Archive for March, 2011
Posted in: Blog by admin on March 30, 2011
Last week during a Private Coaching Session, with someone who is becoming a good friend and great member, our conversation led to me sharing my Piggy Bank Philosophy…
Realizing that I’ve never written about it before, I thought now’s as good a time as any.
Among other things, I have an overriding belief on the reason why Entrepreneurs work their businesses like ‘jobs’ instead of ‘investments’, accepting a ‘paycheck’ instead of a ‘return’, is not because they don’t want to get rich, but because they don’t know how.
Specifically, they don’t fully embrace the true goal of being an entrepreneur.
In a few seconds I will summarize this goal, in one very clear, simplified statement.
First, I want to make the point that, the reason we (and yes, that means me, I did for well over a decade) fall victim to this flawed thinking is because we have been conditioned by everything around us to think about business and money in a certain way.
Of course, this is our fault, responsibility can’t be pawned off to someone else.
As example, during my first 8 years as an entrepreneur I learned how to close sales, lead people, and feel really good about myself, and I’m grateful for encountering people like Zig, Tommy Hopkins, Brian Tracy, and of course larger than life physically and in his own mind, Tony Robbins – they all influenced me to get where I am today – but I never found the focus of marketing and money until I met Dan Kennedy and Bill Glazer.
Forever more, I have like a Siamese twin to Marketing and Money.
The reason people don’t get rich is because they are running the business like a job, not like an investment. Let that sink in, because a job is a cycle, a static thing, that at best, you hope for gradual growth, and you plan to do one thing, then do the same thing, all over again.
Month in and month out. And that’s exactly what most people settle for.
If you are honest with yourself, at some point during your life, and probably right now, you are working to pay the bills and earn a living, not to get rich.
Here’s how to change all of this, once and for all. Like finally finding the light switch and now seeing everything around you in the LIGHT instead in the dark…
Are you ready?
With your business, you must have one overriding goal above all else, that goal is to take as much money out of the business as possible and put into the piggy bank.
Now, certainly, at first instinct someone might say that they don’t have enough consistent money to pay their bills let alone stash some in the piggybank.
And that could be true, and the reason is because they are working to pay the bills and not fill up the piggybank.
You see, a big change happened for me in my life, when I started working everyday, every waking moment, with focus, and intention, and dedicated discipline to making sure the pig was getting fed.
I want a very fat pig. And you should too.
I’ll never forget Zig Ziglar saying, “If someone says they don’t want to have a lot of money, they will lie about other things too”
So, quit kidding yourself and man (or woman) up.
If you set out every month to pay your bills, pay your people, and hope for a little left over for a nice dinner and a good nights sleep, then you will continue to stay in the cycle of self-employment and living a downtrodden break-even life-style.
If however, you wake up everyday knowing what your goals are and knowing that if you go another month without feeding the piggybank you are losing the game, wasting your life, and settling for less than is possible.
Think about it this way. Paying the bills and making some money is like scoring baskets back and forth with your opponents on the basketball floor. It feels great, until the last seconds and you realize you didn’t win…
In basketball there is always a winner and a loser.
At the end of your month, there is always a winner and a loser.
That’s determined by how much the piggybank gets fed.
The good news is, chances of winning every basketball game is basically zero.
Chances of winning in your business – is 100% completely within your control.
And determined by where your focus is, what your are playing for.
One of the biggest reasons people flock to our group, members join the “Secret Society of the No BS Indy Chapter” and why people all over the country seek out my guidance is because I know how to make sure your pig gets fed.
Because it’s our focus. It’s our goal. It’s what we do.
And, to be quite blunt, most people don’t have the discipline on their own to run the business as it should be. Most people are trying to please too many people, pulled too many directions.
When we step in through coaching, consulting, or control, we have two objectives, growth and profits – as fast as possible.
Last thing I want to say about this. No one ever has any money left at the end of the month, anyway. That’s why having the piggybank is so important, all the money is going somewhere… if you don’t have a place to put it, it’s going out the door.
Now, in some cases, your piggybank takes different shapes – when we launch and development new business for our clients it often takes 6-12 months, even longer, where constant reinvesting of profits and continuous adjusting to get ramped up is necessary.
