Are you taking enough of THIS?
Posted in: Blog by scott_manning on August 10, 2011 | No Comments
Oh, without question, the answer is no.
You aren’t
I’m not
No one is, really.
Of course you are wondering what is *THIS*.
And I’m going to tell you.
First, let me lay some groundwork.
If there were to be one secret above all other secrets,
One thing that is the single most fundamental requirement of success.
It would be *THIS*.
If you were to carefully examine and study the most successful people in the world.
The people with the most control, most money, most opportunity…
They all have more than just about anyone else of *THIS*.
Okay, enough playing games, its just that after I tell you what *THIS* is, there’s a chance you’ll want to stop reading, which is actually my entire point for writing this message today.
I am certain, 100%, for sure that when a person fully embraces what I’m about to say in their business and life, EVERYTHING else begins to fall into place, at least, doors begin to open, people begin to take notice…and actually, you simply (and very importantly) feel differently, better, about yourself.
*THIS*
Is
*RESPONSIBILITY*
Yeah, I know, but before you discount it.
Think about it
Let it soak in
The more *RESPONSIBILITY* you have, get, accept
The more you are in control…
The secret is to TAKE, not just have, get, accept, but TAKE as much *RESPONSIBILITY* as you possibly can.
As fast as I can, I’m going to give you some examples.
There’s one man in front of the media right now along with a whole “house” full of others who continually pass off *RESPONSIBILITY* on the next guy, the next term, the next party, the next generation…and on and on and on.
Problems occur when *RESPONSIBILITY* is not taken.
You are seeing an example of that right now.
More importantly, since you’ve got no control over what they do, let’s talk about what you can control…YOURSELF, as example.
Your business
Your prices
Your marketing
Your customers
Your employees
The achievement of your goals
The balance in your bank account
Oh, here’s a good one, YOUR DAILY BEHAVIORS and productivity.
Some of this I mentioned last week and because a whole lot of stuff happens in my life in a week, I got no idea what I said…pardon any repeat, although, it just means it’s important.
If you want to make more money – take more responsibility.
I always remembered the funny Zig Ziglar quote where someone would say in response to
“how ya doin?”
And he said they’d start by saying “under the circumstances”
And Zig would say, “I always wondered what they were doing under there in the first place”
Look, $hi! Happens to everybody – that’s not the difference between the rich and the poor, only the responsibility they take when it does.
I know people who literally get mad or frustrated that their customers don’t respond to an offer or give them money, as if it’s their customers fault. Perhaps sending emails like this religiously, showing that you care about your customers even when you are NOT asking them for money would help. Then again, you could ask them what they actually want. You could take responsibility for the type of customers on your list…perhaps you settled for cheapest and easiest therefore not best buyers to begin with.
To me, people sitting down in their business expecting money, customers, opportunity, ANYTHING to happen FOR them, is no different than the person sitting around collecting unemployment just waiting around for something better to happen AS IF it’s going to without them actually DOING something first.
So many entrepreneurs and business people simply lack responsibility. Without a doubt, we all should TAKE more.
So many entrepreneurs and business people pretend to be independent, goal-striving, serious about success individuals, yet they live, breath, and operate their businesses with an ENTITLEMENT philosophy.
The only thing you are entitled to is RESPONSIBILTY over your own results.
Hey, no sense me wasting your time telling you anything but the truth…it doesn’t build a good customer…and eventually you’d see through it and I’d be letting you down. A lot say they want one thing but acting in total contradiction to that want…you can fool yourself into believing it for only so long, eventually your conscious mind catches up with what your subconscious already knew, eventually your friends find out, and your bank account will always be a reflection of it.
Okay, rather than just beat you up over this, how about some RESPONSIBILTY Muscle Building Exercises…which IS the way to do it.
- Set yourself up for success. If you are trying to lose weight you can’t keep the donuts on the counter and look at them to try to build self-discipline, if only you were that strong…you have to eliminate them. Same with excuses. No more. Honest assessment.
- Start by getting clear on ONE goal that you want to achieve
- And then determine the first and most important action that you should take
- Have a team of people to share that goal with – like, say, a Mastermind Group
- Put yourself in an environment that will remind you of success, arm you with tools, and make you feel silly if you don’t keep your commitments because everyone else around you is…such as our monthly Chapter Events (like this Friday, http://www.NoBSIndy.com/chaptermeeting)
- Wake up every day and know what the ONE key responsibility you have made to yourself that you must get done
Okay, a few different ones that will really help you out -
- Avoid unnecessary responsibilities, those that don’t relate to your goals and agenda.
- STOP taking on others responsibilities so you have more time/room for your own.
- Reward yourself when you keep your commitments
- STOP being negative, you should be too busy working on all the stuff that’s going well, all the things moving forward, slowing down to dwell on the other stuff only sabotages the positive.
- If you don’t have enough things moving forward, do more things.
- Step up to challenges, make swift decisions, be confident, and deal with problems don’t ignore them, pretend they aren’t there, or anything else…responsible people DO SOMETHING.
My favorite illustration of this is the star athlete who makes it big time.
Now there are a lot of not so great things about a lot of people in the lime light.
But, the one thing they’ve all got right, and have to, in order to make it to the top of their field, just like the person at the top of their industry…
They’ve got to take control over EVERYTHING they can get their hands on.
It’s why Michael Jordan ALWAYS wanted the Ball.
It’s why Peyton Manning runs the team.
You can insert other examples here…
These people WANT the responsibility of victory.
They believe that the best way to have a shot at the results they want is by taking control and doing everything in their power to MAKE THINGS HAPPEN.
I’m here to tell you, whatever the situation you are in right now, where ever you want to go, the vehicle of success is guided by responsibility.
