Money-Making Monthly-August 2013

MONEY- MAKING MONTHLY

Volume I Number 7 | August 2013 | $97

THE Monthly Magazine For Sharp Entrepreneurs

A Guaranteed Way to Capture the Attention of Prospects

By Perry Marshall

Page 13

How Do You Sell A Pencil?

By Steve Clark

FEATURE

PAGE 15

Page 1

How To Have More Fun And Make More Money!

BY YANIK SILVER

ABOUT STEVE | AUGUST 2013

About the Publisher, Steve Sipress

If you want to grow your business slowly – or just maintain it as is, you’ll have to do that all on your own.

But if you want dramatic growth in your income and lifestyle, then Steve’s out-of-the-box and time-tested strategies and tactics could be the keys to your dreams.

You can benefit from Steve’s coaching experience and expertise to revolutionize your business – yes, even in this challenging economy – at one of the many in-person entrepreneur events he hosts, OR from the comfort of your own home anywhere in the world.

You can also learn basic and advanced direct response marketing strategies and tactics from 150+ hours of video instruction, plus use any or all of Steve’s multi-million-dollar, proven “done-for-you” marketing materials when you take advantage of his 30-days-for-only-$1 trial offer at SSSMarketingUniversity.com. That website has been called The Single Most Powerful Client Attraction Program Available Anywhere, and you could be using it to skyrocket your income anytime you want, 24/7, along with hundreds of other sharp, successful business leaders.

Steve is a successful and award-winning serial entrepreneur, who has created and built nearly a dozen successful companies of his own, and he can help you do the same – more quickly and easily than you’ve ever imagined. In fact, you can immediately use plenty of his simple and powerful strategies and tactics that work especially well in this current frustrating economy!

Steve is a celebrated author, speaker and business coach who has established profitable businesses and helped thousands of ambitious and aggressive business owners, entrepreneurs, executives and sales professionals all around the world. He has written numerous newsletters and articles on sales and marketing for a wide range of publications and has appeared on radio and television, helping millions of people along the way.

If you want the very best, hard-hitting, no-nonsense, caring advice and help you can get, then “Straight-Talk Steve” could be exactly what you and your business need most.

If you’re in the Midwest, you can meet other like-minded business people in person and learn from the world’s leading entrepreneur experts at one of Steve’s many “Chicagoland’s Sharpest Entrepreneurs” live events that he’s hosted since September 2008.

You also have the chance to work with other entrepreneurs, business owners, executives and professionals like yourself who want to learn better, more effective ways to market their businesses and grow their in es, thanks to Steve’s online group and personal coaching programs.

Whether you’re a current or future business superstar, Steve can help you get exactly where you want to go as quickly, easily and powerfully as YOU want – with massive results both short-term and long-term.

Pg II | Money-Making Monthly Magazine | www.SteveSipress.com

www.SteveSipress.com www.RhinoDaily.com www.SSSMarketingUniversity.com www.Facebook.com/SmallBizHelp

www.Twitter.com/SteveSipress

“An Incredible Experience!”

"When we first started, I was terribly in debt and we were just a few months away from bankruptcy. We started seeing a boost right away in our business, we took what Steve's given me and we just started implementing and implementing, and it's just totally transformed my business.

Steve has helped me with my laser focus, he helps me implement, he's taken my business to a whole new level. We went from a half a million dollars to a million dollars in two years. It's just an incredible experience to know that where you think you're just dead and things are horrible, to now anything is possible. I can see taking this to a whole new three or four types of businesses -- it's going to be huge.

Steve is all business, he is an unbelievably smart, brilliant man. I can't say enough about him. Everything he's told me, I've made so much money it doesn't matter what it costs. They don't make enough money in this world that somebody could pay me so I would stop listening to Steve. Steve is the exact reason why I have a retirement fund now. It's probably illegal how much fun I'm having!"

Jon Bockman

Owner, Bockman's Auto Care Sycamore, Illinois

HOW DO YOU SELL A PENCIL? | AUGUST 2013

How Do You Sell a Pencil?

By Steve Clark If I gave you a pencil and asked you to sell it, how would you go about it?

