How To Grow A Small Business Ebook

Draft #3

“INCREASE BUSINESS BY MORE THAN 47% WITHIN 90 DAYS EASILY AND QUICKLY”

Free eBook

By Dan Cavalli of http://www.howtogrowasmallbusiness.com

Dan Cavalli Business strategist And Author of

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ABOUT THIS eBOOK You are free to use this information in any way you wish provided you keep it completely unchanged and include any resource links back to my website.

You can get more advanced advice on how to grow a small business in Record Time at http://www.commandobusiness.com

Contents Introduction ……………………………….…………………………………… Page 4 What it takes to build a million dollar business…………………….. Page 9 Seven strategies to guarantee the big payoff……………………….. Page 8 Let experience of others teach you……………………………………… Page 11 The astute………………………………………………………………………… Page 13 History and other lessons…………………………………………………… Page 13 Grow your business massively bigger………………………………….. Page 14 There is magic in thinking big…………………………………………….. Page 14 How to produce massive growth in your business…………………. Page 15 Create belief in your ability to do it……………………………………… Page 16 How to think big……………………………………………………………….. Page 16 How much are you worth…………………………………………………… Page 17 What size is your thinking………………………………………………….. Page 18 Think like you are in first class……………………………………………. Page 19 Power of giving…………………………………………………………………. Page 19 Be a crusader……………………………………………………………………. Page 20 Nuts & bolts of thinking big………………………………………………… Page 20 Actual 18-month plan………………………………………………………… Page 21 How to develop a bigger and better business strategy………….. Page 21 Create the plan…………………………………………………………………. Page 25 Create more sales than you can handle……………………………….. Page 26 Follow-up business or close up business……………………………… Page 27 The follow-up……………………………………………………………………. Page 28 How to go from millionaire to Decamillionaire………………………. Page 30 What do most self-made millionaires have in common………….. Page 31 Strong and concentrated thoughts………………………………………. Page 33 Power of providence………………………………………………………….. Page 35

For your free 5 day mini-course on “How To Make More Sales In 5 Days Or Less” go to http://www.leadbuildingsystems.com

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Shoot for the stars…………………………………………………………….. Page 37 Exploding your business in less than three months………………... Page 37 Calculate the life time value of a customer……………………….…....Page 39 New customers………………..........................................................Page 40 Not confusing the perceived value of a gift with its cost…….…....Page 40 Using a gift to identify leads and prospects……...........................Page 41 Parts of the sales process………………….......................................Page 42 Left field marketing…………………................................................Page 43 What else can you do...……………................................................Page 43 What to do next………………………………………....................... .......Page 45

DISCLAIMERS The content of this report is for information only. Readers must make their own evaluation of the suitability of the ideas presented. Readers must also make their own evaluation of any recommendations of products and services by personally contacting the suppliers or advertisers and making decisions based on the information that they provide.

This report may be used on this understanding and, consequently, the reader accepts that its creator or the creator’s entities cannot be held responsible in any way for the outcome of any decisions made.

Although great care has been taken in the compilation and preparation of this report to ensure the accuracy of the information made available, the creator cannot in any circumstances accept responsibility for errors or omissions, or for the results of decisions taken. The information given is never legal advice and it is not warranted or guaranteed.

Readers should not take any action based on information in this report until they have considered the source documents and any further documents to which they refer. If legal advice is required, a lawyer or accountant should be consulted

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“INCREASE BUSINESS BY MORE THAN 47% WITHIN 90 DAYS EASILY AND QUICKLY”

By Dan Cavalli http://www.howtogrowasmallbusiness.com http://www.commandobusiness.com Introduction Before I go into the nuts and bolts of how to grow a small business in record time let me tell you a short story. Take these extra few minutes to read this introduction because it is the foundation information for the entire document. It’s that important.

This is my story and how I started on this journey of changing my life from being a no hoper to one of having abundance from the results of building one of Australia’s largest service provider companies in 18 months.

My story began with a wise man [my first business mentor], Mr Anthony Green, who gave me the key to abundance. At first I failed to grasp the meaning or significance of this key and as a consequence, failed to use it. As you might suppose, I remained without abundance.

The key was so simple that it did not make a strong impression on me. I guess I expected a complicated and clever scheme and with that as the basis of my thinking, I misunderstood the key and actually used it in reverse. What is the fantastic key that Mr Green gave me?

REMEMBER: It is simply "Other People Have Everything You Want. All you have to do is transfer it from them to you”.

You know what my reaction to this was when he first told me? "Yeah, that seems reasonable."

Then I gave it a little thought and immediately concluded: "Sure, people have money, all I have to do is figure out how to take it from them and transfer it to me”.

So with that understanding of the key to abundance, I went forth to claim my wealth. I developed several approaches I felt would achieve the desired results. I first tried working two jobs. I had my day work and figured I could develop something outside these hours since the job didn't pay much. Then I could work both ends toward the middle.

I began to work my outside job, using my day job as a base. Then I started giving less to my day job so I could give more to my second job. Well, that didn't work out because soon I didn't have a job. Then, I could not rob Peter (as Peter ceased to exist) to pay Paul so my second job also failed.

There I was, broke and without hope of an income. I had to justify the reason for both failures to my wife. Apparently I had not learned anything so I proceeded to try several new approaches but each ended in a similar disaster.

The fact that abundance is an essential and accepted part of every human life is seldom understood and this misunderstanding is essentially the reason that few enjoy a life of abundance.

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When I had lost everything, I returned to my wise friend with great indignation and bitterness, prepared to condemn him and his key to abundance and blame him for my misfortune. Upon approaching him all I could think about was what I was going to say to him.

It was at this point that I informed him that he was a fake and even if he was a multi-millionaire, he must have some crooked scheme he was hiding from me and I was determined to discover what it was!

When he smiled and began to talk, I began to see how wrong I had been. Here is what he had to say to a very bitter young man, a total failure and loser.

"Dan, I like you very much. Not from what I see and not from or because of what you have done.

If I considered those things, I would be forced to disassociate myself completely from you because you are at this point a disgusting example of a man.

You dislike yourself and everyone else. You are dishonest with yourself and the people you associate with. You think and act like a poor man and are broke as evidence to that fact.

You are the kind of fellow who is looking for a short cut, something for nothing.

Should you continue on your present path, you will always be broke. Soon your spirit will be broken and at that point you will die from mediocrity or live a life which is equally unrewarding.

You’ll seek a job that you think will continue to feed you and provide you with what you think is security. In that job, you will become a little man growing smaller each day. You will develop into a parasite that is afraid of losing his job and security.

You will begin to play office politics to cover up your inadequacies and insecurity. You will one day be called in and dismissed. Your whole world of security will vaporise before your eyes.

You'll go home to your wife and family and say that you were fired because someone had it in for you. Your wife will understand by saying, "What are we going to do? We have no money saved.

How can we buy food and pay the rent?"

And you'll say, "Well, I can get unemployment for a while and maybe find another job". You go out to find another job and when you plead your case to your prospective employer, you will be afraid that your prospective employer might ask for a letter of recommendation from your last employer.

REMEMBER: Are you willing to take a lower salary?

This process will continue until you retire, get social security or pass away in some home for the elderly and underprivileged. That, my friend is your destination should you persist in following the direction you are now going.

It may be worse, Dan but that is the best you can expect.

You can get angry and walk out now, or you can stay for a little while trying to justify your position. Or, if you are willing to listen and begin to be honest with yourself, I will allow you to stay and learn what it is to have the great key to abundance. Dan, which will it be?"

He stopped talking, got up from his chair and said, "I will leave you alone for a while. If you are not here when I return, I will understand your answer." Then as he left the room I felt as if I was losing all I had. I was full of fear of loss but at that moment. I also felt as though I had hurt him.

I started to get up to leave but as I stood, I saw him through the window walking into the yard. As he stepped into the yard his family ran up to him and hugged him and they began to laugh and enjoy each other’s company.

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I stood and thought of my family and realised that what I was seeing had never happened at my house. As I became caught up in that realisation, I began to think of my unhappiness, of what had happened to me and what Tony had said.

I sat down again and noticed that the time was 2:30. I would have to leave soon for a job interview if I were to get there on time. I sat waiting for him to return. 2:45 came and went and 3:00 came and went. I looked out the window and he was still having fun.

Then I thought, "Could he have forgotten about me?" My desire to stay grew stronger along with a mind full of doubts. I had missed my job interview now. As the time approached 4:00 the door opened and with that same warm smile on his face, Mr Green said, "Can you stay for dinner?" I smiled and said, "I would love to."

He sat down and began to talk and there I began the most fantastic journey of my whole existence. As I listened, a door opened in my mind, then two and then four and I started getting excited.

I will try to relate to you exactly what he said as his ideas seared into my mind. “Dan", he started, "I gave you the key so long ago but you failed to grasp its understanding. You must recognise that your mind is much greater than you are and it will always be. As you discover it, you will always find that even if you think of what you have today as abundance, tomorrow will bring even more.

Each day you must ask of your mind and it will continue to give in a greater abundance than you can now imagine. It has ten great answers to every problem you can ever have. You see Dan, the only major difference between men and animals is the mind. Someone once said that you can find everything that man has in a pig, except his mind”. I thought this statement was a test for me so I said that the key is: REMEMBER: Other People Have Everything I Want.

He came down hard on me and said, "You must first realise that you are one of them and you are no better or worse than the rest. The difference is how you use what you have. It all starts with your mind.

Dan, remember that people have things. Things do not have or own anything. People give values to things and people have things of value. Let's say you want love, friendship, associations, someone to work for, someone to work for you, taxes, money, votes, etc.

Whatever it is you desire, people have it and will, under the right circumstances, gladly give it to you. This being true, what are the proper circumstances, which will cause a person to give you what you desire?

You must be willing to give something of equal or greater value. You might say, "He's broke and has nothing to give or I have little to offer in exchange for the things I desire." Well, that's where you are wrong again.

You have at this moment everything available to exchange for more abundance than you can analyse or comprehend. The problem is that you have been looking in the wrong places for value.

You must look to yourself.

REMEMBER: The Rule Is, "Receive In Exact Proportion To What You Give."

This law is inflexible and cannot be broken. If you think you are ahead of the law and have gained something to which you are not entitled, you will soon discover the loss of that which you have gained.

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Should you at the moment find the reverse, that is, that you are behind for the services rendered, it will not be long before the shortage will be made up to you.

Suppose that you are broke and have what appears to be little to offer.

What can you do with the little you have? You may take a job and receive a small salary. Now here is exactly what you do to start the law working for you in the positive direction.

You first have your employer define for you exactly what it is that you are to do for the money he is to pay you. He may say that you are to come to work at 8 am and leave at 5 pm with one hour for lunch and that you are to produce 10 items per hour or 80 items per day.

You must come to work earlier than anyone else, produce more and stay later than anyone else and at the same time discover ways in which you can make greater contributions to your employer.

When you ask of your mind to give you new and better ways to perform your duties, it will give you an answer every time. You should spend an hour each day alone thinking of ways to do a better job. You will soon discover to your amazement that your mind is full of great ideas.

Quietly put your ideas to work and this, along with your job performance, cannot go without recognition. You will be pleased to discover that you will be promoted and given raises. Soon, you will be offered the manager’s or foreman’s position.

As you continue to give more, you will soon find yourself in higher management. When you reach a point where additional education is required, go to night school or the public library for the education needed.

The fact is that there is nothing that can hold you back. When the company you work for has no place higher for you, help the company develop the need. If they fail to respond, other companies will want you. Should there be no other company, create your own. But first, go to the very top in your first company.