You will get where you want to be by DOING EVERYTHING IN YOUR POWER TO GET THERE.
Excuses won’t do it.
Waiting won’t do it.
Only DOING IT will make it happen.
I found this insightful, a definition of responsibility:
The obligation to carry forward an assigned task to a successful conclusion. With responsibility goes authority to direct and take the necessary action to ensure success.
You get that – “successful conclusion”, “ensure success”
When you set a goal, run a business, say you want to make money, you should write these down and carry them with you, because you are under obligation and you have the authority.
You now must succeed.
If you are not happy with your income, with your business, with your goals, or whatever else…
I give you the same advice I gave the people at my Private Retreat -
You’ve gotta WANT more
You’ve gotta EXPECT more
You’ve gotta DO more
And ultimately you’ve gotta take MORE responsibility
Random Thoughts About Life and Success
Posted in: Blog by scott_manning on August 3, 2011 | No Comments
Every year we take time out and host a private retreat for my top level coaching members and clients, people who I work with closely and we’ve been together for a certain period of time.
I do this more as an appreciation event than anything else. Still, it is designed to be a “working weekend” with business transformation at its core.
My goal is to make it an experience that justifies peoples entire investment and relationship with me by itself. Feedback from this year, from someone who attended last year said,
“…after last year, I really didn’t think you could possibly top it, you did, without a doubt, taking nothing away from last year, this year was even better…”
I appreciate that and all the other incredible feedback and comments.
Since this is more of a private thing, I’ve got nothing else to say.
One of the activities that we did were to meet 3 different entrepreneurs and business owners each with a different business and interview them, get to know their story, what makes them unique, then makeover their business.
Among other things, one of the real lessons of this that I hoped everyone got (and they did) was how quickly and easily they could see opportunities for improvement in their business, yet in many cases these entrepreneurs where as or more (in terms of revenue) successful than some of the participants.
The lesson obvious… DOING always out performs THINKING.
These people didn’t know what they didn’t know yet they found ways to get buy and build their businesses, by working. Often, because people get caught up in “information” and ideas, ideas, ideas, they forget the WORKING part and are stymied on their path to riches.
One of my favorite sayings is:
“Ideas will make you feel good, but actions will make you money”
And I’d challenge you to not be that person who’s trying to “think” your way to money and opportunity, you must “do” or better said, WORK your way to money and opportunity.
Hey that brings me to another point that I often see people fall entrepreneurial victims too.
Being easily offended.
Ha, there is no profit in offense, I assure you.
A person who is a close friend of mine years ago used to say to me, “I have never seen anyone who I couldn’t learn from and wouldn’t listen to, the beggar on the street, the banker in the suit and tie…”
I always wanted to be that person because you just never know. Period.
Our Celebrity Entrepreneur for the weekend was Mr. Mike Veeck, no time to tell his story but he was amazing, phenomenal, and a perfect set-up for the weekend. His family, famous in baseball, and he himself THE outrageous out-of-the-box marketer who owns seven minor league teams and fills thousands upon thousands of seats in games each and every week.
A person who thinks they know too much, or is too ‘stuck up’ to listen to people, will miss out on more opportunity than they garner.
Same with criticism, you must be immune to it, but you cannot get offended by it, or anything else. People who go around looking to be offended, looking to be negative, looking for excuses…two things about them:
One – they are all one in the same, not able to be separated
Two – they have no money, and hope no one else does too
Last point that I’d like to share with you, I often say that Success is not an a la carte menu. And it isn’t. Things required to be successful are required.
Over the weekend, my friends were taken through experiences that used up every minute that they were not sleeping.
The lesson I kept referring back to them was this:
We do not give ourselves enough time to accomplish anything of great significance in our business. We try to rush the stuff that makes the money and play around with the stuff that lets us pretend being busy.
You must always have deadlines and you must always give the most important tasks the proper amount of time to get them accomplished, executed, and maximized.
That’s why this retreat is a few days not a few hours. It’s why I meet with my clients for an hour or more not 15 minutes. It’s why I do consulting DAYs not consulting minutes.
Time is all you’ve got, better use it, not waste it.
Speaking of waste…and I know I’m giving you a bunch of sayings this week and random thoughts, next week back to business, but I’ve got a very important point for you…
Rich people become spontaneous AFTER they make money, not before.
So, please, get the illusion of doing what you want, whenever you want, wake up in the morning and see how you feel…kind of lifestyle for AFTER you deserve it.
As I wrap this up I want to say that I try to choose very carefully the people who are in my life. I am glad you are one of them, and I’m very thankful for all of those who follow me closely and who trust in me to impact and make a difference in their life.
If there is one thing that all of our clients and members have in common…it’s loyalty.
Life’s too short to keep starting over…and since at the end of the day it’s all about relationships, seems you ought to have ones with people who you like, who match up with your beliefs, objectives, and principles.
Those who lacks loyalty are a diminishing proposition with unreliable EVERYTHING.
So, a big shout out and public thank you to everyone in my life and to those people who we just spent a few days together, I can’t wait until next year, your support, loyalty, and dedication to success, I’m forever thankful for and I’m excited for the great things to come for You.
Remember, I’ve got your back and I take my responsibility more seriously than anything else. As I wrote to you in my letter, and as one of my coaching members said to me…
“I think you want for me as much or more than I want for myself”
That’s the compliment of all compliments and to me, the true sign of a leader you want to follow and stand by and that’s loyalty explained.
I’m proud to be that person, for you.
I’m going to give you the single most success-money-happiness determining secret next week.
Truly it’s THE SECRET of life. I promise, so stay tuned.
Scott
Vegas for Families, my trip to Orlando and money-tips for you!
