Category Archives for "Law Of Attraction"

The Law of Authenticity

“The most valuable gift you have to offer is yourself.” The fourth law of stratospheric success.

As a salesperson, we were probably told to “step outside of your comfort zone.” I know that when I first got started and was cold calling, I sure wasn’t acting like myself… I was all hesitant and nervous because I was scared people would reject me and tell me they hated me. I never had anyone tell me they hated me, but I also never made any sales… if that sounds like you, this post will be worth reading.

You will need to grow your comfort zone..

I’m not saying that you can not change at all and still be successful, that would be a lie and I am as honest as I can be with you here. You will need to change and expand your comfort zone or you won’t be successful. What you need to realize is that growing your comfort zone allows for YOU to determine when and how big of changes you make in your life. If you want to coach 100 people a year, you will need to first start off small, coaching maybe 5-10 people for the first month or 2 to get used to what you need to be doing to be a successful coach. This allows for you to grow your comfort level and allows for you to control your comfort level. I personally had a hard time getting in front of the camera to make marketing videos, but I did not when juggling… strange, but I guess I felt the information I have in my head isn’t valuable..silly me.

Once I created my first video teaching a few MLM tips that I picked up and received some feedback on the video, I realized that it wasn’t that bad and I have been creating videos since 🙂 (If you need someone to help you get started with getting videos up, I’d love to review the videos and help you get more comfortable with it, or I recommend talking to @GabeStrom as he is brilliant at video marketing and being comfortable in front of the camera!)

In sales…if you’re uncomfortable, do you think the other person will be comfortable?

I know that when I’m listening to someone talk and they seem uncomfortable, it really affects how I feel about the situation/seminar/class. I seem to sort of lose some focus as I feel the presentation isn’t allowing the person/teacher to be themselves. I don’t like it when people have to act like someone else. It’s important to be who you are and be true to yourself. Crack some jokes if you feel it will help you create bonds with your audience, reference news topics that interest you and might be of interest to your followers, they will appreciate it. It also allows for them to bond with you more.

This happens with dating as well, I’ve been back on the dating scene and I see some people who are on first or second dates and they have the whole “uncomfortable factor” where both people sit there a little awkwardly. I’m not going to say it’s not awkward for me on first dates, however I basically just sit back and be myself, cracking some jokes and having fun. If it doesn’t work out, at least i’ll walk away with a friend. The same thing is important for everything you do in marketing. You need to be able to be yourself and really enjoy what you are doing, some people will like it and buy from you and other’s may just view you as a friend and this could lead to some referrals to your business!

Authenticity in presentations

Let’s face it, when someone is not being authentic in a presentation or is not really there in the present, you can totally see it. They might be thinking about something that happened earlier in the day or maybe what kind of beer they are going to drink tonight at the bar. To be truly effective in delivering your message, you need to be present. Your mind needs to be focused on your desired outcome.

With the Internet, all information is available literally at our finger tips within seconds and freely a lot of the time. Giving people information doesn’t give people value, it simply steals their time. It’s no longer just about giving information, but it’s all about giving an actual meaning to the information. Maybe putting it into a story form to teach them a lesson or creating a video that captivates the viewer and takes them on a journey of self-discovery.

Listening and why you NEED to start doing it…

We’ve got 2 ears and 1 mouth just like this little guy, but we often overlook that fact…

The thing about great communicators and how they are truly authentic is that the greater half of communication lies in how well you actually hear what the other person is saying…not in what you say or how you say it.

Great salespeople are those who have learned to become great communicators by listening. They listen because they are interested in what the other person has to say and to learn from that person. NOT because they just want to make a sale.

Turning in the direction of the skid..

When dealing with potential customers, they often have issues that arise. As a person in my position, a common objective I hear when approaching offline businesses about online marketing is that “this seems like a waste of money” and I immediately can relate to them, because I have worked with businesses that thought online marketing would be a waste of money….and guess what, these businesses have benefited 🙂

By putting myself in their shoes and understanding where they are coming from with their business, I can relate that marketing online can be a scary medium to advertise. What I try to get to is the root of why they feel it is a little scary and why they feel it might be a waste of money. By finding out what type of results they are interested in attaining from this medium of advertising, I can better help them with their advertising budgeting or I can help them realize that this might not be the right choice for them at this time.

When asking for a sale, you still need to be authentic…but how?

Alright, here’s a cool little tip for asking for a sale and still serving the other person first.

Apply no pressure and provide an escape. Instead of trying to close your prospect and get them upset…provide an escape for the other person. “If you can’t do it, I’ll definitely understand.” These 8 words allow for you to open up the selling process and put the ball in their court. This completely separates you from traditional salespeople and will stand out in the mind of your prospect. This eliminates the pressure and allows for them to be more relaxed, ultimately making the right decision for them.

