My Formula For Success

Whenever I give a speech, make a presentation or participate in a workshop, entrepreneurs and startup business owners ask me the same key questions: "How can I generate more leads?""How do I close more sales?""What do I need to do to make bigger profits and more money?" And they ask me what my formula for success is. I’m delighted when they ask me the last question, because it provides the answer to the previous three. A. Think BigOver and over I talk to entrepreneurs who are struggling to get the next sale so they can cover current expenses. Or they want to make two more sales per day or per month. Their biggest problem is that they’re thinking too small…. Read more

Riding Out the Storm

Our world is in financial turmoil today. The chickens have all come home to roost. Millions of smart people world-wide became convinced that they could make quick, easy money without contributing or adding value of any kind. Since it is ultimately impossible to get something out of nothing, the house of cards eventually had to come crashing down. In 1977, the Jimmy Carter administration passed the Community Reinvestment Act, designed to harass banks into making unsafe loans in poor neighborhoods populated by people who could not afford to buy a house. Eventually these loans became known in the industry as "Ninja Loans." This meant, "no job, no income, no assets, no money and no credit rating." When Clinton came into… Read more

Neutralizing Your Two Major Fears

The Greatest Obstacle to Success The fear of failure is the single greatest obstacle to success in adult life. Taken to its extreme, we become totally pre-occupied with not making a mistake, with seeking approval for security above all other considerations. The experience of the fear of failure is in the words of "I can’t", "I can’t." We feel it in the front of the body, starting at the solar plexus and moving up to the rapid beating of the heart, rapid breathing and a tight throat. We also experience this fear in the bladder and in the irresistible need to run to the bathroom. The Fear of Rejection Holds You BackThe second major fear that interferes with performance and… Read more

Your Belief Becomes Your Reality

Perhaps the most powerful single factor in your financial success is your beliefs about yourself and money. The Determinant of Your SuccessPerhaps the most powerful single factor in your financial success is your beliefs about yourself and money. We call this the Law of Belief. It says simply this: Whatever you believe, with feeling, becomes your reality. Whatever you intensely believe becomes your reality. That we have a tendency to block out any information coming in to us that is inconsistent with our reality. What Successful People BelieveWhat we’ve discovered is that successful people absolutely believe that they have the ability to succeed. And they will not entertain, think about, or talk about the possibilities that they’ll fail. They do… Read more

Selling to Today’s Customers

What is selling? In its simplest terms, selling is the process of helping a person to conclude that your product or service is of greater value to him than the price you are asking for. How Markets WorkOur market society is based on the principles of freedom and mutual benefit. Each party to a transaction only enters into it when he feels that he will be better off as a result of the transaction than he would be without it. The Three OptionsIn a free market, the customer always has three options with any purchase decision. First, the customer can buy your product or service. Second, the customer can buy the product or service from someone else. Third, the customer… Read more

How to Trigger Great Ideas

A major stimulant to creative thinking is focused questions. There is something about a well-worded question that often penetrates to the heart of the matter and triggers new ideas and insights. Questions Stimulate Creative ThinkingSome of the best questions I’ve found for business problem solving are the following: Clarify Your Desired ResultQuestion #1 "What are we trying to do?" Whenever you become frustrated with slow progress for any reason, step back and ask this again and again, "What are we trying to do?" Analyze Your Current MethodsQuestion #2 "How are we trying to do it?" If you are experiencing resistance, perhaps your method is wrong. Be willing to objectively analyze your approach by asking, "How are we trying to do… Read more

Using Stumbling Blocks as Stepping Stones

Everyone makes mistakes and the busier you are, the more mistakes you will make. The only question is "How well and how effectively do you deal with the inevitable ups and downs of life?" In this newsletter, you learn the difference between a positive and negative worldview. You learn how to benefit from your mistakes and how to remain positive in the face of adversity. Let the Light Shine InThis is achieved through the simple exercise of self-disclosure. For you to truly understand yourself, or to stop being troubled by things that may have happened in your past, you must be able to disclose yourself to at least one person. You have to be able to get those things off… Read more

Take Time Out for Mental Digestion

How to get support for your ideas more easily than ever before. Many years ago a retiring executive gave me an old pamphlet he had carried throughout his career. It was entitled, "Take Time Out for Mental Digestion." He told me that this little pamphlet had been one of the most helpful things he had ever read in his business life. At the time I spoke to him he was the president of a corporation with more than 10,000 employees. The message of this pamphlet was simple. It said that people always resist new ideas and new courses of action, even if the ideas are good for them. However, if they have an opportunity to think about them for a… Read more

The Law of Investing

This is one of the most important of all the laws of money. The Law of Investing – investigate before you invest. This is one of the most important of all the laws of money. You should spend at least as much time studying a particular investment as you do earning the money to put into that particular investment. Check Every DetailNever let yourself be rushed into parting with money. You have worked too hard to earn it and taken too long to accumulate it. Investigate every aspect of the investment well before you make any commitment. Ask for full and complete disclosure of every detail. Demand honest, accurate and adequate information on any investment of any kind. If you… Read more

Building Long-Term Relationships

Building and maintaining long-term selling relationships is the key behavior and skill of the top ten percent of the money earners in sales, in every field, selling every product and service. If you could take everything we know about communications, put it all in a large pot, boil it and distill it down into its critical essence, it is about the importance of relationships in successful selling. The Reason for SuccessMost of your success in life will depend on your ability to get along well with other people, and on the quality of your relationships. Psychologist Sidney Jourard, found that 85 percent of a person’s happiness in life comes from happy interactions with other people. The reverse holds true as… Read more

Follow Brian & Join the Discussion