Posted in: Blog by scott_manning on July 27, 2011 | No Comments
Well it was a close call, but I’m darn sure I took more money home with me from Orlando than what I spent with the tourism industry down there.
Of course, they got me a few times, but my work in the “Las Vegas for Families”, will bring my clients and me compounding returns for years to come… it’s such a reassuring feeling, a position of power, to know what you do today not only pays you today but builds equity. What Dan Kennedy calls ‘Future Banking’.
At this point in time, I’m all about taking money off the table, and do so every single month.
However, I don’t touch a project, customer, business, or anything else that doesn’t result in a relationship with some future value attached to it.
Life’s too short.
Anyhow, coupled around a 2-part day of consulting, 2 client seminars, and two meetings with key people/private coaching members, all in Orlando, I added in a day of vacation with the family and two bonus days for them while I was ‘working’.
There’s some profit point here for you…
So, about Orlando, some lessons to share, a whole lot of things done very well!
Which was a refreshing change in pace from trying to do business and fuel the economy amongst the ignorant who run it.
My theory after leaving Orlando is this -
100% Pure Capitalistic Survival Amongst Every Person In The City
I’ve never seen such true hospitality, and, maybe I was lucky, I tend to give off the vibe when I sit down at the restaurant, step in line to the ride, or go just about anywhere that I mean business and expect the best experience possible – but still.
Multiple restaurants, days in Universal, different hotels, cab drivers, and everything else.
No complaints. Seriously.
I believe that those people down there,
1) Go to Orlando knowing they can make, for them, a decent living in hospitality, in tourism, and have fun doing it
2) If they work hard and appreciate the opportunity they have been given
3) And always remember that there is a line of people waiting all over the city, across the border, and in the unemployment line ready and willing to take over their job
Every person I ran into hustled for the customer. Deserved the money they got. And have no fear, I rewarded them handsomely.
Quickly, the trip.
We drove, since it’s only about 6 hours (less for me) from our home in South Carolina.
I had two back to back seminars, and finally a chance for the family to come along.
Our venue was just a few miles away from Universal and when my kids go, the dogs go so we stayed at the Marriott Residence Inn, always pet friendly, and I’ve yet to be disappointed for 5 or 6 years running.
The first thing I did when we got there was hire a driver for the 3 days because I knew driving, parking, etc would take up valuable time away from visiting and playing. Plus, there’s no way I’d have turned Maddy loose with the car down there (it’s a bit confusing, the Orlando streets, and that’d be on top of her directionally challenged issues that I’ve yet to find a GPS smart enough to fix).
(don’t worry she jokes about it too)
Anyhow.
The driver picked us up Thursday morning, hoping to be the first ones at the park…boy was I surprised – it was similar to a rock concert there were lines of people rushing in 30 and 45 minutes before the park opened, at 7:15am.
We grab our VIP, Express Lane Passes (a minimum of 50% higher on the ticket price) and we took off.
As you are well aware if you have not created and are charging for some premium version in your business, you are leaving so much money on the table, ALL THE PROFIT most likely.
And to be honest…I would never have gone if they didn’t have a Fast Pass program.
30 to 60 minute waits, you’d ride a few rides and your day is done.
In my case, I had but ONE DAY, if I couldn’t get it all in, I’d have passed. Period.
So, Universal would have lost one of its best customers, and I’m no exception, believe me, if they didn’t have this VIP version.
Next and probably the most fun part for me, other than riding with the kids, was seeing the enormous detail in every ride, the true to theme for every movie. I loved the congruency and the walking from one ride to the next being transcended into another world.
I’ve not been to Disney since I was a kid (more on that later) so I’m sure they do it even better.
But this was great. Especially the Harry Potter part of the theme park.
The food was themed. Of course the merchandise was themed. It was great just to watch and look at.
Are you congruent in your business…do you make it fun, a theme, an experience?
There were a few things I would have like to see:
- More characters out and about, from the rides, taking pictures, etc. Similar to what I imagine at Disney. Now to be fair, it could have been because they would have died in costume in the heat…but it was somewhat disappointing not to see.
- I would have loved a hard plastic card, like a cruise ship so I didn’t have to keep pulling out cash and carrying a wallet on all the rides. I couldn’t (wouldn’t) go on some of the water rides…a plastic card would have helped that, plus we probably would have spent more money.
- I would do even more with the VIP Express Pass people and/or have an even higher level of membership for other things…
All in all, I was impressed, and believe me it was no cheap fare, and it was worth every penny. Probably more. Especially for the experience, the kids being kids again.
Restaurants, we did it up right as we always do, because that’s a passion of mine.
I’ll only talk about Emeril’s who has the only actual ‘high-end’ restaurant in Universal and it was great. Of course I get impatient, but I know they take so long because they want to justify the price of the meal…all part of the show.
The staff at the hotel was always helpful and let the family stay for a RECORD late checkout of 4:00pm…yes, 4:00pm without charge.
This was so I could stay at the seminar until 4:00pm to help close down and catch any last minute possible sales.
Now, I say without charge, but the extra $50 bucks I slipped the guy at the counter, managing the checkout I’m sure had something to do with it.
I gotta tell you, I’m not impressed much and go into just about every situation knowing that I’m going to have to fight for good service, which I demand.
Not this time, YEAH!
The important things for You, from this, and my trip to Orlando, how you can profit from it…
Go back to your business and really check through things, see where you might be incongruent in your sales process and/or experience and/or delivery of your goods or services.
Make sure you have nothing working against you, sabotaging your customers experience and your ability to serve them.
You want to always condition your customers in advance of what to expect, but then, make sure you leave a little room to WOW them to beat their expectations to do more and over service.
Have higher price options. Premium services.
