Multiply The Money You Make With Greater Time Integrity (1 of 2)

Welcome back to the Magnetic Marketing Podcast. Today we get to listen to Lee Miltier once again, as Lee Miltier explains to us how to multiply the money you make with greater time integrity. Now, Dan Kennedy has always been a stickler about how to be able to control your time, how to ensure your time, to safeguard your time from the vampires and all the rest. Lee Miltier's take on how to manage your time is unique and interesting, and I guarantee you're going to find a golden nugget in here that's going to change Your Next Week. Now, this is just part 1 of 2, so make sure to listen in. We'll see you in the next episode and enjoy. I don't think there's anybody that has had a bigger impact in the field of direct response than Dan Kennedy.

The legend of Dan Kennedy should be ignored at your own peril.

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Dan opened my eyes to what small business marketing looks like.

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The world as we know it was changed because Dan Kennedy became obsessed with marketing.

Welcome to the Magnetic Marketing Podcast with your host, Dan Kennedy.

Hey, listen, our next speaker, um, is a lady that I very, very much admire. And I admire her so much that I actually— we— she and I are the co-hosts of the Peak Performers, Peak Performers Plus group. And we work with— yeah, right. We got a woo-hoo for that. And so— and we— and, you know, and I got news for you. Like, I don't really like to work with a lot of people. So, you know, so— and— Mostly because a lot of people don't like to work with me. And this— we've been working together now for 4 years on this group. It's a wonderful, wonderful group. We're not going to talk to you today about big performers, however. What we're going to talk to you about is getting more done. But let me— so Lee's office is the second most efficient office there is next to mine. And they sent me the introduction for Lee. Which was the short version, because Lee has so much accomplishments that we could fill up like 3 pages of everything, all her accomplishments. But let me just read you a couple things here because it's just like too much for me to remember, you know. Some of her clients include Walt Disney, AT&T, Xerox, IBM, Ford Motor Company, NASA, Federal Express. Would you like to have clients like that? Yeah. I mean, so she's worked with really some very, very large corporations. She's spoken on the stage with Dr. Phil. Gene Simmons, the late Dr. Norman Vincent Peale, Jack Canfield, Mark Victor Hansen from Chicken Soup for the Soul, Tony Robbins, Zig Ziglar, Stephen Covey, Brian Tracy, Dan Kennedy, and her favorite speaker to speak with is Bill Glazer. I don't think it said that there. So Lee has a tremendous amount of accomplishments, but what she really is terrific at is getting more done. And she's not only great about getting more done, she's great at teaching people how they can get more done. Anybody here ever struggle with getting more done? Anybody here struggle with, hey, you know, I'm running out of time, I'd like to have more time? Sure. So this is all about time integrity. She's our go-to person for that, so I bring you my very, very dear friend, Ms. Lee Miltier.

Red cowboy boots, I promised. Some of you don't get that. Are you having fun? I am so excited about being here. This is absolutely, without doubt, my favorite group. And you know why? Because we get each other. Yes? When I work for all the Federal Express and the Walt Disneys and all those big companies, it's a nice big paycheck, trust me, but it's a lot of work because I almost have to dumb down things because literally they don't understand how we create money out of thin air. Yes? Okay, I really want you to pay attention today because I'm going to share some really important secrets with you. But before I get started, I want to tell you a story, and this is an absolute true story. It was in the Norfolk, Virginia paper. A guy by the name of Andy Duncan, who is an entrepreneur, and he was a commercial landscaper, came home early on a Saturday— excuse me, late on a Saturday night. He got the kids to bed. Wife and him got to bed, they shut off the lights, they noticed out the window in their backyard that there was a light on in their barn. And they had all their commercial real estate out there. So Andy gets up, goes outside, he notices behind the barn there's a huge van. And there was a van with all these guys and they were loading up all of his equipment. So he runs back into the house, he calls the police, talks to the police dispatcher, tells her that he is being robbed. The police dispatcher says, "Are the robbers in your house?" He said, "No." She said, "OK, lock your doors, stay in the house. When we have time and someone available, we're going to send the police to your house." He got all the kids in the back room, the wife in the back room, all the pets in the back room, went back to the phone 60 seconds later, dialed the police again and said, "Hi, this is Andy Duncan again. I was the one who called." A few minutes ago to say that you needed to rush, I was being robbed. You don't have to rush now. I have gone out, shot both of the robbers. The dogs are eating them