You must never concern yourself with what you are to receive before you give. Since the law always works, you must only be concerned with your contributions.

REMEMBER: As you sow, so shall you reap!

Your relationship with your associates is important and the rule is, being friendly and constructive to those around you. Contribute whenever you can. You will grow by helping those below you prosper. As those below you grow and prosper, they must raise you to a higher level.

You cannot rise to a higher position by destroying those in positions above you. Should you gain such a position through these means, it will only be temporary. Create and you cannot be denied!

Those in leadership positions must lead by example. Seek constantly to give recognition to those you are leading and help them to help themselves. Help those you are leading in these ways to achieve their goals.

You must always be fair and honest with those you lead, and you must treat them with dignity and respect. Encourage them when they are despondent, help them understand what you understand.

Love will overcome all problems when appropriate effort is given. The greater your service in quality and the more people you serve, the greater will be your abundance.

Now, Dan, I could go on and on explaining this great truth and it would not change the simple nature of the truth, nor would greater explanations bring you any closer to abundance. It is all up to you.

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Dan, do you want to create and give service, or do you desire to continue wanting something for nothing? The real key is whether you wish to be honest, or dishonest.

When you are able to answer this question, you will automatically know what the balance of your life holds for you. The hardest part of your life is at this moment before you. When you make your decision, you must be totally committed to that decision. Now, my friend, do you understand the law of abundance?

REMEMBER: Do you know what it is when I say the key to abundance is People Have Everything You Want?

Then Tony stopped taking. At that moment I knew he was indeed my friend, and I his, for he had given me the greatest of all gifts with no expectation of a return other than seeing in my face the fact that I was a new man, a man excited about myself and life. By the expression on my face, he knew my decision.

He turned to me and smiled I could not understand how he could smile, be friendly and still offer advice after what I had said to him at the beginning of our meeting. As he continued to speak, a new and fantastic world began to open up even more for me.

I got so excited that I could hardly contain myself. Finally I understood the key! Yes, it was the "Open, Sesame" to an abundance greater than I had ever imagined even in my most fantastic daydreams.

As I left his front door, which I had entered a few hours before as a desperate and destitute man, I felt a surge of energy and knew that no man was richer than I. The most exciting thing about it was that it was mine and that the more I shared this abundance, the greater it became. Fantastic and how stupid I had been all those years.

When I walked out of the house of this great man, it was like stepping into a brand new world.

Even the ground beneath my feet felt soft and good. The earth seemed to reach for my feet, to pull me forward as if to tell me of the magnificent journey that stretched out before me.

Since that important day, wealth and even greater abundance has flowed to me beyond my ability to use it. As I move forward, the stream broadens into the limitless ocean of infinite magnificence and abundance.

REMEMBER: All this from a simple little key that now made sense to me seemed to have unlocked a universe.

Each person has this key on their key chain, but most have never understood its use or even recognised its existence. Each has heard the music of this key, but we hear it as just another note in the symphony of life and it becomes lost in that exposure.

From that moment until this, i have used this key, and abundance has flowed upon me in greater amounts than I could have dreamed of. In Just a little over ten years, I have earned more money than I could use in two lifetimes and acquired items of much greater consequence than I had ever known before.

This is only a beginning, for I will spend the remainder of my life creating and giving greater and greater service to more and more people. This law has been confirmed and reconfirmed. Each time I have failed to live by it, I have received the justice of the law in reverse.

I have written this experience that it might be an inspiration to others. Unfortunately, most who read this great truth will not desire to put it into their lives, for they have too long justified their For your free 5 day mini-course on “How To Make More Sales In 5 Days Or Less� go to http://www.leadbuildingsystems.com

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failures by placing the blame on others or circumstances and now lack the courage to admit how they were wrong.

Regardless of a man's race or past conditions, there is no justification that can alter this truth and no government strong enough to nullify its effect. Man can only fail by his own consent.

May you receive all your dues by giving insight and courage to others, understanding this simple truth and letting it be the rule of your life.

Start now, for tomorrow is too late, since it never comes to those who say, "I'II start tomorrow."

What It Takes To Build A Million Dollar Business Let me share a few thoughts about how I built my business from zero to $140 million in less than 18 months. Even though I had the right mindset more was required.

When I started as a self employed businessman I used to look at successful business people and envy their million-dollar lifestyles. In the early days I’d ask myself, “Why isn’t my business as profitable as theirs?” It took me a long time to realise the truth in Al (chain saw) Dunlap’s expression: “Business is easy.”

It basically comes down to behaving like a CFO (Chief Financial Officer) with a difference. That difference should include adopting million-dollar business owner thinking. If a CFO isn’t generating profitable outcomes they don’t have a job.

Once you make an investment in a project, if the return is insufficient, find a way to make that project profitable or ditch it. Get rid of the unprofitable and push hard on the profitable and think big while doing it, no matter what the size of your business is now.

CFO’s expect a payoff for every project sooner rather than later. On the other hand, a million dollar business operator focuses on the business practices that create the biggest results. They invest their time, money and resources expecting a big payoff. Let’s incorporate the CFO and the million-dollar operator’s ideas and call you a “Million Dollar Chief Financial Officer” or MDO for short.

MDO’s use seven strategies to guarantee the big payoff.

1. Everything Is Marketing.

The success of a company is based more on the marketing of the product than on the product itself. Everything is marketing, first second and third.

Realize that not all marketing opportunities are created equal. I started off sticking business cards under windshield wipers in parking lots. That wasn’t as effective as speaking to people at a seminar. I soon found that wasn’t as effective as speaking at a national convention attended by thousands.

Realise your existing customers are your best prospects. It costs more to get a new customer than it does to increase the profits from an existing customer. The best customer is a loyal one.

Never stop marketing, no matter how well you are doing. When you get busy, you may be tempted to cut down on marketing but that’s the time you should do more. If you have 3 sales

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people, hire twenty more. If your sales are up by 10% on last month call on 100 more new prospects to increase sales further.

Bring next year’s targets forward to now. If you plan to have 200 more new sales per month by this time next year, plan to do the work now to produce those results now. Hire the extra sales people, make the extra contacts and start looking at prices for more office space in anticipation of expanding your business. Most of all, seek financing to fund the expansion now when you don’t need it.

2. Never Discard an Idea from Anyone.

Not many business owners ask employees for their opinions. I’ve received some of my best ideas from my employees and paid them for it when I received the pay off. Brilliant ideas are generated by the most unlikely people. That’s why you as an MDO should take the time to talk to everyone who asks you for your time.

3. Build your Rolodex.

MDO’s are selective about relationship building. The people you really need to be building relationships with should be above your level. Get out there and visit other successful business people. Take note of those who are featured in the newspapers or documentaries. Get to know your local successful business owner and join associations for businesses.

Don’t confuse building up contacts with socializing and don’t give credence to anyone just because they show up at a group event. Ideas can come from anyone however you do need to be selective about whose advice you take. Always assess the value of the advice offered and don’t take advice from a bricklayer to value your diamond ring.

4. Don’t Undervalue Yourself.

MDO’s are smart buyers. They understand that anything cheap can be expensive in the long term.

But there is a difference between anything cheap and buying cheaply. I used to purchase from my local retailer/wholesaler until I asked for a better discount one day and he said, “No, we have to make money too, Dan” I then asked him if I could get it a $1 discount off a $3000 order. He said no.

It took me two days to start my own import business and buy my products directly from China. My supplier is probably still wondering why I haven’t placed another order with him. He’s lost about $3000 a month for the next 3 years.

If you do not want to experience the above from the side of the supplier, remember to always show willingness to offer a discount even if you can’t and make sure the excuse is sold not told.

Never be afraid to give someone a dollar discount. It won’t hurt you. It’s not much but the reward is in the feeling you get when you do it the right way. Don’t get this mixed up with making a profit.

People who say, “I love this so much I’d do it for free,” this is not the MDO attitude.

MDO’s aren’t in business as volunteers. A business must be profitable, otherwise it’s not an enterprise, it’s a charity. The word profit stems from the Latin word profectus, which means advancement or improvement. Some people may be happy to start small and grow slowly, but MDO’s build fast, to last and they fully intend to make money.

5. Expect and Plan for Failure.

MDO’s know that no matter how successful they are, no business is unsinkable. Nothing is infallible. The Titanic sank on its maiden voyage, but if you’re prepared, even enormous icebergs

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won’t sink you. I am criticised all the time because I look at what could happen in the future. Once identified, I put a strategy in place to side step the potential mishap, should it raise its ugly head.

I’ve missed a few times and was badly hit but I’m getting better at it.

6. Keep Your Team Small But Great.

Al Dunlap says in his book “Mean Business”, keep your management team small and close to you and that they had better be great in their job and dependable. When I started out in business I took these words of wisdom at face value, applied them to my business and found them to be true.

People have burnt me when I have let my guard down. Never trust a person who doesn’t keep their word. It identifies a weak character and that is poison in a business.

Never be reliant on a person who doesn’t have a good character. It is the death knell of a good management team and business if you let any such person into your midst.

7. Top Things to Do To Grow Your Business Big • • • • • • • • • • • • • •

Always think big and implement strategies that will grow your business Set financing in place before you need it Develop a strategic plan emphasizing marketing.

Choose a name that tells what you do and not who you are Build contacts with professionals and other business people Prepare a backup plan for survival in case of potential failure Start, continue and never stop building your customer database Don’t quit your day job until you’re making real money.

Don’t take advice from bricklayers Don’t invest in unnecessary bells and whistles Don’t try to do it all yourself. Develop a great team of managers Don’t cut corners on image Don’t get addicted to time-stealers like e-mail and voice mail.

Don’t let stress wear you down. Remember stress makes a MESS.

Let Experience of Others Teach You Most people I talk with agree that experience is the best teacher. People learn from experiencing things personally or through observation and then applying what they have learned to themselves.

Surprisingly most don’t realise it’s not their personal experience that is the best teacher. The best teacher is learning from the experience of others without the agony or ecstasy of a personal experience.

Too good to be true!

People shy away from taking a punt on something that seems too good to be true can be something. This is because of the old cliché if it’s too good to be true it generally is.

Conversely, the primary reason people talk themselves out of something that looks unbelievably profitable is that they simply don't know whether the opportunity is real. They may also feel they could be embarking on a risky venture.

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That is why experiencing the event personally has its down side. Learn from the experiences of others. It’s easier, less costly and more predictable. I am not talking about personal experiences that you would enjoy like the experience of tasting a good wine.

Rather, I’m referring to personal experiences that you would prefer not to have if it has the potential to hurt you or your family. Some would give their right arm for such knowledge. I have that knowledge and will share it with you.

Anecdote Let me tell you a story. It doesn’t seem that long ago that I was wound up in my own success, killing myself and working 15 hour days.

I Started the day at 5am and went through to 8pm snacking on goodies every 2 hours and enjoying $400 lunches. I ended up gaining 45 kg weighing 130kg and sat in front of a computer doing very little else.

What was worse was the more successful I became the busier I was. I was caught in a vicious cycle, a roundabout and I couldn’t seem to get off. I was like a raging bull charging straight for the matador only to have his sword plunged between my shoulder blades down into my heart.

Casually, during a conversation, a colleague said to me in a light hearted manner, “What are you going to do with all your money when you’re dead?” It was like a 10 pound hammer had hit me between the eyes and I felt dizzy as though I was seeing yellow stars!

Bad Example Here I was an overweight person doing nothing to improve the quality of my life. No exercise, bad eating habits and neglecting my family and social life. I’d wake up to only one thing, work. I’d go home to only one thing thinking about the next day’s work.