This is one of the most basic sales questions I ask potential sales training or coach coaching clients.

Their answer reveals much about their previous training, understanding of the sales process, and ultimately their level of competency in selling.

When I encounter a sales person who thinks they are really good – most sales people think they are better than they actually are which is a topic for another time – I like to pull out a pencil and give it to them and ask them to sell it to me.

Since I am a sales trainer, most of them decline out of fear of looking bad in front of the Guru. That says a lot about their confidence and lack of guts.

At least 80% of those who do take the challenge will usually start off by pitching and puking product information.

They say things like “This pencil is brand new, never been used. It has grade “2” lead and a bright yellow color so it’s easy to find. It comes with a built in eraser,” yada, yada, yada.

Some reps can (and do!) talk and pitch for 5 minutes or more before they ask a question – if they ever ask one at all.

As they ramble on without taking a breath, I intentionally begin to yawn, roll my eyes and consciously indicate a total lack of interest.

Even this display of nonverbal communication doesn’t stop their verbal assault.

They plow on totally clueless about my state of mind.

This approach indicates a total lack of understanding of the consultative approach to selling and, is in effect, more akin to carnival barking or peddling out of the back of a Conestoga Wagon.

Unfortunately, our profession is saturated with these incompetents posing as pros.

“



Some reps can (and do!) talk and pitch for 5 minutes or more before they ask a question – if they ever ask one at all.

“

“What’s wrong with these people?” I think.

Volume I Number 7 | Pg 1

HOW DO YOU SELL A PENCIL? | AUGUST 2013

So, what is the most effective way to sell a pencil?

“Sold!” said Herman.

To answer this question we need look no further than to Fred Herman, who Earl Nightingale called “the greatest sales trainer who ever lived.”

In short there is your answer.

Years ago, Herman was a guest on the Tonight Show with host Johnny Carson. When Herman was introduced Carson welcomed him by saying, “You’re the greatest salesman in the world -- sell me something.”

When I issue the challenge and give the pencil to the real sales professional, they take the pencil and observe it, pause and then begin asking me questions like: •

“How often do you use a pencil?”

•

“Why do you use a pencil instead of a pen?”

Carson expected a razzmatazz sales spiel. Instead, Herman asked, “What would you like me to sell you?”

•

“Why would you use a pencil instead of a mechanical pencil?”

“I don’t know,” Johnny replied. “How about this ash tray?”

•

“How many pencils do you go through in a month?”

“Why the ash tray, Johnny? What is it that you like about that ash tray?” asked Herman.

•

“Who else in your company uses pencils?”

•

“How often do you order them?”

•

“What quantity do you usually order them in?”

•

“Besides yourself, who’s involved in the buying decision?”

Carson listed the things he liked: It matched the brown color of his desk, was octagonal and fulfilled the need for someplace to put his ashes.

Then the Herman asked, “How much would you be willing to spend for a brown octagonal ashtray like that one?”

“Maybe $20,” said Johnny.

Quite a difference, huh? I have trained and coached thousands of sales reps and they can easily be separated into these two groups: Those who pitch, pitch, pitch,

Pg 2 | Money-Making Monthly Magazine | www.SteveSipress.com

HOW DO YOU SELL A PENCIL? | AUGUST 2013

“

I have trained and coached thousands of sales reps and they can easily be separated into these two groups.

Those who pitch, pitch, pitch, and those who take the time to uncover their prospect’s buying motives.

Which category do you fit in? Be honest with yourself.

When you speak with a prospect for the first time, how much of your conversation is focused on describing and pitching your product or service as opposed to questioning and uncovering buying motives?

“

and those who take the time to uncover their prospect’s buying motives, and properly qualify to understand the prospects buying process.

with a qualified buyer, and what it might take to actually sell them.

Failing to adopt this process, you’ll just end up with a lot of frustration and a lot of unsold pencils at the end of the month.

If you are like the majority of sales reps I encounter then it’s filled with descriptions of what you do and how your product or service helps them, how it works, what it costs, etc.

Most sales reps verbally attack the prospect with a barrage of “value statements” that turn people off and make them want to get you off the phone or out of their office as quickly as possible.