now. Hung up. 5 minutes later, the SWAT team, a helicopter, 6 patrol cars, chief of police, 2 fire trucks, and 2 ambulances show up. Catch the guys red-handed and take them to jail. The police chief walks over to Andy and says, "I thought you said you shot them." And he said, "I thought you said you didn't have anybody." I vote for Andy being the entrepreneur of the year. And I actually called Andy because once I saw this in the newspaper, I called him and I said to him, "You know, that was a pretty gutsy thing for you to do. What possessed you to do that?" And he said, "I've been robbed before. By the time you have to deal with the insurance company and all the red paperwork," and he said, "I then didn't have the equipment to take care of my clients and my customers and I lost face." And he said, "You know, I didn't even think about it. I just did the most instinctive thing that I could for someone to pay attention to me." And boy, did they pay attention to him. Now I tell you that story, but one, it is absolutely true. You can check it out in the Norfolk, Virginia paper, but also to make an incredible point. When Bill talked about, you know, I am a productivity expert is because my goal in life is to get as much done with as much leverage as absolute possible. I have either written or contributed to 8 books. I have done public seminars for a long time. I've toured with a lot of people. I've done television shows. I have a lot of projects. And I live a big life, and that means I have to take that 1,040 minutes that I have every day and that 168 hours every week, and I have to squeeze everything that I can. And the most important thing that I can share with you is that you must never, ever, ever think that you're an average person, because we are not average people. And if you ever put yourself in that category of thinking of yourself as average, you will always fall behind. So nobody showed me how to use this thing, so I guess I'll just try. There you go. All right. Time management is linked to wealth. You only have your time to create wealth. Now poor people with no financial security are the worst about being able to tell you where their money went. Unproductive people cannot tell you where their time went. I love this quote from Mark Twain: There are basically two types of people: people who accomplish things and people who claim to have accomplished things. And we are those people who accomplish things. Time is without doubt your most precious currency, and being part of a Glazer Kennedy world, you folks actually get it, but you get amnesia. You let other people and things start to suck on your time. That's why I have the time vampire here. But today in the time that I have with you, we're going to get very real about where your time gets, because you cannot manifest wealth, success, and free time. And by the way, success in life is a lot about free time. How many people want more free time? Well, there's a big word we have to learn here. It's called no. Say it.

No.

And that, you know, I know Joan Rivers did not say that earlier. She said, you know, accept everything, but Joan lives in a different world than we do because people offer things to Joan, right? And what happens is we create our own reality. We have to learn to say no more. Success is ultimately and fundamentally excuse me, fundamentally about behaviors. What behaviors do you exhibit? And if you were grading yourself and managing and giving a score to how you manage your time, you gotta ask yourself, what would that be? For a lot of you, it would be like a minus C. So the biggest complaint that business owners have is that we don't have enough time. That's not true. We do have enough time, but what we don't have is integrity with our time. You have to put yourself, your needs, your prosperity, and your priorities first. And guess what? The civilians in the world consider that selfish. And I am here to tell you that as entrepreneurs, you have to be selfish. You have to give yourself permission to understand where you stand in the world. Nobody's giving you a paycheck unless you did something for it. Your real job in life is to be the visionary, the creator, the leader of your company. You are the provider. Nobody is taking care of you. You take care of yourself, your family, and your employees for the most part. Now, how many of you have animals, pets? Raise your hand. All of you who have pets really understand that in the animal world there's something called the alpha leader, and you have to be the leader, and if you're not the leader, someone else will be the leader. So Often one— and I do a lot of coaching not only with peak performers, and I have a lot of clients in the audience with my Millionaire Smarts coaching program, and I do one-on-one coaching usually on the phone, but I often find the huge problem in life is that people, us entrepreneurs, let the business start to take off and let it run them. So you have a lot of commitments, but you don't have planning and schedule protocols. Now I'm using the word protocols because one of the things about entrepreneurs is we don't like structure, and that's— structure is one of those things that actually makes you money. And by the way, why are most of us self-employed? Because we're unemployable? Yes? And we