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By Joyce
Today you are probably looking for the next in a series of business articles from, especially the one about Area 2 of your business, Pre-Sales: developing and delivering a message to your targeted market.
That will come later this week….come back to read it!
In the meantime, I want to give you a birds-eye-view of a remarkable Joint Venture I am involved in called The Empowered Women’s Network. Its 2009 Holiday program is in Nashville this year and is bringing together local and national talent to empower women to Unwrap the Best Gift ever this year…yourself.
The November 9 event will help you to:
* Discover your hidden forces that are keeping you overweight and out of shape.
* Uncover the secrets to win your quest to a thinner and healthier you by New Year’s.
* Quickly turn your “to do” list into “ta dah” accomplishments.
* Transform vague, unfulfilling goals to specific, focused plans of action.
* Easily prioritize and manage the frenzied pace of the Holiday.
This exclusive Nashville seminar is brought to you by The Cool Springs Chamber of Commerce in Franklin, TN and will instantly transform your stress, overeating, poor choices and helplessness into instant goal setting steps, healthy eating, relaxation, joy and accomplishment in less time, with less worry and fast results….during the Holidays.
Celebrities include Dale Smith Thomas of Winners by Choice – www.WinnersbyChoice.com - and Sandy Griffin, President of the National Speakers Association for Tennessee.
Both Danielle Miller and Lynette Patterson are 21st Century Twitter-ites and you can find them at @daniellemmiller or http://twitter.com/daniellemmiller and @LynettePatter or http://twitter.com/LynettePatter
In the meantime, check out The Empowered Women’s Network.
The Empowered Women’s Network (EWN) is a nationwide organization established to empower women to bring out their Determination, Perseverance and Strength in all areas of their lives, every day. Established by three dynamic founders, it opens doors and opportunities for all with the energy, drive and excitement of the founders: Danielle Miller is a speaker, author and expert skill trainer in the arena of goal setting in both the personal and group dynamic situations. Lynette Patterson is a speaker, author and radio host as well as an International Coaching Federation certified weight strategist and life extension specialist. Joyce Jackson, #1 International bestselling author, business expert, CEO of two companies and partner in nine current Joint Ventures which include outreach into the White House on major initiatives, New York publishers and Fortune 10 companies.
If you are in Nashville Novemebr 9th stop by and check us out Click Here
By Joyce
I’m big on continuing effort, right actions in the right way over the right period of time. So, let’s dive into a series between now and Halloween! The 5 Areas of a business, of YOUR business.
5 Areas of Business
There are five areas of business. I don’t care what you are trying to sell online, if you are a realtor or have a barber shop, these same 5 areas exist for any person, company owner or Fortune 100 company.
• Area 1: Suspects/Marketing
• Area 2: Pre-Sales
• Area 3: The Sale
• Area 4: Servicing
• Area 5: Client for Life
By considering each of these five areas, you can more fully understand how and where a partner and/or a coaching team can provide the greatest assistance in the least amount of time with the smallest investment.
Area 1: Suspects/Marketing
This area covers how to generate more and better prospects. It covers marketing and getting referrals from current and past clients as well as other sources. One small adjustment in this area can double your profitability.
Area 2: Pre-Sales
Most companies invest hundreds of thousands of dollars into marketing (Area 1) and then only convert one out of ten leads. Why? There are many reasons, which is why it’s so difficult to know how to correct or change these numbers. By using our unique processes, systems, tools, and technology, we’re able to help you quickly identify where you may need to make key changes. If we can help you convert just one more lead out of those ten, you could double your sales with no additional work, leads, or efforts.
Area 3: The Sale
This area is an art and a science. It’s the hardest part to truly understand and duplicate. By improving Areas 1 and 2, Area 3 will automatically improve. By teaching you and your team how to identify an individual’s personality in 15 seconds, your sales people will experience a newfound excitement, energy, and effectiveness. By using systems, tools, and automated processes along with technology and media, the way you do business will be changed forever.
