing is true for business owners–you cannot dig your way out of your business by putting in longer hours doing the job of your business.  To escape the Self Employment Trap™ you’ve got to stop doing the job of your business and step back to grow and develop your business as a business.

Secret #2: To Reach Your Business Dreams, Follow a Better Road Map.

The road map you are using to build your business is one of the biggest determiners of where you’ll end up with your business.

Jeff always encourages business owners to build their business with the end in mind of building a business that COULD be sold.

Regardless of whether you ever sell it, this will spark you to build a better business.

You’ll incorporate stable systems; you’ll groom your leadership team; you’ll implement intelligent business controls.

All of these things will make your business more valuable, more scalable, AND easier to own passively.

Secret #3:  Get Off the Couch and DO Something.

Jeff shared with our group how the average business owner works hard in the business, but is actually lazy about learning new ways to grow and expand their companies.

Case in point, the conference he was the keynote speaker for had roughly 100 business owners participating.  The invitations went out to over 50,000 business owners.  Where were the other 49,900 business owners who could have been there that weekend learning concrete ways to grow and expand their business?

One of two places… Either they “had to work” for their businesses (ironic isn’t it?) or they were at home “on the couch”.

Jeff’s observation was that in business it’s always the business owner who can consistently get him or herself up off the couch and learn new ways of growing their company that will outshine and outperform the masses of business owners who are just too lazy to break out of old, outdated ways of doing things.

What About You?

Are you a business owner who is “stuck on the couch”?  Or are you someone who goes after your business dreams?

If you are the latter–a business owner, who’s committed to learn what you need to learn to take your business to the next level–then I encourage you to follow the link below and watch as Jeff personally shares 45 minutes of his best business building insights in this free video training.

This is your chance to learn the real-world realities of launching, growing, scaling, and eventually exiting your business from one of the world’s top business experts!

——-> Click here to watch this powerful 45-minute free video now!——->

The real question is whether you will get yourself up off the couch and make the time and invest the energy to learn from Jeff these exciting ways to create huge breakthroughs in your business.

I hope you take me up on my invitation and study this video now.

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Scaling your business in earnest -Rapid Growth Companies

by David Finkel on December 14, 2012

Have you made the leap to building out your winning management team?

Are your systems in place and not just ready to be refined?

Is your revenue growing fast and it feels like your business is bursting at the seams?

Then you are in the “Rapid Growth” stage of an Advanced Stage Level Two business.

You’re in the enviable position of entrepreneurs like Tom Santilli, a long time client of ours.  Over the last 4 years Tom has grown his sales by over $4 million AND reduced his working hours by 50% at the same time!

I strongly encourage you to take 5 minutes and watch this short video that we just posted on our new website for rapid growth business owners like yourself. —> Link to video for rapid growth businesses…

I hope you enjoy this short video with insights to help you and your business succeed.

If you would like to get our help to accelerate your growth in a CONTROLLABLE manner, then I encourage you to contact our office for a complimentary 60-minute Business Coaching Session to strategize on your business.  Here’s the link for more information.

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With the possible exception of your Finance Pillar, in no other area of your business is it as important to track your results as in sales and marketing. You do that by creating simple scorecards that tell you what is and is not working.

Do you know quantitatively and objectively how each of your main lead generation activities perform?

For example, do you know your cost-per-lead by lead source?

Do you know your percentage response rates (e.g., click-through rates on banner ads, or response rates per direct mail piece, etc.)?

Are you able to relate your lead generation activities to your sales conversion metrics so you can track which leads are highest (or lowest) quality?

After you have good numerical data with which to work, determine your best lead generators, your best lead converters, and your best current client resellers, and invest in scaling up those efforts.

How do you get the resources to do this?

Easy. Starve your losers! Cut your bottom performers.

Don’t waste precious time, focus, and money on below-average performers when you can reinvest these resources in scaling up the best ones.

If you really are serious about taking your business to Level Three then I urge you to call my office at toll-free 866-214-6619 right away.  If you qualify, one of our experienced coaches will do a free 45-60 minute Strategic Consultation with you on your business, to clearly identify the key leverage points and road blocks to you taking your business to the next level.

You can also apply online at www.MauiMastermindBusinessConsulting.com.

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Getting the Money to Grow Your Business (3 strategies)

by David FinkelJuly 18, 2012

Today I wanted to talk about getting the money you need to grow and expand your business. To be clear, I’m not going to be talking about raising capital from angel investors or VCs today, although for some business’s that is a critical way to fund growth.  Nor am I going to be talking about [...]

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2 Books that Inspired Me

by David FinkelJune 27, 2012

Today I have a real treat for you – two specific book recommendations from two very capable women in the Maui community of business owners. The first book recommendation is by our newest Maui Advisor, Patty DeDominic.  Patty is an extremely successful entrepreneur who built and sold several multi-million dollar companies.  In 1979 she founded [...]

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