don't like structure, but in this particular case, if there was anything in your life that you need structure, it would be this. Most of us don't have roadmaps for productive work. We lose half of our time, it takes longer to accomplish things, and again you've got to have protocols. I laughed when I saw Dan say this morning, he said it's not your fault. All right, all right, is everybody ready? It's not your fault. And you know why it's really not your fault you have really bad time management? It's because nobody had any references of it. How many of you had parents that were entrepreneurs? Raise your hand. There's a few, great. But guess what? You literally have still no references, structure, protocols of because most of our parents, our teachers, our society works from the structure of people who get paychecks. And even if you did have parents who were entrepreneurs, guess what? They didn't have email. They didn't have social media. They didn't have the— an unbelievable amount of stuff that happens every day in our life. They did not have the demands. Is that true? And if you came from parents who got regular paychecks, you have zero understanding from your childhood. And your self-image right now is the core of your being. Everything about you, the self-image that you have right now, determines how much money you earn, how you deal with conflict, how you take risk. Everything about you is determined by that self-image, and it was formed by the age of 5 to 7 years old. And all the people who today who brought their kids— raise your hand if you brought your kids. I know this was kind of a mismatch with Joan, right? Somehow we missed the dots on that, but anyway. I'm sure they haven't— they've heard the words before, but you are giving your kids something that most of us didn't get, and that is literally an understanding of the power that you have to have when you have the thoughts about what you want to get done in life. Most of you have literally bushwhacked your way through reality and become successful without any protocols and structure. You've just kind of made it up, and I congratulate you about it. But today it's your responsibility to make some new decisions, to take some challenges and get out of denial about how you operate your life. No matter what you're earning, you could be earning at least another 6 figures if you had protocols and structure in your life more. So let's talk about some of the great things that we have. We're inventive, we're innovative, we're motivated. Most of— we're the most motivated people on earth. We're courageous. Look, entrepreneurs are really truly courageous people. It takes a lot of courage to bring new markets and new services to market. It takes a lot of courage to work the hours that you work. It takes a lot of courage to create money out of thin air. You are risk-takers. You are providers for our society. You're the producers. You are the pioneers, and you are the gamblers, and here's my favorite one: you want a big life. Now let me explain the big life thing. I had dinner with a group of people the other night, and I was running a little late because I came in from a plane I got off the plane and I dropped my briefcase and my wad of keys on the table. And a couple of people said, "Why on earth, Lee, do you have so many keys?" And without thinking, I said, "Well, I have a big life." I do have a big life. I have a house. I have several cars. I have an office building, takes a lot of keys. I have safe deposit boxes and mailboxes and all kinds of sheds and tools and all kinds of stuff that needs keys. We did not get born on Earth to be average. We came here to create a legacy of our life that creates things. I'm not the kind of person who thinks about retirement because what the hell would I do after I retired? Seriously. I like to create. I love the adventure of it. I love the excitement of it. I like taking an idea and molding it and shaping it and doing something with it. It Thrills me. It excites me. I have entrepreneurial blood, you know, running through my veins. That doesn't mean that I don't want to take off time when I want to take off time, but I literally want to see my life create something. I want to leave a legacy of Lee Miltier was here. Do you feel that way? Yes. Yes, you feel that way or you wouldn't be sitting here today. Now that's the good stuff about us. There's some bad stuff about us. We are very distracted by shiny objects, yes? And why do we think that is so funny? We are terribly distracted by shiny objects. And we don't have those serious protocols and systems set up to protect us from our time and resources from vampires around us. We are so easily influenced, it is mind-boggling. And you know why? We are all salespeople. Did you know salespeople are the easily influenced people that there is? We have lack of boundaries often. We have been taught to be the rescuers and the pleasers of other people, and because we've been the providers for so long, we're used to be the cheerleaders, the motivators of other people that often we forget ourselves. We have unstructured behavior and fuzzy thinking. At least when you work for somebody, You work for somebody else, they expect your butt to be there at a certain time and certain things done, unless you of course