Want more sales and success?

Then take a tip from some of the best “pencil sales reps” and change your approach and opening to focus more on questioning — discovering whether you’re dealing

About Steve Clark

Steve Clark aka, “The Sales Psychologist”, is the founder and CEO of New School Selling, an international business development and marketing consulting firm. He is the author of ‘Profitable Persuasion - Proven Strategies for Sales and Marketing Success’ and the co-author of “The Ultimate Success Secret” with marketing guru Dan Kennedy. To take a FREE Sales Quiz, and receive a customized personal analysis of your sales skills plus a set of 6 FREE Sales Training CDs go to www.SteveClarkFreeOffer.com

Volume I Number 7 | Pg 3

The Chicagoland Entrepreneur Event Of The Fall…

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MANNY’S BLOG | AUGUST 2013

Manny’s Blog

Grinning Isn’t Everything

If it seems that I have more of a million dollar smile than usual this month, it’s because Steve was nice enough to take me to the doggie dentist for a regular teeth cleaning.

Of course before the first time I went to the dentist, I diligently used Google to research canine doggie health. Dogs don’t usually get cavities, but I learned that we can get CALCULUS on our teeth! Wow, I had no idea that math could be so dangerous for dogs!

I guess two old friends can meet in the park and have a conversation like this: “Did you hear about poor Buddy? He’s suffering from TRIGONOMETRY on the gall bladder!” “Yes, it’s awful! He’s just lucky he didn’t get the EUCLIDEAN GEOMETRY on the lumbar vertebrae that’s going around!”

Then I learned that “calculus” in this case is a hardening of plaque deposits and the major cause of periodontal disease in dogs. Imagine my embarrassment. Doggone humans have so many words that sound alike but mean completely different things. Woof woof woof!

For the sake of the faint of heart, I’ll leave you to do your own research on the gross things that can happen when canine dental health is neglected. Hmmm…gross things….Sorry. I just had one of my Homer Simpson moments.

I don’t like to name names, but let me give a couple of examples. You know that “Help McGruff take a bite out of crime” campaign? Before intervention by an oral surgeon, it was going to be “Gumming the heck out of crime daily.”

And then there’s a certain “big red dog.” Maybe he can flash a good smile for the press, but every night at bedtime Clifford puts his choppers in the swimming pool!

Pay attention to your dog’s dental problems. Telltale signs include really bad breath OR a Mentos rack buried in the back yard. Brush your dog’s teeth with special brushes and toothpaste. (I’m not making this up.) Take him to the dentist at least once a year.

Your dog will live longer and better and may even get to pay you back for chewing up that book of Euclidean Geometry.

I always like to get to the doctor or dentist early, so I can sit in the waiting room and scan the magazines that we don’t get at home. You know, like “AARF”, the official publication of the American Association of Rovers and Fidoes.

My dentist had some other great magazines, including the magazine for Dalmatians (“Spots Illustrated”), the inspirational magazine for service dogs (“Guidedog Posts”), “Good Housebreaking,” “Better Bones and Gardens,” the risqué “Play Dead, Boy,”“Family Turn-In-Circles,” and “Car and Driver And Whoever’s Designated To Hang His Head Out The Passenger Window.”

I was awake and having a good time during my cleaning, but dogs with deeper, long-neglected problems require general anesthesia for a surgical teeth cleaning. And their masters usually require general anesthesia at bill-paying time.

Manny (full name “Emanuel” or “Dog With Us”) is Steve and Michele Sipress’ crazy, rambunctious cocker spaniel. He has a weak leg (despite a mostly-successful back surgery), grey hair, is totally deaf and partially blind. But he still enjoys barking at the mailman and landscapers, pulling dead frogs out of nearby ponds and chasing after his beloved squeaker toy. He loves everyone (even the mailman and landscapers), and everyone loves him.

Volume I Number 7 | Pg 5

WHAT NOT TO LOOK FOR | AUGUST 2013

What NOT To Look For

By Steve Sipress

The United States has had a “job crisis” for several years, with millions of ready, willing and, possibly, able workers frustrated and disappointed in their quest to find gainful employment.

