3 Simple Steps That Will Help You Grow Your Business

Live. And I'm doing something unique today that we're trying out and it's to try and be a little bit more efficient. So to my right, I have my Instagram live feed. I've got YouTube going live as well. And I've got Facebook on my Facebook fan page. And today we're going to be talking about business growth. And one of the things that I discovered many, many years ago when I was building ReMax of Indiana, many of you know, when I was 19, I got into real estate and learned how to sell real estate and learned how to generate leads and close leads. And it was all through learning from books and being coached by my mentors. And one of the things that became pretty evident was that all of the top real estate agents, they had systems that they followed every single day. There was things that they did and the agents who didn't do well didn't have any systems. And so I learned a lot about building companies when I was 19 years old. And then when I was 26, some of you know, I bought ReMax of Indiana. And then from 1987 to 1997, I opened up about 85 offices and had over a thousand real estate agents. And so if you're just joining me, I'm live on my Instagram feed right there on YouTube right there and on my Facebook fan page right now, trying to be efficient. And this is the first time that we're doing it. And one of the things I will share with you is close your any other programs you have in the background if you're having any connectivity issues. So anyway, today I'm going to be talking about some of the things that I learned in building companies. I built ReMax of Indiana to four and a half billion dollars a year in sales, 15 salespeople. I then went on and built another company called Bamboo.com with a few amazing other individuals. And we took that company public in 1998. And so let me share with you a few things that I'm going to talk to you about. I got a bunch of notes for you. And how many of you have a business, by the way? Do you have a business? Do you have a business? And we'll talk about some of the common struggles if you have a business. And I've got some other notes right over here, by the way. One thing is, let me share something with you that I've also discovered. Hold on, my desk just decided to go down here. Let me raise my desk up. I want to help you understand something that many people think about it but don't follow through. That is for any result that you want, there's already a process to achieve it. If you want to make more money, there's other people who've made money in the same type of job or business that you have. If you want to lose weight and keep it off, we know how to go on a right diet and exercise and sleep well and manage our hormones so that we have the best chance of releasing weight and keeping it off. And so everything that you want to do, the how to already exists. One of the things I learned many years ago in franchising was that if you followed a blueprint, a process for how somebody's already achieved the success you want, you're going to save about 80% of the mistakes that you would make, the financial mistakes, the time mistakes that it took to get to the point where of following a system. And so the common mistakes that I see most business owners is they don't have a system. So I'm going to share with you a couple of things that I have discovered some common mistakes that most business owners consistently make. So yesterday I had a friend here from Australia and we were looking at her business. She said, I want to grow my business. And I said, awesome. And we took one of the whiteboards that we have here in the office and I said, great, let's start off with what's the vision for where you want the business to be in 12 months. And we invested probably about 15 minutes of time talking about the financial and the non financial goals and vision that she had. So that was, you know, step number one is start off with the vision. But the second part of this, when I asked her what is your system or your process for generating prospects every day, every week, every month into your business where you can get people to look at, you know, your product or your service, she didn't have the process really well defined. So if you think about if you have a product, doesn't matter if it's, you know, magnifying glass, it doesn't matter if it's Rubik's Cube, it doesn't matter if you're a doctor or a lawyer and you have a service, you have to have a way to be able to get people to look at the product or service that you have to offer. In business, whatever it is that you're selling that you're helping other people with is a means of exchange. So you have, you know, something that you want to sell them and they exchange with you, okay, their money, their hard earned money for it and so when you are looking to build your business, you have to reverse engineer your, your business strategies and tactics so that you can achieve the outcome. And so one of the things that is critical for every business is to understand how do I generate a consistent flow of leads or prospects, people that will see my product, my offering or service. And most people in business are, don't have a system for developing their lead generation. And when you think of lead generation as getting your product or service in front of people, you have to think about a couple of things. Okay. The first thing you have to think about is since we live in an age of massive distractions where everybody's trying to show you, buy this, buy this, buy this. You know you need this, this will help you buy this tea, buy this product, buy this service. We are filled with opportunities to buy, buy, buy, buy, buy. And our brains develop amnesia basically and attentional blindness towards all of the messages that are trying to reach us, whether it's by television, radio, Google, Facebook, Instagram, YouTube, etc. That most people are having a hard time identifying with all of the offers because of the distraction society that we live in. And so in order to navigate through all of the distractions, let me share with you a couple things that