work for the government. Yes? Sorry. We fly by the seat of our pants mentally and we have a lack of planning and we're disorganized. We spend hours looking for things. As a matter of fact, I found this cartoon. I really loved it. My life broken down into segments: sleeping, working, eating, and looking for things I had a minute ago. And this is another favorite cartoon of mine. Think this is bad? You should see the inside of my head. Now, I showed you this cartoon not only to get the laugh, yes, I did, but I also showed you this cartoon because there's an interesting research about really smart entrepreneurs. And this shocked me actually. The first time I read this, entrepreneurs have very orderly minds. That is why they are inventive. That is why they can create things. They have a structure in their brain of being able to see the big picture. Now, saying that, because most of you don't believe that's true about yourself, when we have offices that look like this, what happens is, is our brain now has to hold all this information. So you see this pile, I should be following up with this person, I should be doing this marketing, I should be doing this, I should be doing that. Now your brain, your computer, is starting to dart in all these different directions going, I should be, I should be, I should be. You start to feel guilty, you start to feel frustrated, you start to feel bad about yourself, but you know, you keep bushwhacking your way through life, but you don't realize it's like you have a gas tank that has a huge leak in it because of the disorganization. You are draining, you are cutting your wrist bleeding to death of creativity. And the research— I'm not going to bore you with the research because frankly it's very boring, but that's the bottom line. If you just, you know, hired someone to come in and, you know, every once in a while clean your office— no, none of us are going to have perfect offices, we're not anal kind of people, but you've got to be able to say, "I need to put my finger on that file," or "I need to put my hands on so-and-so," and you have to not be able to spend lots of times finding it. So whether it's virtual assistants, real assistants, people you just hire temporarily to get your office straight, that is absolutely crucial if you want to make a lot of money. So these two things go hand in hand. Most people, and entrepreneurs particularly, don't get it. You also cannot intelligently operate in an environment of constant, unrelenting communications. Our parents— this is the first time in history Any of us in the history of recorded mankind, have we had to learn so much, deal with so much, change on a dime, constantly be looking and how— see the new trends, shift gears, go in that direction. But it takes its toll on us. So what we want to start doing is being aware of some of the vampires that are out there. For example, all unrestricted access to you is flat-out stupid. No other words to say it. You might want to write that down. When you let people have access to you, they are sucking the blood, they are picking your pocket, they are literally keeping you from creating security in your life. I also want to share with you, no one ever respects or values anyone that they can have access to at any time. And all of you people who are answering your cell phone doing business all the time, letting anybody get to you anytime, you may have convinced yourself— and by the way, there are exceptions to rules— but you may have convinced yourself that literally that you're being of great service. Not true. You're actually teaching them to think that you're easy. Does that make sense? And we are so— again, how influenced we are— people are walking down their street not looking where they're going, playing with their phone. There are people in dinner— have you noticed everybody at dinner, they're not talking to each other, they're playing on their phone? We have become into a society where people are addicted to gadgets. Now these gadgets are fabulous tools used in the correct manner, but when you use them to entertain yourself— by the way, I call that losing money. If you answer the phone anytime, anyplace, let anybody get you, that says you're not special. All appointments, phone appointments and tasks must have predetermined end times. I talk to Dan on a regular basis. There's not a phone call that I have had with Dan in the last 10 or 15 years that when he gets on the phone with me or I get on the phone with him, we don't instantly say, Okay, I have 15 minutes, I have 30 minutes, I have an hour, whatever we have. And a lot of times you'll say, I got 5 minutes to tell you a joke and then I need to talk to you for 10 minutes on business. I have instant boundaries on knowing exactly how much time I have. When I talk to Bill Glazer, it's exactly the same thing. For all of you who have ever talked to me on the phone, the first thing you will hear me say is, if we had a 10 o'clock appointment, okay, and we had it for 20 minutes, I will say we have 20 minutes, go. And I'm not into like fancy little female stuff about, you know, how are you and all that stuff. I don't really care, okay? Look, we got business going here. I do care, okay? If there's no end time, it's not an appointment. And if you do this one thing