Work smarter and master your emotions to take your business to the next level

The author of eight books and one of the UK’s top non-fiction writers, Rob Moore has made his mark by building a brand as The Disruptive Entrepreneur.

As well as being an author, he has also built the UK’s largest property training company, broken three public speaking records as an international keynote speaker and co-owns or manages 850 tenants in his property portfolio and Progressive Lets agency.

That’s not all - he’s also one of the UK’s top influencers.

Not bad for a boy from Peterborough who fought back from being £50,000 in debt at the age of 25 to become a millionaire aged just 30.

From offices based on Cygnet Park, Hampton, Rob now helps other business owners leverage their own passions and skills to make their businesses a success.

Here he shares his top ten ways to break through your business-related income ceilings.

1. Create multiple streams of leads If you have one lead source, just like, if you have one supplier or one client, you risk disruption. You risk them going bust.

If you have multiple streams of leads, you have multiple streams of income. The more leads you have, the more clients you have, and the more income you have.

Many people who are coaches, consultants, trainers, product and service providers, their problem isn’t their product. Their problem isn’t their skill or their experience, or their ability to sell. Their problem is volume of leads.

And I always say to those people who say it’s not going very well, that they are not converting or that they are not selling very well, what if you have 100 times as many leads, what would happen?

Now, as long as they’re not selling zero out of 10, because they might then sell zero out of 100, usually their problem is volume of leads.

You need to leverage everything you can to get those leads, such as social media, Facebook ads, Amazon ads, Spotify ads, Google ads, CPA listening tools, joint-ventures, collaborations, Instagram organic, Instagram paid ads, LinkedIn paid ads. You could test YouTube, YouTube paid ads. You name it. There are loads of different exhibitions, shows, being a public speaker, ads on your podcast, ads on your YouTube Channel. There are so many ways to generate leads and income.

2. Focus on marketing Marketing is the single most important function of any business. If you don’t focus on marketing at least half of your time, you’re not going to grow your leads. You’re not growing your clients. You’re not going to grow your revenue. You’re not going to grow your reach, you’re not going to grow your impact.

Not enough people focus enough on marketing. They focus on everything else, product, service, admin, systems, software, HR, recruitment.

These are all important, but not as important as marketing.

No marketing, no leads, no revenue. It’s like a shop. You might have good stock. You might have good salesperson. You might have good software. But if you can’t get anyone in the shop, you don’t have a business. And getting people in the shop is marketing.

3. Hire more revenue generating staff. That might be sales people, marketing people. That might be affiliates and ambassadors. But the more revenue generating staff you have, the more revenue you have.

I have a rule that between 2.5 and 5 times a salary should be what a revenue generating person in your team brings in. So, if you’re paying 50 grand, they should be bringing in 125 to 250 grand. If you’re paying them 20 grand, they should be

Find out more about Rob, including information about all his books and his podcasts, at his website www.robmoore. com

You can also learn more about the Rob Moore Foundation, which supports young and underprivileged people on their entrepeneurial journey.

Or, follow him on Facebook, where he regularly shares his unique brand of business advice and motivation.

bringing in 50 to 100 grand

Of course, you could pay up to one quarter in basic salary, and the rest could be commission. I’ve got staff that are under £20,000 salary, but earn six figures actual income when you take all their commissions into account.

4. Find a mentor Get a mentor who’s broken through the ceiling you’re hitting in your business, and figure out how they did it, what lessons they’ve got, what mistakes they’ve made, what made the biggest difference, what could you leverage that they’ve done. As they blaze the trail, could you follow the trail that they’ve blazed?

I believe in learning from mistakes of others, not yourself. And I believe in getting leverage by vicarious experience. Because you don’t have experience you don’t have yet. But you can nick 10 years’ experience off someone who’s had it, if you pay them, if you get mentored by them, if you listen to them, if you wine and dine them. They can give you some of their insight, wisdom and experience.

5. Work smarter, not harder I refer to in my earlier point. You sometimes think, I’ve got to work harder. I’ve got to hustle. I’ve got to grind. The harder I work, the better it will be. But sometimes, the harder you work, the worst it is, because you burn out. Your communication or your management of your emotions gets diminished. You make mistakes. There are breakages and bottle necks. You’re a bottle neck to your business growth.