Previously, I had seen this behaviour in others but somehow I didn’t think it applied to me. I had become a victim of my own ignorance and world of self importance. How much easier would it have been if I took the advice of others before me? Instead I had to experience it and pay the price of not learning from the experiences of others.

REMEMBER: Personal experience is not always the best teacher.

Remember when we were children, we learned our way around the kitchen. However, helping mum cook in the kitchen was a dangerous pastime. Most of us have been burned at one time or another.

That was when we were young and had no concept of learning except through our own experiences and mistakes. As adults we grew in knowledge and intelligence and found there was another way. We can learn from others!

We saw the pain our parents or siblings experienced when they crushed their finger in the car door as it slammed shut. We soon realised that to avoid the same pain, we had to keep our fingers well out of the way of a closing door. Didn’t we?

Not at all! I’m sure there are still adults who slam their fingers in car doors. It seems that even as adults some still have to experience the personal act before they learn the lesson.

Examples

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Take for example people that smoke. They know the possible consequences of smoking but do they stop? They often stop when they are in hospital and the doctor advises them to quit or they will die.

What about speeding? Speed can maim or kill if in an accident. And yet people still speed.

In these examples as with most experiences the person knew about the consequences of their actions however refused to change until they personally experienced devastation.

The Astute The astute person watches others to end up with the desired outcome they are interested in having. It’s simple really, assimilate the experiences of others and don’t do something that has an outcome you don’t like.

Now, relate that back to the situation above and ask if it would be wise to be motivated by my story. Do you want to be free of stress and have a healthy lifestyle? Well, don’t do what I have done. This is what I did to change my situation.

Immediate changes In the first week after making the decision to change, I reduced my workload. The tasks that I didn’t have to absolutely do myself, I delegated. This put me in the position of working a normal 78 hour day like everyone else.

I was faced with the dilemma, however of maintaining contact with my customers?

To solve this problem I installed auto responders and automatic systems for sending emails to prospective and existing clients.

Month One The servicing of my existing customers was also a large part of my workload. How was I going to fix that?

I installed a customer service system then trained others how to manage customer questions and enquiries.

Month Two By now I was starting to enjoy life and was working on what I love to do. My business wasn’t suffering. It still turned over about $47,000 a day.

Month Three Last but not least I embarked on a strict eating and exercise program to get fit and lose weight. It took me a while to find the best diet to guarantee the best results with the least amount of effort but I did do it. I now enjoy life at 80KG and I love it.

Let’s relate this back to “experience” being the great teacher. The astute person will gain advice from someone who has the experience in solving a particular problem or situation.

Some pay for advice in order to learn what they have to do to have a trouble free environment.

Even though some pay for advice they don’t always apply it to what it is that they want.

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Instead they choose to act on their gut feelings and/or emotions at the time. They still refuse to learn from other’s experiences. It would seem they couldn’t learn unless they personally experience the pain themselves.

History and Other Lessons Even a military strategist will look at history to assist them in deciding what step to take next to achieve a particular outcome. History repeats itself many times. A military strategist to ignore history in time of war is a tragedy for them, soldiers and for the country they serve.

I have been asked many times for business advice. Some advice is easy to give because I have been successful in this area.

Ignorance Price Many times my advice has been ignored by those asking for it and in many cases this has cost them dearly. That’s their prerogative, I can only empathise not sympathise with them for being fools.

On one such occasion I asked an individual who had just lost $750,000 this question: Why did you not take my advice? They said, “Just because I get advice, I don’t have to take it”. The answer blew me away.

What a foolish man. He is and will be paying for that attitude for many years to come. Asking for, taking and paying for advice is something to be valued. Learn from the experience of others.

Don’t play the ignorant fool and have to learn from your own personal experience.

How to Grow Your Business Massively Bigger And Better, Faster Who is smarter the person who is able to recognise an opportunity, the one who takes up the opportunity or the one who is ready for the opportunity?

Benjamin Disraeli says: "The secret to success in life is to be ready for opportunity when it comes."

Only a handful of people can claim they have been ready for opportunities to do what I achieved.

That is, starting from zero and creating $140,000,000 in revenue in less than 18 months.

I earn many times than the average person does in a year but does that mean I am many times smarter than they are? No! I’m just an average guy according to the psychological tests I have completed.

I am the son of a cane farmer with no business education to speak of. So what have I got that most haven’t? Am I twice as smart as you? No! Do I work twice as hard as you do? No, probably less than you do.

The difference and the only difference I would say between me and the average guy in the street is this: I think up to a 1,000 times bigger. My success is not determined by the size of my brain but rather the size of my thinking.

There Is Magic In Thinking Big. For your free 5 day mini-course on “How To Make More Sales In 5 Days Or Less” go to http://www.leadbuildingsystems.com

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The question that is asked of me often is this. If thinking big accomplishes so much why doesn’t everyone think big?

To answer that question I will have to tell you a story that happened many years ago. I attended a self development course called DBM (Dynamic Business Management). The course cost thousands of dollars to attend. My family neighbours and most of my friends thought I had lost my marbles.

When I finished the course and started to tell others about the things I learned I became the laughing stock of the neighbourhood. The reason they laughed at me was because I told them I had learned a philosophy about grapes. I nick named this philosophy “The Grapes of Wrath” because of the emotional stress this concept had caused to me.

It was simple enough. A single grape, when accompanied by many other grapes has the potential to provide enough wine to satisfy the needs of every wine drinking person on the planet.

I thought this concept was extraordinary and well worth the $4,500 I had paid for the course.

Unfortunately this view was not shared by my family or associates.

So let me go back to the question I asked above. If thinking big accomplishes so much, why doesn’t everyone think that way?

Consideration: Because we are a product of our environment, we are also products of the thinking environment we surround ourselves with. Much of our thinking is small and shallow and not open to further development.

I’m sure you have heard the expression “success isn’t worth the price you pay”.

REMEMBER: REMEMBER: The truth is that success doesn’t demand a price because every step in the journey pays a dividend if you can pick up on it.

The techniques and strategies I am going to share with you aren’t untested theories. They are universally applicable steps that work like magic. To realise the true benefits of this short ebook you must have: 1. A desire to grow your business massively bigger and better, faster.

2. The intelligence to recognise and apply the tools required for doing it.

Think Big and You’ll do Big Things.

Start off with this statement from the great philosopher, Disraeli.

“Life is too short to be little” Consideration: Imprint it on your forehead so that you can see it every day when you look in the mirror.

Amongst all the beliefs on the planet this one surpasses them all. When you believe I-can-do–it, the how–to-do-it develops itself. The how-to-do-it always comes to the person who believes he can do it.

REMEMBER: REMEMBER: The person who says to themselves I’ll give it a go and then follows up with a slack attitude will fail.

Disbelief is negative power. When the mind disbelieves or doubts, it creates reasons to support disbelief.

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How to Produce Massive Growth in Your Business Why did you start your business in the first place? Maybe you wanted freedom, to be your own boss. Whatever the reason, it was because you wanted to do it. Are you happy with how it has turned out? Does it produce a good living?

The reason I raise these questions, is because if you are reading this information, you are either dissatisfied with how your business is going and you want it to produce a good living for you and your family or you want to make it grow bigger and better, faster.

The important question to ask yourself is this: Do you really want to be bigger? You had better be sure that’s what you want. It’s one thing to want to get bigger but with that comes increased work and a price to pay.

You have to first decide how big you want to grow. How much income, revenue and sales do you want? Look at both the positives and the negatives.

Consideration: While it is easy to say that if you expand, you'll make more money and have more power, know that with growth come increased costs, more responsibility, more risk and longer working hours.

Many good businesses have folded because of lack of cash flow because the business has grown too fast to fund itself. Another killer of expansion is equipment costs.

REMEMBER: Make the decision: Do you grow? How much? How fast? It is up to you but make sure you consider all the factors.

Well, you've made the decision. You've weighed the options and you are going to pay the price for bigger, better and faster business building projects. You may be asking yourself, can I do it? Will I be able to follow through? Am I capable of doubling and tripling my business?

You may have been told by others that you can’t do it or it will stress you out. In fact everyone will have their little bit to say as you get closer to starting any business development.

Create Belief in Your Ability to Do It You have a choice to make in everyday situations. You have to choose whether what you have been told is the truth, an untruth or somewhere in between. When it comes to your mind telling you whether what you are thinking is true or untrue (or in other words it is telling you that you are not as good at something or as good as you feel you could be) what should you do?

Here are three strategies to take on board to strengthen your belief systems in yourself: 1. Don’t permit yourself to think about failure. Only think about success.

2. Keep telling yourself that you are better than you think you are.

3. Think and believe big. Your success is determined by how big your belief in yourself is.

To enable you to do this, I suggest that you start and continue to develop your self image and belief in yourself through a self development course. When you implement this training make sure that you include the essential elements of an effective training plan.

1. Provide the proper content, what to do.

2. The “what” is based on attitudes and techniques of other successful people and how they think and the way in which they apply thinking.

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3. Give instructions on how to do it.

4. The “how” is based on guides to implement the tasks involved.

5. Show what can be achieved. The achievements are explained along the way giving you a sense of feeling worthwhile.

The various targets and concepts I present here may look impossible at first but I will teach you how to evaluate and conceptualise each task so it can be achieved. However, one person will determine how much success you will enjoy. That is “You” and you alone.

How to Think Big How can we increase our thinking from small to big or even bigger? Before we find out where we can go, we have to find out where we are. To do this we need to evaluate ourselves.

Step one: Here is an exercise to measure where one is in the thinking process.

1.

2.

3.

4.

5.

Take An A4 Piece Of Paper And Rule It Across The Top With Two Parallel Lines 1cm Apart.

Draw Three Lines Down The Page Making Four Columns.

Write In Each Box Across The Top Of Each Column Asset 1, Asset 2, Asset 3 And Asset 4.

Fill In Your 4 Main Assets. Ask A Friend Who Will Give You An Honest Opinion To Help Here.

List Under Each Of These Assets (As Many As You Can) The Names Of Four Persons You Know Who Don’t Have This Asset As Much As You Do But Have Achieved Huge Success.

When you have finished you will find that you outrank many successful people out there in the wide, wide, world. There is only one conclusion you can form here. You are better than you think you are.

Consideration: The lesson here is to fit your thinking to your true self. Think as big as you really are and stop selling yourself short. You do have the ability but don’t realise it enough to use it.

Step two: Start thinking in pictures rather than in words.

The mind naturally transforms words into pictures to understand what is being communicated.

Words are the raw materials of thought that are used to form pictures.

The problem humans have is that some thoughts form pictures different to what was meant by the speaker. So we have to be careful how we talk and how we listen. For example we can say or hear the word jaguar. Some will think of the animal and others will think of the car.

However, if we say to someone we have a problem we create a picture in other peoples’ minds of something that is unpleasant that may cause hardship or difficulty. By changing our word “problem” to “challenge” puts a positive slant to what we are trying to convey.

Viewing the situation as a challenge makes it more positive. The point is, big thinkers are experts at creating positive optimistic pictures in their minds and in the minds of others. To think big, we must use words which produce big positive pictures.

How Much Are You Worth?

What determines how much you are worth? Is it your job, your position or your status? Or is it none of the above? It’s none of the above.

REMEMBER: REMEMBER: It’s what you your worth. The irony of deserve what you get.

are paid not what you this statement is this.

think you are worth that determines You get what you deserve and you

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It all comes from what you believe you are worth. Your business is not what you think it is worth, it is what someone will pay for it. So if your thinking and the value of your business’s is far apart bring them closer together.