The stagnant-at-best job market is due in large part to big, slow-moving corporations. Many small businesses, unfortunately, have also been laying off workers for the past few years in some misguided attempt to save themselves to prosperity, or because they’ve decided to settle for survival instead of go for success, or because they just don’t use the right strategies to grow their business during this downturn.

But small business owners who have remained aggressive and taken enough of the right steps to combat this challenging economy have been and will continue to hire. As with almost everything else these days, it is certainly a buyer’s market.

One of my private clients who started working with me fairly recently has been experiencing record growth in his business.

After several years of declining sales and profits, he is on now on track to have his best year ever.

Several very simple, basic lead generation systems and other systems we’ve developed to position him as a go-to expert in his field are bringing him far more high-quality leads than his current sales staff can handle.

All of this is thanks to the combination of him doing excellent marketing while his competitors bury their heads in the sand and operate out of fear due to the challenging economy and anti-small business actions taken by our current government.

So, he’s now a few weeks into the process of hiring about a half-dozen salespeople. He’ll also be bringing on board a sales

manager, so he can continue to concentrate on the most important function of any business: marketing.

Our recent consulting call naturally centered around the system we’ve put into place for this hiring binge – ads, interview scripts, sales training, commission schedules, etc.

That’s when I saved him from making one of the biggest – and most common – mistakes business owners make when hiring salespeople: He was dead set on looking to hire people with solid, steady track records of employment at one – or maybe two – companies over the past decade, and certainly with experience in his particular industry.

OOPS! That is exactly how to hire average performers, and NOT superstars.

Superstar salespeople, like top-performing entrepreneurs, do not sit in one place for long. We get out into the real world and experience all kinds of different situations, people and places. That helps us to be able to relate to a wide variety of people, to think on our feet and to be adept at coming up with mutually-beneficial solutions to the inevitable problems that arise in any selling situation.

So while it may feel like the safe and proper thing to do (and it’s certainly what big, slow-moving companies love to do), small business owners must resist the temptation to hire salespeople who don’t have a wide range of experience in a multitude of situations, selling different things to different people for different companies in different places.

Pg 6 | Money-Making Monthly Magazine | www.SteveSipress.com

WHAT NOT TO LOOK FOR | AUGUST 2013

For example…

I have personally sold to consumers and businesses, products and services, low-priced items and high-ticket intangibles, face-to-face, over-the-phone and online. I’ve sold goods and services that were the best of their kind, and others of much lower quality that were sold mainly on price and volume. I’ve sold for startups and mature corporations. I’ve sold within long sales cycles, and I’ve sold impulse items. I’ve sold by making multiple appointments with thorough follow-through, and I’ve sold on the spot, door-to-door and nose-to-nose in living rooms and at kitchen tables. I’ve sold in large group presentations, and I’ve sold one-on-one. I’ve sold while on salary, and

I’ve sold when not making a sale meant not eating that day.

And I’ve set records – personally, and for teams I’ve hired, trained and led – in every conceivable situation.

I’m not saying any of this to brag; just to ask one question: Now tell me: Would you rather hire me to sell or be a sales manager for you (*Note: I’m not available, but other superstars most certainly are during this tough economy), or settle for some safe, average performer who’s only sold one thing for one company for the past 15 years?

To find out more about Steve Sipress and how he can help you have more fun and make more money with your business, see the Inside Cover Page.

To get new money-making strategies and tips every weekday from Steve and other top business-building experts from around the world, visit his new blog:

My New Blog!

www.RhinoDaily.com

Volume I Number 7 | Pg 7

3-D THINKING | AUGUST 2013

3-D Thinking

By Joe Polish & Dean Jackson

The Formula to Effective Marketing, Attracting New Customers, and Keeping Your Current Clients Coming Back How can you be an effective marketer? How can you make money and go deep with your clients? How can you create a community and bond with them?

Believe it or not, there’s a formula to it.

It’s something we have used for years.

Dean said that the formula, the framework, the modules have brought in at least $150 million in revenue, just in the real estate industry since he’s taught them.

You have to look at your business in three parts: a before unit, a during unit and an after unit.