Area 4: Servicing
Most companies look at servicing as a cost center rather than a profit center. We know, by studying natural laws, that strong servicing of one’s business can actually produce more new sales opportunities
than Area 3: The Sale.
Area 5: Client for Life
This is the dream and passion of every entrepreneur and CEO. We must aim to keep our clients for life if we’re going to grow and maintain profitability. This is a combination of two key elements:
1. A company culture that believes and practices natural laws for success
2. The proper implementation of technology, training, tools, systems, and the development of people.
A “client for life” mentality will bring the other four areas into a symphony of success for our clients, vendors, employees, and stockholders/owners.
By Joyce
I find the hardest thing I do is help my business clients.
WHAT?
As each day passes, I admire my friends and colleagues who are doctors. Yes, I know, some of you know my opinions on doctors. However, I admire their capabilities to stay distant from the emotional aspects of working with people with dire health issues. People can die. If we are emotionally tied to them we can emotionally die with each one that does, too. Doctors, could shrivel and die within a few years if they could not insulate themselves.
So, could business coaches and trainers.
I find more and more, I care about the success of the business clients I work with. Moreover, I am finding I care more and more about the people behind the business, too. In doing so, it becomes more difficult, this could be age, perhaps, for me to keep a professional distance.
Death for me. Death for my clients. Certain death for friends. I have few close friends. The ones id do I cherish.
My business clients need a business skills trainer, not a friend. Friends are necessary. The two are separate. Business requires skill trainers. The two are diametrically opposed. Friends require shoulders to cry on some times. If I am your friend, I cannot remotely help you or your business.
So, in terms of business building, I am a bit focused, ruthless some say. I would rather help someone build their business then be a friend.
Business success is tied to intimately to one’s vision. There are better friends than me. There are no better business builders than me, however. IT is very, very difficult, but I’d rather help you realize your dreams and vision than be your “friend.”
Few understand it. Frankly, my dear, I don’t give a D _ _ m. You can’t live your dreams or unfold your vision unless you have the financial means to do so.
What do you need…..another friend or a business trainer that shows you how to attain and live your vision and purpose?
By Joyce
One of the biggest reasons for my success in any business venture I undertake, is that I approach them, each one, even the most complicated ones, with a simple, three step process.
The simple, three-step process to success is:
- Step 1: Examination
- Step 2: Solution(s)
- Step 3: Implementation
Why? The answer is simple, too. I call these the “Three Steps to Anything.”
Step 1: The Examination
I’m not a doctor but I model my process after one. A doctor would never present a solution without doing a thorough examination. It’s a pretty good model, too, despite what you may think about doctors. You must do a thorough examination of the facts of any simple business situation.
It is critical you complete an effective examination. This step may involve a simple, short series of questions. Or it may entail a much more comprehensive, thorough series for an in-depth examination. It should really but up to the complexity of the situation or the client.
Step 2: Present Solutions
Anyone who is presenting solutions without doing a thorough examination is selling you something rather than seeking what’s best for you. Run the other way! At the same time, understand your client has the same perception. Ask questions first, formulate solutions to those specific answers your client or prospect gave you.
I like presenting solutions in groups of three: a basic, an intermediate, and an advanced plan for their success based on the examination. Which plan they pursue is their choice. I can deliver all of them.
Step 3: Implementation
Implement the best solution for your client, no matter which level they picked. Some clients have a great sense of urgency and want to implement a solution immediately. Others take their time and ease into their new strategy.
I find that individuals and companies who tend to see the greatest success in implementation have a high sense of urgency coupled with being powerfully motivated, open-minded, trusting of themselves and me, and quick to respond. In business, I have found that the slower you react, the more money it can cost you. These people tend to take on intermediate to advanced solutions in the implementation phase of things.