You do this by adding value to all things. Here is how you can develop the power to add value: 1. Practice Adding Value On A Daily Basis. Ask Yourself Questions Like: What And How Can I Add Value To My Business? Keep On The Look Out For These Opportunities.

2. Add Value To People You Come In Contact With. Ask Yourself Questions Like: How Can I Help Them Be More Effective?

3. Give Yourself Value. Ask Yourself Daily This Question: What I Can Do Today To Give Myself More Value?

Here is a simple illustration of how you can work out the physical value of what you do now.

Compare it with what you feel it should be if you put a big thinker’s value to it.

Sometimes people don't look at a situation from a commercial point of view. Let's say I have an income of $1 million a year. On a 40-hour workweek, 52 weeks of the year, that comes out to approximately $500 an hour ($1,000,000/52wks/38hrs).

Sometimes during my day, I'm not always making $500 an hour. However, I may be planning things that will produce that over a 12-month period. For example, if i were ring up to order a photocopier, it might cost $1000. I may feel that I am being overcharged by $150.

Unless it's easy, I'll not negotiate this amount of money unless it is going to help me earn my $500 an hour elsewhere. It could take me 15-20 minutes to save a lousy $20 or so.

Now, where is the benefit in that? If it diverts me from my primary objective which is to produce $500 an hour, why would I waste my time to just to save a few dollars?

REMEMBER: REMEMBER: It's wise to always consider how much time a task or fixing a problem is likely to take.

If it takes me a half an hour, it had better save me $250 at the very least. Wealthy people tend not to waste time on mundane things unless it's for pleasure.

Let me explain. While it is important not to be ripped off and to negotiate a good price on everything, the principle here is not to be side tracked and lose focus of what's important.

Some people will never understand this and will argue for days over a $20 saving. That is not what a practical wealthy person would do.

What Size Is Your Thinking?

You will find below a chart with three columns outlining common situations. The left column is the scenario. In the middle and right columns are comparisons of how small thinkers and big thinkers see the same scenario. Consider these views then decide which you will follow.

Scenario Competition Budget

Small thinkers view Competes with competition locally Cuts expenses

his

Big thinkers view Competes with the best in his area of expertise Increases costs for more lead generation

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Goals

Works month to month

Mistakes

Justifies why happened

it

has

Sets long and difficult goals Ignores them, learns and moves on

You have to be creative to look at your thinking processes. If you associated yourself with column two, you should consider being more creative in your thinking. Creative thinking is simply discovering new and exciting ways to do a task or job.

How can we develop our ability to be a creative thinker? The process to follow is to believe that you can do it. To do anything we have to believe that we can do it. The fact that we believe we can do it whether we can or can’t still gives us the motivation for our mind to go into motion to find a way to achieve it.

On the other hand, when you believe something is impossible, your mind will go to work supporting that thought and provide reasons why it is impossible. That is not what you want.

Disbelief puts the brakes on.

Believing you can do it will give your mind permission to start being creative to provide the desired answers for you. Here are some quick ways to encourage creative to thinking: 1. Destroy the word impossible. Don’t speak or think this word. It doesn’t exist. The thought of something being impossible sets off a chain reaction for other thoughts to prove it is impossible.

2. Think of yes, it is possible. I just have to find out how. Then take out a piece of paper and start writing down all the reasons you think it’s possible. Sit back and start to see the magic of thinking big take effect.

Think like You Are in First Class It goes without saying that you are what you eat. It is accepted these days that to ward off disease and bad health one needs to eat better. But what they don’t spend time educating you about is that your mind needs the same.

You are what you feed your mind. The kind of food you feed your mind will determine how it views situations in your business and personal life.

REMEMBER: REMEMBER: We are a product of our environment. That’s a fundamental truth.

Mind food (environment) determines the size of your thinking, your expectations, attitudes and personality.

You will become what you feed your mind. Over time you can influence how you turn out and you will be a different person in five years time than you are now.

Consideration: The question is, do you want to be the person that is moulded by others or do you want a say in which you will become?

To do this, you must think of yourself as being in first class and accepting nothing less. It is an excellent rule to live by. I hear all the time the old cliché “I can’t afford to go first class”. My answer to those who use this excuse is you cannot afford not to.

View your business as first class. View your associations as first class. In fact, everything you do and touch, develop the first class mentality. Find ways to enjoy the first class attitude and it will For your free 5 day mini-course on “How To Make More Sales In 5 Days Or Less” go to http://www.leadbuildingsystems.com

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come across in your business and give you the power to make great decisions while enjoying better business and personal relationships.

Power of Giving You measure success by how much money you have in the bank full stop. Sure there are other meanings that people put on success but when we are thinking about thinking big there is only one we can accept.

So where does the money come from? It certainly doesn’t come from giving excuses as to convincing yourself that you want to be poor.

The fact of the matter is that the seed of money is service. If you put service first, that creates wealth. Put service first and money takes care of itself.

Here is an exercise for developing the habit of giving service first: 1. Become a customer advocate. Stand up for your customers and give them what they want.

2. Don’t be a doubting Thomas. If a customer says they are unhappy, find out why and fix it.

Stop justifying the problem. Bear the cost and improve the situation.

3. Create action and be seen to be doing something about service every day.

4. Regardless of conditions not being perfect, do something to improve your business.

5. When things go wrong, don’t blame others.

6. View your mistakes as stepping stones to take you to bigger and better things.

7. There is no such thing as failure except when you have made a blunder and don’t cash in on the experience.

Be a Crusader If you see a good cause and you believe it should be done pick up the ball and run with it. Often we blame the ball for setbacks and bad luck. We say “Well that’s the way the ball bounces” and put the blame elsewhere.

Stop and consider this. Balls don’t bounce in certain ways for no reason. The balls’ bounce is determined by the shape of the ball, how it is thrown and the surface it bounces off. Physical laws determine how a ball bounces not luck.

If you want to create power in thinking big, do whatever you do with persistence and it will explode the results. Tell yourself there is a way. Good thoughts, big thoughts, in fact any thoughts are magnetic.

When you hit a roadblock, don’t stop the whole project. Simply back off and try something else.

Do it another way then tackle it again. Take the time to think every day. Meditate on the important things and give them due consideration coupled with persistence and you will become a business builder that makes it bigger and better, faster.

Nuts & Bolts of Thinking Big Let’s take for example, the practices of two successful business people. We will discuss only the basics to give you the concept.

They are both sitting down with their managers and planning the next two years of business growth. We will call them Mr. Big and Mr. Massive. There are too many variables to consider when discussing Mr. Massive’s growth path here. To keep it simple, we will limit the case study to only two major areas of the planning process.

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1. Sales growth 2. Asset building Both Businesses Are Horse Racing And Stud Servicing.

Mr. Big Mr. Big settles on $500,000 of new sales in the next financial year. That’s $41,666 per month. He feels that is a reasonable target considering that he had a big year of sales the previous year with little costs. He maintains that he is happy with this amount of income from sales as his needs are well met even though he will have to work hard to achieve this result.

Based on his target he believes he will have to build his net assets to $100,000 to enable him to buy the adjoining allotment. This amount of money will qualify him to borrow the rest from the bank to fund the asset purchased.

Mr. Massive Mr. Massive is a similar person to Mr. Big. His abilities are the same and both candidates went to school together. The difference between the two is this. Mr. Massive has a good reason to want a little more.

His wife is dying of cancer and she has confided in him that she would like to be the wealthiest woman in the state before she dies in two years time. She feels she would like to amount to something in her life and leave her legacy in that manner.

Mr. Massive now has a reason to think differently because he loves his wife and is determined to grant her dying wish. He settles on $5,000,000 of new sales in the next financial year.

That’s $416,666 per month. He feels that is a reasonable target considering that he has a big goal to fulfill. He maintains that he is happy with this amount of income from sales as his needs will be well met even though he will have to work hard to achieve this result.

The Difference Let’s discuss the difference between the two. It’s only the way they think. One has a target of $500,000 the other $5,000,000 a strategy of achievement and action tasks into place. Details of how they will achieve their target will be a topic for another article.

However, after saying that, I have outlined how I produced $140million in less than 18 months.

The only column that is missing is the HOW column. The how is a small manual in itself. That too will be left for another day.

Actual 18-Month Plan No.

MONTH

TASK

DESCRIPTION

Nov-Jan

Partner -Suppliers Contracts -Recruit 5 new Spers Me Self education, preparation and

Partner -Set up area for admin and organised equipment.

-Created job descriptions filled admin positions and trained them in their role Me -Learned about the products

MONTHLY REVENUE RESULTS Actively prepared for sales no revenue at this time.

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1

February

implementation of sales training course

-Wrote the sales course -Prepared advertising -Wrote Sper’s contract -Project management plan -Designed visual sales presentation -Placed advertising -Interviewed recruits -Trained them to write sales

Advertising

-Placed adverts twice a week permanently -Interviewed recruits -Booked them in for training -Appointed a sales supervisor - Appointed Interviewers for recruits and booked interviews for training

1 Training course 2

March

1 Training course

A Spers 5 revenue

$75,000 A Spers 5 revenue

3

4

April

May

1 Training course

1 Training course

-Appointed Interviewers for recruits -Booked them in for training -Introduced cadet training for trainers -Approved Interviewers for recruits -Booked them in for training

June

1 Training courses

Sales $225,000

A Spers 6 revenue

Sales $390,000

A Spers 7 revenue

5

Sales

-Appointed Interviewers for recruits -Booked them in for training

A Spers 8

-Appointed Interviewers for recruits -Booked them in for training

A Spers 9

-Appointed Interviewers for recruits -Booked them in for training -Appointed 5 sales supervisors -Started training trainers Australia wide in major cities -Appointed Interviewers for recruits -Booked them in for training - 2 trainers Australia wide in major cities -Appointed 10sales supervisors -2 trainers Australia wide in major cities started - 10 sales supervisors started

A Spers 10

revenue

Sales $585,000 Sales $810,000

6

7

8

9

July

August

1 Training course

1 Training course

Septemb er

3 Training courses

October

3 Training courses

A Spers 15

Sales revenue $1,065,000 Sales revenue $1,350,000

Sales revenue $1,725,000

A Spers 20 Sales

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revenue 10

11

Novembe r

Decembe r

8 Training courses

20 Training courses

-Appointed National trainer supervising content and quality of courses -4 Trainers Australia wide -Sales supervisor to ensure quality of recruits -5 trainers Australia wide in major cities -Appointed 15 sales supervisors

A Spers 35

-5 national trainers for monitoring quality and production Australia wide

A Spers 90

revenue

$2,250,000 Sales $3,075,000

A Spers 70 revenue

Sales $4,650,000

12

January

10 Training courses

revenue 13

February

20 Training courses

Continued with the 5 national trainers for monitoring quality and production Australia wide

Sales $7,050,000

A Spers 130 revenue

Sales $10,275,000

14

March

10 Training courses

Continued with the 5 national trainers for monitoring quality and production Australia wide

A Spers 130 revenue

15

16

17

18

April

May

June

July

10 Training courses

5 Training courses

5 Training courses

2 Training courses

Continued with the 5 national trainers for monitoring quality and production Australia wide

A Spers 130

Continued with the 5 national trainers for monitoring quality and production Australia wide

A Spers 130

Continued with the 5 national trainers for monitoring quality and production Australia wide

A Spers 130

Continued with the 5 national trainers for monitoring quality and production Australia wide

Sales $14,100,000 Sales revenue $17,910,000 Sales revenue $21,705,000

revenue

Sales

$25,485,000 A Spers 130 Sales revenue $29,250,000 Total Accum Revenue $141,975,000

Some of the Legends for Your Better Understanding. * A Sper – An active salesperson who has passed the training and works part time and produces sales. Average revenue $78,000 PA

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* Full time Sper - They are not calculated as part of the number of recruits trained. They are calculated on the number of new active full time Spers less those who have not made sales and who have become inactive and/or left the company. * Revenue – Revenue is based on the rule of 78. The Full time Sper produces $10,000 of sales each month for 12 months, according to the rule of 78 = $780,000 on average. * Sper numbers averages - 2100 are recruited over 18 months. 130 on average are full time Spers from those recruited. This is an average of 7.2 full time Spers per month. * Total Number of Training courses - 70 * Active Spers – 1950 * Full time Spers - 130 * Rule of 78 – Means that when a sale has been made the revenue from that sale is made up of a reoccurring monthly charge.