When you look at your business in those terms, looking at it as three independent units, each with its own sort of measurable monetary goals, its own impact area, that’s the formula.

A lot of people are able to triple their business, just by making it a three-dimensional unit, instead of just thinking of their business as one thing.

The before unit is the unit of your business that is in charge of finding, identifying, educating and motivating people to come to your business for the first time.

The during unit is the part of your business that delivers the experience that people have when they’re doing business with you. If you have a retail store, it’s the moment that a customer walks into your store until the moment they walk out of your store.

As a real estate agent, the during unit could be the moment you start looking at houses with someone, until they close on the house and they’ve spent the first 30, 60, 90 days in that house.

The after unit is all about nurturing lifetime relationship and it’s about building a lifetime relationship with all the people who already know you, like you and trust you. You want them to do business with you again and orchestrate referrals.

There are so many different ways to apply this, so many different ways to diagnose where a business has the biggest opportunity.

I find that business owners are usually focused on one of the units only. Sometimes, people only focus on their current clients. 

Volume I Number 7 | Pg 9

3-D THINKING | AUGUST 2013

For example, with a lot of medical practices, they just have their patient list and they just want to work with those people.

They’re focused on the during. And sometimes they’re even proud about it. They say, “Well, I don’t advertise. I don’t do any marketing.” It’s almost like a badge of honor. They feel like they don’t have to do those things, because they’re not looking at their business as a three-dimensional object.

Every time I hear that, I just think that it’s so sad that these business owners are limiting themselves in so many ways.

You hear a lot of people talk about the lifetime value of a customer or client. Most people speak about it, but do they really do it?

When I first learned the lifetime value of a client, the concept of how much a client is really worth, how much you can afford to spend on a client, I was in the carpet cleaning business.

As a carpet cleaner, I remember back in 1992, when I used to look at getting a “carpet cleaning job,” a good carpet cleaning job, back then, for me, would have been like $150. And as soon as I realized that, “Wow, if this client cleaned their carpets every year for five years, it would no longer be $150, it would be $750. And if they referred someone just like them to me, that $150 job just became a $1,500 job.

When I started looking at the clients that I was dealing with, it’s not just: get in the house, service them, get $150, go on to the next job. It’s, I’m working with someone who’s going to pay me $1,500.

And if they referred three people, instead of one, that $150 job

is now worth $3,000. If they refer 10 people, all of the sudden, it’s getting into the tens of thousands. It totally changed my whole mindset.

It’s important for you start thinking of how much a client is actually worth, not just focusing on chasing new customers.

And then after they’ve done business with you, how do you get them to keep coming back? How do you get them to tell other people about you?

Not through manipulation, not through trickery, but through strategic delivery of value and proper communication and education, and simply asking them and directing them to do certain things.

When we get business owners to understand just the arithmetic —because you’re in an arithmetic business no matter what business you’re in — it changes everything. And there’s arithmetic before the job, during the job and after the job.

Simply looking at your business as before, during, and after is so powerful. And the more you start thinking of your business as a three-dimensional thing, all the parts of your business will improve, not just your income.

This isn’t just a great way to look at your business because you’re going to make more money, this is a great way to look at your business because this is how you impact people’s lives.

For example, you’re married. What did you do before you even knew your spouse or partner? Do you behave differently now than you did before you asked for the date or before you gave the person a ring and proposed? If you still continued some

“

The more you start thinking of your business as a threedimensional thing, all the parts of your business will improve.

“

Pg 10 | Money-Making Monthly Magazine | www.SteveSipress.com

3-D THINKING | AUGUST 2013

“

“

Don’t neglect them in any of these stages, and people will notice and keep doing business with you.

of the great dating rituals and behaviors that you did before you got married, you’re probably in a pretty happy relationship right now. And if you only used really good techniques in the beginning, just to get the sale, and then you neglect them later, it’s probably a not so good relationship.

Before, during and after applies to every life situation. If you start thinking about that, the customers and clients, and the businesses you do business with, will start appreciating you the most. Don’t neglect them in any of those stages, and people will notice and keep doing business with you.

And then you can start looking at the modules underneath each framework.

Underneath the before unit, there are three modules that aare completely adaptable to any business.

