The 5th Step to Scale Your Business | Business Income

Greetings. Income. It's all about income. It's all about income. All that income. Income, income. Income is the lifeblood of your organization. It's what's going to get you to the top. It's going to what makes it scalable or not. It's the make or break point on our quest of climbing from solo entrepreneur, where we started from the very beginning. Back here a couple weeks ago. Back here. Okay. All the way up to this next step. Number five is steady income achieved. Steady income achieved right here. Okay, so what's that mean? Well, first of all, for most of us, for most of you, sales equals income. Okay? So I'm looking at from the perspective of sales equals income. If you have no sales, you have no income, you have no income, you have no business, let alone any scalability. Okay? So again, thank you for being here. Thank you for taking the journey and starting the climb to your summit of a scalable business out of the rat race of being the source of income and being the asset of your organization. Also the liability. Just as a review, remember, we started with the mission first. What, what's the mission? We need the mission to give us direction, but also to recruit later when we recruit our team. Number two is we need to do an honest assessment, an assessment of where we are. Don't not to be delusional. What's our income look like? What does it not look like? What are our resources? What do we got to learn? Okay, Number three then is create the plan. A pert chart. I showed you how to do that. How we actually start in the future, work our way back to actually go from the known of where we are to the unknown, which is that scalable business. Okay. And create a roadmap in front of you. Hopefully you've got one. By the way, you want to do this quickly, follow along and review the videos that we've already done. They're here on Facebook, they're on YouTube. You can find them, repeat them. If you want to do this quickly, if you want to do it really quickly and really efficiently, go to blairsinger.com/plan and let us help you. Let's help you put something together and to see if we can't help get you up there with some, some one on one or one to many levels of expertise. Okay, all right, so that's where we are. And then we talked about step four, which was sometimes the easiest and the most difficult at the same time, which is putting the other a team. And hopefully you started to do that. You've started to pull a team together. You've talked about your mission. You bring your dream team together. Now if you haven't done it, just one point, one note is that if you haven't done some of the things that I've asked you to do, you might want to go to blairsinger.complan and we'll find out why you're not doing it. Okay, I'm in the middle of teaching a multi day program, master facilitator program and somebody asked a really good question. The question is why are some people not successful? And I said because they have an addiction. I go, addiction? What do you mean addiction? Well, they're addicted to not being successful. What do you mean by that? How could somebody, how can that be possible? Look, what's an addiction? An addiction is something you do over and over and over again. Not because you want to do it, because you feel you got to do it. You can't help yourself. You know, alcoholic drinks, alcohol, they know it's not good for them but they continue. They can't stop doing it. They same with all kinds of substance abuse. The same thing is true with money and in business. If you're not rich, there's some reason why you're not. You're addicted to something that's stopping you now, that's important for this next step. Or you're addicted to something that's not allowing you to build a team. What's that mean? That could be. You're addicted to doing it on your own. You have a belief that if it's going to be done right, you got to do it yourself or you're not ready yet, not good enough. So and just remember that that addiction to whatever it is, you may not even know that you have one is serves a purpose. The reason alcoholic drinks, alcohol is to deaden pain. Substance abuse is to leave reality for a while because reality is too scary or too painful. So if you're working alone, it may seem painful, but maybe at some level you're doing it because it's your way of feeling good about yourself that you feel that you have value, that, that maybe you, you wouldn't know what to do if you had a team and you and what? I can't hang around people that are smarter than me because it's going to make me look bad. Blah blah, blah, blah blah blah blah. We're going to be talking about Little Voice and a couple steps forward here. But for right now, the reason I'm saying this because you've been given some specific things to do And I. And if you haven't done it, it's because you don't want to do it at some level. But at the end of the day, you really do. You really do. Subconsciously, you're afraid of it, whatever, just get on with it. And if you have a challenge with it, just go to our website plan. By the way, it's a brand new website. Check it out, tell everybody else. Brand new website just yesterday went live. Go check it out. Brand new website, Blairsinger.com doesn't look anything like it looked like before. You're gonna find it so much easier, so much more fun, and so much more cool stuff there to learn. Okay, so go check it out. But at least go let one of our guides talk to you about the situation, help decipher what's stopping you and get you moving, kick you in the butt a little bit. Okay? All right, so go check that out. So let's get to income. Reality is too painful. Thank you. Fanta cular. Almost. So, okay, thank you, Mike. And thank you, Michael Lee. Good to see you from the uk. So anyway, let's talk about income. Sales equals income. Sales equals income. So if you're going to take a look at this, let's look at it real quickly from perspective of three areas. Just three areas. Okay, Check this out. Income. Sales. All right, Income and sales. So three areas. Number one. One, the first area has to do with skills. Do you have the skills? Do they have the skills? Do you have the skills to. To open, to. To open a conversation, to find good leads, to be able to handle objections, make a presentation, close a deal, get testimonials, follow up, follow through. There's a skill set there that can be learned and drilled, and