How to Develop a Bigger and Better Business Strategy Are you considering taking your business bigger? The financial rewards can be massive. Your life will change overnight. If you are, have you considered the repercussions on your health, social life and personal relationships? For those who can cope have had a life of total luxury.

The key is to have a solid plan that is difficult for you to deviate from. There are a number of elements to include in your plan.

Have you ever imagined what it would be like to enjoy a business that returns you enough money to allow you to live on room service for the rest of your life?

Continue that thought. Imagine you’d found your ideal global dream business years ago and you have been reminiscing about the time you’ve enjoyed living off it’s returns.

Back to the present. Before you experience that reality you have to go through the pitfalls and the many things that went wrong in the attainment of your goal.

What were they you say? You don’t know what to look for? One way to do this is to get an expert to show you the pitfalls and identify them along the way.

Some well placed advice from an expert will put your mind to rest. This article will save you a fortune in preventative measures so you don’t go through the heart ache of disappointment. To get started, we have to consider the basic elements of what a business on the move should have.

Here are some typical elements: Definition What is the definition of a bigger and better global business? A global business indicates it should be able to compete with any other business in it’s field whether that business be local or in another part of the globe.

Vision This is important. How are you going to know what you are aiming for if you don’t have a vision of where you are going? To establish what your vision for the business is, you have to determine For your free 5 day mini-course on “How To Make More Sales In 5 Days Or Less” go to http://www.leadbuildingsystems.com

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what your business core product is or function/service. When you have that, write a statement of what that is. This is so you don’t leave room for misinterpretation. You have to push that message and develop it to become a reality in your business.

Check what you are now doing Which position does your business fit into when considering your competitors? The areas to consider are: • Product • Price • Customer support • Costs • Market share Other points to consider are how do you compare against your closest rival? Which businesses excel in your line of work? Once you have found that out work out what makes them different so you can be better.

What are your strengths?

If you don’t know what you are good at how can you improve? Make a list of what your business’s strengths are. Some of these areas are: • Product knowledge • Marketing • Back up service Anything else that applies to you should be considered. Capitalise on these strengths and become even better. If you have obvious weaknesses set up a strategy to plan to improve. Your competition may already be great in these areas. That is also where you need to concentrate if you want to improve your progress.

Create the plan Always focus your efforts to deliver great products and even better service. Questions you can ask yourself are: • Do you measure quality and reliability of products?

• Is the performance of your business measured?

• Is customer satisfaction measured?

• Is your staff multi-skilled?

• Do you communicate well?

Establish time frames and actions to be carried out and by whom. Document and monitor to ensure it is completed.

Set your targets When you are setting your time frames and targets make sure they are big, exciting and totally unreasonable without being over the top. Do it for one, two and three years out. If you are satisfied you won’t have the drive to send yourself to the next level. If targets are too small, you will not generate excitement and urgency.

Do’s and don’ts To progress you will need to develop in certain areas. Here are some do’s and don’ts: Do • •

Set bigger and better challenges Accept change as a stepping stone to better things For your free 5 day mini-course on “How To Make More Sales In 5 Days Or Less” go to http://www.leadbuildingsystems.com

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• • •

Strive to improve everything Watch your competitors Measure everything

Don’t • Don’t be satisfied with your situation • Don’t ignore red flags as warning signs I would like to point out that this information will start you on the road to your goal but nothing will prepare you for what is coming as you hit the highs and lows of growth. There is much more you have to do to protect yourself.

You can expect the results in direct proportion to the efforts you employ. When I was moving my business from zero to $140,000,000, it took a considerable amount of effort until I had the systems in place.

However, after I saw the massive growth I realised that the momentum I had created pushed the business to the next level without much effort. The steps involved were not that hard to do. The hardest thing was to get it going. If you have the desire to get past that point you can do it too.

REMEMBER: REMEMBER: Life is too short to be little - Disraeli If you’re going to be successful you will have to be able to evaluate the proposed changes that will be made before they are implemented. Here is a short test in question form to evaluate if you are ready to accept the proposals to be made.

• • • • • • • • • • •

Are you already doing it?

Has it been tried unsuccessfully in the past?

Could it work?

Is it practical?

Is it ethical?

Is it based on empire building and self interest?

Is it based on untested theory or speculation?

Will it solve the problems?

Are the risks acceptable?

Is it cost effective?

Is it within budgets?

Answers to these questions will indicate that you are ready now or you will require more time to educate yourself for the tasks at hand.

Create More Sales Than You Can Handle Since you’ve selected this article there is a fair bet that you are or are about to be in business for yourself. If you are you’ve seen and heard all of the hype on the Internet about getting more sales, things like sell your products like crazy, get more sales etc. Well I’m going to tell you a simple way how.

Marketing is not selling. Amateurs have difficulty separating the two (see marketing definition article) and therefore can’t sell or market effectively. Creating sales requires lateral not traditional thinking. This doesn’t mean you don’t have traditional avenues such as advertising. It’s the thought process that has to be different.

Left Field Marketing

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I call this selling - with a difference. The astute person knows the truth about marketing. Any businessperson who spends other people’s money (its worse if its your own money) on marketing that doesn’t make a return is an idiot (see cash flow article).

There is only one way to market and it can be done on a shoestring. Marketing is as easy as ABC (see ABC’s of Success): Attract – Bag and keep –Cash in on sales.

Lets examine the ABC‘s of marketing one at a time. A stands for Attract your customers. To do this all you need is to action an “Octopus System” or, in other words, a simple Self Generating Leads System. The more octopus arms (ways) to do this checklist the better. But you must have at least 10 to start with.

REMEMBER: There is more to selling than personally speaking with customers face to face. You must also market your services through other avenues.

Here is some additional information to consider. Here are “30 Questions To Improve Business”. In answering the following questions you will identify instantly ways to bring in more customers and grow your business.

The asterixis identifies must haves. These 30 questions will immediately pinpoint where your business is doing well and where you can take action that will produce rapid results.

You should be aware that each question you answer ‘no’ to probably means that you are losing out on untapped profits. The purpose of this process is to motivate you to make marketing a top priority.

Questions: 1. Can you and your team name ten points of difference that set you apart from the competition?

2. Do you communicate the benefits of your product in 5 different ways in your promotional literature, website, letters etc?

3. * Have you two Telemarketing teams working, one for attracting new customers, the other for servicing your existing customers?

4. * Do you use Direct Mail to attract new customers?

5. Have you tested PR to attract new customers?

6. Are your ads powerful direct response ads that compel the consumer to contact you?

7. Do you advertise in publications that your competitors don’t?

8. Do you use scripted words when contact is made with customers?

9. * Have you tested pay per click search engine advertising?

10.Do you use Internet Advertising?

11.* Do you send regular email communications to your customers and prospective customers?

12.*Do you spend 2 hours training your sales people each week and do your key team members use leading edge sales skills?

13.* Do you have three effective lead generation processes in place?

14.Do you set up ongoing communication with qualified leads consisting of phone calls, letters and emails?

15.* Do you obtain and use testimonials from your best customers?

16.* Do you have an excellent referral system in place?

17.Did you know there are more than 30 ways of obtaining referrals?

18.* Do you offer something of value to your website visitors in exchange for their contact details?

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19.Do you know how to write an advertisement or article about your business to instantly grab the attention of the person reading it?

20.Do you have an email newsletter?

21.Do you have a birthday register for your clients’ birthdays?

22.Are all members of your team trained in the best way to sell?

23.Do you rent or purchase mailing lists of your target customers?

24.Do you take amazing care of your current customers?

25.Do you include a ‘PS’ in all of your sales letters and emails?

26.* Do you communicate by mail, email and telephone on a frequent basis to your current customers to ensure they know what you have to offer?

27.Do you use twenty ways of marketing to promote your business?

28.*Do you use ten ways to market your business every day?

29.*Do you follow up a mail out with a phone call?

30.Do you know how your competitors market their products?

REMEMBER. Pick just six of the above tips that are important to you and insert them into your system today.

Do up a full octopus system for your business and add additional sources every day until you have all of the arms covered above. Don’t waste your time! Get stuck into it now!

Follow-Up Business or Close up Business In successful small businesses largest percentage increases in the generation of leads are in the early stages of starting up. this begs the question-why then does a small successful business take 1, 2 and sometimes 3 years to end up going down the gurgler leaving a disappointed business owner wondering why?

To understand this phenomenon we have to examine the process required to ensure a business survives the first three years. Part of this process is converting generated leads into profitable sales. The understanding will come from analysing how the successful business owner turns a lead into a sale.

REMEMBER: Contact” And “Follow-Up To follow-up we must have made contact first. So, what is meant by contact? Contact does not mean the person but rather the method in which you communicate with a lead. My definition of contact is: “The verbal, physical or printed means made to connect to a lead. The lead can be generated from outbound calls or self generated inbound”.

The Contact There are three sources of contacts: 1. A cold prospect outbound.

2. A prospect from your incoming lead generation program.

3. Your existing customer base.

1. A cold prospect.

The contact name and number is secured either from: · A purchased list · Business directory pages · Referrals secured or supplied

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2. A prospect from your lead generation program. This contact may have: · · ·

Responded to a direct mail letter Responded to an advertisement Responded to a publicised brochure or report or some other form of promotion.

3. Your existing customer base can be contacted with: · · ·

Survey results Email responses Incentives offers

The follow-up So what is “Follow-Up” after the contact has been made? Follow-up is simply the method of: How and how often you contact the leads that have shown the slightest interest in your product or service.

REMEMBER: Your success in sales is in direct proportion to how well you “follow-up”.

Note, this is not an article about selling techniques. However, I will touch briefly on the subject of sales to demonstrate “How often” and “How” is related to the follow-up.

“How Often” In the old school of high pressure selling, to make the most number of sales you had to be prepared to close at least 5 times. My experience in selling is that to make the most sales you should be prepared to close at least 5 times before you can expect a 70% successful sale conversion.

The rule for direct sales, face to face is that you ask for the sale 5 times or until they say go away.

To be successful, without upsetting the prospect, this must be done in a non-threatening way, using powerful rebuttals, calling on logic and emotional techniques while appealing to the buyer’s weakness.

On the other hand, you can also apply the same principle of closing 5 times if your approach is not face-to-face. Let’s say that you make the initial contact by phone or by face to face but your prospect won’t or can’t allow you to close 5 times so you have to follow-up. What do you do?

These days, sales are not results of cold calling. To do this you would be considered a Dinosaur.

Sales are made over the phone, through printed vouchers and via the Internet through a lead generation program.

Therefore, a follow-up process is absolutely and totally necessary to convert the leads generated into sales. After all, often you aren’t face to face with prospects.