Individuals who tend to procrastinate often don’t trust themselves to “fail successfully” and likewise won’t trust me. These typically take on no or basic level solutions. To overcome procrastination, at times I must push them to take action without all the data and without supporting evidence. Such a step often feels counter-intuitive, risky, and doomed to failure.
Remember, waiting to gather all the data before implementing a solution can be just as risky! Sometimes we need to trust our intuition—our “gut feel”—and just take action! My best business students don’t ask for a plan or for more detail. They will simply just ask, “What is the one action you’d recommend that I take right here and now?” because they watched me take them through the “Three Steps to Anything.”
By Joyce
Ever doubt just how much I could help you?
Here’s a special treat this week, a case study my colleague Mark Boersma did this past Wednesday with one of our Action Vision clients, Sam Logan from Nashville.
Oh, Sam is a top notch realtor, by the way and if you are ever in need of a home in the Nashville area - or around the country (Sam has quite a network!), make sure you connect with him:
Sam Logan
Silverpointe Properties
sam (at) samlogan (dot) com
(615) 377-6330
Check out this business growth:
Get the Flash Player to see this player.
Sam is phenominal. Congratulations, Sam!
By Joyce
Now that you are clear, as a business owner, a CEO, that setting goals and having the proper motivation to go after them, is critical to your business success, I’m going to twist your head around today!
Goal setting is a tricky business.
This is especially true for the entrepreneur with huge goals in mind.
I have a theory that if you reach your goals all the time, you are not setting them high enough.
Ever fail? It’s the most painful time and the time that you will learn the most. What are you learning when you achieve your goals all the time?
Failure and success is a balancing act with a CEO. I love it when I fail. Do you? I learn from it, adjust, do it again with a different approach, and see if my efforts work. Try, fail, adjust, try, fail adjust, get lucky, adjust and succeed. This is really what goal setting is all about. It is, in my mind, what it means: always moving forward towards an end result.
You will have to set the goals high enough so some failure occurs. High goals mean you are in unchartered waters. The waters could be shark infested, too. In taking business owners into unchartered waters, they usually, not all the time, but usually, freak out. I like pushing them to their limits and then beyond because it tests their sincerity in reaching their goals and dreams. Many want it, few reach them, and so I just get right to it to see who I’m dealing with.
The correct method of goal setting is to set the bar so high you must fail. As a matter of fact, several failures are good. I find the large, stupendous goals are reached by the few business owners that get pummeled by their incredible failures along the way.
So, first step today: pick one goal you want to reach in the next 12 months. Make sure you then tie in some very real, tangible, almost scientific components to it:
- What does your goal feel like
- What does you goal look like
- What does you goal taste like
- What does your goal smell like
- What does your goal emotionally feel like
For those of you with NLP training, you’ll get it. For those of you new to this, you will get it.
Work this out on paper, with a pencil. There is a direct correlation between the pencil tip, your fingertips and the nerves that go up your arm and into your brain, I believe. It matters that you physically write this out.
When you’re finished, double your goal in size and scope. Or, half the time you think it will take to get there. Freaked out? Wait until next week’s tip…..you should be as lucky as to have me as your business trainer!
By Joyce
It’s time to dive deeper into your business motivation. If you own your own business, you are a CEO. Act like one. CEO’s move their business and company forward constantly. Do you? As I mentioned before, motivation is tricky. Let’s look at what this means.
I’m an incredibly positive, “can do” individual. My first reaction to any roadblock or situation is, “Hm, how can this work?” Today, however, I want to start with, “Why don’t you feel motivated?” Especially with change, if you understand why you aren’t doing something, you can actually find the answer more easily than finding the reasons to do something.
Motivation means you have a reason to move. If you don’t have a reason to move forward you are unmotivated. So let’s look at this. If you wake up in the morning and you are not in top form, depressed or just don’t want to get out of bed, you may think you are unmotivated. Chances are, you have lost touch with your reasons to get out of bed or you simply don’t have one.