That is simply what’s required if you want a million dollar business or bigger… most people can’t discipline themselves to build a business because they are too busy wasting money living, when they haven’t yet earned and don’t yet deserve to have the lifestyle.
Again, they live as if the business is a job, as if they have a paycheck, fine, if you want to be an employee… and get paid like one, retire like one, and have a life like one.
Don’t get me wrong, smart employees can still get rich, because they work their job as if they were an entrepreneur. I know many like this, they know what their focus is. The risk is when an entrepreneurs lives, works, spends like an employee – waking up 2, 5, 10 years later to realize no one was matching their retirement contributions and there was no pension plan, and oops, they forgot all about the piggybank.
When you change your focus to investing in your business for growth and feeding the pig to get rich, your life will change, dramatically. And you will find a new sense of urgency, power, and success in your business.
It’s like this, who is truly motivated to work hard and pay a bunch of bills – what a stupid reason… no body. You’ve got to have motivation, reasons to get rich, and you’ve got to have a place to put the money, else you’ll have none.
No pig, no profits. That’s what I always say.
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The plan is to bring you more real-life in-the-trenches interviews with people who are kicking the economy’s ass and making money through our marketing methods. Every one of these no BS indy interviews are 100% pitchless, designed to give you great information without asking for your money.
Meet Lavonda at our Next Chapter Event
Posted in: Blog by admin on March 23, 2011
Sure I know it’s a week late, but last week I wanted to share with you about my trip to Las Vegas and the business lessons learned while it was fresh in my mind. Since I didn’t get a chance to share much about good ole St. Patrick’s Day – I can’t resist commenting.
I love St. Patrick’s Day – no real reason. I don’t drink any color of beer and I don’t party, but I like green and everything that carries the color, including money. Also, sometimes people mistake my brother and I for Irish because of our pale skin and redish hair. But, we’re not Irish, Welchmen to be exact.
Anyhow – Here’s my 3 principles for getting and staying lucky in life, love, and business.
A week behind, but for you to profit from none the less.
Number 1 – You’ve got to expect to be lucky. Sure, that comes from doing the right things, but believe me, no matter how many times you point yourself in the right direction, if you are expecting the worst you’ll get it.
This is not to say simply being optimistic, no, as Dan Kennedy talks about all the time, coined by Napoleon Hill, accurate thinking is critical.
When you set out to do something though, since it’s you doing it, you ought to be confident about the outcome. You have to expect to get lucky.
That means that your actions and strategy have to warrant the thinking. You need to be following a plan, with purpose, that you are intentionally taking action on. Then, you have no reason to not expect to “get lucky.”
This is one of the main reasons I’ve got a waiting list for Private Coaching Members, and have private client projects lined up a year, nearly two, in advance. Because they know when they get me, they get experience across many industries, tried and true strategies, and a damn good bet that they’ll get lucky.
No kidding, I’ve got clients that just want to keep me in there life because “things seem to work better and move faster when Scott’s around”.
That better be the case, because that’s what suppose to happen.
Number 2 – You can’t get lucky if you’re sitting on the sidelines. In other words, if you’re dealt a band hand, and choose not to be dealt again, pretty obvious you can’t win, you can’t get lucky.
One of the biggest problems I see with entrepreneurs is that they think a “strategy” or a “business” is no good. Instead of taking responsibility. The simple fact that someone somewhere is doing better than you are means there is room for improvement.
But most people want to jump from cloud to cloud searching for the next rainbow instead of hunkering down, building a solid business, and watching as the clouds part to discover the rainbow was right there with them all along.
Think about it, how many professional athletes have a slump and instead of work on their skill, they switch sports because “it must be something with the sport – can’t be me”.
None of them. So, as a business owner, don’t be so fickle.
And, while you may see this as contradictory to number 1, you should know it goes hand in hand. When you stay in the game, play more hands, get dealt more cards, you will find ways to win. And that’s exactly how you get lucky.
Luck Principle #1 is Expect to Get Lucky
Luck Principle #2 is Play to Get Lucky
And finally Number 3, go out and find Luck, don’t wait for it to find you.
In other words, create your own luck. The best way to describe this is with Dan Kennedy’s Renegade Millionaire philosophy of “antennas up” meaning that you are always aware and alert for opportunities, (or said another way “luck”).