These days we have a communication resource that has revolutionized the world. That tool is the Internet and we control it at our fingertips. This tool changes the ratios and conversions that we once relied upon and trusted as gospel. Instead of closing 5 times if you use the internet and emails you must follow up at least 20 times to achieve the same ratio above.

The main reason we have to follow-up more than before is that whilst the internet is a magic tool, it is also easy for prospects to delete, discard or send your promotion to the junk box. By making

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our emails interesting, different and of we can entice our prospect to buy. You can then use the same principle for closing but with a mixture of resources. I might use the C.P.R-N.O.W. approach.

C.P.R - N.O.W. This system gives me the best results when applying the follow-up process. This occurs after the prospect has had contact and you are nurturing the lead. Ignore it at your peril C.P.R–N.O.W. stands for: Confirm, Print, Review, New, Objections, and Work on.

Acronym

Content/purpose

How often

Method

Confirm

Thank them Confirm the discussion Inform your intentions

Next day…

Email/call

Print

Send brochure Send report Send survey

within five days...

Email/letter

Report

Did they get the information Three days later…

Ask what were their thoughts?

Ask what else do they need?

Email/call/post

New

Send more material Send new questionnaire Send new report

Post/email

Objections

Do they have any problems Three days later…

Ask if they have any negatives Ask for any other feedback

Work on

Keep sending valued content. Within five days...

Keep sending invitations Keep you in their minds

within five days...

Email/call

Post/email

REMEMBER: keep following up until your prospect either buys your product or unsubscribes Why do we follow up so strongly? It’s for two reasons: 1. People’s circumstances change over time 2. Buyer’s weaknesses Let’s discuss each in order of priority.

1. Peoples circumstances change over time People are not always ready to buy just because you are ready to sell. Sometimes a prospect buys in cycles, seasons or by way of their budget monies. Also instant buying is shunned.

Some don’t like buying just because you have an instant deal. You know the type of hype you see from time to time. Buy now because it will never be back again. While it does work to some degree it leaves a bad taste in the mouth of the purchaser having to buy under pressure.

It is far better to show why it is better buy now rather than later.

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2. Buyer’s weakness This is more to do with the pressure sales person with out the pressure. People will succumb to your wishes in the same way as you give in to persistent requests from your children. They keep asking and eventually you give in.

How to Go From Millionaire to Decamillionaire Generally the average person is sick and tired of trying to get ahead. They’ve had enough. They work from daylight to dark giving their whole life to their employer. All they get is survival. Every day we hear stories of people getting rich overnight. Why them and why not me, we ask?

Let’s resolve to change all that and if we want to find a way to get ahead, be somebody and create something worthwhile. It comes down to me, if it’s going to be. Yes make this year the year of resolve and it’s great resolutions that can make the difference.

As soon as we decide to get ahead, the Spanish crabs come out, the knockers. They’re not strangers they’ve been around since history began.

Alexander Graham Bell had them. His problems were compounded by the knockers of his day.

One of the problems was his impatient financial backer, Gardiner Hubbard, who wrote, “Your whole course Bell, has been a very great disappointment to me”.

Hubbard commented to his attorney, “Bell seems to be spending all his energies in the talking telegraph. It’s very interesting scientifically, but has no commercial value…I don’t want to spend my time and money for that which will bring no reward.” How wrong he was. How many times have we heard words like that in our life?

Alexander’s father and mother regarded his investigations as wasted time and money. His father advised him that the wisest course would be to sell his plans. Take what you can get and get out.

Did Bell listen to the knockers? We all know the outcome.

Bell amassed a fortune and millions of dollars. Where did Bell learn about making money?

If I could find someone to give you the secrets of financial wisdom, wealth and fortune that are only known by the rich and wealthy, and I guaranteed it and backed that guarantee personally, what would you give me in return?

People being people are generally too incredulous and apprehensive. Some would say to themselves, “I couldn’t do that”. I’ve never climbed that high. I’d get half way and give up. This is what some people would say to themselves before they even tried, beaten by their thoughts before taking action.

People react that way because they’ve grown up in a world of negativity. In fact, over 95% of our thoughts are negative. It’s this type of thinking that gives people forlorn hope of getting ahead.

How do we fix it? There is only one way and that’s to train ourselves to think differently. To get a different result we’ve got to do something differently to what we’ve been doing. Little by little we can actually reverse the process from negativity to one of positivity.

For example, let’s start with how we feel about risk taking. Generally, people say they do not like taking risks and just the mention of the word, risk, conjures up negative thoughts in ones mind.

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Forbes magazine and other industry data tells us there is a very strong correlation between ones willingness to take risks and ones level of wealth.

The truth is, we’re all risk takers. We do it every day and don’t realise it. Did you know we already hold within us the factors for wealth? It’s only the degree of risk that separates people.

Every time we cry we risk appearing sentimental or when exposing one’s inner feelings, we risk vulnerability. Every time we drive a car, we risk being in an accident. When we ask, we risk embarrassment and rejection. When we try to achieve, we risk failure.

People, who risk very little, generally get very little, but while they get very little the cost is extremely high. Whether we like it or not, we must take risks. The worst thing a person can do is to risk nothing. One can stay in a corner all their lives, but the person who risks nothing generally gets nothing and turns out to be nothing.

Sure, they may avoid suffering, but they lose the ability to learn, feel, change, grow or even love.

Only a person who risks is truly free. The secret to living with risk is to keep risks to a minimum.

What do most self-made millionaires have in common?

They have courage, and “risk mentality”. Do you have courage to take financial risk, given the right return? The courage to take financial risks doesn’t mean you have to be a gambler.

The most basic form of financial risk taking we all experience simply relates to our choice of occupation or vocation. A disproportionately high percentage of millionaires, decamillionaires and Billionaires are self-employed business owners and entrepreneurs.

Forbes magazine 1998 edition tells of the world’s richest people. 9 out of 10 billionaires are selfemployed business people in telecommunications, communications and technology.

They are of the mind-set that it is risky not to be self-employed. Being self-employed means that you are in control of your own destiny. Profits made are yours.

There is no real ceiling on how much you can make. Self-employment has been both a work concept and an activity throughout history. Only a few have acknowledged this fact.

Times have changed now. We are no longer entitled to our work, but must earn our jobs by developing ourselves and serving customers. Simply completing tasks is not enough.

This idea puts a tremendous amount of responsibility on individual workers – from CEO’s through to the most junior staff members – to make decisions about their personal and professional development.

Your job is not an entitlement or a subsidy. The company is not responsible for you. expect companies to have our best interests in mind?

Can we

The waves of world competition are crashing against the door of every organisation. Maintaining the traditional employment contract against such forces has become too costly.

Instead, organisations and developing businesses are reorganising, or are forced to re-evaluate, what they need to succeed and survive.

Too many of us have bought into the myth “If we take care of them – do our job – they will take care of us.” Another rendition of this myth would be “They’re my employers; I work for them. If I am loyal they will be loyal to me (guarantee me a job).”

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People behave as if this code were “set in concrete.” But, when times get tough, more often than not, talented and loyal people are cast aside with the rest. So to survive we have to be prudent.

REMEMBER: People say to survive one must be adaptable.

From a biological perspective, frogs are very adaptable too. They have survived the ages because of their remarkable adaptability to the environment.

They are adaptable because they can live on land or in the water, and they can survive in just about any kind of climate. Therefore, it’s easy to jump on the bandwagon and support adaptability.

But, before we say hooray for adaptability, let’s look at an important finding that surfaced during some experiments with frogs. In a laboratory, frogs were placed in shallow pans of roomtemperature water. They were free to jump out of the pans at any time.

Under each pan was a Bunsen burner, which heated the water very gradually. As the temperature rose, degree-by-degree, the frogs being frogs adapted to the new temperature and remained comfortable in their surroundings.

Unfortunately, regardless of how hot the water became, the frogs were never uncomfortable enough to jump out of the pan. In fact, they stayed there until the heat was so intense that they were cooked alive and died. Now that’s adaptability for you.

Many people replicate the frog’s approach to life. The tendency is to make lots of smaller, gradual, adaptive changes in response to a changing environment. The frog’s survival requires the ability to realise at some point that it is getting into “hot water” and needs to stop adapting. The frog needs to jump out of the pan into the unknown and move into a strange, but safer environment.

So, too, must people determine in a timely fashion when to quit adapting, take a little risk and proceed with changing directions and finding environments more supportive to them even if they feel strange to start with.

It’s change, change and more change, that’s required not adaptation. Every person should be proactively shaping their own future – that is, actively shaping rather than attempting to adapt, to identify future scenarios. How do the rich do it?

They think of success, not failure. They take risks but they study the probable outcomes. And they do everything they can do to enhance the odds of generating returns. They reap what they SOW. S – Survive, O – Often educate, W –Wealth Creation. Are you getting your share of wealth?

Do you want more out of life?

How do the rich bolster their belief in themselves? They focus on key issues; they prepare and plan to succeed; and they are well organised to deal with big issues. There were 2 frogs that left a dry pond to search for a new home. They came across a deep well. One frog wanted in, the other was cautious. In our situation do we give enough consideration and thought to our environment?

Modern physics now sees the universe as a vast, inseparable web of dynamic activity. Not only is the universe alive and constantly changing, but also everything in the universe affects everything else.

It is a fathomless sea of energy that permeates every object and every act. Although a single unaided thought apparently hasn’t much power, through repetition the thought can become concentrated and directed, and its force can be magnified many times.

The more the thought is repeated the more energy and power it generates, and the more readily it is able to manifest itself.

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Strong and concentrated thoughts are strong and concentrated forces.

There is a famous and well-documented experiment conducted by psychologist Alan Richardson.

He divided a group of student basketball players into three groups and tested their ability to score baskets. Each group’s results were recorded.

The first group was then directed to come into the gym every day for a month to practice shooting. The second group was instructed not to engage in practice.

The third group didn’t step foot in the gym, but instead stayed in their dorms mentally imagining themselves practicing. For half an hour each day they “saw” themselves shooting and scoring and improving. They continued this inner “practice” every day.

After a month, the three groups were tested again. The first group (those who practiced shooting every day) showed a 24 percent improvement in their scores.

The second group (those who did no practice) showed no improvement. And the third group who, remember, had practiced only in their minds – improved equally as much as the group that had practiced for real!

When you focus you influence the thoughts in your mind. Your mind can hold only one thought at a time, so positive affirmation works by “filling” your mind with thoughts that support your goal.

There’s no room for negativity to germinate. It’ll keep away these negative things from your life.

However, there are three impostors who eventually show up in your life and claim that they control your future. Be aware of each of them, wait for them to show up, and then expose them for what they are – harmless impostors who have no right to influence you.

The first impostor is that situations and circumstances of your life keep you down.

Dead wrong! Your circumstances and situations never keep you down.

The only things that keep you down and keep you stuck are your thoughts. change only after you’ve developed your new consciousness, not before.

Wrong!

Your reality will

Realise that you can’t reach your full potential if you think circumstances control your life. Some people spend their entire lives thinking that they are what they are because of circumstances.

You are not where you are because of where you were born or who your parents are. Winners develop a stubborn refusal to let their circumstances affect their future.

Life itself is neither out to destroy you nor to support you. Life is neutral, so it will return its joys and rewards in proportion to the efforts you put forth. You will reap what you SOW. The second great impostor is the thought that you are where you are because of what other people have done for you. If you think that other people are responsible for your failure, you will never be a Performer.

Almost without exception, every unsuccessful person blames other people for his or her circumstances. Quit blaming other people for what’s going on in your life and start taking responsibility.