Don’t be scared of price, you must orchestrate your business for profits and remember you do a disservice to TWO people when you cheat yourself out of appropriately high prices -
YOU AND THE CUSTOMER!!!
If you are not charging enough to give a great experience…you’re going to lose.
(a side benefit of prices that people like me will pay is that you get a better customer, it was so refreshing not to see streets full of riff raff at Universal…prices keep them out (for the most part) and that makes the experience better for everyone…shitty customers sink ships as much as shitty service)
Last thing I’ll leave you with -
GO DO SOMETHING, spend your money, experience things…
I know you probably get tired of hearing me talk about this, but it’s so important.
If you want money coming to you, if you want to stay fresh in your business, if you want to have fun and make doing business with you fun – you’ve got to go out and experience stuff!!!
Hey, I had one day of vacation and two days of work while in Orlando…but that one day goes a long way to creating a lot of momentum and money flow in my life.
Have some fun, will ya…
(just remember, all work and no play makes Jack a dull boy, but all play and no work makes Jack very very poor and pathetic)
Scott
P.S. Yes, don’t worry, we’ve already scheduled it, the day after Christmas we’re heading down to Disney for a week of magic, we’re thinking about bringing in the new year with the mice…how fun is that…I can’t wait.
*one last thing, I’m toying around with doing something crazy, not completely unique to me, but trust me, nothing like what I’m talking about here…
Since my writing about my trip to Chicago, I’ve either been asked, told, written to, or talked about, the fact that people would get a lot of value going on a trip or two with me.
No doubt, that’s an understatement. Well, I’m considering it. If you’d like to experience a “Scott Vacation” coupled with a very advanced and high powered mastermind with people from all over the country AND be entertained and truly adventure the city with me…if you’d like to get more money momentum flowing your way and have me personally make sure you turn experience into profit and get out of the boring mundane day-to-day BS in your business…let me know. You can reply back to this email.
My assistant is keeping a list of people who’ve inquired about the idea, who are seriously wanting to participate…we’re about half way to what I’d need to be willing to put this crazy thing together. It’d change your life, one city experience at a time. Let me know your thoughts and why you’d want in…maybe some things you’d like to do.
Be interesting, huh.
Maybe you should get a job…
Posted in: Blog by scott_manning on July 20, 2011 | No Comments
Last night I sat through a very brief graduation ceremony for a group of Nurses, in particular one of Maddy’s good friends and someone she helped mentor through the process. They call this thing a “pinning ceremony”.
I chose to go for a couple reasons.
One, to spend time with Maddy, and although I can never say I’m ahead of schedule, but I had a cushion, so I went.
Two, I wanted to show my support for her friend who has made positive decisions in her life and against many other forces taken steps-up in her ambitions. Those are the people who should be supported, wouldn’t you say. And, as you know, I’m a big “trading up” kind of guy and support anyone who strives to make that happen.
Third reason, and a little secret, because I’d only admit this to you all -
I wanted to go hang around “those kind of people” for a little while and see things from their perspective.
I’ve got a couple clients that are moving fast into the direct to consumer marketing, and one who will be directly selling to Nurses, as a matter of fact, so it was market research.
*lesson, there’s always a purpose, life’s too short to use an experience for only one thing.
So what does a Nursing Graduation have to do with you…
MORE THAN YOU COULD EVER REALIZE
Let me tell you something, I would have thought these women were winning the Super Bowl. I mean tears, prayers, celebrations, shout outs, and just all kind of crazy things. I can’t imagine how happy they were when they had babies…it was just very cool, for them, and exciting to see others passionate and excited to do something with their lives.
Every one of them has fought through struggles of their own while finishing this new chapter in their life. Every one of them sees this as THE opportunity that will change everything.
And, for some, if they choose, and if they take the same responsibility they had to in order to make it out of School, this is capable of being a catalyst for bigger and better things for them.
Most, however, unfortunately, will live a life of quiet (or not so much) desperation of wondering why nursing wasn’t the magic pill, wasn’t the quick fix, wasn’t the happily ever after event in their life that they thought it would be.
In this example, I have three lessons, that I’ll try to make brief, though you know that’s not my strong suit.
First, about “your” customer.
Can you imagine how hard it would have been during the months these women were going through school to sell them something…anything!?! Simply their minds weren’t listening to your message. They couldn’t care less about anything other than making the grade and getting done.
Well, I got news for you, every one of your customers has some THING they are doing now, experiencing now, consumed with now, that they couldn’t care less about your message.
You either have to find a way to break through that barrier or align with it.
But, you simply can’t ignore it.
People aren’t waking up every day looking for ways to give you money, you’ll starve relying on that. You gotta go out there and get it.
Second, about “you”
The Magic Pill…they are all looking for it.
They believe this is THE thing…
And for some they might be right, for some, this degree, this new career, this new phase in their life will CHANGE everything.
But, don’t miss the bigger point – they all believe that it will.
And if your business isn’t selling them something of this magnitude, at least given whatever circumstances, situations, etc that you sell against, you are fighting a losing battle.
Nobody wants to invest their money, time, life, energy, etc into something that isn’t THE THING!
To these women at this time in their life the moment they shared last night, it was a turning point for them. You get rich when you sell turning points for people also.
No matter how mundane your business may be, MARKETING can make it a BIG DEAL, and you must, because that’s what people want.
Now, on the other hand, don’t make the mistake of thinking anything will change you or your life, only you can do that – only responsibility will reward these women with the success they imagine.
Finally – and the real message I wanted to get across today was this…
These girls were on top of the world. And as they should be. For them, this was huge.
Depending on how you measure success, is completely up to you.
We need nurses, more of them, good ones, well paid ones, etc.