For number 3, you are looking for people, places, things, ideas, and all of the above.
You’ve got to hang out with successful people (attend our No BS Indy Chapter if you’re local) and listen and learn from experts who are kicking ass and taking names, and be hungry for new information, all the time.
At Dan Kennedy’s Opportunity Concepts Event in Cleveland on the last day, one of the last examples, I got an idea from another attendee, then commented on by Dan, that I am now able to execute and roll out into 3 or 4 of my private clients businesses.
That’s huge. For them, for me. Obviously you’re smart to be here, where I’m bringing you ideas and opportunities each and every week. You’re smart to be eating, breathing, and consuming everything Dan and Bill do.
The bottom line to principle number 3, if you want more luck, you’ve got to be where luck is created. You won’t find it by yourself hiding in your office, or going to goofy little meetings, and certainly not hanging around people less off than you.
Luck Principle #1 is Expect, plan, strategize to Get Lucky
Luck Principle #2 is Play (work), be in the game, to Get Lucky
Luck Principle #3 is Be Alert, Opportunistic, be a searcher to Get Lucky
I challenge you to make sure you take inventory of your life, business, and how you invest your time, that you are focusing on these 3 BIG categories of action, thinking, and behavior.
These three principles will lead money to you and you to the money…and hanging around here with me, well, just consider me your money charm, bringing you luck and reality all at the same time.
Posted in: Blog by admin on March 16, 2011
First of all you are darn right it does… all the MONEY happens in Vegas, and whatever you bring with you, you can betcha, it’s staying there.
I’ll tell you right now, and I’m going to share with you some kick ass lessons I brought back from my trip this past weekend, just for you.
I had a wonderful few days in Las Vegas, working of course, at Client Seminars, selling stuff – you can bet we didn’t leave money in Vegas, nope, we took as much of it as possible home with us.
While I was there, though, I enjoyed walking up and down the strip several times, of course not to gamble, drink, or party (you know me better than that – not that I’m judging if you do it, just that I don’t. I’ve always preferred to be in control of what my experiences that’s all)
Anyhow, I took in the sights and really had a great time.
Of course you expect me to bring back some “business lessons” where ever I go, and that’s exactly what I did.
For starters, let’s begin with the premise of Vegas, the “okay to party as Adults” place to be.
The key word there is “okay”.
People get away with everything in Vegas because it’s been made “okay.”
Here’s a big big big lesson for you, if you want to make more money, take more money, and earn more money from your customers – You’ve got to make it “okay” for them to give it to you.
I’m going to make one broad generalizations here, to make my trip worth something to you, and if you pay attention, apply this to your business, you’ll find it will change the way you interact with your customers forever.
While I was in the airport and had a chance to really pay attention to it, I listened, listened, listened, and listened some more and you know what I heard.
No, ding ding ding ding, or chaching chaching chaching.
Nope. I heard nothing.
Not one time while I was leaving, sitting, waiting, entering, or watching at the airport did I ever hear anyone win after they dropped the money in, pulled the lever or hit the buttons.
Do you know why? Because that is not the point. Winning is not the point.
No No No
PLAYING – that’s the point.
It’s about “playing” or “gambling” – not winning.
It’s about the experience.
In fact everything thing about Vegas is about the Experience.
While at the Seminars I was talking with some of the attendees and the topic came up about why people buy on price. And there is truly only one reason people buy on price, provided that you have chosen the right customers.
You ready for this. Only one reason…
People buy on price when that’s the only thing they have to base their decision on.
If that’s all you give them, which is what so many business owners and sales professions do, then what else do they have to go off of.
Nothing. So they default to basing their decision on price.
Not so with Vegas. In fact, no body even asks, talks about, or looks at the price. If you go to the show, you’re going. For one, you can get to the show until you walk 5 miles, through the maze of the casino, and you’re lost by the time you get there, and you sure as heck didn’t check the price until you got to the ticket booth, so what are you going to do – BUY – that’s what.
Because it’s not about the money.
It’s about the Experience. It’s about what you “DO” in Vegas.
Here’s some other quick lessons learned…4 of them for you to profit.