you can get really good at that. That's number one. Number two, it's a process. It's a process, okay? So what I mean by that, it's a process. It's like a machine. It's like a machine that you build. It's a process for getting leads, a process to making sales. What is the process to be able to identify? It's kind of like the skills or the software. The process is the hardware. Okay? So I'm starting a big picture, okay? It's not just about you going out there and being charming. That's not scalable. Charming is not scalable, okay? It's not a model agency. Okay? The third component is. This right here is account accountability. Accountability, skills, process and accountability. Let's keep it really simple right there. Okay? Now what am I. What do I mean by all that. What do I mean by all that? So let's take a look. Understand your process first. This is my recommendation. Understand your process first. What's that mean? Look at your selling process. Look at what it is. If you know what it is. Great. Write it out, document it. Okay? So for me, I always use the example. When I first learned to sale, sell, many years we had a five call process. We call it the five call close. That's what we were taught. First cold call, make an appointment, do a demonstration of the equipment, give a proposal and close the deal. Five calls, okay? If you could do it in less, that's great. Now these days could be more or less. In other words, you generate a lead, find somebody with money, right? Find somebody with money, then you give them to a salesperson and the salesperson makes an appointment. If you're selling high ticket stuff, they make an appointment, okay? They make an appointment and then they go through a process. In the appointment, maybe there's a script that you follow, okay? And then that appointment. Then through that appointment, they then give it to maybe a third person who. Or a second person who closes the deal. Or that person closes the deal. Then you go into an onboarding process where you onboard them into your system and. And then you actually find a way to retain them. Okay. Which is the other part of selling. Okay, so what's that? Find the lead. Find the lead, okay? Take. Turn the lead into an appointment. Take the appointment, turn it into a sale. Turn the sale into onboard them into your system. And number five is retain them on an ongoing basis. Okay? So it's five steps. Whatever it is for you, I identify it. Here's why. Many years ago, I had a client come to me and say, I need more leads. Everybody needs more leads, right? Everybody needs more leads. I'm going to show you right now that part of understanding the process of generating income is sometimes more important than your skill in doing it. Okay. And trying to get your skills up might be premature. All right, so they said they needed more leads. I go, let's take a look at your selling cycle. How many of your leads are you closing? They go, 40%. I knew, somehow I knew that wasn't correct. When we looked at the numbers, it was more like 15%, 1 5%. Okay? So they were getting leads. I'm not going to go into their whole processes. It was a little massage clinic in Tucson, Arizona. And so what we did is we found out they're only at 15%. I said, you don't need any more Leads. You got plenty of leads coming in. What do we fix this number? So the problem, the, the, the, the, the, the. They take a, Get a coupon out of the newspaper, come to the clinic for a free massage. Then at. After the free massage, which is really good, they go to the salesperson. Salesperson would then make a presentation, convert them into a 600 membership. Okay, so they were doing that, but they're only converting 15. And the, the owner was going broke. He goes, I need more leads. I go, leads are going to cost you money, and that's not your problem. We need to fix the 15. Let's focus on that part. So what am I saying? Look at your process. Lay it out and measure each one. That's the accountability piece. Process and then accountability over there. Okay, so accountability. So that accountability, by the way, simply means you're accountable. It doesn't mean the number's good. Okay, so we take a look, Take a look at those numbers. And we saw it was 15%. Let's work just on that. Okay, so we took the sales reps, and now we give them a skill, how to make a presentation and how to handle an objection. Really simple. It only took, like, training. We taught it to them in about an hour change, you know, they practiced it maybe 30 minutes once a week. Within six weeks, their conversion goes from 15% to 40%. That's more than double the same cost. Okay, it's almost the exact same. Same cost. You have the same number of leads coming in. You're given the same number of massage, free massages. You got the same number of ads going out. Right? No more cost, double the income. It goes right to the bottom line. This is what I call mining the process. Mining like in coal mining? Diamond mining? More like diamond mining. Diming the mining, the process. So the first step is to assess what the process is. Okay? Measure it, hold it, get it accountable. Then take a look at where the, where the skill sets needed to make the biggest difference. Maybe you're good at converting. Maybe you're horrible getting leads. Maybe I don't know what it is. Or maybe the massages were terrible. They get a lot of people in. People didn't even go to see the sales rep. Okay? So again, take a look at what your cycle is and mine it profitably, you know, depending on the size of your company. And if you've been around for more than a year, I'm going to bet you that you got tons of money sitting on the table that you could convert. And conversion takes very little time. It costs Very little money. Okay? So mining the process and making accountable. Now once you understand the cycle, and now you have a process for measuring it and mining it. Now you. And now you understand the skill gaps. What are the gaps in there? So the gap for those sales reps was handling an objection. Somebody say, well, 600 bucks is a lot of money. And they go, okay. And they go, well, I'll go. Think about it. That means they're not coming back. Okay? So they got the objection. They didn't know how to handle the objection. And the presentation was very, very scripted, but not scripted in a way that works. Okay, so you find what works, script that and then, and then train. So that's what happens