Tag Archives: Business

More Phone Calls, More Success

A few weeks ago I was bored.  Normally my mind races 1,000x more than the next person, but when I’m bored is when it really takes off.  I like my ADD.

I started wondering what determines success?

Obviously a lot goes into this equation.  But what I find is that days I spend a lot of time on the phone means a great reward over the next few days, weeks, months – more importantly years.

What is a lot of time?

When I say spending a lot of time on the phone I’m not talking about chit-chatting, bull shitting, complaining, or gossiping.  I am talking about getting things accomplished.  So when I was bored I went back through my phones history from a few days earlier.  In one 18 hour span, I was on the phone 89 times.  This was incoming and outgoing.  The number also includes 12 outgoing calls that went unanswered and 6 incoming calls that were unanswered.

Three of those calls were 3 way calls I did with my AdvoCare business builders and their new potential business builders.  Those calls are expected to be longer, and they were in fact the longest of the day – all around 20 minutes. A majority of the other calls ranged from 2 to 3 minutes – some were less & very few were more. Straight and to the point.

So what all did I have going on at that point in time that had that many calls?

AdvoCare.  3 way calls, quick calls to the up line, quick calls to the ever-growing down line, and checking in with current retail customers who just started product.  Also reaching out to those who are interested in product or the business, but have yet to pull the trigger.

Real Estate. This was a few days before we closed on the property. Numerous calls to and from the attorney, real estate agent, title company, the to be mortgage holder, our builder and my dad. Also had to call the electric, sewer & water, and disposal companies.

App 1 – SkeePet.  Our designer, developer, and my dad.

App 2 – Vet24Seven. Our business team of 8, the Co-Founders; including dad, and the CEO of Recom Technologies in Silicon Valley.

Where it stands out most is in my AdvoCare business.  The more I am on the phone with our great team, the more success I see down the road.  It is less visible with the Apps and real estate because those are longer term projects.  I would love to somehow have my stats from my phone automatically saved (they already are) and reported to me in a cool chart.

Cell phones make productivity increase exponentially if you use them correctly.

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Your Business Team

If you have ever played sports, if you have ever coached sports or are an avid sports fan; you understand how important the team really is.

Running an AdvoCare business for almost a year and a half, I have seen many people succeed, but also a few fail.  Both are often correlated to how often, and how effectively they decide to use the team which got them involved.

I have used, do use and will continue to use my entire AdvoCare team to build my business to greater and greater heights, helping more and more people.

On August 30th we are closing on a four-unit rental property – in large part because of our team.  We are the Founders of our own app, in development, SkeePet; and Co-Founders, with a group out of Silicon Valley, of Vet24seven, which will be featured on Indiegogo in mid-September.

I can’t stress enough, in those three cases, we have a GREAT team around us.

I will use our real estate project for an example.

The core team members of projects such as these consist of a realtor, an inspector, a contractor, a private lender, a quality attorney, and an insurance agent.

To start with, the four-unit we are closing on was purchased for $197,000 and it’s appraisal came in for more than $225,000.  That is essentially $28,000 put into our back pocket.

Yes, this is due to our persistence, but mainly because our realtor did a fantastic job.  We are picky when it comes to investments like this.  She’ll admit, we make her work for her commission since we look for undervalued properties to garnish a higher return.  In 2010 we bought a commercial property, 35 cents on the dollar, through her.  From that point, until now, we must have gone through 100+ properties to find the right one.  The property fell into our lap because our realtor knew the woman (another realtor) who was selling.  We were the only ones to look at the property, no one else even knew it was for sale! Our relationship with our realtor, teammate number 1, paid huge dividends…for a second time.

Once we found this four-unit we knew it had some pretty minor fix ups to be done.  But to find things we might have overlooked we had our inspector check it out.  He found three things that we would not have noticed.  Thank you teammate number 2.

To complete the fix ups, correctly, we got our contractor involved – who previously built one of our buildings.  He took a look at the inspection report and gave us an estimate of what it would take for him to fix it up.  We know he does quality work and that his estimates are dead on.  Teammate number 3 will begin work four days after closing.

After talking to many banks and being unsatisfied, we came across a private lender in Madison, WI.  They, hands down, gave us the best terms: 30 year amortization, 7 years locked at 4.25% (awesome for investment property), and a 20% down payment. Teammate number 4 will probably get more investments from us in the future.

Our attorney.  We have used him for nearly 10 years now.  Real estate law is convoluted.  This guy is experienced, high quality, tough nosed, and smarter than a whip when it comes to deals like this.  Yes we pay a premium for him, a premium many would not be willing to pay, but it is important to get this part right.  You do not want to overlook a document and be backed into a corner three, ten, or fifteen years from now.  Teammate number 5 is definitely worth every penny we pay him today.

Last but not least our property insurance agent.  He protects us incase something happens to our investment and we have to rebuild.  But he also protects us in case a third-party member gets injured on our property.  Without proper insurance, you could be left devastated.  Thanks for protecting us teammate number 6.

All this being said…it is always about the team!

If you have a passion, a dream, a desire to live a different life than many around you – share your thoughts with others!  Create a team.  Surround yourself with team members you are confident in, who make you better, who can help change your life forever.

NEVER keep your passion, dreams, your personality wrapped up…LET THEM SHINE!

The Art of Selling Products, Services, YOURSELF! Part 2

If you missed Part 1 of this blog from yesterday, click here.  Otherwise, READ ON!

Yesterday we discussed how to sell one hell of a pen! 🙂

Yes, after my example I claimed to have “sold” the product.  But in the real world your best clients/customers will be the ones that are harder sales.  Why is this?

