The Power of “Why”

There are many reasons businesses fail such as lack of direction, impatience, greed, taking action without thinking it through first, poor cost/poor product, insufficient working capital, bad or nonexistent budgeting, inadequate financial records, loss of momentum, failure to anticipate market trends, lack of managerial ability or experience, indecisiveness, bad human relations and diffusion of effort to mention a few. But, you there was a but coming right? But until you have a strong a “Why Statement” you are spinning your wheels to be successful in the entrepreneurial arena.

On average every one is conditioned from birth to go to school, get good grades, graduate from high school, go to college, get a degree, get a job, work for 40 years, and retire on 60% of the wages you couldn’t live on when you were making 100% of your salary. Now here is the kicker; life expectancy upon retirement, depending on the industry, is on average 10 years. Now that’s something to get excited about! There is a trend afoot that is showing that the average age of retirement is going up drastically. You may ask yourself why? Simply, the state of the economy is a mess. Social Security is broke and there is a general fear that the retirement promised through the Social Security Administration will not be there when you plan to retire. Company retirement plans are being reduced or eliminated and in many cases the funds are just not there. This does not paint a rosy picture for the future of the working class.

Here is the problem; people trade hours for dollars all the time. In fact 95% of the population is competing for 5% of the wealth. Whereas 5% of the population controls 95% of the wealth. There is only one way you can personally place yourself into the 5%. You MUST be a business owner! But there is another problem, statistics show 90% of all businesses fail. Now there is a sobering statement. So most, i.e.95%, won’t even try or give it a go for a few of months and quit and return to trading hours for dollars. There are a lot of reasons why businesses fail but the main reason is that you don’t have a strong enough “Why Statement”.

Your “Why Statement” is the most critical part of any business start-up and its longevity. Your reason or WHY must be so strong nothing, I mean nothing can stand in your way to success. You must get way outside your comfort zone. It must be your main focus! If you don’t have a strong enough “Why Statement” you will fail. You will fall back into your world of complacency, your comfort zone and your trading hours for dollars. Simply, “if you don’t have a strong enough Why Statement you will keep doing what you’re doing and get what you got!”

As stated at many of my seminars, “A strong Why Statement is the vehicle that will help you get the heck out of your own way!”

To find out more about the Team ProVision Professional Growth, Marketing Strategies and Business Success Training Series visit www.teamprovisionfortune.com

Another Training Meeting, same question

 

 

I went to another ”Training Meeting”this past weekend as I was curious to see if any changes were made to the format. I was surprised to see some real training topic flyers posted on the wall as you entered the meeting hall like how to close, prospecting etc. Wow, I thought there finally going to teach business issues other than the normal roo-rah.

 

Now, understand I did not go right at the start of the program as they always do a formal business presentation for the first hour or so and finish that first segment with rah rah sis boom bah stuff, as had happened. Now granted I know many people require that kind of stuff to keep them on point. But I can’t do that.

 

So, I get there about an hour or so into the beginning and see they are on the rah, rah stuff. Okay, I can deal with that for a few minutes. So I do a little networking and observations of the audience. They bring up some heavy hitters to tell their story and announce to all the typical saying “If I can do it, anybody can”. Have you heard that before? Generally just pump up the audience. Now don’t get me wrong I feel that these successful people have a value at these type venues. You know the believability factor. But still, as always they don’t really share with the audience how they accomplished this massive growth. They don’t give away those trade secrets. Have you ever asked yourself why? Basically they say “stay focused and stay plugged into the system”.

 

I had only been in there a few minutes and wanted to yell out “hey enough with the BS help these people with the mechanics of how to build their respective businesses” This is what the word “TRAINING” means?. . . .I think. . .maybe I’m wrong.  Then the announcement “lunch break”. Be back quarter past one. So I depart still wondering, what the heck I am going to get out of this thing. I run some errands thinking about the first two hours I wasted and the thought of not returning crossed my mind. But I remembered the posted flyers on the entrance way so decided to return and see how they trained for business 101 type stuff.

 

As I returned to the venue there were several people who came up and introduce them selves.  I get the normal questions like how long have you been involved, stuff like that. Now you might ask yourself why these people were coming up to me to introduce themselves? I can answer that easily, as I was wearing a suit and making a general professional and successful appearance. You know, this business casual thing is totally out of control. It frustrates me when I see someone in cargo shorts and a t-shirt representing a multi-million dollar business and asking if I would be interested to listen to there respective business plan. First their approach was wrong as they are making the same mistake many make as they are selling their business instead of marketing their concept. Plus their appearance does not exude a million dollar business person. Then they wonder why their business is not growing. Anyway, I advise them that I’m a public speaker and professional growth counselor. There thoughts immediately went to “are you speaking today?” I told them no I was here to observe. This comment caught many off guard and inquired exactly what I did.  My response was simple and direct, “I’m a Professional Growth, Marketing Strategies and Business Success Specialist.” “I teach the actual How-To’s , the mechanics of how to build these businesses.”  After this was stated, a gaggle formed all asking for cards, brochures and alike. I was amazed that so many people made inquiries at a venue that is supposed to be doing just that.