But – if you are talking in terms of money, well then, I’m sure many of you reading this generate more money in a month than most of them will in any one year.
Personally, as you know, I have many “deals”, one-single relationship, event, or transaction that equal more profit than income a nurse would realize in multiple years of hard work.
Now, who’s worth more, we’ll the marketplace dictates that – and who am I to judge.
That’s not my point and it’s not what you should focus on either.
Instead, think about this.
These wonderful women who will save lives (my mother was one for 42 years) are excited about their career, about their accomplishment, many of them simply can’t wait to get out there and EARN their money. Far better than the alternative and what many of their classmates ended up doing…collecting a check instead of earning one. If you know what I mean.
Anyhow, they do not know the difference, they do not know the possibilities of unlimited income. It would be foreign to them. That’s why us entrepreneurs must stick together.
But – what I saw last night is what is so often missing from the business owners that are lost, frustrated, and struggling to achieve their goals…
PASSION – Excitement – dedication to MAKING potential happen instead of sitting back and thinking someone else or something else is going to make it happen.
You take someone who is thrilled to death to graduate and go into a 40-60 hour job, that probably is underpaid, and they are excited.
They are anxious to get started.
And yet, you take someone who has the ability to create their own income, live their own lifestyle, control their own destiny and they squander it.
It pains me to see business owner and entrepreneurs who fall under the entitlement philosophy who think their customers, the economy, the government or anyone else is supposed to make things easier for them, or hand them out opportunity.
Perhaps if you had to suffer through months of schooling, go to work in a hospital every day, and every decision you make could end the life of your customer -
You’d take YOUR Responsibility a bit more seriously.
Boy, it’s not like me to have to weeks in a row full of frustration.
Last night was a bit touching -
And I’ll tell you this, there are more of those nurses out there last night that I would hire than many of the business owners and entrepreneurs I know, because they are hungry for success, they are passionate about how they’ve chosen to make their money, and they take their responsibility seriously.
Rest assured, I’m not here to judge, nor does it affect me in the least if you don’t take your business seriously, I’m just saying, get you what you get based on what you put into it.
The marketplace is ruthless and unemotional.
It delivers what you deserve, in every case.
Sorry. Truths painful if you fight against it, just like those darn shots they taught those nurses to do.
I hope whatever you are choosing to do with your life, you are making the most of it.
And, above all else, accepting that You’re the only one that can.
Scott
July Marketer of the Month Interview
Posted in: Blog by admin on July 18, 2011 | No Comments
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Sharing my Frustrations… and, Will YOU Pass THIS Test!
Posted in: Blog by scott_manning on July 13, 2011 | No Comments
Last week at our Chapter Event I got a little frustrated.
Oh we had an incredible group, we always do.
And they worked hard and everyone took home significant value, as you’ll see by the videos over the next few weeks -
But.
I was frustrated because people were putting up too many roadblocks between themselves and the goal of getting customers and providing exceptional value and experiences.
The exercise was to establish all 5 of their value based selling propositions (you’d have to read Dan’s new book on Price Strategy to understand) none the less, what I told them was -
“THERE ARE NO LIMITS! You should build this thing so that it’s exactly like what you want, exactly like what the customer wants, exactly like the way it will maximize your financial gain and give you the advantage.”
Bill Glazer used to talk about the “Sales-Prevention” Department and as you know I’m a free spender and travel a lot and just about never miss a week with a fine dining experience, I’m ‘out there’ and I’ve got to tell you something -
It’s hard to spend money.
Rather, it’s hard to find people who really want to take it, in exchange for exceptional value.
Your business CANNOT be this way!
If you want a test of this I can give it to you three things that’ll show your true colors, if you think you can handle it…
1. Your customers engage you, ask you questions, communicate in some way or another.
As example, every week we get responses to these emails I write, nearly all positive, of course some small minded pretenders find their way into my communication path from time to time, but not often…BUT, bad feedback is FEEDBACK and really, that’s a sign of a pulse in your business.
I often go out of my way to find a manager or tell someone about how wonderful someone is doing or about a great experience I’ve had. I tip like a king (do kings tip? They should) to give people feedback – your customers ought to be telling you things with their interaction.
2. People see it as victory and sign of accomplishment to being paying, investing, giving you MORE money. People want more of what they like, and they want things they like to know their affection.
Example, I buy everything Dan Kennedy and Bill Glazer put out. Everything. I order something from every course at every high-end restaurant (sometimes two or three, just ask Ryan) sometimes just to take a bite or try something…I want the experience.
Could just about say people fight over getting into my private coaching program, now, to be fair, they don’t fight each other (but they might if I offered that as an option) they do fight the system, fight the process, fight the qualifications to get in. In this case, a 6 (sometimes 12) month waiting list that nearly never goes away because no one leaves, some get booted off the island for lack of performance, some trade up to Private Clients when appropriate.
Point, it’s an achievement.
3. People tell stories about ya. Plain and simple, if you are doing things right their talking about you to others. They are sharing you and willing to help you if you ask. In fact, they want to help, if sometimes, you just would ask. Heck, it’s a great illustration of what I’m talking about, ask ‘em for something and see for yourself…take your own temperature through them.
For example, we put more people in a room for a local event for Dan Kennedy than anyone I know of, period, for some time. This in large part due to my asking people to help – they did.
Now – let me give you three things that will make all of these other three possible.
Chances are, you are simply not going to get as great of response as you might think from our three little tests.
You must remember -
- Your business must ‘be’ about You, it must have personality. You’re not coca cola and event they use different forms of personality in their marketing and relationship. But, you need real connection with your customers and you get that through having personality and sharing yourself. THIS IS THE ONE THING NO ONE ELSE CAN REPLICATE or COPY! It makes you unique, if nothing else.