in your life different, I promise you, you will see a huge change in your reality. All right, beware of the energy vampire. If you take inbound Inbound calls, you're stopping work and focusing on someone's unknown priorities. And this is a big problem. You should never, for the most part, take inbound calls. You should have a good screening system and have your staff find out why they're calling, tell them, you know, when you can call them back. Look, when you call my office, my staff wants to know who are you, how do you know Lee Miltier, exactly what your calls about and what, why are you calling Lee Miltier? And if they play the game of I'm her friend and, or any of that, my staff knows all this stuff. If they do not tell my staff exactly why they're calling specifically, I do not return their calls. Because most of the time, look, you're not going to get through my gatekeeper. You've got to have a great gatekeeper. Cell phone and email unrestricted access allows you to be always a reach to at inappropriate times. You, most of you flew out here, you see people in airports doing business. There is massive amount of things going on. You cannot think clearly. That means that you're going to agree to things that you should not agree to. That means that you are not going to hear things. You're not fully present. Your subconscious mind is literally observing what's going on around you. You also are rushing through these conversations, so it's just not appropriate. And I would really, really urge you as of today, although you've heard this stuff before, just because you heard it doesn't mean you've done it. It's time to really put your foot down and do this stuff. Email hell. Who has email hell? Email is a great service. It is a fabulous thing. It saves a lot of time, but it is so abused. We— please write this down— you teach people how to treat you. You teach people how to treat you. If you answer emails the second they're sent to you, what does that say about you? It says I'm not doing anything but sitting around checking my email. It doesn't give you any clout at all. If you instantly respond to anyone, you have no star. You're not a celebrity. You're not special. You aren't busy. What message does that send? You send to people. You— and get out of denial, you have a severe lack of discipline. How many money-making activities could you do if you only checked email or your social media once or twice a day and you limited your time on it? How many of you get up in the morning, check your email, before you know it like an hour has gone by or a lot of time has gone by and you are shocked? That is because we are very focused entities and the more focused you are, the more the more you can get caught and sucked up into that. And social media can be the same thing. It can be very beneficial when used properly, and it can be very detrimental to your income. You have to be ruthless about your time currency. Don't let other people waste it. Again, are you special as an entrepreneur? Are you an average entrepreneur? So how do you take your power back? First, there's some solutions out there if you'll take them. The first one is have a screening system. That can protect your time. I talked about that a little bit. Schedule your phone appointments. So when someone calls you and they want to do business with you, a JV, they want to talk about something else, make an appointment. Don't just talk about it right then. Schedule phone appointments and also schedule the time. Okay, I have Tuesday between 10 and 10:20. Give them a time limit. Block out times to return your calls. For example, I'm very creative in the morning. I don't like to do phone calls in the morning. Find out when your creative time is. Return calls during those times. Create a priority list. Some people also call this a VIP list. So I have 12 people on my priority list. There's Bill and Dan, there's some partners I have out in California, some other partners that I'm working with. And when my staff knows these people call, they know that they're not calling just to socialize, that they're actually calling because it's something important. Important, so they're going to get through to me. I can take those calls. But just accepting anybody's calls on a regular basis makes it look like you're sitting there waiting for business. I think answering machines and voicemail have become almost obsolete in the fact that you really aren't using them to your benefit. On your answering machine, on your voicemail, it should say, please leave your name, the date that you call, the reason, and the reason for your call. Call and when is a good time to get back to you. So you can get a lot of information right there on your electronics, then you can deal with it. If you're fully booked, nobody can throw you off your schedule. Time can only be wasted and abused and swiped if you have time available. That means that you need to block out your day. The night before— and everybody has different ways of doing this— but the night before you should look at what you got done today, and you should think about your day and your week, and you should literally block out specific times for specific things. If you don't do that, you have no protocols, you have no schedule, you are now reacting to life, you