From debt overwhelm to financial freedom

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My wife and I were having dinner in our dining room while the news played on the television in the adjacent living room. Although we weren’t paying much attention, one of the teases before a commercial break caught our attention. “Police shoot dog on Eddie Road! Story right after this break.” My wife, Kory, and I looked at each other. We lived on Eddie Road. We were accustomed to police stories being about neighborhoods on the other side of town. Now the police were shooting dogs on our street! It got worse. The news showed video of the house where the shooting occurred—and it was right across the street. Yes, directly across the street from the little yellow house where Kory and I lived with our 2-year-old daughter. The police came by to arrest a guy who had failed to appear in court. The guy sent his dog after the … Continued

If you ran a Harley dealership

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“The swirl” is one of the things we talk about with Harley-Davidson dealers when we are coaching them to improve the profitability of their dealerships. At any given time in a dealership, there are customers considering buying motorcycles, trying on clothes or waiting for their motorcycles to be serviced; service techs working on motorcycles; parts orders arriving via UPS; and a parade of salespeople walking through the showroom. There are a hundred things the dealer would like to pay attention to, and at the end of the day, he’s exhausted. He works hard every day, but he can’t find time for the things that are most important because he is too busy. That’s the swirl. Perhaps you have it in your own business. So many different urgencies crop up that you aren’t able to work on what’s most important. It’s like one of those shooting galleries at the fair. Targets … Continued

Mentally prepared to make a kill

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The mother lion slowly creeps closer to the edge of the prairie where a family of gazelles grazes nearby. The gazelles are always skittish. Ever watchful to protect the herd. Yet as they graze, the lioness creeps closer. The lioness has a pack of cubs in her den. She’s been hunting for hours, ranging from one prairie to the next, looking for something to bring back to feed her cubs. There has been only one opportunity so far today, just after sunrise, and it got away. Now, well past mid-day, here is a second. If she misses this one, her cubs will go hungry another night. The lioness is careful not to spook the gazelles. If they run, she’ll never catch up. As she creeps closer, she stays hidden in the brush at the edge of the prairie. The gazelles are too far away for a full surprise attack. She’ll … Continued

Becoming attractive to customers

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“Don’t I know you from somewhere?” he asked me. “No, I don’t think so.” I was shopping for clothes at the mall. I’d recently gotten a new job, I was 22 years old and I knew few people in town. “Where do you work?” He asked. I answered and asked him where he worked. He told me he owned his own business, and we struck up a conversation. We’d never met, but within a minute or two, Steve and I had a good conversation going. About the time I was ready to return to my shopping, Steve told me that he often looks to work with sharp people in his business and asked if I would be open to new opportunities to make money. Flattered as I was, I said, “Sure,” and we set a date and time to get together. At our meeting, about an hour into his presentation, … Continued

What Gets Ignored Dies

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It was so frustrating. It was like everyone else was from a different planet. There wasn’t a single person who “got it.” My first info-marketing business targeted the association industry. I promoted a product teaching associations how they could recruit and retain more members. For 10 years I attended events where association executives got together. I spoke at many events, and I became known within the community. While some of them wanted to understand, few of them had any idea what direct marketing was all about. I started to get frustrated easily. After what seemed to be the thousandth time explaining long copy versus short copy or writing with a conversational tone versus a corporate institutional voice, I got fed up. I made the ultimate mistake. I didn’t make this mistake once. No, I repeated it over and over again for years. The first time was innocent enough. The association … Continued

Dependably Unpredictable

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McDonald’s is the leading franchise in the world because of its consistency and predictability. You can be on the other side of the country or around the world and when you see the Golden Arches, you know exactly what the food will taste like. There might be an independent restaurant with better food next door, but most people will never know because they’ll choose McDonald’s. McDonald’s is the safe choice. It became that way through consistency, delivering a similar experience every time. McDonald’s spends millions of dollars a year taste testing individual restaurants to ensure the food tastes the same way in California as it does in New York as it does in England. All new suppliers are put through a rigorous process to ensure the products they produce conform to McDonald’s exacting specifications. That food is going to be consistent, something Burger King has never figured out. How do … Continued

Give Less to Increase Sales

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During a Jump Start Coaching Call coaching call, a relatively new info-marketer wanted to know why he wasn’t generating any sales from his website. He asked me to review his site for him. While the opt-in page looked ordinary enough, he had five different training videos on his sales page. He wanted to prove he would over deliver, so he over delivered on the sales page. He gave his customers two hours of training for free before he asked them to buy anything. Trouble is, the old saying is true: Absence does make the heart grow fonder. Too much of something reduces its value. You must have water to survive. But too much water isn’t any better than too little. In fact, it can kill you! Same in relationships. When you are dating someone new, you want to spend time together to form an emotional bond. You must balance that, … Continued

The Best Type of Value to Provide

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I first noticed it in my dad’s tire store. I worked there during summer vacations from high school, changing tires and doing oil changes. There were some guys in the shop who worked hard and got a lot done, and then there were others who smoked cigarettes more than they worked on cars. Because the hard workers were almost always prompt in the mornings and worked hard throughout the day, my dad gave them the most slack on the days they were late or the times they wanted to take their kids to the doctor’s office. The guys who didn’t work as hard got sent home or were trouble if they were just a couple minutes late one morning. I took this lesson to heart and applied it to all of my work. In my first professional job, I quickly decided I’d do the work of three or four people. … Continued

How I Overcome Distractions and Overwhelm

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While my alarm is set for 5 a.m. each morning, I often wake by 4 a.m. Those are the trickiest mornings. As I lie there, trying to get back to sleep, I can make all kinds of side deals with myself. I’ll think, “I’ve been lying here 15 minutes, and now I’ve only got 45 minutes until it’s time to get up. Forty-five minutes isn’t worth falling asleep for; I’ll move my alarm to 5:15 a.m. to give myself a full hour.” Then when 5:15 a.m. comes, I’ll rationalize that because I had trouble sleeping, I may as well get up at 6 a.m. to make sure I’m not too sleepy later in the day. Then when 6 a.m. comes, I’ll talk myself into some other reason to stay in bed. That morning self-talk is a tricky thing. I have found it’s especially tricky when I allow myself to get … 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