1.

Single target market.

2.

Compel your prospects to call you.

3.

Educate your prospects and motivate your prospects to meet you.

In the during unit, there are three more modules to look at: 1.

Present your unique service offer.

2.

Deliver a world-class experience.

3.

Provide after-sale service.

The after unit is where you start calculating the lifetime value of a customer. It’s the least expensive portion of your marketing mix, but it’s one where you cah have the biggest impact.

Because the customers already know you. So theres are the two modules to keep in mind in the after unit: 1.

Nurture lifetime relationships

2.

Orchestrate referrals.

Selling is not just an event. It’s not just what you do. It’s a process.

Joe Polish and Dean Jackson are the co-founders of I Love Marketing, a highly popular free weekly podcast on iTunes, and www.10XTalk. com with Dan Sullivan.

Joe and Dean’s I Love Marketing® podcast has become a worldwide phenomena with I Love Marketing Meetup groups throughout the globe.

About Joe Polish

Joe is also the Founder and President of Piranha Marketing Inc. He is also the creator of the Genius Network Interview Series and founder of The Genius Network Mastermind.

Dean, expert marketer and productivity expert, fell in love with Marketing as a young boy when he first realized that selling stuff on commission was way easier than renting himself out by the hour for a regular job…and he’s never looked back.

To listen to their podcast, visit: www.ILoveMarketing.com

About Dean Jackson Volume I Number 7 | Pg 11

A GUARANTEED WAY TO CAPTURE THE ATTENTION OF PROSPECTS | AUGUST 2013

A GUARANTEED WAY TO CAPTURE THE ATTENTION OF PROSPECTS

By Perry Marshall You will capture the attention of your customers when you enter the conversation already taking place inside their heads.

One of the greatest mistakes companies make is developing products based on a “great idea.” My friend and fellow consultant Rob Olic used to be Marketing Director for small business development at the prestigious Wharton School in Pennsylvania.

Every week he had entrepreneurs coming into his office, telling him “Man, my company developed this exciting new product that’s so good, it sells itself. I’ve got a warehouse full of these things, can you help me get rid of them?”

Great ideas are a dime a dozen. Even well executed great ideas are on every street corner, but that doesn’t mean they’re successful in the marketplace. Winning products and marketing messages talk to people about things they’re already wanting and thinking about. They address irritations that have been lurking under the surface. They solve problems that people have been laying awake at night wondering about and worrying about.

Several years ago I was working with a company whose “great idea” was scheduled delivery of household consumer products.

The idea was that just when you were about to run out of something like taco shells or Kleenex or vitamins or peanut butter, the service would replenish your supply automatically.

All you had to do was decide on a delivery schedule and you’d never have to think about those items again. It was a great idea because it was convenient for customers and it was an automatic revenue stream for the company.

About Perry Marshall Entrepreneur Magazine says: “Perry Marshall is the #1 author and world’s most-quoted consultant on Google Advertising. He has helped over 100,000 advertisers save literally billions of dollars in Adwords stupidity tax.”

He is referenced across the Internet and by The New York Times, The Washington Post, USA Today, the Chicago Tribune and Forbes Magazine.

Get your free course, “5 Steps To Mastering The Most Powerful, Cost-Effective Way To Attract New Customers And Build Your Company’s Credibility With White Papers! … And How YOU Can Write a White Paper in 1-2 Days, Not Weeks or Months!” by going to: www.PerryMarshallFreeCourse.com

This looked very promising, but nobody was losing sleep because they might run out of toilet paper or shaving cream. Nobody was really thinking about this at all. It was a great idea from a salesman’s point of view but not from the customer’s point of view.

It was a flop. I, and a lot of other people, lost money in that business. Why did it fail? Because that business did not enter the conversation that was already going on in customer’s heads. It didn’t harmonize with what they were already thinking about.

A very practical example of this is marketing on the Internet. Search engines are a very, very powerful way to obtain new customers, and they’re practically free. They’ve brought me a thousand of customers over the years. If someone types in a specific phrase in a search engine and your product comes up in the first few entries, it’s free advertising. I’ve gotten boatloads of quality sales leads just exactly this way.

