Whether we want to admit it or not, we are ALL in sales! Some are very comfortable with the idea of being in sales while others wish the NEVER had to “sell”. But since it is a critical part of each of our roles, then why not be GREAT at it, rather than just try to get by with whatever skills we have (or don’t have). I’m a big fan of always learning when it comes to the game of selling. And recently I re-read one of my favorite books on the art of selling – The Challenger Sale, by Matthew Dixon. In his book, he outlines the 5 categories of B2B sales reps: The Hard Worker, The Problem Solver, The Relationship Builder, The Lone Wolf and The Challenger. Read More…
What would you do if you knew just how much time you had left? Would you change the things you focus on if you knew there was a specific and defined amount of time you had left to get done what you felt was important? It is a reality that none of us know how uch time we have left being able to do what we’re doing today. We don’t know what tomorrow will bring. So why do we PROCRASTINATE on the things that matter most and spend our time on activities that really don’t make a lasting different? Read More
What do you think about when I mention the word “selling”? Do you immediately envision a used car salesman, or a pushy phone caller? Or do you think of someone professionally helping you solve your most difficult problem? How do you think about selling and your beliefs about sales have a big impact on whether or not you will be good at the art of selling? And one thing is certain – you can’t be very helpful in solving someone’s biggest problem if you haven’t asked enough questions to know what their REAL problem is! Read More.
Often times we find ourselves in situations where we just don’t know what we should do. It may appear that there are a few options we could take – some perhaps easier than others. But the right choice is difficult to see from where we stand. I have found that there is one question that we can ask that will clear away any confusion or for. I consider it to be the most powerful question that we could ever ask. Here it is: What would my successor or replacement do? – Read More
Let me ask you: What is the difference between Knowledge and Wisdom? Aren’t they pretty much the same thing? Actually, no – they are VERY different! There’s the equation I use: Knowlege + Experience = Wisdom. If you need help in any part of your life, wouldn’t you rather get it from someone with Wisdom, not someone who simply has Knowledge? For your bad back, for your tooth ache, for your marriage or for your SEO, your hiring needs, or your tax returns? We ALL want to work with someone with WISDOM, not someone who just has Knowlege! So, how do we become someone who has WISDOM, not just Knowlege? Read More
Welcome to 2017! It’s a new year, with new opportunities, new excitement, new energy and new goals. It’s time for all of us to double-down on our efforts to GET KNOWN! That’s right, the #1 thing that keeps most of us from being more successful is the fact that not enough people know who we are or that we even exist! So my Net Worth Tip of the Month is to make a commitment this year to STEP OUT of your comfort zone and MAKE TIME for meeting 10 times as many people as you did in 2016! Read More
Think about the last time you encountered a roadblock, setback, problem, issue or frustration. It might have been with a customer or with a team member or perhaps even some technology. If you’re like most people I know, you probably jumped right on the issue, wrestled it to the ground and found a soloution or fix. It’s normal reaction for high-performing individuals who consider themselves to be a go-getters! Read More
Have you ever seen a bottle where the bottleneck is anywhere but the top? Probably not! That’s because the most restricted part of any bottle is the bottleneck. And the SAME is true in business! The limit on any business is ALWAYS at the TOP of the business – you, the business owner! So if you want your business to grow bigger, you’ve got to first grow yourself. If you want your business to be better, you’ve go t obe better yourself. Read More
Here’s a staggering statistic: 85% of the worlds’ wealth resides with those who have a WRITTEN PLAN for success! That’s INCREDIBLE! It’s as if there is one simple thing you must do to be successful – create a written plan for your success! This may be the most powerful truth in business. If you want to be successful, you simply MUST take the time to thoughtfully put your plan of action together, put it down in writing, and then commit yourself to following your plan! The BIG question for you is… Just WHEN are you going to get this done? Read More
I recently heard a church sermon on “The Good Life” that made me think. And the more I thought about it, the more i realized that the same prinicples apply to being succesful in business. It was all about gemoetry – specificially 3 shapes that were important to “master” if you want to be successful and enjoy “The Good Life”. The 3 shapes are quite simple – a point, a line and a ciricle. And the application of these 3 gemoetric shapes in your life and your business may just be the key to success you’ve been searching for! Read More
I have a very strong opinion that the #1 issue facing most small business owners today is that not enough people know that their business even exists! That’s right – I think this is a bigger deal that the quality of their product or service, or the price they offer, or the success of their competitors. For many of us reading this Net Worth Tip of the Month, the single biggest hurdle we must overcome is to become KNOWN by more people! Would you agree? Read More
We all like a good surprise. It’s what makes birthdays, anniversaries and Christmas so much fun. It’s what we do often and with great joy when we are dating. But soon after we get married, we begin to lose our interest or our passion for great surprises! Why is that? Is it because the “thrill” is gone? oOr do we just starting taking our spouse for granted? How about with our customers? Are we guilty of the same thing? Being excited at first, then taking them for granted and being “Routine” after a while. Read More
How would you respond if I asked you to “Define Your Ideal Customer”? Would you tell me the demographics – age, sex, income level, neighborhood, industry, position, etc. Or would you tell me about the thoughts, feelings and emotions they have each day and each night? Most of us only know our customers at a surface level. We don’t REALLY know our customers – we just know what we can see, only what others can see. But in order to speak DIRECTLY and INTENTIONALLY to our Ideal Customer, we must truly know them. We must get inside their head! Read More
Did you know that 85% of customers leave or switch providers because of “Perceived Indifference”? It’s true! The most common reason that you are losing your current customers is they don’t think you really care if they stay or not. I recently had an experience that made it VERY CLEAR that this was the case. I had been a customer of this business for nearly 10 years – but when I was presented with a new opportunity, it became very obvious that I was no longer all that important to my old service provider! Are you making the same mistake? Read More.
