Halting Your Own Success

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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

How to Compete Against “Free” to Grow Your Paid Membership

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Although I read two to three books a month, the backlog of books I have yet to get through is huge! Heck, I buy a couple of books each month, clients and friends send me more … Every month that goes by, I get further behind in the list of books I need and desperately want to read. Beyond all those books, I also subscribe to several news feeds. These include articles from my local paper, TechCrunch, Wired, Seth Godin, Florida State University sports, and a dozen others. Then there’s the podcasts: “Wait Wait … Don’t Tell Me,” “Planet Money,” “Serial,” “Entreleadership,” “The Way I Heard It,” “Built to Sell,” “Tim Ferriss,” and others. I’m weeks behind on what I eagerly want to listen to. For entertainment, my Netflix binge list includes “Orange is the New Black,” “The Blacklist,” and “Narcos,” just to get started. On top of all this, … Continued

Why I’ve Given Up Facebook Until After the Election, and What ‘Pokemon Go’ Reveals About Stopping Your Members From Quitting

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I’ve decided to give up on Facebook. I can’t look at it anymore. Does everything have to be a flaming argument about the election? Even my closest friends have become lunatics about their chosen presidential candidate. I’ve long-since learned political discourse on Facebook is a total waste of time. But when I see an ignorant post, it just burns me up inside. I get angry, and I feel a powerful urge to explain to my friends how they’re wrong and I’m correct. “Pokemon Go” is all the rage. I don’t believe I’ve ever heard the phrase “Gotta catch ’em all” so many times as I have lately. The other day, a friend was telling me how stupid it was to play “Pokemon Go.” She said the game was basically all about walking so you could get some badges. Ironically, as she was explaining how stupid it was to walk for … Continued

The simplest way to get customers

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I have a coaching client who is working as hard as anyone I know.  Yet, he isn’t getting the results his hard work deserves.  And, when I suggest changes he’s SO busy keeping up with his current commitments it’s a challenge to implement anything new. In many third world countries children have to walk an hour in the pre-dawn darkness to the village square to fill her family’s pot with water.  Then, she has to walk an hour back home lugging that pot of water.  All that, so their family could start the day with a pot of water.  These people are trapped because they must devote so much time to staying alive that breaking free from poverty is inconceivable to them. You and I get to start the day with water, just by turning on the tap.  We have a two-hour advantage. A tool that allows you to accomplish … Continued

My 3 Most Successful Go-To Strategies for Getting Your Members to Engage and Stop Quitting

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I was disgusted with what I saw in the photograph, even though I knew I was supposed to love it. After all, it was a photo of me with my family. Instead, I cringed each time I walked past it. Although the photo included my beautiful wife, along with the beaming faces of my children I’ve loved since before they were born, all I saw was the huge roll of fat hanging over my belt. And the photo was enlarged and huge, so the fat was right in my face as I walked by. This was 2004; I weighed more than 235 pounds then. Although I’d been able to rationalize what I saw in the mirror, I couldn’t avoid that photograph. One of the lobbyists I had on retainer at the time for the political work I was doing told me how he used to be really heavy. He still … Continued

[Video] Minimum Churn Membership LiveCast

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What if you had a thief break into your home while you were sleeping, creep into your bedroom, take your jewelry and cash, and then leave without getting caught? How upset would you be? Would it disrupt your normal life? How long would you tolerate someone robbing your home every month? Would you set up an alarm system or cameras? Reinforce the doors? Heck, eventually you’d probably even consider hiring someone to stand guard to protect your family and belongings. If you have monthly member churn, there’s a thief in your business, and it’s a thief you’ve grown accustomed to and perhaps even tolerate. Churn is the rate at which you are losing members each month. Churn is stealing your hard-won members. Every member that quits takes away something you worked hard to get, something you celebrated when you got it, something you invested good money to earn, and something … Continued

Stopping the Mass Member Exodus and Replacing It With a Vibrant Tribe of Engaged Members Built With Paper and Ink

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A few weeks ago, my wife and I took our 17-year-old son, Robert William, to visit several colleges. Over the course of four days, Robert took tours of Georgetown, University of Virginia, North Carolina State University, and University of North Carolina. His favorite out of the four is UNC. (This drives his mother crazy, as she’s a graduate of UNC’s rival, NC State.) That said, when I asked, Robert admitted his evaluation of the universities had as much to do with the attractiveness of the female tour guide as the quality of the education. Take a look at the photo I provided below. It’s a real-life printed student newspaper from 2016! And, it’s a printed paper for millennial readers! What’s more surprising is that the paper is written and laid out by other millennials. Why don’t they just post the stories to Snapchat in 10-second video clips?   With my … Continued

Finally Revealed: The Trifecta of Lifelong Member Retention and the Process for Implanting It Into Your Members’ Brains

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How can I keep my members longer?

Your motivation for creating a better onboarding product is to boost lifetime member revenue with upsells, longer retention, and referrals. And I’ll show you how to do all of that within the next 1,800 words or less. While your motivation is for your benefit, as you create your onboarding, it’s critical that your primary focus be on delivering a transformation in your member’s life. Preferably you are delivering the transformation you promised within your sales process. On March 10–11, I traveled to Chicago to meet with GKIC to help revitalize their Gold Membership program. It was a great opportunity for me because I believe so much in the transformational power of the materials they produce for their members. In July, GKIC launched a brand-new membership offer to past members, based on a new product. You’ll want to get this product in your hands so you can study it, as there … Continued

10X Your Walk Away Money

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What if you could increase the value of your business from $15 million to $120 million within a year? Heck, I know a lot of us would gladly take either value! But if you invested 10 years of your life into building a company, it would be a huge life transformation to get the second value, wouldn’t it? Can you imagine that kind of money? It’s a lot closer than you might think, when you Stop Your Members from Quitting. I have several clients with membership businesses in the $5 million to $7 million range in revenue. With a monthly churn rate (the number of dropped members in a month divided by the number of members at the beginning of the month) of 10-15 percent, those businesses are worth three to five times their annual revenue, about $15 million. A nice pay day. But with a member churn rate of … Continued

56% more revenue, without an increase in marketing

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You’ve been told for years to examine when your members drop-out of your continuity program.  Then, right before the month with the highest member drop-out rate, give them a gift, such as food, to encourage them to retain their membership.  The thinking is that this gift will create goodwill and trigger the Law of Reciprocity so the member sticks with you.  Then, I suppose you’ve “gotten them over the hump” the member will stay with you forever. Turns out the box of cookies doesn’t work.  Neither does more stuff. What I’ve found over and over again is that poor retention at any phase of the membership cycle starts when you welcome your new member. Before I reveal what we did, allow my client, Richard Menneg describe the transformation his company experienced when he implemented a new member welcome system in addition to the other changes we implemented: “Working with Robert … Continued