Personal development is without doubt the best investment you will ever make in your own business, your career and your life. Make it a lifelong passion.
Do you set yourself goals and then wonder why they don’t come about. Then you start over again, and set more goals for the same thing to happen – it doesn’t materialize.
Why do things happen for other people and not for you?
The problem is that many times when we set goals we do so according to what we think we should get, rather than what we truly want.
There’s a very big difference between those two because if you’re setting goals according to what you think you should get, then you’re missing out on so much for your business.
T.Harv Eker says that most people don’t get what they want because they simply don’t know what it is that they DO want. I’m inclined to think that’s true to a great many people – probably the majority!
How do you know if you’re setting your goals too low or out of kilter to where you want to be? Try this. If I was to ask you in typical coaching mode “how much money do you want to make next year” and you responded with a vague, “well, I think around 50,000 or 75,000 might be nice or somewhere around there”. That is very vague and based on what you think you should make rather than what you want to make. Does that make sense? I do hope so.
The thing is that we often get caught up in a mess working on projects that we think we should do, rather than ones we want to do. Sometimes we see how others are launching projects and doing things and try to do the same and it just doesn’t work out for us as it did for them.
What really needs to happen is that you work on projects for YOU, that you LOVE doing. Only then will you have enough burning desire to achieve your goals. Without it, it won’t be enough.
Having a burning desire is so important because when you face the challenge of a big daring never before achieved goal – it’s going to be huge challenge. And there will obstacles to overcome. Often it’s many obstacles. Everything that you do will be completely out of your comfort zone and that’s a scary place to be. You have to have enough burning desire to get through that and over those obstacles. You have to be able to step into and work through that scary place. You will be stretched to the point of wanting to give it all up – but you won’t. Because, your burning desire will get you through.
Having a burning desire is a true yearning for something more. It is your higher self, calling you and supporting you so that you will reach your true potential.
So, next time you set your goals, go deep on this. Set revenue goals and lifestyle goals. Focus on what you truly want. Is it a bigger house? a swimming pool? an exotic holiday? Starting a family? A 3-day week?
If these are the things you truly want, then set them. With your burning desire, you can not fail to achieve them.
Your life’s dream was enjoying sports. You lived for it everyday. But what if you were cut from your school basketball team in front of your team and told you’d never make it. So you locked yourself away in your room to cry of your failure. Would you decide to give it up?
Michael Jordan didn’t let it stop him…
And what if you were fired from your job at a newspaper and the reasons given were that you were lacking in initiative or indeed having any flair or creativity. Would you give up being creative?
Walt Disney didn’t let it stop him…
And what if your fiancé had recently died, your business had failed not once, but twice, you’d had a nervous breakdown and your attempts to be elected in politics had failed 8 times. Would you give up and lose the will to face another day?
Abraham Lincoln didn’t let it stop him…
Michael Jordan didn’t just succeed in becoming the best basket ball player of all time. He spent every second learning, practicing, and correcting his mistakes. He found a coach to keep him on track and to ensure he focussed on the things that would make the difference. And once he ‘made it’ he still didn’t stop. He continues to grow, to practice, to learn and to help others do the same. Surely that’s why we grow so that we can be the best that we can be and eventually give something back.
Walt Disney was a man of dreams. He dreamed big dreams. And he made his dreams come true. At a dinner party at Herb Ryman’s house in 1960, someone commented that Walt could be elected president if he wanted it. Walt responded by saying, “Why would I want to be President of the United States? I’m the King of Disneyland!”.
Walt Disney’s legacy continues to give pleasure across the world to so many children and adults alike.
Abraham Lincoln is remembered as one America’s greatest heroes because of his unique appeal. He rose from humble beginnings to achieve the highest office in the land. His distinctively human and humane personality and historical role as saviour of the Union and emancipator of the slaves creates a legacy that still endures.
In business today, you can take inspiration from great leaders to help you on your journey. You do have to take the knocks and the defeats and be able to get back up again. It’s a case of unlearning and relearning until you get the recipe that works for you.
A huge part lies in your ability to have a clear vision of where you want to be. And the determination to gain the knowledge necessary to reach your goal. In doing so, you can write your very own success journey too.
This essential key is leverage. You have to look for ways to leverage what you do. Using technology allows you to do this brilliantly as you can automate your marketing. You can also have other people automate marketing on your behalf through joint ventures or affiliate marketing. So look for these relationships and how you can set them up.