It doesn’t matter how many times you fail, you are never a failure until you start to blame other people, and it’s just an escape mechanism.

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The third great impostor tries to tell you that events control your future. But you can’t reach your full potential if you think like this, and Performers know it’s not what happens to them that affects performance. How you react to what happens to you is the only thing that makes a difference.

The great World War II Admiral William F Halsey said: “There aren’t any great men. There are just great challenges that ordinary men like you and me are forced by circumstances to meet.” So, accept that events – the things that happen to you – don’t control your achievements either.

The single most important thing that impacted on my life is contained in the words of the Himalayan explorer W.H Murray, “The moment one definitely commits oneself then providence moves too.”

Providence is when things can occur to help you when you think you could never be helped. A whole stream of events issue from the decision, raising in one’s favour all manner of incidents and meetings and material assistance which no man would have believed would have come his way.

By 1874, Bell was aware of the power of providence after a decision is made; he knew there were other inventors also working toward inventing the harmonic telegraph. Among them was an experienced professional, Elisha Gray, who was interested in telegraphing vocal sounds. Gray was an accomplished inventor, an expert in electricity, and a successful entrepreneur who received his first patent in 1867 for an automatic telegraph relay.

Bell knowing this wrote to Hubbard,”It’s a neck and neck race between Gray and me. I resolve to press on…” On February 14, 1876 attorney and Bell’s partner Gardiner Hubbard filed a patent application on behalf of Alexander Graham Bell, entitled “Improvements in Telegraphy.

It had no mention of the word “telephone” and did not refer to transmission of speech. Bell was probably unaware that within a few hours after his patent application was filed; Gray submitted a “caveat” for a “speaking telephone”.

But Gray was too late. Providence had intervened already using Hubbard to register the patent.

The difference of a few hours allowed Alexander Graham Bell to prevail in the race for everlasting fame.

U.S. patent number 174,465, issued to Alexander Graham Bell on March 7, 1876, described a method of electrical induction that formed the basis of the telephone. Grey didn’t stand a chance against Bell’s commitment.

Bell’s legacy to the world, ultimately led to the birth of American Telephone & Telegraph (AT & T), one of the wealthiest corporations in the world.

It was to be one of the most lucrative and litigated patents in the history of America.

So how do we learn to win and draw on the power of providence?

One way is to practice to win and you’ll get better. Become an ace. According to Webster’s dictionary, the term ace denotes one who excels at something.

It is also a title given to combat pilots who have at least five in-air victories. World War II produced more fighter-pilot aces than any other conflict with 1,285 pilots earning the title during this period.

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How did they accomplish this feat? Most did it the traditional way, in dogfights. One, Major Erich Hartmann, is known in military literature as the Ace of Aces. He had 352 confirmed in-air victories.

The other pilot who had the same unique strategy was Sergeant “Paule” Rossmann, Hartmann’s mentor. He himself had more than 80 victories.

It was Rossmann who invented the approach that ultimately led to Hartmann’s extraordinary success. Early in his career, Rossmann suffered an injury to his arm that never healed, and he was unable to dogfight. In a typical dogfight, victory goes to those with superior physical strength, so he developed a compensating but risky technique.

He attacked only when he was in the best possible position to win. Then he would focus all his resources at the ideal target the one that would give him the maximum return on his investment.

Hartmann credits Rossmann’s approach, the “see and decide prior to firing” method, with his own success. It also explains how Hartmann survived 1425 combat missions, yet he was never even wounded.

I have concluded that the “see and decide” method is based on decision making, if you make one major decision correctly, you can become economically productive.

If you are creative enough to select the ideal vocation, you can win, and win big-time. The really brilliant millionaires are those who selected a vocation that involves a close net group of people – one that has few competitors and generates ongoing profits.

Alexander Bell realised these principles and wrote, “The whole thing is mine and I am sure of fame, fortune, and success… people can order everything they want from the stores without leaving home and chat comfortably with each other by telegraph wires.

He believed and stated that “the real reward of labour such as mine was in the fulfilment of a goal with enduring value, more valuable than any medal made of gold…a medal that will wear as long as history itself!”

Bell’s investments provided a comfortable annual income of about $37,000 when the average annual income was less than $400.

Yes, the average worker is sick and tired of trying to get ahead. Every time they try, they hit a brick wall.

Then when they’re down the knockers kick them in the guts. Let’s resolve now to change something and create something worthwhile. It comes down to me if it’s going to be. Yes this year is still a good time to resolve to do better.

Commercialisation of the telephone allowed Bell to realise his goal of financial freedom and liberate him from working to earn a living. The commercialisation of the telephone and deregulation has made it possible for you and I to enjoy similar benefits today.

Let’s resolve to remember when opportunity shows herself to take a little risk and meet her half way. All things worthwhile are worth taking a little risk.

REMEMBER: Let’s resolve that adaptability alone is not implementation of change is the key to shaping ones future.

the

answer

but

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Let’s resolve to remember the impostors that are bent on ruining and tearing down our chance of success. Tell the impostor of circumstances, negative people, and events that occur in our life to leave us alone and fight for positive thought.

Let’s not give up. Let’s think positively not negatively. Fight hard, fight long and fight with heart.

Let’s resolve to put on a thick skin so the knockers’ hits will bounce off. Let’s resolve to strengthen our armour against the onslaughts of the scumbags of life.

Let’s resolve to get out of the nine to five rat race and get involved in our own business. Take on the traits of the rich, the millionaires, the decamillionaires and even the billionaires.

Know the joy is not in the title or gain of riches, but rather the journey we wish to take to get to our destination and to taste life.

Let’s resolve not to be beaten by our thoughts but try some action, try some physical exertion, try something before we give up the race not to change our circumstances.

Let’s resolve to consider our future instead of adapting to what the world offers us on a plate.

Let’s destroy the plate of adaptability and make small changes to our life.

Let’s resolve to make decisions and commit ourselves to a better life and kick in the power of providence to move the world to our will instead of our will to the world.

Let’s resolve to become an ace of aces by involving ourselves in the dog fight of life knowing the more dog fights we have, the better we become.

I believe all workers have experienced the dog fight of life and deserve the better things life has to offer such as a fine car, a house to be proud of, to protect and shelter ones family, and income that provides for your family with what they need.

Bell wrote to his wife Mabel, “I want to take off the hardships of life to leave me free to follow the ideas that interest me”. Money generated from the commercialisation of the telephone gave Bell the freedom and opportunity to pursue his ceaseless dreams of inventions and to advance humanitarian causes.

Let’s have the freedom to do what you’d like to do without feeling you can’t afford it and have the security to know that you don’t have to work from daylight to dark for someone else.

“Shoot for the stars”, someone said to me and you’ll hit an eagle.

I’d like to sum it up by telling you my thoughts on this. Think of yourself as an archer, an archer of life, an archer of good and an archer for your family.

When the target seems too distant know the capabilities of your bow and aim a good deal higher than your objective, not in order to shoot so high but so that by aiming high you can reach your target.

Know your target, aim high so that you reach it and maybe you’ll not only shine for yourself and your family, but maybe it’ll shine in the hearts of the entire human race.

Recommendations

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The way to use this information to assist you to grow your business massively and make it bigger and better, faster is by understanding and appreciating that for the magic to happen it has to start with you. Actually thinking that you want the bigger and better things in life faster is a start.

To explore this philosophy of thinking big http://www.commandobusiness.com and join.

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The economy could go into a boom time where you could exponentially grow your yearly profits or doom time that could threaten to devastate your competitors. Often it is a never ending scramble for leads, sales and cash flow.

If you're a novice in a traditional business, online or offline, you could spend the next year growing your financial security for your family or you could live with the memory of your failed business listening to the echoes of your mind: "If only I… If only the… If only they…" The failures chant!

You may be among the knockers who say, “If tripling a business is so easy, why isn't everyone doing it” or “Tripling a business during a strong economy may be possible but what about when the economy goes down hill, as it does cyclically”.

Regardless of what the economy is doing, 75 percent of businesses fail in the first five years. If you look at the boom in Internet businesses in the year 2000, the failure rate was greater.

REMEMBER: During a boom the demand for your product grows and more customers come into the market place.

REMEMBER: Of course the number of competitors grows as well.

When other business owners see a boom coming they start offering similar products and services.

Your market is shared then with more competitors. Remember the first Internet boom?

For a while anybody with a dot com company could find a bank and borrow enough money to list on the local stock exchange and go public. That's what I did. I assisted several companies list at that time.

Some dot com companies thought they didn’t have to have good marketing plan or even a track record of profitable sales. However those who ignored the laws of business regarding marketing are either broke today or struggling to make ends meet.

When the economy slows down as it always does, the weakest of your competitors will wither and die unless they have enough customers to support their business.

The economy affects any business. The trick is not to have your business controlled by it. The secret is to have it work for you. I'm going to teach you how to use it to your betterment.

Your business is really a marketing business. It doesn’t matter if you're running an online or offline business or any other business.

For your free 5 day mini-course on “How To Make More Sales In 5 Days Or Less” go to http://www.leadbuildingsystems.com

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For example, you're not just a dentist you're really marketing dental services. You're not just a gun dealer, you market guns. You're not just an electrician, you market electrical services. This is the way it is and it doesn’t matter what product or service you sell or how you sell it.

Here is the simple but mandatory formula: • •

Lure people to your site or to your business Once there, sell them your goods or services

REMEMBER: You may be the best there is at what you do. You may be passionate about what you do, but it's just not good enough to be the best dentist around or the best electrician around or the best gun dealer around to succeed in business.

If it were, you would have all of the business you could handle. Being the best is important but the truth of the matter is, if you can't attract enough customers to buy what you have and run your operation effectively and efficiently, you'll go broke.

I’ll say it again. This is what you must do to be successful in business: 1. Attract customers with an irresistible offer 2. Remove any risk a customer feels to do business with you 3. Sell them That's marketing and what marketing is all about!

Many people say word of mouth advertising or having a high ranking on search engines is all you need. Well true, word of mouth and search engine optimization is a powerful part of good marketing, especially when you know how to use it in your business.

Some business owners believe they don't have to worry about marketing because they use affiliates and partners to sell and prosper. Their costs are capped by paying commission when an affiliate makes a sale. Therefore they don’t have to spend money on marketing.

Little do they know that success isn't determined by how little they spend on marketing? It's determined by how much clear money can be gleaned from every marketing dollar spent.

The marketing techniques you are learning here will allow you to triple each marketing dollar.

One of the major concepts you need to understand is the life time value of a customer (LVC).

A vital element to the success of your business is to know exactly what each new customer is worth to your business REMEMBER: LVC allows you to know how much money you can spend on marketing for another customer.

How do you calculate LVC? First, you have to gather data from your business: 1. Average sale.

Do this by adding up your total dollar sales for the year and dividing that by the number of sales.

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2. Number of times a year a customer buys from you.

Take the total number of sales for a year and divide it by the total number of customers.

3. Number of years a customer buys from you?

4. Number of referrals received from customer?

5. What percentage of these people become customers on average?

A simple way to try the exercise by going to my link to find out what the LVC of your customers is worth. To get my FREE automatic LVC converter (insert the data and it automatically gives you the answer) go to LVC Converter link http://www.commandobusiness.com/tools/LVC_Converter.zip This strategy can be used if you have a huge database of existing customers who haven't bought from you in the last year or so. You may be pleasantly surprised if you write to your customers and make them an offer to lure them back to the fold.

Let me make an important point here. The number one reason (Other than new leads) a business doesn’t explode with more sales is they ignore existing customers. This simple strategy is often overlooked by the majority of businesses.