are not acting. Power protocols. I really— remember this— power protocols, very important words here. Time integrity protocols help you manifest the lifestyle you want to live. Now, If we're entrepreneurs, we're entrepreneurs not just because we can't get a job, okay? We're entrepreneurs because we want to live the big life that we want to live the way we want to live it. And most of you are guilty of not really doing that. You have gotten sucked up into the work cycle. So until you have clear boundaries, you can't even protect the best schedule. When you maintain boundaries, you often will feel like you're saying no more than you're saying yes, but here's something important. The reality is each time you say no, it supports a time boundary and you're actually saying yes to the things that are most important to you. Can you see why that word no is so absolute crucial? Because I literally have a sign on my desk that says, "Every time I say no, I get closer to my goals." Because there are people you should not do business with. That you are doing business with. For instance, I always do my due diligence when I'm really interested in doing business with someone. One of the first things I find out is how many people have sued them. And you may laugh, you didn't obviously, but seriously, if you start to do business with someone who's been sued a lot, this is a huge red flag. Don't go there, no matter how much your little greed person comes up and starts saying, oh, it's a good deal and they're offering me all this stuff. Let me tell you something, if a bunch of people have sued this person, run. Do not walk to the nearest exit. It's not worth it. Because, and that's the thing about entrepreneurs, we have this little greed thing. And greed is good in appropriate times when it gets us motivated. However, when greed overtakes good common sense that there are people you should not do business with. By the way, if you have vendors and they make made a promise to you that certain things are going to happen at a certain time and the first time they work for you that doesn't happen, bye, they got to go. You got to fire clients, you got to fire employees, you got to fire people, get rid of people in your life that break your boundaries because you will spend more time putting out the fires than you will being able to be successful with those people. Now here's an interesting concept. And you have to— only you will know this. Are your boundaries set in stone or are they set in sand? Most of them are in those maybe boundaries because you haven't ever thought about how much you value your time. Maybe boundaries severely limit your potential for earning anything. When I am very clear that I am not going to answer the phone during certain times, that I'm going to do writing, I'm going to do money work, profit work, and I'm going to absolutely do what I need to do, then I don't— I have a protocol set up. I have rules. I have structure. And once I learned to create structure as an entrepreneur, it changed my destiny on how much I could earn. I ask— I really want you to say, have some backbone and say no right away. And by the way, always listen to your intuition. Your intuition as an entrepreneur is one of the strongest skills that you you have. And what will happen is, is that sometimes your brain will try to override your intuition, but your first impulse, that first gut feeling, that first thing of when someone offers you something, it's either kind of a yes or it's a no. And when people tell me things— by the way, the reason it's called your gut is there's more nerve endings actually in your stomach area than any other place in your body. It's like God's way of giving you a guidance system. And so when somebody offers me something and I tighten up and I don't feel attracted to it and my heart sort of shuts down a little bit, I don't care what kind of dollars you wave in front of me. If my gut says no, I walk away. Now if you offer me something and my heart expands and I feel good and I feel attracted to it and I feel joyful— and everybody feels differently— I know it's something I want to investigate. So even though there may be these on-paper beautiful opportunities, listen to the inside of yourself because every time you don't listen to your intuition or your gut, you get in trouble and you spend a lot of time trying to get out of that.

Thank you for listening to the Magnetic Marketing Podcast with Dan Kennedy. If you love hearing in on these lost Dan Kennedy talks and speeches and calls, then please let someone else know about about this podcast. That's how you can help it to grow. And the more it grows, the more free Dan Kennedy we can bring to you. Also, Dan would love to give you the most incredible free gift ever designed to help you make maximum money in minimum time. Now this free gift comes with almost $20,000 in pure money-making information for free just for saying maybe. You can get this gift from Dan right now at noBSletter.com. Not only do you get the $20,000 gift, you also need to subscription to 2 marketing newsletters that will be hand-delivered by the mailman to your mailbox each and every month. One from Dan Kennedy and one from me, Russell Brunson. To get this gift and your subscription, go to NoBSLetter.com right now.