we do that will help you create a process and a system for doing that. And the other thing that I'd like to share with you is I create a six video series for you. And it's a six video training series to help you if you want to go deeper than today with me. And number one is going to be on. I'll show you how to reverse engineer your business success. Number two, I'll show you how to create your perfect client profile. Number three, I'll show you how to craft your perfect message, how to create an irresistible offer, how to use one time offers to double your sales, and how to use lead magnets to create more leads on demand that gets shared with people. So the video series that my team will put a link on below, either on YouTube or on Facebook and for Instagram, you'll need to swipe up to get the link. You can do that easily. We'll give you the link, but for today, let me share with you the first thing you need to do. Hold on one second. I don't know why, but my desk, I've got a moving desk and it keeps going down. The first thing you need to do is you have to identify something that we call is your avatar or your ideal client profile. And what does that mean? So let's Say, just for argument's sake or for the point of making a point is let's say you want to sell a Rubik's Cube or you want to sell teeth whitening, it doesn't matter. First and foremost is to understand that not everybody wants a Rubik's Cube, not everybody wants teeth whitening, not everybody wants your magnifying glass, not everybody wants, you know, your acrylic cube. Not everybody wants that. And so when you are looking to build your business, you have to ask yourself, who is most likely to want a Rubik's Cube right now? Who's most likely to want my product or service? Is it male? Is it female? What age group? So that's the first part is you've got to develop a profile and avatar of the one person who would want it right now. How old are they? Where would they be looking for Rubik's Cube? Is it online? In a store? Through friends? And so the first thing that you have to figure out is a process for identifying the avatar so you can speak to that one person. Why? Because if you try to sell this to everybody, you're going to waste a ton of your time. It's so much easier, okay, to talk to people who may want what you have. So let me give you an example. We have people on Instagram, we have people on YouTube, we have people on Facebook watching this live right now. If you're not interested in business growth, you're going to be hopping off of this broadcast. So the first thing that I'm doing is I'm identifying who I'm speaking to. If you want to grow your business, that's what this session is about today. Alright? If you want to lose weight, you're not going to pay attention to this program right now unless you have some kind of an interest in business. So the first rule is you develop your avatar of who he or she is and I'll show you how to do it in a deeper way in the video series I'm going to give you for free to help you. And I'm going to share with you what I'm doing right now too, just so you're totally aware of this. So you develop your ideal client profile. That is step number one, number two, and this is all the stuff that you have to think about in advance. So let me give you an example of number two, and it's how do you craft your perfect sales message? How do you craft a perfect sales message? Well, you have to understand a little bit of psychology when you're crafting Your perfect sales message. So let me give you a personal example from my personal life, okay? And hi there to everybody from Instagram just joining. We're doing this live. If you want to get the video series that is extended with this, just swipe up on YouTube and on link in bio. There's a link in the bio. My team here is telling me that. But let me remind you, let me remind myself of a personal example. My son Keenan just got into sales and he's working for a company called Imatrix that helps chiropractors with their websites and their lead generation for chiropractors. And so the other week I was asking Keenan, what's your sales pitch? And he said, dad, what do you mean? I said, well, like, why should a chiropractor use your business? Like, use your company? He says, well, because they need a website. And I said, well, they can get a website anywhere. Said, well, because we can help them make more money. I said, okay, so you're going to help them make more money? How specifically? And he said, well, we do some pay per clicks and we do some lead generation online, and that's how we're going to help them make more money. I said, great. So what's your sales pitch? Is your sales pitch to help them make more money or to generate more leads? What is the sales pitch? And he was fumbling a little bit. He says, well, I guess it's both. It's to help them generate more leads, cost efficiently, so they make more money and they have less stress, so they can have more time with their family and to play with their hobbies. So I said to him, so in essence, you're going to show chiropractors how to have more freedom. And his light, his light just went right, like, oh. Says the reason they want to build their business is to have more freedom. It's to enjoy their, excuse me, their craft and what they love to do. And so here's my question for you. If you're a business owner or you're thinking of having a business is people don't buy your product or your service. They buy the benefit of your product or service. They buy what the product or service will do for them, how it will make them feel and what it will allow them to do. Does that make sense? Your product or service is to help people feel a certain way that will allow them to do the other things that they really want. So they want to quench their curiosity and their skill. They want to build their confidence and certainty. So you just need to understand you know, how do you craft your perfect sales message? It's by understanding who the profile is of the clients that you want to reach, but also by understanding their psychology. Why would they want my product or service? Think about