I’d highly recommend picking up a copy of “Go-Givers Sell More” to learn more about these concepts. You can get a copy at Amazon by clicking the link below:

Also, if you are learning the Laws of Stratospheric Success, your next law is The Law of Receptivity

The Law of Influence

Influence is something that we often forget about as Entrepreneur’s. We always have 100’s of projects going on and millions of things flying through our subconscious and conscious mind (at least that’s how I feel)

However, influence is something that we often take for granted and don’t actually think about as we usually focus on creating great content 😉

With the Internet as a “tool in our Entrepreneurial Utility Belt” we are able to get our information out to almost an infinite amount of people to help them. However, for me, whenever I focus on creating content I usually try to just share what I’ve learned and hopefully this will help benefit someone or another in building their business, either saving them time or money…better yet, both!

Social Networking also allows for us to really have more influence than we ever though possible. On Facebook, if you post something on someone’s wall, it shows up to ALL of their friends network. With tagging on Facebook, it allows for everyone in your network to see the message along with everyone on other peoples networks. (Huge Potential for proper marketing) The same is true on Twitter, when you post to Twitter and someone Re-Tweet’s your information, it allows you to tap into another person’s network and often leads to more followers for you and can often turn a cold market into a relationship! The internet allows for information to spread like wild-fire and allows for massive followings to be developed relatively quickly.

This is why you want to constantly be putting out value

in everything you do because if someone comes across your page and sees how much value you are sharing, it helps influence their decision on whether or not you are someone that they would like to work with/buy from in the future. The same is true if you put out bad content, people know and people will NOT do business with you if you put out bad content for FREE, what is your content that they pay for going to be? You guessed it, just as bad!

You may be familiar with Archimedes of Greece, who said “Give me a place to stand, and I can move the world.” after learning about leverage. Guess what? You have that place to stand and it is your reputation!

Pushing vs Pulling in sales, What’s the difference?!?!

Great question! I had no idea either… shame on me for not knowing something…oh well, I know nothing 🙂

In sales, pushing is telling people what you want. Think of yourself as a used car salesman, or me. Here’s what I’d say to someone looking at a car…. “Oh yes, Jim, this is the finest car on the lot. It’s perfect for you, I can totally see you driving off the lot in it within the hour!” <– Can you tell i’m not good at this?

Okay, so what is pulling then?

Pulling in sales is finding out what the person who is shopping actually wants. Getting down to the root of their desires for the product or service and helping them find it. Back to me as the car salesman. “Well Jim, tell me what type of car you are looking for today.” “a Toyota Corolla, okay do you have a year in mind or a certain color you are looking for? What are you looking to have with this car? A sunroof? Oh, well we have a large selection of Corolla’s with sun roofs that we can have you test drive to see if any of them are something that you could see yourself in.”

I think I could be a salesperson if I did it that way… the reason for that is because I was pulling Jim towards the car that he ultimately wanted. All that I was doing was being a resource to him and helping him find what he was already looking for. I don’t know about you, but to me this seems like a lot better way to do business with people. It makes the customer HAPPY about getting what they wanted and more likely to still remain a friend of yours, if someone pushed me into buying a car I would most likely resent them for it…

What makes a great salesperson?

A secret that great salespeople know is to build great networks and they do this by focusing their actions on looking out for the other person’s interests and serving their needs. These people give credit away. If you ever played sports and had a good coach, you probably recognized this trait that the coach had. For me, it was a soccer coach I had who gave credit where it was deserved and he instilled this into me. If I scored a goal, I’d always look to the person who set me up with a great assist and be appreciative for their help in taking the team to victory!

To become a great salesperson and increase your influence, start thinking of the other person’s interests first. People don’t care how much you know until they know how much you care!

Your personal Sphere of Influence

Each individual person has a sphere of influence that has an average of 250 people. These people come from all different backgrounds and lifestyles as is depicted by the image below:

Every human being that you come into contact with has a Sphere of Influence that consists of on average, 250 people. What does this mean to you?

This means that if you can influence the life of 1 person, you can influence their personal sphere of influence meaning an extra 250 people. With the internet, you can leverage this and end up impacting thousands of people in a relatively short amount of time.. This is one of the reasons that I use the Internet to help share what I learn, because of the impact it can have because of it’s viral nature.

It’s the people that are in the other persons sphere of influence who are most likely to become our customers and clients. So, a tip here is to just be genuine to everyone, provide as much value as you can and be yourself!