But as we all know, it’s not as simple as just throwing some information on a website and waiting for the orders to start coming in. There has to be a precise match between the words your customer is typing in, and the content on your website. It’s a very strategic process and it requires that you know exactly what your customers are already looking for. That phrase that they type in Yahoo! or Google is part of the conversation inside their head. Tap into that conversation and your product will sell.

Volume I Number 7 | Pg 13

      - 

  

             

             





  - 

“I was asked to write a blurb about this book, but I didn’t have time in between reading an endless stream of tweets from people I’ve never heard of, checking the Facebook updates of all my fake friends and watching hours of YouTube videos of cats chasing their own tails.”

- Dee Stracted

HOW TO HAVE MORE FUN AND MAKE MORE MONEY | AUGUST 2013

FUN

How To Have More And Make More MONEY!

By Yanik Silver

In only six months, I banked over $50,000, just working part-time out of the corner of my living room. Now, I’ve gone on to earn over 7-figures each year.

How did I go from a standing start to banking mega profits?

To do that, I think you really need inner secrets to mega internet success. This has nothing to do with search engines or pay-per-clicks. It’s all a lot of stuff that goes on in your head.

Secret #1: Cheerful Expectancy There’s a difference between having expectancy versus hope. When you are cheerfully expectant, you know it’s going to occur. And that’s not from being “Pollyannaish” or having rose-colored glasses.

Try this exercise yourself: close your eyes and try to HOPE you’ll make $1 million this year (or whatever number might get you excited). Just sit there and hope and hope.

Now if you pay attention you’ll notice you’ll probably a little bit slumped over, and if you had to stake your life on it – there’s no way you’d bet you really would make that mil this year.

Now try the same exercise but this time EXPECT to earn $1 million.

Now look at the way you are sitting, breathing and feeling. I’d wager it’s a little different. Your expectations determine your results.

Secret #2: Set Your Plan Set a goal, then figure out how you’re going to get there, and then break it up into daily tasks.

So where are you going? Write it down.

And you’ve got to be specific. You can’t just say, “I want to make a whole lot more money online.” What is that, like $5 more? Nobody knows what that is.

And always write down “or more.” So if you say, “I want to make $100,000,” I always say, “I want to make $100,000 or more by so-and-so date, or sooner,” This gives yourself that opportunity to remove limitations.

How are you going to get there? Get those intermediate goals set up first. Because if you get the little building blocks going, it’s a lot easier to get to where you want to go. 

Volume I Number 7 | Pg 15

HOW TO HAVE MORE FUN AND MAKE MORE MONEY | AUGUST 2013

“

“

So any product, any service, or absolutely anything I offer, must deliver 10 to 100 times in value.

Secret #3: Do One Proactive Thing A Day It’s easy to be overwhelmed with hundreds of tasks. But just relax and do one task a day. Even if you’re dead tired and worked a 14-hour day job – come home and mail one letter or send out one joint venture proposal. I’m telling you – just these little tiny proactive things will have an immense impact.

Secret #4: Unless You Deliver Exceptional Value – You Will Not Get Rich One of my core values is: “I get rich by enriching others 10 to 100 times what they pay me in return”.

So any product, any service, or absolutely anything I offer, must deliver 10 to 100 times in value.

When you deliver that much value, the marketplace compensates you. This goes along with a famous quote motivational speaker, Zig Ziglar frequently uses and that is “You can get anything you want if you help enough people get what they want.”

Secret #5: Build on Your Successes Each success is going to create another success for you. I suggest you start small at first.

My friend John Reese says, “Make your first dollar online.”

If you make just $1 online, you’re already ahead of a lot of people.

Start with a project that you can manage to get going quickly and easily. Remember, there can always be a second version or an updated edition. It’s better to put something out there, and see the response than it is to be absolutely perfect. Fact is, you will never have a perfect product or service.

Secret #6: Decision A lot of people have so many problems with decision, even the simplest ones like “Where do you want to go to dinner?”

That’s because they don’t like it because it cuts off other options. But frankly that’s exactly what you want.

It’s just like Hernando Cortes during the Spanish Conquest.