1. Control the environment of the Prospect and of the sales process. We do this all the time with Seminars and in every way possible we try to control the environment. In Vegas they keep the lights low so you don’t know what time of day it is. They put the stores and casinos right in the way of the side walk forcing you to go in, out, and through, but never around. They control the process.
2. You’ve got to give your Customers something to talk about. Over the top Shows, fancy shops, stories to tell. Everything is larger than life. You can’t afford to be ordinary…Vegas is in the dessert for goodness sake. No reason to go there other than it. You’ve got to be that compelling to your customers. No an afterthought, you’ve got to be it!
3. Make it about something more than Price. Make it about the experience. I’ve said enough on this one, but it’s perhaps the most important one. And no matter how lame, ordinary, or online, offline, brick and mortar, or at home in your sweat pants. You can’t afford to be basing your relationship with your customers on anything less than an amazing experience.
4. Finally, Vegas is the king of Niching, and being FOR SOMEONE. Everything from the themes of the games, to the Shows and Comedies, and the shops and on and on. It’s not one size fits all, they make sure they match the needs of people who are there. Something for everybody, but specifically for SOMEONE. Sadly, I noticed this to be oh so real when I say the big sign in front of the building with lights (yes, I know they all have lights) and it read “the place for men who like men who look like girls” and that’s when I knew two things, Vegas was all about niching to the market, and I was in the wrong damn place.
Here’s one other thing you should know about Vegas, you run your business like the city, not like the customer. If you apply these four strategies, you won’t be leaving the buying up to your prospect, you’ll be in control – and that’s exactly where you want to be.
The house is always in control. Vegas doesn’t gamble on it’s business…and you shouldn’t be either. That’s something that you can take to the bank.
Posted in: Blog by admin on March 9, 2011
By: Scott Manning
My Big Takeaway from Dan’s “best event ever” this past weekend.
Last week I flew up to Milwaukee to visit with a good friend for a consulting/work day on a project we’re beginning together. From there I met Ryan and two of my best buddies and clients in Cleveland for Dan Kennedy’s Opportunity Concepts Marketing 3-day Event.
And hands down, from everyone, I heard “Dan’s best event ever…”
So, a big THANK YOU to Dan and I’d agree with them, although I’m a bit more fickle perhaps, because I think every event is the best one ever!
I also had a great opportunity to have breakfast with a good friend, mentor, and the fearless leader of the GKIC Universe Bill Glazer. We talked over several projects in the works and caught up on things.
Flew back home on Sunday, and now off to Las Vegas for 4ish days – starting with meeting with a friend and new client, then selling at a 2-day client event.
Today, I thought I would share with you my BIG takeaway from Dan’s event. Of course there were several, I’m going to give you one – BIG one – today – that will really help you, and that I guarantee you can improve dramatically, your selling results and conversion if you apply this rule.
Dan walked through the “numbers” of determining the size of your prospect universe.
Starting with say 100,000 for easy math, only 5% or so of these are good prospects that match with what you want.
That takes it down to 5,000, and of course out of this only 5-20 percent at the very most will buy anything or be good customers. So at best case you’ve got 1,000 credit cards to get, people to convince, and customers to buy.
Here’s what you want to do with your entire business –
EVERYTHING YOU CAN to speak to those 1,000! Not the 4,000, and definitely not the 95,000.
So often, we fall into the trap of trying to market to the 99,000 prospects that aren’t really prospects and try to convince them to give us a try, to listen and learn and see if we can change their mind, to get them to believe we might be for them.
It’s a hopeless, helpless, lost cause. Because you aren’t for them, that’s why we call it your TARGET MARKET – not the ENTIRE MARKET, YOUR target.
I could give you a multitude of examples of how people get this wrong. Instead let me tell you why it is so important.
Because if you are not doing everything to be like, attract, talk to, and convince the 1,000 –
You will instead alienate them and they will resist and refuse. They will tune you out and ignore you altogether.
Here’s the homework:
Go back and re-clarify, exactly who Your customer is, who you are for. Identify your target market within you overall market – and then describe them, in detail, everything you can.
And get very clear on WHY they Buy. What problems do you solve for THEM…
Make sure your marketing connects DIRECTLY, INTENTIONALLY, FORCEFULLY, and confidently with this exact person.