with skills. So you identify the skill that's needed, then you train. Training is simply repeating, repeating, repeating, testing, repeating, copying the numbers, holding them accountable until you get a system down. Now you got, now you have a better selling process. A selling process. So you could take that salesperson out, put another person in, and they'll be able to produce the same result. Why? Because you turned it into a process and you documented it. Okay, you documented it. Now why is that important? Because this step that we put in here was to create a scalable, predictable income created. Okay? Once you have that system down now you can replicate. Now you can open another place. If you open another massage clinic, you could put a salesperson in there with the same opera, with the same lead generation system and they'll get the same result. Now you can scale something. Hopefully this is making some sense to you. But it's just you. And you say, well, I kind of do it by the seat of my pants and I read them and that's great, but you're never going to scale from there. You need to create a way to make that happen. Now there's a lot of people out there that could give you a lot of ways to do this. Seek them out, study them. But if you want to learn how to engage the process and get yourself scaled up, go to blairsinger.com plan. We'll give you some clues on how to do that. And if it works out, then we'll actually help you get there. That which is the fastest way to get into the top of this mountain. Okay? All right, now remember this, that once you close a deal, this is a very important part. Once you close a deal once, what do you do? Well, you celebrate. We call that celebrating. All wins. Now, Martin Seligman, in his book Learned Optimism and in my book Little Voice Mastery, we talk about how to deal with success, how to deal with adversity. We'll talk about that. And I think step, step five will be probably about step six or seven. Okay, so but for right now, understanding that celebrating wins is critical to a process. It's critical to the culture of your organization and it's critical to creating replicatable results. So you close the deal, you celebrate, it's part of our company, you celebrate all wins. Okay. And, and, and that becomes a big part of it. So let's just say that your process is to. You identify the process. Identify. We talk about that, measure that process, find the holes, fill the gap by finding what skills you need to put into that gap that are not working to close that gap and shore those numbers up to good proper percentages and then fill out the cycle. Now run it and run it and run it now get somebody else to run it and run it and prove it out. Tweak it a little bit. Now you got a process and now it's documented. Okay, Test it. Replicate. Test. Replacement. Replicate. Test. Replicate. Now why? Because I'm going to tell you that however good your process is today, it's going to change. Why? Because people change and because the economy changes and people's language changes. So there will be minor changes in these things. And by the way, if you don't believe so, my friend Simon Bowen, you can look him up. Simon Bowen from Australia will tell you that the whole conversation since COVID particularly for high ticket items, has changed dramatically. What Simon will tell you is that it's no longer about trying to push commodities based on price and bundling and closing hard. That's not how it works. It's about having a conversation of deep value. What's the deep value to the customer that they don't even know about yet? So your communication skills need to be good, your rapport building skills need to be good. Your objection handling skills need to be good. And, and if you're, and if you're genuine and real and your salespeople are that way too, and not sounding like they're coming from a script, you will do extremely well. So it'll affect the way you hire your teams, where your sales people come from, that kind of a thing. Customers want to, want to be able to be with somebody they can trust. It's always been that way. But now more than ever people are need to keep going. They need to keep their businesses going. So they still need you, but they're very, very cautious about their money, of where that money is going to go and that's going to get worse, better or worse, whichever you. However you see that. Okay, so again, sales equals income. Become a master of sales. Again, the repeat, the repeat. What's the process? I. There. There we go. Identify the process. What are the skills and what is the level of accountability? And what are the numbers that measure between each step? Okay, you do that, then you're gonna mo. You're gonna find lots of thousands of dollars on the table. The other thing you're gonna do is gonna know exactly what to teach. And as you know, that's been my specialty for many years. I've taught tens of thousands, maybe hundreds of thousands of people how to sell, how to increase their income from 10% to 20% to 80%. And it's simply a matter of weeks. The distance between you and where you want to go is not that far. But sales equals income. You need predictable, scalable income at that point. This is the make or break point. If you do that, then you're going to make it to the top. If you can't do that, you will continue to flounder and default back to yourself or to whatever other means that you're doing it. Make it a system, a process, a system that will work for you. Okay? You do that, you'll get rich. Be amazing. By the way, go to blairsinger.complan and thank you. By the way, if you're watching this on YouTube, thank you for going to YouTube. Subscribe to our. Subscribe to our channel. We got tons and tons of videos going up there every week and there's always new ones. And again, these are for you to review. Review them. What did he say about that again? Review it again. What did he say about mining? How does that work? Do re. Watch it again. And what will happen is the penny will drop and you'll begin to get. You'll begin to get more income, more sales. And if nothing else, if nothing else, you'll know if you're not making income, why that's not happening. Okay? And then you can fix it. Go to Blair Singer for.com forward slash plan. And let us help you get rid of that addiction if you're still stuck. Okay? So be awesome. We'll see you next week with step number six. Step number six. Okay. Be amazing.