- You need to provide ‘surprises’ and ‘what’s next’ for your customers. They get bored WITH EVERYTHING and EVERYONE. You need to do nice things that they don’t expect. One of my good friends and clients who writes weekly (who I’ll be introducing you to in the future) recently talked about a Yoga Studio that gave out fresh, healthy popsicles after workouts…little extras like that.
I could go on but not time to elaborate or give further examples. I want to get to number 3, and THE BIG things I got frustrated with last week in terms of our members thinking…
And if you pay attention to what I’m about to say it will change your business forever and dramatically change how much money you make, the prices you can charge, and how much your customers enjoy giving you money…
At our chapter event we were talking about selling and price strategies and primarily making it irrelevant and not the deciding factor when people buy from you.
You do that by creating these propositions. Today, I’ve talked with you about after you get the customer how to tell if you’re doing it right.
But, I’m getting to the same place by telling you this 3rd strategy.
3. YOU MUST MAKE YOUR BUSINESS AN EXPERIENCE
More specifically, you must WANT TO BE YOUR OWN CUSTOMER.
I ask you, challenge you, dare you, plead with you to CREATE and CONSTRUCT a business that YOU would want to patronize, to give money to, to do all three of the ‘tests’ I’ve told you about today.
If you aren’t excited about your business, what you do and how you do it, then my gosh – how on earth do you suppose and expect your customers to be excited about you or anything else…
This is big. Please read it again, listen to what I’m saying…
You’ve got to build the business so that you would want to be a customer.
You’ve got to create an experience so you would be impressed and want more.
You’ve got to deliver something so incredible so unique that you are excited about it.
Truly, what you ‘do’ for your customers should be exciting to you too -
If not, then you’ve got big problems, because if the chef doesn’t like his own food, not to many customers going to either…
Live it, Be it, Profit from it!
After all, we’re in the marketing business, so the famous saying
“Build it and they will come” doesn’t work.
But, you’ve got to at least build something so they WANT TO come, pay, stay, and refer, and it begins with you. So what do you say, make it fun for you and them, everybody’s happy.
Stories from Chicago and what Bono said to me…
Posted in: Blog by scott_manning on July 6, 2011 | No Comments
Here’s my 4th of July weekend report, not quite as long as the Declaration, but well worth the read, lessons throughout – and the perhaps the most important line ever spoken!
*************
For those of you paying attention, you know I LOVE Chicago. And that’s where I spent the last few days. Since Thursday actually, flying in for a triple header of meetings with a few National Clients, a Full Day Consulting on Friday and a couple quarterly Client Work Sessions over the next 12 hours.
All this leading into an amazing time doing everything imaginable in the City, including feeding the economy and letting the money flow… WHAT FUN!
My trip included 2 6-month planning sessions for both the Manning Household and the Manning Empire on the personal and business fronts, a ‘semi-annual’ tradition… that keeps the train running on the right track and goals being achieved on-time.
Here’s a quick rundown, then some powerful stories about this great country summed up in one sentence by the Irishman himself… BONO
Two fine dining experiences at Nick’s Fish Market which I highly recommend near the O’hare airport on Thursday and Friday nights.
Saturday a leisurely stroll through the Tastes of Chicago which is always interesting to say the least. We ended up at the Navy Pier for a wonderful Architectural tour up the Chicago River through the city.
Maddy and I enjoyed some midnight sushi as we always like to do in any City, it’s how you see what it’s really all about, doing what the locals do.
Not to mention we walked miles around Chicago up and down the waterfront.
Sunday, working most of the morning, then going to The Beauty and The Beast Broadway in Chicago performance, one of my favorite things to do, that we do every time we come to town.
This followed by Ryan and I running through projections, list of decisions, and planning for the next 6 months while the girls went down the Magnificent Mile for some shopping.
We then went on another one of my favorites, which I’ve talked about here before, the Gangster Tour called The Untouchables where you get to see all sides of the city and hear about all the famous gangsters of Chicago and their stories, including where John Dillenger was gunned down (a guaranteed set-up I’m certain of it). He’s out there somewhere and they know it, maybe one of the best cover ups of all time.
Next, to round off the evening, dinner at the original and wonderful Chicago Chop House – WOW!!! You’ve got to go.
The best part about Saturday and Sunday was having Ryan and Meghan along and experiencing the city Manning Style all together.
Monday a rapid fire working day including some more shopping and dinner at the oldest Italian restaurant in the city, The Italian Village. We wound up watching fireworks from our highest up room with a view that we stayed in the for the entire trip at The Blackstone Hotel, right on Michigan Avenue, it was superb and the oldest, if I remember right, Hotels, where Al Capone had many parties and used to hang out at.
Tuesday, a Copy/Client Work Day for me, including some necessary conference calls, followed by the Famous Chicago Pizza at a joint close by (name escapes me) then off to Soldier Field for my first ever (believe it or not) live concert… playing, the Band U2.
And aside from having to be there with 64,000-65,000 other people, it was incredible, of course our seats were perfect, eye level, row 16, section 152, smack in the middle, but on the edge, so easy escape was possible when the time called for it and truly, no question, best seats in the house given all the considerations that are important to me…
More on this next week, if I remember, it’s certainly worthy of its own little ezine newsletter article.
Oh and by the way, if you haven’t caught on, which I remind you of every time I go anywhere, every place we went, packed, waiting, people everywhere.
And if you don’t know Chicago, my list includes about as expensive and high-end experiences as you can find…packed everywhere – money flowing, people going, things happening, fun stuff, which brings me to the topic of Independence.