But people think the harder you work, the more successful you’ll get.

Yeah, you need to work hard enough, but Robin Sharp has said to me, five good hours of work a day, nice deep dive, intense, focused, good quality work, and that’s all you need to do and all you should do.

I’m just saying that sometimes harder work just pushes results away, pushes people away, pushes partnerships away. You burn out. You stress out. You’re playing snakes and ladders. You have to have a few days off. You go back to the beginning. You lose your momentum. There’s a lack of consistency.

It’s about working smarter, to leverage before you manage. So, manage before you do. Leverage, then manage, then do. Think rather than hustle. Plan rather than just grind away. Figure out a problem and take time to talk to people and to discuss stuff on social media. Slow down a bit.

Now, sometimes, you have to work hard, and sometimes, you have to work smart.

6. Admin support You need admin support. If you’re working harder in income generating tasks, good on you. But you will also be doing your admin. Admin gets in the way of revenue. Admin is required, but it doesn’t mean it’s required by you. So, get a VA, get a PA, get that admin outsourced so you can keep focusing on income generating tasks.

Hire salespeople and they can do income generating tasks and then you can manage them as your income generating tasks. So, there’s double leverage there.

I believe your first four hires should be PA, ops, marketing and sales. Sales if you’re not generating any money.Marketing if you’re not getting any leads. PA or VA if your admin is all over the place, and ops if there’s staff or systems or processes to manage. But they’re your first four hires.

So many companies, they’ve got 10 or 20 staff, and they haven’t got many, if any, of those staff. I know one company with 35 staff, no one in marketing. Crazy!

7. Leverage Leverage social media platforms. Leverage staff. Leverage systems. Leverage software. Leverage mentors. Leverage other people’s experience. Leverage my social media profile by hitting me up 500 stars so you can get shout-outs to my 140,000 followers.

Leverage the information, books and audiobooks, podcasts, courses and masterminds and mentorship.

Social media is great leverage, because it’s free.

You can reach hundreds or even hundreds of millions of people across all platforms. It might take time but you could build millions of followers.

Are you using Facebook Groups? I think that’s one of the best leverages. Are you using LinkedIn? Because they give you the best reach. Are you focusing again on YouTube? Do you have a podcast? Are you doing Facebook Lives? These all give you great leverage.

8. Collaborations and jointventures If you can collaborate with someone who’s got an existing brand or who’s got an existing customer base, or can generate leads, or has got skills you haven’t, then one plus one equals three squared, instead of one plus one equals two.

i’ve done many joint-ventures and collaborations. I did one recently with Jay Alderton who’s very well known in the fitness space. We’re both well known in our own space so he leveraged me and I leveraged him. I obviously do podcast interviews, which is great leverage. And they often post out to their social media. I have affiliates and ambassadors and people who resell my books. I have speaker and trainer partnerships. You get exponential growth in partnerships.

9. Create a great product Create a great product or a new product or some kind of innovation or disruption or trend. So, could you do something different? Could you sell to your existing customers a new product, a different product? Could you launch something new? Could you change a product you launch and repackage it and make it better and sexier? Could you create a crowdsourced version two, more improved product or service?

I’m really keen on launching a LinkedIn course. I’m really keen on launching a book writing course. I’m going to launch a Millionaires Mastermind in the future. So, I’ve got all these there and ready, when I maybe need to take my company to the next level or breakthrough the 25 or the 30 million-pound barrier, for example. So, could you do that. I’m guessing, you could?

10. Mastering your emotions So, managing your emotions and mastering your emotions is huge in business. And I believe the better you master your emotions, you just go to the next level, the next level and the next level.

So, not reacting to people, not reacting like a child, not acting like a chimp, not taking rejection badly, not lashing out, not having a go at people, not bitching, not complaining, not defending, not justifying, not controlling other people, not being entitled, not getting down, not beating yourself up, getting back up, not letting your confidence be hit.

These are all things that you do to master your emotions. And that usually involves having a word with yourself, breathing it out, allowing yourself to feel it, going through it without writing anything on Facebook or saying anything to anyone.