A strange Bill Gates story. (That can help you grow your business)

The following is a true story.

30 years ago, when Microsoft was a small, fast-growing company, Bill Gates was on a mission.

He was totally dedicated to building Microsoft into a truly great company.

One day he was driving a young journalist, Michael Moritz, to the airport.

Moritz looked at the car’s dashboard and saw that the radio was completely missing. There was just a hole there.

“Hey Bill, did somebody steal your radio?” asked Moritz.

“No, I had it taken out myself.” replied Gates.

“Why would you do that?”

“Well, I realized that if I had the radio there, I would be tempted to turn it on and start listening to music. And that would mean I’d stop thinking about Microsoft. So I removed it.”

Amazing. Extreme. Some may say ridiculous.

But is it any wonder that with a focus like that, Bill Gates eventually became the richest person in the world?

Now don’t get me wrong. I’m not suggesting you rip your car radio out.

But merely to ask yourself this question:

“Am I thinking about my company intensely enough?”

You see, you can be very good at what you do, and you can have a good product to sell, and still not do very well in business.

If you don’t give it everything you’ve got- if you are half-hearted, or even three quarter hearted about it.

A fiery, highly motivated, intense focus is also needed.

Thinking incessantly and obsessively about how to improve your company (and your own performance in it).

Maybe you could improve in this area.

It’s worth considering.

And by the way, that young journalist, Michael Moritz? He was pretty focused too.

He’s now a billionaire and one of the world’s greatest venture capitalists.

How did he become so successful in selecting young companies to invest in?

Well, he learned from that day in the car with Bill Gates.

One of his main criteria for picking companies to invest in is whether the founder is obsessively focused on their company.

If you want to have a magnificent 2021, you must do this now.

A great future doesn’t just happen.

You have to design it.

And to have an extraordinary 2021 you must carefully think about what you did poorly this year…. to make sure it doesn’t happen again.

Here are 3 important questions to help you evaluate your performance.

Did you have an organized, consistent lead generation system?

You can’t grow a big business by chance.

And you can’t rely purely on word of mouth to get new clients if you want to build serious wealth.

You must have a simple but effective way to bring in inquiries each and every week. Leads should come in like clockwork.

If they only come in occasionally, I can guarantee this will continue to be a major source of stress for you.

Did you have a world-class sales system to convert the leads into sales?

I’m not talking about being a good presenter- every second person is that.

I’m talking about having a methodical way of convincing people who have shown interest in your product to commit to giving you their money.

Think about this: If you just increased the percentage of inquiries you converted into sales by 20%, you would dramatically increase the size of your net profit.

Did you get most of your customers this year to come back and buy from you again?

Lots of entrepreneurs can get people to buy from them once. It takes real skill to get them to buy from you again and again and again.
Yet that is the difference between having a mildly profitable company and one making you a fortune. For most companies, the real wealth is in repeat purchases.

Okay, so how did you perform in these 3 areas in 2020? 
Take a moment now to give yourself a mark for each, out of 10.

If you’re not happy with your score, it’s important to take action now to fix it.
If you don’t, next year could easily be a repeat of this year. Or much worse.

If you’d like help getting all these 3 of these areas going well, I may be able to assist.
I coach business owners of all sizes and types to systematically and dramatically increase their revenue. Put another way, I make entrepreneurs richer.

If you own a business and would like to make a lot more money in 2021, you can book a call with me here.
Jump on the call and tell me what your main business issues are and I’ll show you how to solve them. Fast.
I have helped so many company owners like you make large amounts of money, I am highly confident I can do the same for you.
You can book a coaching inquiry call with me here.

Your Future Self

Today I’d like to talk about a concept developed by a great Canadian business coach, Dan Sullivan.

It’s called the Future Based Self.

The essence of it is as follows:

We all have three selves, and our success in life depends on which one we live in most of the time.

The first is The Past Based Self.

We all know people like this. They live most of their lives thinking about their past.

Reminiscing about it if it was good. Filled with regret, anger, and remorse if it was bad.

Their ability to progress is severely hampered by not being in a forward-thinking, positive, creative state.

Then there’s the Present Based Self.

These people can be quite efficient, as they act in the present, and do what needs to be done now.

But they usually get bogged down by short-term problems and busywork, forgetting to look ahead.

They also have a vision of themselves centered on their present capabilities – who they are now, rather than what they could be.

Finally, there is the Future Based Self.

This person has created a vision of themselves (and their company) that is usually 3 years or so ahead of where they are now.

As a result, they are always growing, learning, and evolving in order to make that vision a reality.

They are constantly in the process of becoming more. Focusing on bridging the gap between their current achievements and their potential.

So, which self do you live in most of the time?

Once we make the conscious choice to live in our Future Based Self, our actions in the present tend to change.

We not only get clear about where we are going, we start behaving like that higher-level person we want to become.

Those superior actions, over time, give us much better results.

I think you’ll agree, the Future Based Self is not just an interesting concept, it’s a life-changing one.

But the ideal, of course, would be to grow into your Future Based Self, while still enjoying and appreciating the wonders of present-day life.

Loving life as it is while moving up to ever higher levels.