According to Seth Godin, people who hop on right away are always buying NEW things not things that WORK.  Once your product is old news, even if it works, they will hop onto the next new crappy widget.  But the tougher customers…the ones you have to talk to 3, 4, 10 times; once they buy something that works they stick with it.  Viola, recurring income! (I love how Seth relates this to dates.  The girl who says “yes” the first time you ask her on a date, you probably don’t want to marry. Check out his post here)

For the people who do say “yes” right away, do follow-up with them.  Make sure they are enjoying the product/service.  Other times call them but don’t even bring up your product unless they do first.  Just work on building the relationship!

For the people who say “no” just remember this equation: “no” = “not right now!

Just because someone says no, doesn’t mean you never talk to them again.  It doesn’t mean you cross them off your list.  You stay in contact.  You call them once a month or every other month.  Ask them how they are doing, ask how the family is, ask what they did over the weekend.  There is so much to talk about, find something!  If you ask them enough questions, they will ask you whats new.  When they do this, it is an opening, however, do not blast them with your product.  Mention how business is going well.  Simply partake in conversation.

Whether it is a week, five months, or two years after you initially talked to them; eventually they will need that new pen from Part 1.  When they need that pen, if you have stayed in touch, they will think of you as the “Pen Seller Stunna.”  Jackpot!

Always, always follow-up. Always, always build that relationship.  Always, always remember the equation: “no” = not right now!

Thanks for reading the two-part series!  I urge you to subscribe to get free motivational, leadership, and entrepreneurial updates!  And remember to spread the word about Greater Than > Athletes!!!

The Art of Selling Products, Services, YOURSELF! Part 1

“Selling” is a must.  Whether you are a business person, working in insurance, selling copy machines or computers.  What’s that?  Oh, you’re not in those fields?  Well this applies to you too!

How!?

If you are in college and its Thursday, you might be headed downtown.  You aren’t trying to sell yourself tonight? 🙂

After college you have to get a job right!?  You are branding and selling yourself in this process.  You are trying to get (x) company to hire you.  (They really are buying you, click here, to find your inner entrepreneur!)

“The Art of Selling Products, Services, YOURSELF!” will come in 2 Parts.  Today; Part 1: Approach, tomorrow; Part 2: Follow Up.

If you had to sell this pen, what would be your pitch?

Let’s also say, for the sake of the example, that this is the best pen on the market.  It has the highest quality ink which never smears, chrome trim; for those of you whom are flashy, and man does it write smooth.  It even has a lifetime warranty.  It costs….$10.

You are the salesperson.  What is your pitch?  Where do you begin?  Let’s go through the typical thought process. (We are assuming yourself and the person you are talking have already met; we are going to hop right into the pitch)

Well John, this pen I have is the best pen on the market.  It was recently ranked #1 by “Pen Rank Nation” for the 5th year in a row!  Now get this, it comes in blue, black, red, green, purple, pink and rainbow.  Options are endless.  Do you see this pen, the black body with the chrome trim?  The body is available in black or white.  And for your fancy, our trims come in chrome, gold or platinum.  Writes smoother than that “Bic” pen you have, and man-oh-man it’s so comfy, your hand will never cramp!  I’ll even through in a free name engraving so everyone knows who owns such an extravagant pen.

Maybe you’re thinking, “yeah, that’s how I would sell a million pens in a year, I’ll be number one in my company.”

WRONG-O!

Now my example might be a little extreme, it is just a pen!!!  But as a young, inexperienced sales person, it is easy to get carried away.  It is easy to get excited about your product, service (or yourself in front of a cute girl scenario), excited about a thought of a production or commission check, excited to sell your first pen to get a pat on the back from the boss-man.  Don’t projectile vomit your product onto a potential customer.

How about this approach?

Seller: Hey John, if you were looking for the ultimate pen, what would you be looking for?

John: What really gets me going in the office is a smooth writing, black inked pen, I don’t need any fancy colors.

Seller: Do you usually keep your pen on you?

John: Yeah, I usually use the pen’s clip, and slid it into my suit coat pocket after writing.  You never know, I might have to sign a document in the next meeting.

Seller: Yeah, I get pretty busy too and its nice to not have to scramble for a pen.  Now, since you’re an attorney, does it matter to you, what your pen looks like?

John: Yeah, I don’t want my clients seeing me with some old beat up pen that had formerly been another’s chew toy.

Seller: John, I have the pen just for you, here (hands John the pen), try it out.

SOLD!!!

This was a very basic example.  But the point is to connect, ask questions, listen to what they are looking for, then give them what they want.

Checkout “The Art of Selling Products, Services, Yourself! Part 2” tomorrow on how to follow-up and why it is so important!

 

How to Find Success as an Entrepreneur

What is the most important aspect in becoming a successful entrepreneur?

I think about this daily.

Many answers can be tossed around.  But the most influential one would have to be your purpose.  What is your purpose?  This not only applies to entrepreneurship, but any task at hand.  If you want to be successful, in whatever you do, you must have a purpose!  A purpose keeps you on track, it keeps you focused on the goal, the ultimate prize.  When things get tough, when you are going through early phases of your journey, a purpose keeps you fighting.   It doesn’t let you give up.

Compare a purpose to oxygen.  If you were to get held underwater, I’m talking about someone trying to drown you, you will fight to breathe.  Fight to get your head above water.  When you want to succeed as bad as you want to breathe you will be successful.  Check this great clip out:

How strong does a purpose have to be to get you to your destination?  Find a purpose that makes you emotional.  Something that can make you tear up.  There needs to be that strong, that passionate of a connection for it to be a real purpose.  FIND A PURPOSE SO STRONG THAT THE WHY TO PROCEEDS THE HOW TO.

What do you think?  From your viewpoint is it the purpose that keeps successful people reaching?  Keeps them moving forward?

Feel free to agree, call it B.S., comment, share your purpose with us or better yet go find your purpose so you can arrive to your destination!