Most people like this do not have a great, big, giant, juicy goal for themselves.
Feeling unmotivated? Create a big, giant, juicy goal.
What is your big, giant, juicy goal as a successful CEO?
Just do it. It will work.
How and why this works is done by what is called the Carrot Principle. It’s like dangling a big, sweet, juicy carrot in front of the horse so it will move a few steps forward in order to take bite out of it. The Carrot Principle will get you out of bed in the morning. If you’ve got a big, juicy reason to get out of bed and get after your day, your company, you will be motivated to do so.
If you have this juicy goal you will not have a problem doing the things you need to do, doing the things laid out in this book, you need to do to be a successful CEO. You speak to the right people, do the right deals, make the right decisions because you have the most basic yet powerful thing you can have: motivation.
For most CEO’s that are struggling, chances are they are not clear about their goals. Without clarity in those goals, your motivation is murky.
What do you want?
Why do you want it?
You need to have a powerful reason why and then you need to know what it will look like when you get it. The why is, “Why do I want this?” and the how is, “What will it look like when I get it?”
When you can get clear on these two things you become a very powerful force to be reckoned with. Suddenly, you have purpose. Purpose is powerful. When you have purpose you don’t need motivation. Think about the great people who have changed the world simply with purpose: Martin Luther King, Nelson Mandela, George Washington, FDR, Winston Churchill, Ghandi, Mother Theresa. It is no different in being a successful CEO. How big is your goal?
Be very clear on what you want.
Be very clear on why you want it.
A final word on motivation: if you don’t think you are motivated, think again. The human brain is always moving and thinking and heading towards something. You control and direct your motivation or you let your mind randomly choose it.
By Joyce
The key to your business success is going to be your personal ability to get, keep and stay motivated.
Building, owning, running and growing a business that produces revenue consistently, is a long term commitment on your part. You’ve got to stay the course, especially when it gets rough, and it will! Motivation is the key.
The “M” word, MOTIVATION, has frankly been given a very bad rap by all the so-called self growth gurus, personal and business success coaches that abound today. In business, motivation is both critical and yet your biggest enemy if not approached correctly. Its the correct kind of motivation along with solid business principles that you need.
First, just what is the bad kind of motivation? It’s the morphine shot that makes you feel good. Its the “I’m going to Disneyland!” excitement. It produces very little results. It’s the kind of morphine that you get from seminars and high energy programs in the moment that rapidly dissipate once you get home. You get all pumped up only to fall flat again shortly afterward.
A business owner, a solid CEO, recognizes morphine, uses it cautiously and only when needed and draws upon the correct motivational skills to build and run a solid company.
What is the good kind of motivation? The word simply means “motive.” A motive is an embedded reason. We think of this in terms of all the television shows we’ve seen about lawyers and courtrooms. The TV lawyers have to prove the motive behind the crime or there is no conviction. There must be proof and a compelling reason in which to do something nasty.
While this is a fun example, it is true, even for the CEO’s. We need reason to move. That is what motivation is. You may be doing your day to day things but you may not have the motivation to do something better, something special.
What is your reason to move?
-Pay your bills?
-Feed your family?
-Be financially secure?
-Make a difference in people’s loves?
-Leave a legacy when you’re gone off this planet?
Everything you do in business will require this motivation behind it. The good things, fun times, tough decisions and big events do. Even the smallest things that require new ideas, new focus and new skills require the motivation to do them. Being a successful CEO requires the motivation to become one. It means you have a reason to do it and sustain it over time.
Successful CEO’s put the “fuel in the car” so to speak and have their own reasons behind taking on the challenges every day of running a business. They create their own motivation, their own reasons, for doing something unique and different.
Motivation. It is an easy idea. It’s very simple to conceive of and it is difficult to do. It requires repetitiveness, habit change, consistency and awareness. None of these terms has any attractiveness to even the most driven individual unless there is a deep, driving reason. What is your reason?