Leverage is also about being ruthless with your time. I can re-call a conversation I had with a colleague a while ago about leverage and time. He’s someone who insisted on having his mobile on at all times and checking his emails incase his clients ‘needed him at anytime’. However, he was constantly being interrupted and feeling stressed that he never had sufficient time to do everything in his business.
Needless to say, his concentration was very low mainly due to the constant interruptions. I mean, did you know that it actually takes your brain up to 20 minutes to get back to the same level of concentration you had before you were interrupted? For him he never really got to concentrate at a higher level because of the interruptions.
On further questioning, many of the interruptions were non-emergencies and could have been answered at a later time in the day when all the concentrated work had been completed. This also proves a second point in that if you give out the message to people that it’s ‘okay to interrupt you and you will be at their beck and call’ then that’s precisely what happens.
So, switch your phone off when you want to do concentrated working. Check your emails at a set time each time and then switch them off. Work in time blocks on concentrated tasks. Aim to finish one task before you start with something else. This way of working really does make a difference.
The key message is to be ruthless. Leverage through other people and leverage the use of your time too. It will pay dividends.
This completes all seven of the keys to achieving a six-figure income from your business. I hope these keys have given you food for thought and that you will start to put these into your daily practice.
Is marketing, marketing and marketing! Many times people see marketing as an add-on activity to their business rather than something that needs to be an on-going daily activity.
I remember a few years ago sitting in a meeting with a number of different businesses. Each one was asked in turn what business they were in. And in turn each business owner stated ‘training’, ‘printing’, ‘computer design’ etc. The trouble was that each of these businesses were already experts in what they did but they were all also in a ‘marketing business’ as without it, they would not have had a business.
Those who complained on the state of the economy or not having any funding made available by the Government were being forced to the re-think that actually what they really should be doing is to concentrate on getting good at marketing.
So get used to as many marketing methods as you can. Try to introduce one new marketing activity each month of the year. You have to be obsessive with marketing activity.
Key number five is Internet Marketing. You really need to master this. Gone are the days when you set up a website and expected it to sell for you (did that ever really work for the majority of businesses?).
The purpose of your website today is to build a relationship with the end user. To do this you must have a big eye-catching offer to grab the attention of people landing on your home page. You want them to give you their name and email address in exchange for something of value.
So, look for something that will be of immense value and of great interest to your audience. Perhaps a free report, a video, a quiz. Anything that makes them think ‘I’ve got to grab this right now’.
There are things that you can add to your website such as a red flashing arrow directing people to your free item. A clear sign-in box making it easy for them to give you their details. And of course an auto-responder to make it easy to take their details and download the free report instantly as well as giving you the opportunity to follow up with numerous follow-on emails.
The big message is: Concentrate on building a relationship initially and give people an opportunity to get to know and trust you.
This key is relentlessness. Every successful person is relentless in wanting to make a success of their business. They will pursue success at every level regardless of whatever is happening around them.
Truth is that many people drop out when things get tough. When the pressure of the house being repossessed or the car payment is being missed. The fees for the school kids needing to be paid or the need for a much needed holiday and the begging from a partner to take a break. It’s understandable when the pressure builds up and things are not working out that the big dreams get slowly chipped away…and then they are gone.
Making the decision to have a six-figure income business (and beyond) is not enough. You have to be more than that. You need to be able to resolve things as they come up. Richard Branson has a great saying that “you have to grow bigger than your problem to be able to resolve it”.
Reality is that life, and the Universe, throws problems up all of the time for whatever reason. Maybe it’s trying to test us to be bigger than we are. Next time it happens see it as a challenge and when something comes up to throw you off course make a decision to resolve it…and to grow bigger than the problem.
This might seem quite a simple step but often it’s one that isn’t given enough priority. This is to grow and double your database.
But it’s not that simple. Because people who are really successful in business (and I’m referring to successful businesses that grow using the internet as well as traditional methods) not only set out to grow their list but they set out to double their database several times over…and they aim to keep doing that.
They will move from 5,000 to 10,000. Then from 10,000 to 20,000 and from 20,000 to 40,000…and they will continue to do that so they have hundreds of people on their database.
Why would you want to do this? Well, when you have a ready made database of warm leads (people who know you and you’ve taken time to nurture a relationship with), when you launch a product then you already have people to market it too.