this. Let's say somebody wants teeth whitening, which is an example that I shared with you before. Does somebody really want teeth whitening? No, they don't want teeth whitening. They want how teeth whitening will make them feel. And they want the reaction from their friends and family, okay? Or even strangers. What they will say about them noticing their beautiful white, pearly teeth. That's what people buy. So if that's what people buy, then you have to create your message based on why people want your product or service. And you have to take the why into what will it make? How will it make them feel? And then what's the benefit of that? If that makes sense, live here on Instagram, hit the like or the love button. So I know that you're with me. And the same on Facebook and on YouTube. Leave me a comment like, does that make sense when you're selling? You need to understand psychology. And you also have to understand that when you are creating your marketing and this is the stuff that, you know, it's easy to understand and there's a process to go through to do that. And I created this six video series for you on helping you with all six steps. And so if you want to just swipe up, the link will be in the bio. And if you want it on Facebook or on YouTube, the link will be right below. And just so you know, okay, I'm going to be 100% transparent with you doing these videos, training and teaching and offering you free videos. That's one of the ways that we help people, which is one of my highest priorities. But it's also one of the ways that we introduce people to our different programs. So we offer a lot of free stuff. We create manuals and videos. And maybe, maybe if you go through those and you like them, you'll say, I want to work with your company, so there's no need for you to heavy sell. Be upfront with people, be honest with people, give people value in advance. Give people a way to experience what you have. And then they can say, yeah, I really want to work with your company, or no, I don't. It's not the right time. But guess what? Let's say it's not the right thing for you. Or for you, or for you. But you hear of a friend that wants help in growing their business. You might say, hey, take a look at neurogyms business black program or cloning a business success program. And that's what we want is to get the message in front of a lot of people, help them. And guess what? That's how you build your business. This is part of our lead generation and lead nurturing strategy. So I want to be 100% transparent with you to let you know that as I'm teaching you this, I want to show you what we're doing also. So you go, oh, that's how you do it. It doesn't have to be salesy, it doesn' have to be hard pitching. No, just transparent. Just honesty. Give amazing value in advance. People will want to work with you and they'll want to share your stuff with everybody else. So let's go to number four. Okay? And again, if you just joined us, we're talking about, you know, growing your business. We've talked about reverse engineering your business success. We've talked about your ideal client profile. We've talked a little bit about how to craft your perfect sales message. And in all of these, I'm going to go deeper in the six video training series, which is free to you. Number four is how do you create an irresistible offer? Irresistible, not like a good offer, but how do you create an irresistible offer? So let me again go back to psychology for you, okay? Sales and marketing psychology. How many of you, okay, get offered to buy stuff every day? Every day when you're online or every day in the newspaper? Every day. You know, you see these ads, you see these offers to buy something. How many of you get offered that just type in, yep, I know what you're talking about. And so when you have offers out there that are so so you get a so so reaction. So one of the things we teach all of our clients, how you create something that my friend Lisa Sasevich came up with called the irresistible offer. And the irresistible offer for your product or service is thinking about how do I make what it is that I have to offer somebody irresistible for them to say this, wow, I have to have that, have to try that. I have to take action. And very, very few people think about how do I make my offer irresistible? Irresistible. And so what if you took a little bit of time and you asked, okay, how do I, what can I do with, you know, if I'm selling a Rubik's cube, what if I do? If I'm selling a magnifying glass, what if I do? If I'm selling these brains, what if I do If I'm selling a product or so, how do I make it irresistible? And there are a few components of being irresistible. And one of the things to make it irresistible, okay, is the last part of it is called a risk reversal. So let's say you sold, you know, this or this or anything else your product or service. The first thing you need to do is remove any risk from the buyer's mind. And so if you said, hey, here's what my product or service will do for you and here's all the benefits. And by the way, if it doesn't serve your needs, I'll give you all of your money back, plus you can keep blank. Now you're using a risk reversal to take all of the risk away from the buyer and you put it onto yourself. So that's one technique to create an irresistible offer. But what if you said, hey, you know, when you buy this Rubik's Cube today, I'm going to give you this one, plus I'm going to give you a couple other little games that are valued at double what just this is. So in some cases you can offer some bonuses for people to take action. If you add bonuses plus a risk reversal, a full money back guarantee, that is a couple of the pieces for an irresistible offer. The other thing that, that ties right into, which is number five, is you create some one time offers. So what does that look like? You know, hey, when you buy my Rubik's Cube or when you buy my whatever, I'm also going to throw in this one time offer that's valued at X that you can have today for a dollar or you can have today for free. Now why not do that initially? And here's something that you