In today’s economic climate, in fact in any economic climate, people are very cautious about dealing with strangers. That means no matter how great your product or service is, you have to overcome 3 major hurdles.

1. You have to find the right target market.

2. You have to convince the potential purchaser that your product or service will give them the results that they really want to buy.

3. You have to convince them that you or your company will deliver as you promise. In other words, you have to develop a certain degree of trust with them.

To some extent, you may overcome these hurdles with a money-back guarantee, testimonial, or a free-trial offer. However, you’ll do far, far better if you . . . Read the rest of this entry »

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Today I was playing outside with my 5 year old daughter, and she wanted to get the frisbee out of the garage.  After looking for it for a minutes, I told her that I couldn’t find it and that we’ll do it at another time.

She looked at me and said, you can’t stop looking for it just because you can’t find it.  You have to keep looking for it as long as it takes until you do find it, right?

Now what can you say to that?

She was absolutely right.  She was determined to find the frisbee.

Now isn’t that a great lesson from a 5 year old or what?

How often in life and in business do you stop because there’s an obstacle in the way, and what’s more important, is what kind of a message do you send to your children when you do that?

This is something to think about it and more importantly develop into a habit.  If you begin a task, complete it.  Persistence is one of the keys to success in life.  And wouldn’t it be great if kids were taught that early on from their parents.  Just think how much easier life would be for them, and how much more doors would open.

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When you set your mind on a specific target, the Universe truly does conspire to help you.  I’ve had this happen so many times in every area of my life.

When I start thinking about the things I would like to attract (and I’m using the word ATTRACT deliberately), it’s as if people and situations start appearing in front of you to pave the way to your objective.

A lot of the things are happening in my business right now and have been for some time, because of some unthinkable circumstances.  Like, I would meet someone (out of the blue) and this person would introduce me to someone that I was looking to meet.

Or I would get a phone call (again out of the blue) and the person was looking specifically for my product, but what’s more interesting is that they would open doors for me in something that I was looking for.

Currently my wife and I are looking for a new house.  I have a specific picture in mind and an area that I’m looking at.  And I don’t like wasting too much time driving around with an agent, I like to find homes I’m looking for on the internet and then contact someone to show us the house.

Yesterday I was getting a haircut, Read the rest of this entry »

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I’d like to share with you another powerful business attraction concept.

When I first started in the financial services business 13 years ago, being at very young age for that kind of a business, I was happy that anyone would see me.

I wasn’t focusing on trying to get some big accounts. If someone simply opened an account with me, and invested $25 a month, I was excited.

Of course as time went on, I moved on to bigger accounts. But the habit of providing good service regardless whether the person had invested a lot of money or little stayed with me.

Over the years, a lot of the people who originally started with small amounts with me, invested a very significant amounts of money.

As a matter of fact in all of my career, some of the best and biggest customers came from these small initial accounts.

Very recently Read the rest of this entry »

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The best form of advertising is by word of mouth.  Nothing can replace a happy client or customer speaking highly of you and recommending you.

In direct sales it’s fairly simple to just ask for referrals.  You still have to earn them though, but if you professionally ask, and expect to get them you will.  Plant that seed early on in your presentation.

But in direct marketing, and online marketing, it’s a bit different.  However, you can still ask, and in return give them something of value.  Provide a valuable resource in exchange for 2 or 3 leads that they can refer you to.

This is a great strategy, because again, nothing beats a happy customer vouching for you on your behalf to someone they know.

You’re basically borrowing credibility of that person.

To attract more business success, keep this principle in mind.  So many businesses miss this, but ask yourself, how can I get referrals and what value will I provide in return for this?

When you pose a question, your subconscious mind goes to work to bring you the answer.

In my financial services business, for 10 years I never advertised, and completely built my book of business through referrals.

I believe that when you treat people with the utmost respect, and provide the best that you possibly can for them, they reciprocate and treat you the same, helping you as well.

Keep this in mind, as you’re building your business.

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The most important skill to develop in communicating with people is listening.

Understanding human nature is critical is selling and marketing of any product or service, whether you do it face to face or not.

People are primarily interested in themselves.  People like to be heard and made feel important.

The worst salespeople on the planet are the ones that do all the talking and never stop to listen to what their prospect says.

In my personal selling career, I’ve made a habit of when I first sit down with someone to talk about my services, I simply ask them questions, then sit back and listen.

If you listen closely enough, people will tell you EXACTLY what motivates them and what you need to do to sell them.

Asking key questions will help you Read the rest of this entry »

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Our attitude towards money has big effect on how much money we attract. In the years that I’ve spent in the financial services industry, I’ve sat down with more than a thousand people, one on one.

I would normally begin to talk about what’s important to them and what goals and dreams they have so we can develop a plan to accomplish them. And often when asking questions about their dreams and what they would like to have, I would hear remarks such as: Read the rest of this entry »

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