Cortes was determined to conquer the Aztecs of Mexico, and he realized that some of his men wanted to return to Cuba because they didn’t think they could walk through 200 miles of jungle and swamps, climb mountains, avoid thousands of hostile Indians and attack the Aztec fortress city, which was surrounded by water. To keep his men from deserting, Cortes removed the sails, rigging, compasses, and all other valuables from all but one ship and burned the others.

You probably don’t need to be that bold, but if you cut off your options, you’re much more motivated.

Secret #7: Continual Learning Continual learning is the key. Remember, your brain is like a bucket with a hole in it. So you put all of this stuff in it, and slowly it just kind of seeps out. You’ve got to keep replenishing and putting more stuff in there.

Knowledge is so important and continual learning. If you just study something for one hour a day, for three years, you’d become an expert. If it’s one hour a day for five years, you’d become a world expert.

It doesn’t matter what happens to you. Nobody can take away your knowledge. Look, if somebody came, took away my entire business and if they just left me with my customer list, the knowledge in my head and the people I know, I’d be right back on my feet within a month, two months, three months, tops.

This specialized knowledge you keep feeding yourself is going to help you get to any level you want.

Secret #8: Gratitude This is one of those woo-woo, kind of fluffy metaphysical things – but it works.

Every time I check my email, and I have orders come in, I actually silently say, “Thank you” for each one. It sounds strange but having gratitude keeps you connected to the source of what’s bringing you what you want.

Think about your own life. If you are grateful for something don’t you get more of it?

Pg 16 | Money-Making Monthly Magazine | www.SteveSipress.com

HOW TO HAVE MORE FUN AND MAKE MORE MONEY | AUGUST 2013

Secret #9 – Giving Whether you want to call it tithing (I don’t) or something else there is magic in giving a fixed percentage of your income WILLINGLY to charities, religious organizations or just individuals in need.

I donate 5% (roughly 10% of profits) of all our companies gross income to several charities I support. Last year we gave away over $120,000 and this year I hope to get to $200,000 or more.

A lot of people talk about how they want to donate some huge sum of money to a charity or their church but then never get around to it because they feel like they don’t have enough right now or it’s not the right time. Frankly, I think it’s because it is not a systematic, regimented giving plan. If you would have told me a few years ago – I’d regularly be giving $10k, $15k, $20k+ checks each month to charities – I would have thought you were crazy because I could use that extra money myself for something. But when it becomes just a way you operate it’s much easier to start writing those checks with big zeros behind them. My dad thinks I’m nuts when I told him how much I donate but I’m more that pleased with my decision.

I firmly believe you cannot out-give the Universe.

Yanik Silver is a serial entrepreneur although he still considers himself a ‘techno dunce’. Starting from his one-bedroom apartment and with just a few hundred dollars, Yanik has built multiple 7-figure businesses.

He is the author, co-author or publisher of several best-selling marketing books and tools including Moonlighting on the Internet, Instant Sales Letters® & 34 Rules for Maverick Entrepreneurs.

Currently his most important mission is impacting 1,000,000 young entrepreneurs (ages 13-23) to start or grow their business by 2020.

About Yanik Silver

For a limited time, Yanik is offering a super-special deal on the recordings of his Underground 9 event and/or tickets to Underground X: www.UGevent.com

Volume I Number 7 | Pg 17

MONEY-MAKING MONTHLY Volume I Number 7 | August 2013

www.SteveSipress.com/magazine

This Month’s Money-Making Info

1 How Do You Sell A Pencil? 9 Grinning Isn’t Everything 5 13 What NOT To Look For 6 Steve Clark

3-D Thinking: The Formula to Effective Marketing Joe Polish & Dean Jackson

A Guaranteed Way To Capture The Attention of Prospects

Steve Sipress

Perry Marshall

FEATURE ARTICLE

Manny’s Blog

How To Have More Fun And Make More Money Yanik Silver

15

Publisher Steve Sipress Successful Selling Systems, Inc. 869 E Schaumburg Rd #237 Schaumburg, IL 60194 (p) 773-236-8134 (f ) 847-232-1535 Questions? Comments? Suggestions?

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