On the stage Bono said this:
“America is more than a country, it’s an IDEA. An idea that must be protected, cherished, fought for, argued over, celebrated!”
Point – to reemphasize – he said, AMERICA IS AN IDEA!!!
I first heard it in a movie recommended to me by Ryan that I keep front and center in my office, I actually have a commemorative mask to remind me of this philosophy -
The Movie “V for Vendetta” and you must absolutely own it and watch it and feel it.
No time for explanation, but he said in that movie when the main star had accomplished his mission at the end, “IDEAS never die”, and this, referring to Independence!!!
So, I point out to you, and pass along the message that was worth every hundred dollar bill I handed out over the weekend, every experience and every memory, all wonderful, but to get this one line from this man to pass along to you, worth the 5 days -
I hope you make it worth something to you.
America is an Idea, Independence is an Idea, Entrepreneurship, Business Ownership an Idea!
3 quick stories…
First, two of my clients, one an amazing doctor from New York who I spent the day with on Friday and is in the initial stages of transitioning her life into something new, different, evolutionary in her industry, and quite frankly crazy, that is if you didn’t believe in IDEAS!
If you didn’t appreciate independence and what it allows for, what it stands for, what is possible – to create and build the business exactly as you choose, to enjoy and experience life as you see fit. All possible when you have ideas.
Of course I can’t give you the specific details, but she is taking an income any person would sit on, be satisfied over, and live out as long as possible and basically turning off the faucet to move into a nearly 180 degree opposite opposing direction – no net beneath her.
Just an idea.
And in her case, not only because she came to me to make it happen (I always say my clients are buying speed AND certainty) she is going to be phenomenally successful and have all the independence that she deserves. I’m excited for her and happy to be working together.
Another client and good friend where we ‘finalized’ his plans to exit an enviable millionaires income type corporate position to construct his own life of independence and realize an idea that’s been sitting with him for a long time. Doing what he’s now doing for one, for many, entrepreneurial creating his own ultra high-end boutique version of this.
His story is incredible and let’s just say, EVERY idea he’s had, he’s made happen, and he’s actually wrote a book about it – someone I’ll introduce you to at some point in the future. Let’s just say it’s a REAL book with REAL ‘secrets’ as in actionable strategies, philosophies, and his process for making great things happen.
Both of my now friends and clients are following their ideas, creating their independence.
Next story,
A cab driver we met on Saturday evening who took us to Navy Pier, and as I do with every one of them, I asked about his story, time in the US, thoughts, ambitions, etc. He quickly handed me a menu for his Popcorn shop and ‘gourmet’ elephant ears made to order boutique candy store next to Wrigley’s Field and went on to tell us the story about his business and that he works in the morning, preps the staff, and hits the streets in the cab.
As his business picks up and he can transition into multiple locations he’ll quick driving the cab. Ambition, a business owner cab driver, someone who understands and appreciates what it takes to MAKE IDEAS come to Life.
Someone who appreciates the PRICE of Independence.
I took his menu, asked if he shipped stuff and told him I’d be ordering sometime in the future for my top 100 clients, handed him a $100 tip to put towards his 2nd store, better known as his IDEA FUND – and off we all went.
That my friends, is America.
Final story, of course, I could go on, because all over Chicago there are family restaurants that have been built up into multi-neighborhood empires, people who have followed dreams and turned ideas into realities and into Independence.
But, I’ll mention last a story that I’d like to learn more about – Bono and U2. Some 20+ years together, married for the same time, same woman, and following an Idea the entire way. His concert about more than music, about more than their ego and story and fans, about something more. Their messages represent ideas they believe in, causes, countries, and more.
They represent proudly and throughout the concert kept coming back to this -
IDEAS and Independence!
You know, it’s why I love what I do, why I’m actually looking forward to hoping on the plane flying into Indy and hitting the ground running for 48+ hours of nearly back to back coaching, chapter events, and other things…
It’s why Ryan and I are in the business we are in – because, in a different way than Bono, we do the same, we help others create, build, realize, and profit from their Ideas.
We are in the “making ideas come to life” business, the delivery of Independence.
And we love it.
Hope you’re celebrating your independence on more than just one day each year, creating it, living it, profiting from it, sharing it. Ideas – Independence – Life – what else is there…
Scott Manning
Getting the cream to rise to the top, how to and why you must
Posted in: Blog by scott_manning on June 29, 2011 | No Comments
Actually, last week we were churning butter, in the form of one giant event, the biggest-ever in Indianapolis in terms of diversity of a entrepreneurs and business owners.
441 people (including 307 people who have never seen, heard, or been a part of our Group and/or exposed to Dan Kennedy) gathered into a room to receive “10 Ways to Double Their Income in 29 Days!”
And the feedback has been relentless and the ideas life changing.
For example the day after the event I held one of our all day Mastermind Groups with 24 of my best and sharpest members who gather every month to work on their business and ‘mastermind’ with one another. They have all previously been influenced by Dan Kennedy and myself, and still, they were blown away by the value, content, and specific take-action strategies that Dan gave to them.
I reminded them that it does not matter what you “heard” then or before, but what you can check off your list as ACTUALLY DOING!!!
In addition to an incredibly valuable event where people drove from 5 and 6 hours away to meet Dan Kennedy for the first time, it served to raise the cream to the top of the Entrepreneurial Barrel in Indianapolis, and helped to introduce the smartest, most assertive, and serious-about-success entrepreneurs to our secret society of like-minded people that gather each and every month to go to work on their business, learning, implementing, leveraging their way to MORE, BETTER, FASTER success.
Of course, as could be expected, there were all walks of life. There were a “mix breed of dog” as Dan likes to say.
And yes, there were WINNERS and LOSERS.