Getting people’s attention these days is very difficult. That is unless you’re running for a political office and you’re willing to pick a fight with your opponent. If you’re simply trying to be a good, upstanding business owner, chances are no one is going to listen to your “pitch”. The biggest problem for most businesses today is OBSCURITY – not enough people even know you exist! That is, unless you’re willing to do what most business owners won’t – to put forth 10X levels of Action so you can DOMINATE your competition. Read More
What did you do on Valentines Day? Did you buy flowers, write a card, call your mother, take your honey to dinner? Many of us went above and beyond our normal everyday activities in order to make someone’s day “special”. But since we know how good that makes them feel, why don’t we treat every day like Valentines Day? Probably because we haven’t made it a HABIT. So just what is a HABIT? Some suggest it is something that you do for 21 days in a row or more. But it’s more significant than that. Turns out it is the intersection of our Knowledge, Skills and Desire. Read More.
It’s a NEW YEAR! Out with the OLD, in with the NEW! So the big question is … What is YOUR “New” for 2016 – and is it no only new, but also BOLD? If you’re like many folks sitting around you, you’re starting off this new year doing the very same things that you did LAST year. Nothing is changed. Nothing is new. You’re following the same old routines, using the same old strategies, talking wit the same old folks. Now don’t get me wrong – there are some things that you don’t want to change – like your spouse, or your children, or your good habits. But there are others that NEED to be changed – freshened up, polished or re-built. Read More.
If you’re not constantly reading you’re missing out on some of the greatest knowledge and wisdom you’ll ever find. Let’s be honest, you won’t find it on Facebook or on Sports Center of the nightly News shows.
I’m constantly reading. Right now I’m in the middle of a great book titled simply “ask” by Ryan Levesque. I’m sure you’ll see a “tip” from that book very soon. But recently I was talking with a guy at our men’s bible study and he reminded me of a book I read several years ago – Wild at Heart by John Eldredge. No it’s not a business book. But it does contain one of the “secrets” of successful people, whether in business or in life. Read More
I spent this past weekend in Stillwater Minnesota enjoying the fall colors, seeing old friends, and just enjoying time with my wife. We spend the weekend at our favorite Bed & Breakfast – The Ann Bean Mansion. While I was at the Ann Bean, it struck me that they truly understand the lifetime value of their customers – and they teat us like VIP’s as a result. It made me reflect on how I treat MY customers and it made me think about how you treat YOUR Customers. Do we treat them as if they are truly as valuable as their lifetime value would suggest? Read More
I LOVE reading great business books. There is great wisdom to be found by reading. Having written one and currently working on #2 myself, I know the hard work that goes into the process. A few of my favorites are To Sell is Human by Daniel Pink, Outliers by Malcolm Gladwell, E Myth Mastery by Micheal Gerber, and Predictably Irrational by Dan Ariely.
But today I want to introduce you to a POWERFUL book by Sean Covey titled The 4 Disciplines of Execution. It is probably the most clear and concise outline of how to truly set and archive your goals in your business. I would consider this to be a MUST READ for anyone in business today. Read More.
Which fast food restaurant gets the highest customer satisfaction scores from their customers? Some may think the mighty McDonald’s, or Wendy’s or What-‐a-‐Burger. But the most avid customers belong to Chick-‐fil-‐a. What I find intriguing about this is that Chick-‐fil-‐a also has the most avid haters among all fast food restaurants. People either love and admire the company or they despise and hate them – there are very few people who are luke-‐warm, or don’t really care.
I believe Chick-‐fil-‐a is an example of what we should ALL strive for – to matter deeply to our customers and to our ideal prospects, and to be ok with having some haters, some who either disagree or dislike our positions, approach or beliefs. I’d rather be surrounded by PASSIONATE fans rather than find myself swimming in a pool of folks who don’t really care one way or the other. How about you? – Read More
If you intend to grow and flourish in today’s market, you MUST be able to hire talented, motivated team members that FIT in perfectly with your current team. You can’t afford to “settle” on average or mediocre talent and fit. So why are you doing your hiring just like everyone else? Why are you fishing from the same talent pool using the same bait as your competition?
As a famous personal counselor once said… “STOP IT!” – Read More
We are blessed to live in a community that is home to several first-class sports teams. Along with our very own Texas Legends, we have the Dallas Stars, FC Dallas Soccer, and the Frisco RoughRiders. Each team plays at the highest level in their sport and treats their customers and fans as VIP’s.
This month’s Net Worth Tip comes courtesy of the President & Co-Owner of the RoughRiders, Scott Sonju. Scott has a passion for outstanding customer service and instills in his team a “servant mindset”. He does this by using a simple yet powerful acronym that is required of every staff member. – Read More