As with everything, there is a system and there is a formula to follow. The principle is to grow your business with multiple marketing methods. That is doing things such as teleseminars, webinars, working with other people, referrals, pay per click, speaking at events, social media, article submissions etc. etc. etc.
The short of it is that you have to develop a powerful referral strategy, implement a system and a process that works for you. And keep on doing it.
Set an absolute goal for you to double your customer database and concentrate time and effort to do so.
This key is on pricing. If you do your sums then you will not reap a million dollar business with average pricing (do the sums and you’ll see how hard that is).
There are three things to consider here:
- The 80/20 rule which says that 80% of your income will come from around 20% of your clients. And 20% of your income will come from 80% of your clients (and be much harder work too).If you re-apply the 80/20 rule to the top 20% of your market then this means that the top 4% will be paying you up to 10 times what the others will. All successful businesses know how to work this out and consequently will market to attract their top income generating clients. This makes total sense as this frees you up to really deliver a top-notch service to these clients.
- The second thing to consider is that people don’t actually buy on price (although many people think they do). People buy on ‘value’ based on what it will do for them.
- Finally, everyone I know who concentrates on top fee paying clients find that they really appreciate your help a whole lot more than many people who only want to pay bargain bucket prices and then don’t implement the knowledge or appreciate the expertise shared with them. That can be a whole of lot of agro.
So take a look at your current customer base and work out your 80/20 to find out your top 4% of fee paying clients. Aim to market to these people.
How do they do it? How do they get to 6 figures and beyond? I’ve been looking at this and there are 7 key steps. Here’s the first one:
Key No. 1
Key step number one is a shift in your thinking. This is a big mind shift and for many people it is an on-going battle with your mind as you progress. It’s also having a strong belief that you can ‘model’ success.
For instance, if you look at great tennis players, sports players, successful people, they all use modeling. They observe and model the actions, behaviours, psychology, mindset, sales behaviours and traits of successful people. They model people who are already where they want to be. They model it so they can do what successful people do and they aim to duplicate it.
Until you adapt this mindset that you can duplicate and model success, you fall into listening to all those other negative stories by the majority of people who aren’t doing well (because they don’t follow a model of success).
Here’s some of what very successful people know and follow as basic principles:
- They understand that people, who earn lots of money, sell lots more than the average sales person. It’s a simple equation. They have a strategy to follow up with people 5, 10, 15, 20 times or more until they get the sale.
- They know that if you basically follow other businesses that are generally around you, that you’ll get the same results. So successful businesses follow other successful businesses. If you look around you and most of those businesses you are associating with are struggling, then it’s likely you will be too. You need to move on and look to work with and model those businesses which are not struggling and are consequently very successful.
- Similarly, they know that with pricing, if you copy what most others do which is to look for what they think people will want to pay and what others are charging for a similar product or service, that’s all you will get – mediocre or average results. Pricing is very important. You need to set your price based on the value you deliver to your customer. Build on the value and increase your price – but always, always, over deliver.
- They also spend a lot of time working on and observing people psychology and understanding your beliefs around failure and what that is. Failure is an integral part of success because failing implies you’re taking actions that will eventually lead to your success.
This is Key No.1 in the 7 steps to a 6-figure income. I will share the other 6 keys with you in the following articles so look out for these too.
Check lists, To do lists, Shopping lists, and the list goes on …
We can’t live without them. It’s almost impossible to have a pro-active working day without one. But how often do we get round to completing them?
The thing is, to be a high achiever you do need to have a list to work from but it isn’t just about having a list of actions. That’s not good enough because in the majority of cases your list just goes on getting longer regardless of how much time you spend on it (or that’s how it is for the majority of people).
What REALLY makes the difference is to have a list that is made out in order of importance. Working in this way means that you are constantly prioritizing what needs to be done and by when.
So take your list of actions and prioritize all items as 1, 2, 3, 4, 5 etc.
Secondly, it’s really important to finish one task BEFORE you start on the next. So block out the time needed to work on that item preferably somewhere you won’t be interrupted or distracted.
Then go back to your list. But before you start on your next item, this is also a good opportunity to review your list as to the next priority task as sometimes things have change and what was once a number 2 priority may have changed or might even not be necessary at all. Then start on your next task.
- Create a ‘Daily Do List
- Prioritize in order 1, 2, 3, etc.
- Do item 1
- Re-check priority of list
- Do item 2
- Repeat … repeat … repeat …