I’m not saying it’s easy.

But it’s certainly a state worth striving for.

How to finish the year strongly

Okay, this is the situation.

You have 5 weeks until the end of the year.

There are two ways you can handle this.

  1. Cruise until December 31- basically, run your business on autopilot and wait for the party season.
  2. Go super hard, get some real wins, make a lot more money and consequently feel fantastic about your business and your life on at the end of the year.

You know which one you should do, so let’s do it.

As a high-performance coach for entrepreneurs and CEO’s, below are some of the things I’ll be working with my clients on in the next few weeks. I think you should work on them as well.

Step One. Re-contact old leads.
Who did you have good conversations with this year, but they just dropped off the hook or said that the time was not yet right to work with you?

Maybe now it is. Give them all a call or an email. There’s a good chance at least some of them will buy from you.

Step Two. Create an easy new offer.
What could you offer to potential clients that would be easy to deliver and easy for them to say Yes to? It could be a new service, a low-cost trial of your product, or a discount on what you currently offer.

Spend no more than 20 minutes brainstorming and immediately reach out to your lead base with the offer. You’ll be pleasantly surprised by what will happen.

Step Three. Reach out to every client you have.
First, say hi and schmooze them a bit. Then ask if they need more of what you’ve already been doing for them. Then let them know about other stuff your company does that they may not know about – it’s amazing how many clients are unaware of a company’s full range of services.

Remember, your best source of quick revenue is people you’ve already worked with, so make sure that you ask every one of them to buy something.

Step Four. Find a company that can sell your service to their customers.
There are numerous companies in different industries to yours that already work with your ideal clients. And have strong relationships with them.

Ring the CEO’s of these companies and cut a deal with them. For every client they refer to you, they get X percent of what you make. 

I know companies that make almost all of their revenue through such partnerships. If you aren’t at least exploring this as a growth strategy you’re leaving money on the table.

Okay, that’s enough. You don’t need more than these four to start with.

Take action now, I mean right now, and start bringing some real money in.

These next 5 weeks will go super quickly, so don’t miss this beautiful opportunity to end the year on a high.

You can do it. Make it happen.

The world’s easiest way to grow your business

Business in a Covid world is hard.

But growing it can be easier than you think.

When I’m mentoring entrepreneurs and CEO’s, I have a whole toolbox of methods and strategies I use to help them bring in more clients and revenue.

Some of my growth techniques take a while to make a difference.

But others can impact your business exceedingly quickly.

Today I want to talk about one of my quickest and easiest business growth methods.

Ready for it?

Here it is.

Do more of what’s already working.

People are always looking for something new to try, but in my experience, you usually can grow a business faster by increasing how much you do a thing that has already proved to work well.

If running Facebook ads is profitable, increase your budget.

If you emailed an offer to your list and it worked, send another version of that same email.

If you hired a salesperson and they are growing your business, hire another one.

If you gave a speech and got a client from it, organize another speech.

If getting up 15 minutes earlier made you more productive, get up even earlier.

If introducing a new service increased your income, then create one more new service.

Do more of what works.

It’s quick.

It’s comparatively easy, versus trying something completely new.

And it has a high chance of succeeding.

Getting sharp again after the Covid lockdown

Far too many business owners have been running at half speed during the Covid 19 lockdown.

It’s very understandable of course.

The whole event was so left field, so unexpected, that so many entrepreneurs felt quite powerless during it.

But now that most countries are slowly moving out of full lockdown mode, it is absolutely vital that you play the next few months at full speed.

If you act fast and play hard, you should be able to grow your company during this next recovery period.

Here are my suggested immediate steps:

1. Psych up your team and your suppliers.

Let them know that now is the time to raise their standards and start working with intense velocity. Companies that perform well in the next 90 days can take major business from competitors that are slow to gear up. The fast will eat the slow in the next 3 months.

Push the people around you, cajole them, inspire them, wake them up and let them know that you are back and intend to play with full velocity.

2. Unleash a communication tornado on your current clients and old leads.

Tell them often what you’ve got planned for the rest of this year, how you can help them and why they need to act now if they want to get back to Excellent.

The companies that communicate most with their email list, community, customers and prospects are much more likely to get on the shortlist for any imminent business opportunities.

3. Create a series of 30 day task sprints.

Think of 3 things you can do that will really advance your company, but don’t give yourself more than 30 days to get them done. Right now in this chaotic environment there’s no time to do everything perfectly- just try stuff, get stuff out, then observe if it’s working and only then finesse it. ‘Lightning Action’ should be your mantra right now.

4. Expect things to be messy and be fine with that.

Don’t moan about what’s still wrong about the post lock down world. Look for what’s great about it and take advantage of it. We have many more months of uncertainty, reduced lockdown and tension in the community. So be it. Your mission is not to complain about your current circumstance, it is to perform superbly in spite of them.

See yourself as like a great General or warrior- able to stay cool and highly effective in environments that would overwhelm many others.

Finally, remember that there is a very fine line between stress and excitement. Make the choice to see this time as exciting, and act with positive energy. The wildest winds are often the most fun.