need to understand. I saw somebody said that doesn't work in the hair business. Yes, it does. I've had plenty of clients in the hair business and the salon business. Let's say you had a one time offer when you were first attracting a client. The most expensive client to attract is the first one. So all of your costs to acquire a customer, whether it's your time, the amount of the cost of the product or the service to deliver, the marketing cost, the ad costs, et cetera, you've already incurred that cost. So when you make somebody a one time offer that has got great value to it and they stay with you and buy your other products or service for a year or two or three or four, and they give you referrals, then that one time offer to get them actually ends up serving you extremely well because you Become a valued customer that continues to do business with them. We have an enormous amount of our clients that not only buy one program from us or product, they buy many and they refer their clients to them because we give them such amazing value. And so when you're in that initial selling, you can create these one time offers in order to get them to buy and stick and use your program. So you can create these products or programs that allows them to enter into your business as a valued customer and then it's your job to take amazing care of them again. I'll show you how to do all this in the free video series I'm offering you. And can you see that when you start to focus on engineering your plan for success and reverse engineer it and identifying your avatar and your ideal client profile and you create a perfect message for their psychology and you create an irresistible offer and one time offers the other piece of this. Exactly what I'm doing today. Okay, so let me share with you what I'm doing today. My team and I sat down, said, how can we deliver great value to our followers on Instagram or on YouTube or on Facebook? We said, well, let's do a little bit of a video for 30 minutes. Let's also take some of our videos that we have in our archives that we teach our clients and let's give it to them. And in giving it to them, we're going to build trust, we're going to build rapport, we're going to build goodwill and maybe they'll want to do business with us. So we created a process for this in front of me. Obviously, I've got my notes, I've got my schedule for this. And from this video we've developed a lead generation system to help people. Then to see if those people want to consider one of our programs if it's right, that is called a lead magnet. Because after I finish this video, guess what? I can start to put this video in different locations, all over the Internet, on my website, on our landing pages, on YouTube, on Instagram, on Facebook, in LinkedIn. And this video is going to live there. And then people in a week or two weeks or a month will get to see this. And hopefully I'm delivering enough value they're going to go, I want more information. And they will get the videos that we're going to give to you and then we can start a dialogue if it's needed and if it's the right thing to do. So every single business creates these lead magnet, these magnets that attract people into Finding out more. Okay, so think about this. When you walk in a shopping center and somebody gives you a taste, okay, of an ice cream or a muffin or a piece of steak or a piece of a vegetable, that is what they're using to start the relationship. Well, every single business that really scales, okay, that grows and scale scales, has got multiple lead generation tools. And whether they're articles, videos, manuals, trainings or whatever it is, or samples of what they have, and when you take those and you place them where your ideal client profile, your avatar is actually looking, that's where you start to have more people coming to take a look at what you have. And every business has got to figure out how. Am I going to prospect? Am I going to get on the phone and call 100 people a day? Am I going to go door knock, Am I going to go to the flea market? Am I going to put an ad in the paper? Am I going to advertise on YouTube or Facebook or. Every business has got to figure this out. But you have to decide not only where to place your information and your offers, but you have to create the lead magnets of what to give people to start the relationship. And here's the beautiful thing, when you understand those six pieces, then you can start to scale by saying, okay, I could do some stuff on Facebook if you like videos, if you don't like videos like I do, this is going to be a nightmare for you. But what if you're a really good writer? What if you're a really good artist, what if you're a really good talker? Then you have to match, okay, what your skills are with how you develop your lead magnets and lead generation systems. If this makes sense on Instagram, just give me a couple loves. If you want the next six videos, okay, that we have for you, YouTube and on Facebook, just click on the link on Instagram, swipe up and it's in the bio. If you want more videos on these, it's a six video series. Go ahead and get it. Does this make sense? Alright, this is just some of the thinking that it doesn't make a difference if you're a beginner in business or you're seasoned veteran. These are some of the things that will help you grow your business. Alright? So every Tuesday morning I do a live session on my Facebook fan page. We're starting to Do More on YouTube and more on Instagram. I hope you enjoyed this. If you want to get the six video series and find out more about how to grow your business, I'LL go deeper into that. Hopefully. You may want to take a look at some of our programs. I hope the answer is yes. If no, that's okay. Maybe your friends will so have an awesome day. Every Tuesday morning at 9:00am Pacific Time, 12:00am New York Time. This is my Achieve Even More live broadcast. Have an awesome day. Thanks so much. Hit the like and Love button and hit the share button if you really like this and we'll see you next week for another awesome session. Bye there. Au revoir. Arrived at. Thanks so much.