The 90/10 Rule. A Fabulous Way to Be More Productive

If you want to succeed in business, it’s absolutely vital that you maximize your productivity.

In this short video, I explain a really unusual but supremely effective way to get a lot more done.

I call it The 90/10 Rule.

When you use the 90/10 Rule, you will handle problems at work a lot more efficiently.

You’ll stop focusing on what’s going wrong in your business. You’ll significantly reduce your stress.

And you’ll massively increase your confidence.

I explain how The 90/10 Rule works here:

So give the technique a try today.

It will make a huge difference to how much you achieve.

And to how happy you are.

One of the World’s Greatest Entrepreneurs Just Died. What Can You Learn from Him?

Ross Perot just died.

An amazing man, Perot created not just one multi-billion dollar company, but two.

Think about how hard that is.

Not only that, he ran twice for U.S President as an Independent, a truly radical thing to do in the Nineties.

And amazingly, the first time he ran he got a massive 19% of the votes!

He also was the major financier of Steve Job’s new company when he left Apple in the Eighties and formed Next.

A true legend, a brilliant entrepreneur and well worth us all studying.

To introduce you to how Ross Perot thought about business and life, here are some quotes from Ross that give you a sense of the man:

‘If you see a snake, just kill it – don’t appoint a committee on snakes.’

‘The activist is not the man who says the river is dirty. The activist is the man who cleans up the river.’

‘Eagles don’t flock, you have to find them one at a time.’

‘Spend a lot of time talking to customers face to face. You’d be amazed how many companies don’t listen to their customers.’

‘Inventories can be managed, but people must be led.’

‘Most new jobs won’t come from our biggest employers. They will come from our smallest. We’ve got to do everything we can to make entrepreneurial dreams a reality.’

‘Failures are like skinned knees, painful but superficial.’

‘Life is like a cobweb, not an organization chart.’

‘If you can’t stand a little sacrifice and you can’t stand a trip across the desert with limited water, we’re never going to straighten this country out.’

‘If someone is blessed as I am is not willing to clean out the barn, who will?’

‘Most people give up just when they’re about to achieve success. They quit on the one yard line. They give up at the last minute of the game one foot from a winning touchdown.’

‘You don’t have to be the biggest to beat the biggest.’

RIP Ross.

If You Want More Clients, Be More Emotional.

If you want to win more clients, there are two areas you can work on.

The first is logical.

Logical improvements include changing what you say to potential clients. Changing the order you say it. Changing what your offering is. Or how often you follow up.

These are important changes to experiment with. And I can almost guarantee you that if you intelligently alter how you do these four elements, you will end up winning a lot more clients.

But these are all in the realm of the logical, the practical, the procedural.

But there is a whole other realm that you can explore, when it comes to converting leads into sales.

And that is using emotion.

The truth is, in almost every industry companies are chosen not just based on what they offer in a practical sense, but by what the potential client feels when they talk with the company representative. (You).

Do they feel that you are a decent person, someone kind, somebody ethical?

Do they feel that you genuinely care about their situation.? That you are not just going through the motions?

Do they feel like they would enjoy doing business with you?

These more subtle, more emotional aspects of the sales process are not only as important as your logical arguments, they are usually much more so.

In a world where there are usually tens of companies that could deliver a good job, trying to win through logic is often a weak strategy. You are still just one of many similar alternatives.

In the end, people buy from people. They are either attracted or repelled by you at the heart level.

So I urge you to review how you come across in that dimension, rather than being stuck in the logical and mundane.

Change how much you feel for them. How much you care.

Elevate your heart and you will elevate your income.

A Mysterious Way To Increase Your Business Success

As a mentor to business leaders, I often ask myself this question:

Why do some intelligent people fail at business?

I regularly see smart people who work hard and do many of the right things, yet sometimes they still do not have much success with their companies.

Why is that?

Well sometimes I think it’s because they don’t do enough sales and marketing. And sometimes they have personalities that just rub potential customers up the wrong way.

But at other times I think it’s something far more mysterious.

I think they fail to succeed at an ultra-high level because they lack intense desire.

In my opinion, intense desire is a more hidden but crucial component of success in business.

When you really desire something, you think about it all the time. You constantly try things. You are always conceiving ways to bring yourself closer to your desired goal.

You take more risks. You reach out to more people. You persist longer. You work harder. You notice more things that could help your business.