The great opportunity of the Coronavirus

I’m sure you’re sick of hearing all the bad news about the Coronavirus.

So let’s reverse things.

What about the advantages of this pandemic?

Well if you play this right, you can totally transform your business during the quarantine period.

How?

By making sure you use the extra time working at home to get better at what you do.

Study new business development. Study sales technique.

Improve your time management skills.

Learn how to read a balance sheet better.

Learn leadership, or how to be an awesome manager.

Get better at pricing your services.

Get up to date on new digital channels and how best to utilize them.

In short, use this priceless time at home, when you have more freedom and often more time, to become a better You.

If you’re a company owner, the very best use of your time is to develop a better new business development system, as that will improve your future more than anything else.

Imagine this. By the time we all go back to normal life, you have built a highly effective, efficient and lucrative client attraction system. One that you can roll out powerfully and immediately.

If you did that, then later when you talked with others about the impact Coronavirus had on the world, you could honestly say, “Coronavirus was the best thing that ever happened to my business. I used the time to take myself and the company to a totally different level.”

Wouldn’t that be great?

Don’t waste this virus.

Use it to become a better You.

A POWERFUL WAY TO THINK DURING THE CORONAVIRUS

We’ve all been under huge pressure over the last few weeks.

And many business leaders have become depressed.

It’s understandable. Revenue has collapsed for most companies, and many clients have stopped spending.

If you are feeling down and disempowered, then today I’d like to show you a different way of thinking that is enormously helpful in turbulent times.

It’s a mental technique that almost instantly improves your business, lifts your mood, and gets you feeling like you’re back in control again.

Here it is:

Stop focusing on your company’s results (which are probably bad right now) and start focusing on your own personal performance each day.

Literally change the game, so that the primary thing you think about all day is whether YOU are performing well, not just your business.

Here’s how you do it:

Define what being excellent as a company leader looks like. What are the behaviors of a CEO who is superb? Write them down on paper.

Attempt to be like that person all day long. Keep coming back to that list through the day and do your best to exhibit the character traits of somebody who is a truly world class business person.

Evaluate yourself at the end of the day. How well did you be that person? Where were you strong and where were you weak? Which areas do you need to work on tomorrow?

At night frequently see yourself as already being that person. The mind is a mysteriously powerful thing. The more you act as if you have certain personal traits the more you develop them.

What’s great about this mental technique is that it improves your performance at work very quickly. Easily within an hour.

It also is a game you can win every day- you don’t need anyone else’s help, you don’t need someone to find a cure for the Coronavirus. You just need to be excellent, as you have defined it.

Make this your primary aim each day and you’ll start to feel amazing, and your business will rise to a whole new level.

Use this amazing technique from the Navy Seals to stay strong

Obviously things are pretty tough for us all during this Coronavirus situation.

So today I want to give you a technique used by the Navy Seals to help keep you fighting strong.

It’s a very subtle technique, and even people who have studied how the Seals teams work may not have picked up the importance of it.

Here is their brilliant technique:

The Navy Seals have an entirely different way of thinking about hardship.

They pride themselves on being tougher than any hardship. It’s literally conditioned into their minds to not only be ambivalent about their discomfort, but to actually take pride in it.

This highly unusual attitude is summed up perfectly in the Navy Seals motto:

‘The only easy day was yesterday’.

Think about that motto for a moment.

Of all the mottos that this elite fighting unit could have chosen, they picked one that was totally centered around their ability to handle hardship easily.

That motto basically says:

‘Tough times? Bring it on! Let’s make tomorrow even harder! I don’t care. I am so freakin tough it doesn’t phase me. I fully expect the days coming up to be even harder and I’m totally fine with it! In fact I’ll excel in it!’

Can you see how unusual that is as a way of thinking?

Can you also see how powerful it would be if you adopted the same mindset when it comes to your business, and your life, during this Coronavirus pandemic?

Look, these hard times aren’t going to stop any time soon.

So you have two choices:

You can complain and get depressed about it all.

Or you can start thinking like a Navy Seal, and say “Bring it on! I’m 100 times mentally tougher than this or any other disaster!”

This is a very, very effective way to think, and I urge you to adapt it immediately.

The big mistake you are probably making

Every week I mentor numerous entrepreneurs and business leaders, of all different types.

But they are almost all guilty of making a serious mistake when it comes to how they grow their company.

I wouldn’t mind betting you are making the same mistake.

What is this error that so many make?

Not following up on sales leads.

The guy you met 4 months ago that seemed interested in what your company offered.

That girl at a party who said she knew someone who needed your services.

That lead that just went dark…and then you gave up on it.

That meeting that went so well… and then the opportunity seemed to evaporate.

These are all opportunities to bring in revenue, but so many of us forget about them and just chase the latest hot enquiry or opportunity.

Don’t do this.

If they haven’t said a clear NO to you, stay in touch, keep following up. Continue to offer them value.

Send them case studies, or educate them on what’s happening in your industry. Or make more offers to them. Or just re- connect and ask how they’re doing.

These leads are not dead. They are very much alive, and waiting for you to resuscitate them.

Right now there are at least 3 people you have not followed up with lately, who would give you money if you did.

Go get ‘em.