And rule number one in this business and any business with customers (that’s every one of them by the way)
YOU CAN’T FIX LOSERS!!!
Nope, not a chance, a losing proposition, like trying to save the Titanic, swimming in front of it trying to lift it up with one hand. It’s not going to happen.
So, sure, there were people grumbling about “being sold to” and over looking the fact that
1 – you would be stupid to not want and expect resources to be offered (As if Dan could give you all of his knowledge in just 4 hours)
2 – people actually thought for $49 and Free Guests that we were doing the event purely for their entertainment.
3 – what’s funny is that the “pitch” was about 12 minutes in total length, the content and ideas, and strategies from Dan that other members in the country pay $1,000s each year to attend events where he speaks for 45 minutes, they got 3 hours and 18 minutes of pure marketing and money making information.
I tell you this only to prove a point -
You’ve got to put things in place in your business that allows the Winners to win and the Losers to lose. That allows the best customers to prosper and identify themselves.
You must sift and sort the ones who are serious from the ones just pretending.
You know why…
Because just like a bunch of employees, the good ones don’t want to be around the bad ones.
Winners don’t want to be around losers.
And it’s the leaders job to sort them out.
You were all part of history, and as I promised it will change the face and environment of business owners in Indianapolis.
You will be part of the movement that lifts up the economy, because better, smarter marketing (Dan Kennedy style marketing), is catalyst for business growth, and giving you the ability to…
CREATE AND MAKE your own economy – your own success.
Our July Chapter Event which is a hands-on WORKShop where you get me and others working directly on your business, no pitch, no product, no 100s of guests in the room.
Our once-a-month members-only meeting, where you’ll achieve more in 3 hours than in the 30 other days, will be on July 8th.
You should register now to avoid seating limitations
http://www.NoBSIndy.com/chaptermeeting
It’s all about the most important part of any business, marketing, sales, and strategy.
That is PRICE!
We’ll be covering the 4 P’s that put you in control of your customer and dictate the only thing that ultimately matters – PROFITS!!!
Every month Winners WIN and Losers LOSE and there is nothing we can do to change that or to convince one to become the other.
The only I do and You must do for your customers is to create and provide an environment that supports and facilitates success for the Winners and deters the Losers from trying to get in.
Win with me on July 8th and experience the ultimate Entrepreneurial Success Environment
By registering: http://www.NoBSIndy.com/chaptermeeting
I always say, it’s worth you hanging around just to watch what we do. I promise the most insightful explanation on ‘price’ and ‘profit’ for your business, and a complete makeover and question answer session for You live, on July 8th.
Winners will be there, will you?
http://www.NoBSIndy.com/chaptermeeting
Scott
P.S. A big thanks to all of you and to all of our members who supported, helped with, and promoted the Dan Kennedy Live in Indianapolis Event. The numbers speak for themselves and I thank YOU! Rising tides lifts all boats, and if not before, it’s obvious, you’d better get your boat in our waters, because we are that rising tide that will be a difference maker for you and your business, and everyone around You!
Thanks – lots more to come, and oh by the way, if you know me, you know it only gets better, bigger, and more exciting and fun. You’re smart to be here, hanging around THE Place for Prosperity in Indianapolis!
Enjoy and Profit! http://www.NoBSIndy.com/chaptermeeting
Regrets… living without them
Posted in: Blog by scott_manning on June 22, 2011 | No Comments
“Treat each day as if it were your last”
Really just never made any sense to me. If we’re being honest about it all, it’s just not possible, not for the Entrepreneur, not for anyone, with Say…
Responsibilities.
That’s said, I do believe in treating people as if you’ll never see them again.
I’ve not had a close personal family member, such as my parents pass away yet and I’m thankful for that. I realize I can’t type into words what others feel when this happens.
I do know this – I have no regrets with anyone in my life.
If and when they ever creep up, I fix them. Deal with them. And move on from them.
So…as much as a person can be, I’m prepared for whatever, because I live it out everyday.
When it comes to business and making money, I think the same mentality and philosophy is also essential for success.
I’m a “seize the day” kind of guy.
And, it’s crazy to me that others do not operate like this, but then, still, wonder why they are not successful, why others don’t seek them out to help them, why money, and/or anything positive never finds them.
They say at the end of our lives it won’t be about the things we did, but the things we did NOT do that we’ll think back and regret.
Feels like a pretty pathetic feeling, even this far in advance, at least for me.
I think about that. And do more with it, every year.
How does one make that happen, the “living without regrets” type of thing.
I believe it comes down to be
DECISIVE
ACTION ORIENTED
RUTHLESS
And always striving for the best and the maximum in all situations and opportunities.
“of course”, is the answer.
That’s why your commitment to your goals and objectives is so important.
Your obsession over getting all you can out of everything you do, have, try, and experience.
Life without regrets is about DOING.
Not thinking, contemplating, planning, pretending.
DOING.
And only sure ways I know to do more is are
- Be around others that do more
- Leverage ways that force you to do more
- Learn from others who do more
I’ve written another message about regrets and about seeing Dan Kennedy live in Indianapolis for his one time 4-hour Seminar, “10 Ways to double your income in 29 days”
I’m not going to say more about it here.
(although, you can get one of the last remaining tickets by clicking here, http://www.DanKennedyLive.com)
What I will say is this –
There is no reason to live with regrets…
Simply follow these steps –
- Be committed
- Maximize opportunity
- Appreciate life
- Live respectfully
- Take responsibility
One of the movies that had a great impact on me was “The Dead Poet’s Society”.
Robin Williams said, “Carpe Diem” and “suck the marrow out of life”
And that’s exactly what I do in all areas…including business and being an entrepreneur.
It pays off, believe me…
Scott