It’s odd, but the thing is…YOU don’t find your greatest customers, THEY find you through the influence that you have. Are you creating positive impressions and positive influence or are your influences negative?

I hope that this has helped you out and has helped you understand the Law of Influence.

If you have any other questions, be sure to pick up a copy of “Go-Givers Sell More” by clicking the amazon link below:

The Law of Compensation

Touching as many people’s lives as possible is the next step along our journey to achieving stratospheric success.

Doing good all the time seems like something that will lead you down a path of being broke. If I’m constantly giving, wouldn’t it seem like I’d lose all the things that I currently possess?

This law got me a little confused

but after learning the true potential behind it, I realized that it truly isn’t about the money…but it’s about the IMPACT that we have on other people, whether they are our client or not.

In the awesome picture professionally drawn by yours truly, you can see the difference between example 1 and example 2. In example 1 there is a little bit of a bond established between you and your prospect/client. In the second example, you see that the bond has grown. When the bond grows, the KLT principle increases, your client gets to Know you better, starts to Like you more, and they have more Trust in you and your service. A tip for building these relationships is to let the other person shine, to let their genius show and not to try to be the “one-up guy”.

Think about ways that you can help this other person by providing value to them, offering a helping hand, or even offering some advice.

Even though there isn’t a tremendous difference in the relationship between you and the client, it improves the impact that you have on their life. It allows for YOU to become a more trusted advisor to the client and this sometimes leads to referrals directly from them, even if they aren’t the one who is buying your product or service! When you take the time to build bonds with people, they are more likely to help you out just like you and I are more likely to help a friend move into/out of an apartment. (I remember over the summer one of my buddies called me up at 10:30pm and said he needed to move out of his apartment by midnight because he was living with a crazy girl…of course, I stopped what I was doing and went right to his apartment and helped him move his stuff. The reason for this is because we had built up a bond and I gladly helped him)

The same is true in business

Bonds are created through networking and building up relationships with one another. Often we are taught that competition is bad and we often hate our competitors. However, this isn’t a good approach to business as Collaboration is good for Entrepreneurs. By building up relationships and bonds with others, we increase the impact that we have in our industry. The more impact we have, the more people’s lives we can touch and ultimately improve! How awesome is that, we have the opportunity to help people, impact their life and help them. I don’t know about you, but I find that this is an amazing way to live life.

The cold hard truth about sales…

Making sales is a concept. Touching lives is a reality. Sales is not about concepts; it’s about people.

Keep this in mind when you are thinking about the “hard selling concepts” which are becoming less and less important in today’s business world. Transparency is in and helping people is going to be the cornerstone of successful businesses.

Questions to consider:

“How can I improve the life of _______”

“How can I make a difference in _________’s life?”

“What is the best way for me to teach this?”

“How will this information help my target audience solve a problem that they are having?”

I’d love for some input from you on this and as always would love for you to share this with others if it has helped you in any way.

“Your income is determined by how many people you serve and how well you serve them.” –The Law of Compensation.

You can pick up a copy of the book, “Go-Givers Sell More” by clicking on the link below: This is where I learned this information, a great book that I highly recommended all people who are interested in business/sales/referrals..

and if you are more curious about the laws of stratospheric success I recommend reading “The Law of Influence” next

January 29, 2010

The Law of Value

As you are familiar from the book, “The Go-Giver“, the Law of Value states that “Your true worth is determined by how much more you give in value than you take in payment.”

Well, as a young entrepreneur in business we’re also aware that we need to make sales to make money, right? (I’m nodding yes)

However, we need to also be aware that the important thing isn’t making the sale, it is about allowing the exchange of money for a service to happen. A little confusing? Yeah, I got that too.

Say it with me now “I create value…”

What we want to be doing as Entrepreneur’s when we are selling our services is to just allow for the transaction to take place. We AREN’T making a sale, we are receiving it.

When creating “value” we need to view our work as creating value and not just trading “time for $$”(which is often the mindset we start with, at least it was in my case). When I first got started as an Entrepreneur, I thought in terms of “$8 an hour”  which caused me to basically only do $8/hour worth of work. It’s true, you get what you pay for and I wasn’t putting out information that was worth more than $8-10 an hour, so no one would pay any more. (Sad realization, but one that needed to take place in my mind)

It’s clear to me now that in order to increase the amount of money I earn each hour/day/year, all I needed to do was put out value that was worth more than $8 an hour. Say for example that I want to eventually make $10,000 an hour for public speaking. To get to that point, I need to be able to create enough value to where 10,000 people paying $1 to attend this seminar would get at least $10-$100 worth of value from me in that hour.

My Gift To You!