Turning away all others.
You know this is happening when you are offending the 95-99 percent of the NOT-YOUR-Prospect people. When the message is foreign to them.
You have to be NOT for someone in order to be FOR someone else.
By the way, I get this right, every month at our Chapter Events. In fact just a month or two ago, I was told by someone who invited a guest that they just knew he wasn’t going to like me…he was right, and his guest told him so. Ha, good news for me, opens up a seat at our sold out events for “one of us”.
I could list at least a dozen things I do every single month at our Chapter Events to alienate those we call “losers” the ones who don’t belong, pretend Entrepreneurs. And I have to, it’s for the benefit of everyone involved including those that don’t fit in.
You need to make sure your marketing and message is doing this too.
Know who you are for, and do everything you can to illustrate that to those people. Nothing else matters. You’ll make more money, have more valuable customers, and enjoy a lot less pains-in-the-ass by getting this right.
And, believe me, after Dan’s seminar, I know for sure, now, that you can never do this enough, never focus on it enough, never stop working on THIS – it’s the business, it’s the marketing, it’s what You are about.
Posted in: Blog by admin on March 2, 2011
By: Scott Manning
In the flavor of spring, or at least the hopeful anticipation that it does in fact get and stay here for a while, I’ve got a profound analogy about making money, finding success, and how it all ties directly into the beautiful things that are created in the spring time…
Because they get caught up in trying to find, identify, or predict which tiny little sperm of an idea might actually make it home…
Instead of remembering to plant ALL the seeds. And, give all them all a fighting chance at finding success.
Honestly, can you imagine making babies by selecting just one of those little guys and saying, “okay, now go for it, no pressure or anything, we just expect you to be successful on the first try and give me my little baby.”
C’mon. How many of those guys are there, millions, billions, heck I have no idea, but I know it’s a lot.
Geez, it may take only one to get the job done, but god gave you better odds than that.
Yet, I see so many people try to build a business, get rich, and pretend they have earned the right to call themselves entrepreneurs when they are playing with the “one seed philosophy”
Bad news – it ain’t gonna work.
The amount of money you make, success you find, customers you help, is directly related to the number of things you DO in a focused direction to achieve that goal and purpose.
When I heard Dan Kennedy say, “it’s all number one” I never forgot it.
If you try to become successful doing things one at a time, you’ll never make it. You’ll die a slow death of poverty and frustration.
Think about the famous Ray Kroc (founder of McDonalds) quote, when ask about competition copying him, he said, “I’m not worried about the competition, we can innovate faster than they can copy!”
That’s the attitude.
Here’s the deal and what I want you to get now, as we dive into the 3rd month of this year. You cannot expect to win in business flying low with the one sperm approach. If you want the baby, you gotta throw everything you’ve got at that goal.
In life the harsh truth is – the universe hands you back just about exactly what you ask for and exactly what you deserve.
Look, to be funny for a minute, and risk offending some of you (as if I have never done that before) I’ll tell you what a friend of mine once said when hoping for a baby…
“Scott, you know, we’ve been trying to have this baby now for a while, and at first, I was frustrated, now, I’m just enjoying the process…”
And that’s what you’ve got to be in your business.
You’ve got to enjoy the process and be clearly focused on your goal.
Then, realize, it’s all number one. Everything must be done.
Now, remember this, at the end of the day, it truly does only take ONE breakthrough to make it all happen, just like that one little guy who makes it home…
You just never know which one it’s going to be. So stop gambling your business on “ONE” and focus on MANY.
I bet you never thought you’d hear in your life, more sperm equals more money…how’s that for a success analogy.
For those of you who are local to Indianapolis, I have some good news. Over the next couple weeks I’ll be sharing with you a concept that will transform your business once and for all. It will end your frustration, your struggle, your lack of sustainable results – for good.
I call it the 4 Building Blocks of Business Success.
Which will be the power packed theme and topic of our Chapter Event in March.
You’ll find a video about it next Monday, of course you can skip ahead of the line, avoid the crowds and register now by clicking here: http://www.NoBSIndy.com/chaptermeeting
Now, regardless of the time of year, let’s all get out there and make some babies, in the form of bring ideas to the money, goals to fruition, and success to your business.
Go get ‘em -