And as a result of all these little differences, you experience more luck. More things go your way.

Now some people may think that desire is relatively unimportant in business- that if you just do the right things for long enough then you’ll eventually achieve a great result.

And while I think that is true to a certain level, above that are people who succeed with extraordinary speed and enjoy incredible luck as they do it.

I strongly believe the difference is often the intensity of desire they have deep inside of them.

Why not put this concept to the test in the next 4 weeks?

Ramp up the desire in your heart to be extraordinary at business. Really light the fire.

Then observe how your business has changed in a month.

If you do this experiment with full commitment, I think you’ll experience some examples of unusual luck and success.

Intense desire could well be the missing ingredient to you achieving your goals.

Are You A World Class Entrepreneur? Take This 2 Minute Test.

I’ve coached well over 1000 CEO’s and entrepreneurs.

And I think the great ones share similar characteristics.

In case it helps you, I’ve listed what I think are the key character traits of great business people below.

To see how excellent you are at business, simply give yourself a mark out of 10 for each of these.

In just two minutes you’ll know how good you are and specifically what you need to improve.

So, here we go…

In my view, great business people:

  1. Are extremely clear on their quarterly and annual business goals.
  2. Are decisive – they make most decisions relatively quickly and stick with them.
  3. Plan their work days carefully and stick to that plan.
  4. Give out positive energy to those around them.
  5. Keep trying when others give up.
  6. Focus on new sales constantly.
  7. Have intense desire to reach their business goals.
  8. Are hungry to learn new business skills.
  9. Watch their finances closely.
  10. Lead their employees strongly- insisting on high standards.

How did you go?

What areas are you strong at? Which areas need more focus from you in the coming months?

After mentoring CEO’s and entrepreneurs for a decade, what I know for sure is this.

Most great business people are made, they are not born that way.

As Brian Tracy says, “All business skills are learnable.”

So make a note of what areas you need to improve, to become a world class business leader.

And get to work.

A Totally New Way To Achieve Your Most Important Tasks

As you know, I mentor entrepreneurs and CEO’s on how they can achieve more.

As part of that, I do a lot of research and experiments on myself, to see what really works when it comes to elite business performance.

Well recently I invented a way to work that I’ve found really helpful, so I thought I’d share it with you, in case it helps you too.

I call the method ‘Search For Uncomfortable’.

It’s simple to say, hard to do, but if you do it right, it can revolutionize how much you achieve in your business.

It works like this:

Every day you make a list of all the work tasks that make you feel uncomfortable. That you are nervous about doing. That will be a real stretch to perform, or that you just don’t want to do.

Then you do those tasks.

I’ve found it’s an incredibly effective way to send your work results through the roof. Because most of the tasks that make you feel uncomfortable doing are the ones your company really needs to get done.

Like sales outreach. Or marketing. Or having a tough talk with a team member. Or learning a new work skill, or to use some software you know nothing about.

The kind of tasks you’re always putting off. The tasks you avoid even thinking about.

These uncomfortable actions are gold for your company’s growth. They take you far higher than just doing what’s easy, or usual in your industry.

These are usually the ones that all your competitors don’t want to do either. So if you can bring yourself to do them, you often rocket past your competition.

The breakthrough for me was to actively seek these type of tasks out. To move towards them all day long.To focus on my entire day on doing them.

I put a little Post It note on my desk that says  ‘Search for uncomfortable’, so I’m constantly reminded of the principle through the day.

I’m not saying it’s pleasant. But it has really lifted my results.

And paradoxically, the more I focus on these uncomfortable tasks, the better I feel inside.

So try searching for uncomfortable. And prioritizing it daily.

I think that focusing on doing the uncomfortable consistently will virtually ensure you have a great future.

As my wife’s mother so wisely says,“Hard now, easy later. Easy now, hard later.”

How Your Energy Affects Your Business Success

When it comes to winning clients, everyone talks about the same things.

Have a great product. Market well. Be price competitive. Go the extra mile.

That kind of stuff.

But there’s another major element that is at least as important to succeed in business.

Yet virtually nobody talks about it.

It’s the quality of your energy.

By that I mean, how do people feel around you? Are you a neutral or down force, or do you uplift people within your environment with your positivity, passion and interest?

We all know that business is hyper competitive. It’s hard to get any material advantage over your competitors at all – and even those you manage to obtain are usually copied and nullified within months.

