How You Can Double Your Membership in 2016

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When you are pushing hard to sell new members into your continuity membership program, there’s going to be some natural churn. Some members are going to jump in without any intention of retaining their membership. Other members will require more time and attention than they are worth. However, most membership programs are making mistakes that increase churn over their natural churn rate. This unnecessary churn costs a fortune. Over the last year, many membership marketers have taken me up on my offer to have Denise McKinlay on my team produce membership reports for their program. Denise is an Infusionsoft Certified Consultant and has been producing membership reports since I first started using Infusionsoft in 2005. From pulling and reviewing all of these membership reports over the last year, two big lessons have emerged. First, in many cases, Denise has been able to discover anywhere from $1,500.00 to $8,500.00 in uncollected … Continued

My sincere appreciation

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By definition, success must involve other people. Even for the most individual of achievements, success requires the cooperation of and assistance from a lot of people. Over the year, I’ve been blessed with an outpouring of support and well wishes from hundreds of members. Thank you. I appreciate your support and interest. Your success is my #1 goal. It’s the entire reason I created the Information Marketing Association. Back in 2006, Dan Kennedy, Bill Glazer and I observed people who were building their businesses recklessly. They had terrific marketing skills. However, they didn’t know how to run a business. Too often, even though they were excellent at marketing, their businesses faltered. Some went away entirely, and others just suffered in silence. We created the IMA to provide the business-building resources info-marketers needed to build long-term, sustainable businesses. While I’ve been proud of the resources the IMA offers, there hasn’t been … Continued

A 10 Times Price Jump!

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Happy holidays! I hope you are enjoying the season with family and friends this year. I’m not taking time off to celebrate until this evening so I want to share an interesting story with you. I was talking with one of the speakers at the GKIC Info-Summit before his big presentation. It was the first time he’d had an opportunity to speak on a stage, teach his materials and offer a product to an audience. He told me, “Robert, the product I’m offering here is the product I created from the teleseminar series I learned how to do from your Official Get Rich Guide to Information Marketing book. I sold the original series for $99.00 to generate some sales and get feedback while I created the product. Now I’m on stage and have the opportunity to offer it for $997.00.” And you know what? I followed up after his presentation, … Continued

Generating New Members When Changing to a Different Market Isn’t a Viable Option

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Here’s an excerpt from The Gary Halbert Letter, where Gary tells a story that’s become famous within the direct marketing world. Enjoy: “As you may or may not know, every once in a while I give a class on copywriting and/or selling by mail. During these classes, one of the questions I like to ask my students is: ‘If you and I both owned a hamburger stand and we were in a contest to see who could sell the most hamburgers, what advantages would you most like to have on your side to help you win?’ “The answers vary. Some of the students say they would like to have the advantage of having superior meat from which to make their burgers. Others say they want sesame seed buns. Others mention location. Someone usually wants to be able to offer the lowest prices. And so on. “Whatever. In any case, after … Continued

Make 2016 Fastest Growing Year Ever

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The constant struggle to produce marketing campaigns and to fulfill the promises you have made to customers makes it difficult to spend much time planning. But the only true shortcut to success is planning. Once you have completed your planning, you’ll be better able to stay on task, monitor your results and implement new ideas that may come up during the year. Without a planning calendar, it’s easy to get distracted by a great new idea or a sudden emergency and forget about your real priorities. Planning doesn’t have to be a long, ugly process. Instead, here is a four-hour planning success template. Use a wall calendar so it’s easy to see the entire year at a glance. In one afternoon, you can create your operations plan for 2015. Set aside just four hours to work through this easy step-by-step process, and you’ll have the shortcut to success for 2016. … Continued

Failing Before You Begin

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“If I wear that shirt, some kids may make fun of me.” But then he answered himself by saying, “They may or may not. There’s nothing we can do about what they choose to do; we can only control ourselves.” My son, Robert William, is a junior in high school and he’s participating in student government. Everyone in student government has to dress up once a week; for boys, that means wearing a shirt and tie to school. In a sea of sweat pants, shorts and T-shirts, someone in a shirt and tie really stands out. During our monthly shopping trip for new clothes that fit a growing young man, a pink shirt caught my son’s eye. His first thought was, “Oh, the girls will really like that.” I confirmed Robert’s thinking, but then he became concerned about what other boys might say about it. We bought the shirt. It’s … Continued

High-Performance Business Insights From Harley-Davidson® Dealerships

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For 11 years, I’ve had the honor of consulting with Florida’s Harley-Davidson® dealers. I’ve conducted ambitious cooperative marketing programs together with training for all departments of motorcycle dealerships (sales, parts, service, accessories and general management.) While it may appear from the outside that the Harley-Davidson® brand is as strong as ever, if you’ve been following the stock price of the Harley-Davidson® Motor Company, you know that it’s down 30 percent from last summer. The dealers I work with in the great state of Florida are among the highest performing in the country. But, even within our Florida dealerships, there are some that aren’t performing well. Would you like to know the difference? I’ll tell you. High-performance dealerships hold their people to high standards. While the best dealerships are not perfect, they hold their people accountable for performance standards. There’s an expected level of productivity for managers, parts counter guys, service … Continued

Was I ripping him off?


He told me I was a thief—after a coaching call no less. Tom said that based on his first coaching call, he had figured out how I was trying to rip him off. To him, I was a fraud. I took it personally. It bothered me for weeks, and it cost me a lot of money before I figured out what was happening. Most of my coaching calls are with advanced info-marketers, working with them to establish business systems or reviewing financial statements for opportunities to increase the amount of profit they get to keep from the revenue they generate. But I also have a fair number of calls with beginning info-marketers. I feel like it’s my duty to give back. Even though there are books and products on info-marketing that didn’t exist when I was trying to figure out this business, I see it as a duty to accept … Continued