It is the easiest and most profitable method of gaining more profit and sales than any other method. Send a message to the existing customers. This takes very little time and effort.

Existing customer sales are much more profitable than new ones. Servicing these customers and then selling products to them will increase your profit more so than sales by new customers.

Think about it. 75% or more of the world’s businesses are new or in their start up period in any year. So, accepting the averages here, how can they possibly know how to treat customers without having the training and experience needed to do a good job?

REMEMBER: There are literally hundreds of thousands of customers searching for businesses that deliver better value and service.

In my experience, most businesses, including offline and Internet, do not serve their customers to a good enough standard.

When customers find a business that really delivers what it promises, that business stands out and they're eager to buy from them again and again. Make it your goal to give faultless service and your sales will be assisted in exploding over time.

Size is important!

If customers purchase just an additional 10%, your bottom line will grow by more than 10%. This is because: • • •

The current level of business is already paying for the fixed overhead (rent, wages, power etc). So any extra sales are more profitable since they don't add to the fixed overhead expenses.

Cost of sales is down because there is not the acquisition costs associated with a new customer.

Less time is spent managing an existing customer than a new one

New Customers For your free 5 day mini-course on “How To Make More Sales In 5 Days Or Less” go to http://www.leadbuildingsystems.com

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If you have your marketing systems in place for existing customers it’s time to explode your efforts by developing a system of gaining new profitable customers.At this point, I will not be advocating chasing lists of customers as that in itself is a very comprehensive subject.

Many potential customers don't always understand advertisements and what's in it for them so won't respond. Customers weigh up the risk associated with exchanging their hard earned cash for promises.

Therefore if we know that the biggest hindrance to making sales to new customers is risk: REMEMBER: Try eliminating this or better yet, reverse it.

The best way to do this is to offer something for free as an incentive or a no bars super Guarantee.

You’ve heard it before, “Make an offer they can’t refuse”. It may be a special, a bonus, a premium or even a gift. Whatever it is ensure it’s perceived as a gift of value.

Why do people accept that form of selling even though they know they may be being manipulated?

Or they may even know why a free gift is offered? It is because they are human and humans succumb to the virtues of human nature.

REMEMBER: It is impossible for the majority to resist human nature.

If you doubt this you're throwing away thousands of dollars into the street for others to benefit from.

Don’t confuse the perceived value of a gift with its cost.

They are not the same thing. It is the thought that counts, not the gift. You have to put a lot of thought into how you sell the gift to a customer. Sell it as if it is unique and do this by educating your customer or prospect about its value.

Some ways of doing this are: • • •

Limit the number of gifts available Set a time limit on the offer Put a retail price on the gift (so that they know how valuable it really is).

Use a gift to identify leads and prospects Initially a person may not be interested in what you have to sell. That doesn’t mean that over time they won’t buy other products from you. So the key is to use a gift to secure a potential customer’s interest enough to allow you to offer future products.

This is where you would start your lead nurturing system to build credibility and lower customer risk for some time down the track.

REMEMBER: The more your customers know about your business, the more they'll spend with you and the more they'll recognise you as an expert in that area.

For your free 5 day mini-course on “How To Make More Sales In 5 Days Or Less” go to http://www.leadbuildingsystems.com

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Other Tools I have found an eBook or report is very effective as a special gift and most effective in gaining a lead. The more people know about your product and service and the more they learn about how they can benefit from your products and services, the more likely they'll be to buy your products and services.

Most will buy from you rather than your competitors because you invested the time, money and effort to educate them rather than just ask for their money.

Free email newsletters For Internet based businesses this is one of the most powerful marketing techniques you will find.

The basic concept here is that by offering prospects an ongoing supply of valuable free information you will accomplish two very important things: 1. Give prospects a risk free way to try before they buy.

2. Effectively get their name and email address How to get new customers to buy from you over and over These techniques can also be applied to your existing or dormant customers to rejuvenate their interest in doing business with you again.

Send an email to your customers and ask them to try or buy. The autoresponder is the magic tool that will help you do this. It is an automatic software program that sends emails on your behalf at regular intervals telling your customers whatever it is you want them to know.

Sales will start to come in the same day you send your email. There is simply no faster way to generate money from your business at such a low cost. Your customers want solutions. Your products and services should be designed to provide these solutions.

Here are two excellent articles on how to increase sales: http://www.commandobusiness.com/octopus_system.php http://www.commandobusiness.com/turn_a_knob.php

You will need information before you can expedite this system. That’s why it’s important to get details about your customer at the point of sale. You need to know their name, address, email address and phone number. If you haven't been capturing this vital information, start straight away regardless of the cost in setting it up on computer. Having this information is critical to your success.

Parts of the sales process Depending on your product the initial sale should pay for acquisition costs. In other words, if you spend $100 on a campaign and you get 10 customers to respond to your promotion, it has cost you $10 per customer. Your profit on the sales should cover that cost.

Look at the money earned from the difference between an average sale and the LVC. Examine the figures and you will see you can probably afford to lose some money up front to gain a new customer because of business that customer will do with you in the future.

For your free 5 day mini-course on “How To Make More Sales In 5 Days Or Less” go to http://www.leadbuildingsystems.com

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I know that you have the option to discount your products or services to secure a first sale but I don’t recommend this. For my views about pricing go to: http://www.goldstarmember.com/index.php? option=com_content&task=view&id=28&Itemid=31.

If you discount, it may take several months to break even on the acquisition costs. You had better be sure your customer will come back to buy again and again to cover this scenario.

These additional sales made from your customer coming back to buy are called back end sales and the real money is in the back end. Remember it costs up to ten times more to get a new customer than it does to up sell an existing customer.

Active marketing If your contact with a new customer after the sale is longer than a day you are perilously close to losing that customer. Sounds drastic, I know. To gain more detailed information about this subject you should go to: http://www.commandobusiness.com/follow_up.php Since you've already spent money to get these customers the first time, doesn't it make sense to keep them? Well, the best way to keep them is to service them to death.

According to researcher H.F. Spitzer in his prominent 1939 study on memory retention, memory fades.

First Learning

Recalled

Forgotten

After After After After After After

54% 35% 21% 19% 18% 17%

46% 65% 79% 81% 82% 83%

1 day 7 days 14 days 21 days 28 days 63 days

How can this information be used to assist in customer retention? Simple. Make sure you are in front of customers regularly in the first 14 days. If you make good use of this time it’s more likely you’ll be remembered by those customers for a very long time.

REMEMBER: Customers should be bombarded with at least 10 forms of contact in the first 14 day period. Every time they make a purchase, remind them of who you are.

I know I hear the sceptics saying “That is bordering on harassment.” However look at it this way, if you want your business to a point where you can’t handle any more sales you need to reconsider your view.

This works. Try it for 90 days (Nothing short of this time is long enough to test) and you will see the difference it will make to your business. Sure, there will be some who may even phone you and ask you to stop contacting them. Comply, that’s OK. It’s a democratic society with free will.

But the few that do this compared with the many who won’t are negligible.

For your free 5 day mini-course on “How To Make More Sales In 5 Days Or Less” go to http://www.leadbuildingsystems.com

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Left Field Marketing This is the most neglected area of marketing there is. Just because you have an Internet business, don't think you can’t add significantly to your profits by promoting to the offline traditional business world. It can produce an incredible result in all areas of your business from lead generation, sales and to more back end sales.

I'm a believer of automating much of any business. Most online marketers suffer loss of profits by not applying this rule. You can design your business in such a way so you can reduce doing some things manually.

But include the personal touch, like an occasional phone call or the occasional letter or email. The more you talk to your customers, the more special they feel, and they will buy from you over and over. That's how you build customer loyalty.

By the way, if you don't think you can write a compelling sales letter, go to: http://www.emailpromosexposed.com/member.area.membership.ag.php http://www.goldstarmember.com/docs/Public_auto_responder_email_template.doc If any pass words are required use UN: training and PW: DBM (Case sensitive) REMEMBER: When writing to your customers, new and old, offer them an irresistible deal.

What else can you do?

If you're in retail, consider hosting a quarterly promotion. Send them a letter explaining how you'd like to thank them for their past support by holding this special event.

Let them know of: • •

Bargains that will be available on the night not normally offered to the general public.

Special deals (write a compelling sales letter describing them).

The letter only has to do two things: 1. Make them feel special and rewarded for giving you business 2. Make them look forward to future deals Additional Ideas Don’t let this event interfere with your normal business. Hold it when you'd normally be closed.

Add to the festive fever by having refreshments, music, door prizes and decorations. You'll be surprised how much extra business this will generate.

For your free 5 day mini-course on “How To Make More Sales In 5 Days Or Less” go to http://www.leadbuildingsystems.com

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Offer attendees something special by going on a continuity program. Continuity programs are perfect for Internet businesses that sell information. For example, if you're an expert in a particular field, you could create an eCourse, which teaches people about your industry.

REMEMBER: Cost the eCourse properly so you can enjoy an income from this activity.

No matter how well you construct your sales material there will always be people who, for one reason or another, won't, or can't, pay that price. In considering these cases, sell the course as a series of monthly lessons which each sell for a fraction of the total price of the course.

The important point is if you take good care of your customers and ask them to buy from you more often, most of them will.

REMEMBER: Never underestimate the value of what you have for your customers.

Always hold a more expensive (and more valuable) product for the up sell. An up sell is related to the add-on with a twist. It endeavours to sell some of your customers a bigger or better item instead of, or in addition to, the “add on”.

Promote one that's bigger and better or faster than what is being considered, but with some special considerations such as substantial discount, more favourable payment terms and extra options or bonuses.

If you become known as a business that delivers incredible value you can't lose. People can't resist a bargain. Offer to sell the higher priced model with larger discounts than the moderately priced one. Larger discounts on a bigger and more expensively priced product can be worth many more dollars to you. Get it!

REMEMBER: Don't try to sell your customers something that is way out of their price range though.

They'll end up resenting you for it. Don't get greedy. Don't use unethical tactics that some retailers use to attract customers into their store and then unscrupulously “up sell”.

In these cases, the retailer advertises something at a ridiculously low price to lure customers into the store. There's nothing wrong with that, except that the retailer tells the customer that they're out of stock on that item.

Don't do this. It's been proven time and time again that practices like this, although they may generate short term profit, will end up costing you far more in the long run.

Customers, even those who buy the more expensive items, end up feeling cheated. Even worse, they may report you to the authorities in your state for false advertising.

There are more articles and information about this and other topics at http://www.commandobusiness.com/ Here’s to your success in getting the bigger and better things in life faster.

Dan Cavalli Aka The $140 million man

For your free 5 day mini-course on “How To Make More Sales In 5 Days Or Less” go to http://www.leadbuildingsystems.com

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WHAT TO DO NEXT For details and to claim your free subscription to the ABC’s of success tips for Business and Personal Development visit www.commandobusiness.com You can get more advanced advice on Tripling Your Business in Record Time at: www.leadbuildingsystems.com Also revisit the ‘How to Grow a Small Business’ website to get your updated latest strategies and techniques www.howtogrowasmallbusiness.com

I also provide a step by step workbook to accompany this ebook. It will help you find each of the business growth strategies fast. One strategy I’ve used generated over 35,000 new customers in less than 18 months. You don’t want to miss that one. Get your $10.00 workbook now at: http://www.howtogrowasmallbusiness.com/box/pdf/Work_Book_For_The_eBook.pdf

For your free 5 day mini-course on “How To Make More Sales In 5 Days Or Less” go to http://www.leadbuildingsystems.com

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