There’s always someone who can do it cheaper . And many times better and cheaper.

So in a business environment like this, how can we win?

By exuding a better energy. By making people feel fabulous in your presence. By emanating a sense of possibility.

By being upbeat and light, even as you discuss issues that are heavy.

By being somebody people feel really good around.

We are kidding ourselves if we think business is done purely on the rational level. Numerous times I have seen multi million dollar decisions made based on how a CEO ‘feels’ about a person or company.

Whether they’d enjoy spending their days working with them.

If your company is not doing as well as it could be, take a moment to consider what kind of energy you are giving out.

A better quality energy changes everything.

A 100% Guaranteed Way To Get More Clients This Year

Every day we get inundated with Facebook ads shouting about new high tech software and marketing funnels that will supposedly win us more clients.

Some of the software are incredibly complex, and would take hours every month just to operate.

Others are overpriced.

And some are excellent.

But the truth is, none of them are actually needed.

You do not need elaborate CRM systems, apps and software to make a lot more money.

You only need to do three things.

  1. Reach out to lots of companies that could be helped by your product or service.
  2. Explain what you do intelligently and sincerely.
  3. Stay in touch with them, by educating them and not being irritating.

Is that really all you have to do to get lots of clients this year?

Yes, that’s all you have to do.

Now there are many ways to do those three things better, which can massively increase how much revenue you bring in. And I help business owners all over the world do exactly that. ( If you’d like me to help you grow your business, just email me back).

But if all you did was these three things, your business would grow enormously.

Business isn’t rocket science. 

Even if all those software companies try to make it sound like it is.

But we now come to an amazing fact. 

Even though those three steps are all a business owner has to do to make loads more money, virtually nobody does it!

Sure, many CEO’s do one of those. Some do two of them. But very, very few do all three.

And so they struggle to grow their company.

So the next time you see one of those ads trying to convince you that their CRM, app, or software is the Next Big Thing, don’t fall for it. 

Just keep coming back to doing those three things.

Daily.

And well.

Forget Growing Your Company. You Should Shrink It

As CEO’s and entrepreneurs, we are all obsessed with growing.

And that’s the right mindset to have.

But every quarter, it really pays to focus on shrinking.

By that I mean looking at ways that you can tighten things financially in your company.

Review all that you are spending on in your company, and get rid of what’s not vital.

Then see if there are cheaper versions of what you need, that are still good.

Cancel apps and software you are not really using.

Consider replacing full time staff with virtual ones.

Contemplate sacking the virtual ones and getting another virtual one who’s better.

Ruthlessly unsubscribe form email lists that just promote and don’t give you value.

Get a cheaper accountant.

Cancel any advertising where you can detect a tangible financial return.

In every way, tighten things up. Reduce the bloat. Eliminate softness in your company.

Then get back to expansion thinking.

My Radical Method To Grow My $500 Million Company

Here’s a true story about how I grew a $500 million dollar company in just 8 years.

I had recently left an ad agency I owned half of, after having disagreements with my business partner.

Suddenly I had nothing to do, and no idea about what my next business would be.

So I did something pretty radical.

I hired two full time executive assistants.

Each day they would sit in another room in my new office and each day I would have to think of things for them to do!

There were plenty of days where I literally had no work to give them and had to conjure up tasks.

But most days, it worked brilliantly. Because they would do every little thing that new company owners usually waste time doing themselves.

Like getting coffee. Buying stationery. Researching business ideas. Handling admin. Arranging travel. Organizing multiple people for meetings. Etc.

As a result, I was freed up to think. To invent. To make something big happen.

After about 6 months of this, I came up with a new idea for a new style of communications group, raised $5 million and we built the 15th largest marketing services group in the world.

If I hadn’t have been free to think, it may never have happened.

Are you free to think?

Or are you bogged down by the minutiae of running a business?

If you are, you need to do something about it. The opportunity cost of not being free to create and generate income is just too much.

Remember, if you don’t have an assistant, you are one.

And you are probably doing two jobs badly: running a company and being a secretary.

You can start with a part time assistant, and then grow to having a full time one. Then two.

When Michael Ovitz was at Disney he had six.

(That’s someone who thinks big.)

Try it. As long as you use your freed up time to do valuable, company growing things, it will be one of the best decisions you ever make.

It certainly was for me.