It’s true that 4-5ths of all selling is spent creating value. The other part is just receiving the sale from an eager person waiting to enjoy the benefits of the value you create.

As soon as we learn to think in the terms of “creating value”, our lives start to transform. With the Internet as a “tool” in our utility belt, we can leverage the hell out of our time. (think creating videos, eBooks, audio’s, training power-points, etc etc) The internet allows us to share our valuable content with the world and connect like never before with our super-happy customers.

We need to start investing in ourselves and in the things that we do, allowing our strengths & passions to shine through in all we do. (rhyme, +1 point)

What I am going to be doing is dedicating my time to creating amazing value, so much value that you literally want to come to my house and take me out for dinner for delivering such good value. Haha, anyways what I intend on spending my time thinking from now on is not in the terms of “how much money will I make for this”, but switch it to “how much value can I provide my readers” .

The 2 questions to ask yourself…

“Does it serve?”

“Does it add value to others?”

and the question we finally get to ask ourselves is “Does it make money?” and using the Internet as a tool, we can pretty much make money with ANY type of idea, from teaching Juggling Secrets to saving money by renting college textbooks.  (yes, I make money if you choose to buy the Juggling course, or rent some textbooks, saving you $$ 🙂 that’s the power of the Internet)

Giving value just becomes a part of us and you know what, it feels AWESOME when you give value. Everything from helping someone grow their business like I love to do, or volunteering at a local food shelter adds value to someone and you feel AWESOME after doing these things, trust me 😉

If you want, you can pick up “Go-Givers Sell More” by clicking the amazon link below:

and if you are more curious about the laws of stratospheric success I recommend reading “The Law of Compensation” next

Is Positive Self-Talk BS?

self-esteem cat lion
You’ve probably read about it at least once in your life. Maybe you have read it in a book or heard about it on Oprah or any of the other TV stars who have had shows featured on positivity. You may have even heard of the book/movie The Secret. But do you really believe that positive self-talk is good for you?

Too many of these books, movies and TV shows just give you the basics to improving your life through positive self-talk. They tell us “you can become whatever you want if you are positive”. When I first heard this, I decided that I can make $1,000,000 in Network Marketing without any knowledge of marketing, business, relationships or anything. I sure fell for that!

Well it’s worked for the people in the movie and the book

I saw The Secret AND read the book. I was ready to make my million dollars. I wrote down my goal of making that money and thought about it everyday. I got excited when I was thinking about it and told myself that I already had the money. Getting excited each day I found myself having positive thoughts each day that the money was on its way to my bank account.

Too bad that just THINKING about the money and having positive thoughts didn’t bring me that million dollars. Boy was I disappointed. I waited a year trying to be positive the whole year. Still nothing. Wow, I must not be trying hard enough…

What I was missing….

After noticing that the money wasn’t just magically being deposited into my bank account I got a little pissed. I mean, what the hell? I am being positive and waiting for my money, WHERE IS IT!?!?!

Well, it turns out that there is something called the ACTION step that wasn’t mentioned too much in the book or the movie. I realized this about halfway through the year….I’m a slow learned sometimes. I started working more on improving myself and reading as much as I could about ways to succeed. I would read books on personal development, business building, entrepreneurship, identifying and capitalizing on strengths, books on time management, books on influence, books on sales, books on finance and books about anything that I could possibly learn about success and what needs to be done in order to succeed.

It was only after reading these and starting to implement and take action on the ideas I had that I started to notice a difference.

The change happens when you are ready for it…

I definitely was not in any position to be successful and that is the reason that I was not successful. I thought that I was ready and deserved to have a million dollars. Why wouldn’t I deserve it? I was 19-20 years old and I thought I knew it all. LOL. Little did I know that life knows when you are ready.

It took me a while to truly understand the fact that life wasn’t going to just give me something because I had positive thoughts about it. I needed to include a plan of action along with my positive self-talk in order for me to see even the slightest change in my life.

Life truly changes when you realize this. I accepted the fact that it was me who was responsible for my success. It was the actions that I take on a daily basis, the people I connect and surround myself with and the experiences that I have that create true success.

So, is positive self-talk complete and utter BS?

No. Positive self-talk is the first step along the path of improving yourself. It is an essential step and one that is easy to implement. Don’t try to control every single thought that you have, that’s flat out impossible…believe me, I tried 😉 Just take notice when you are having negative thoughts and make a little change to try and find the positive in everything.

Today, you can start to change your life. Let’s face it, you control your life. For me, I have chosen to be positive and to try to bring positivity into the lives of those around me. Feel free to join me on my journey, it’s going to be a fun ride.

If this post helps you, feel free to share it with everyone you know and leave some comments. I’d love to know any experiences you may have had.