 

I had the opportunity to meet a lady that was scheduled to speak on prospecting at this venue, but she told me she was removed from the program at the last minute. That confused me as this is what this “Training Meeting” was all about. . . .I thought. She was apparently bumped by a famous skin care business owner. Now granted that opportunity does not happen often so one should cease the opportunity. This person talked quite a long time on the respective product line and generated several interactions from the audience. But that is only one product line from many offered by this company and was basically gender specific. Personally I felt there would have been more productive to have the lady I met make her presentation on her assigned training topic. Modify the program to also allow the VIP to also discuss what was discussed. They could have dropped one of the roo-rah speakers and replace it with substance.

 

Now understand these types of meetings are great for my specific business as I always generate leads and students for my program. But it just frustrates when I see a scheduled “Training Meeting” used for everything other than its title and many attendees walk out with the same question they walked in with and that’s HOW DO I DO THIS?

That Damn Box!

In today’s market, especially the Direct Marketing and MLM business you will run into the title of this article more often than not. I’m going to provide you with some stories and insights on this very subject and if you are one of these people, maybe a way out.

Let’s start at the beginning. The beginning believe it or not, is at birth. That box will start building itself there and will gain structure as conditioning and habits start to form. The basics are simple; you’re hungry, you cry and someone appears and feeds you. You have discomfort you try the same tactic, “cool that works”.  You make a mess, same thing. Totally cool, all I have to do is this cry thing and I get what I want. Let’s try something new. . .how about waking up really early, do the same thing. . . .”hey that works too.” “Life is good.”

 

But then all of a sudden something happens. I don’t know if the newness of this new baby thing has run its course or what, but what I was doing before isn’t working. I’ll try some new stuff. . . These someone’s are making me do things I don’t want to. I cry and it doesn’t work anymore, in fact they have added some minor pain to my choices.  Okay, if I do these new things they want, “all is good in the hood”. 

 

This continues through your adolescent years as you learn what is acceptable and not acceptable. You try pushing the envelope with different things and sometimes it works and others not. The box has developed its basic foundation. You basically understand how to keep things comfortable for you.

 

Those someone’s are normally your parents and in most cases only want the best for you. They want you to go to school for 12.5 years. Then go to college from 4 to 8 more years. Now select your career(s) and work for an average of 40 more years. Get married and start this cycle all over again. By this time your box is fully developed. Then you will retire and live on 60% of the income you could not live on at 100%.

 

During all this time you tried many different things and if they fit into your box all was good. Sometimes there was a requirement to adjust that box somewhat, but not much normally because you would not have it. You did not want that pain you experienced back in your youth and that thought has always stayed in your adult mind.

 

So what is this “Damn Box” anyway? It is commonly known as “Your Comfort Zone”.  This box will hinder you from taking any risks in life. It will stop you from trying new bold things. It will hold you back from being “Wealthy!” Look, as I have stated in previous articles”95% of the population is competing for 5% of the wealth. Where as 5% of the population controls 95% of the wealth.” And being you are in your box changing your position in the wealth game is something you don’t wish to do. But wait, you really want to become wealthy so you stand in that line for a lottery ticket or go to the casino for that one lucky pull. I just don’t get it.

 

Case in point; a prospective client was looking at one of the fine income producing endorsed businesses offered by Team ProVision. This particular business was in the Health and Wellness industry which is poised to become a trillion dollar industry. This client was really excited to get started when he asked the one big question; how much time must I devote to this business to become successful? Understand I have had this question more than once so the answer was is instinctual. “What do you want to accomplish in your business?” I asked. His response was something like “I want to retire in 5 years.”  I responded with what it would take to attain that goal and asked for his “Why Statement.” “My what” he replied.  “Your Why Statement” I replied. What’s that? Simply your why statement is the reason why you want to change what you are currently doing. It must be bigger, must have more power and drive than anything for you to get out of your current comfort zone. Without it you will not succeed! You will start out okay but will soon fall back into your box. He then stated that he needed to ask his wife. Well, I knew what that meant when I hear the either husband or wife thing. But the bottom line is that the commitment was too big and the “Why Statement” too small for him to get out of his box..

 

Here is another story I use at my seminars. An elderly woman was really excited about another endorsed business offered by Team ProVision. She became involved and attended the typical specific business training for that business. Later at one of my business seminars she asked me a question I get a lot. Privately she asked in almost a whisper “Dale, I don’t have any friends, how can I build my business?” There are several things I could have advised her at that moment with regards to marketing her business vs. selling the opportunity. I could have gone into several areas of the Team ProVision Professional Growth, Marketing Strategies and Business Success seminar series, but I didn’t as I know this person very well. What I did do was asked her to go off on her own and think about the question she asked me and come back in a few minutes and provide me with her results. A few minutes later comes back with this big smile on her face and stated “I belong to this woman’s club. If I set it up would you present the business plan to them?” I agreed and stated for her to set it up and let’s see how my schedule fits. I advised her about her success depends on her getting outside the box (comfort zone). Then I placed my hands on her shoulder and in a whisper I said, “See you do know and have friends you just need get out of you own way and your successes will soar.”

 

You know, if people would just realize they can achieve anything, anything at all if they would get out of that “Damn Box”. Or as I say basically “get out of your own way”.

 

 

 

 

So, What do you Think?

So, what do you think? is the most commonly used phrase to close by the inexperienced or new entrepreneur. The amount of times I have heard that type close is just unreal.

Closing the deal is the most challenging stage of any sales process. It’s when you find out whether all your effort is going to pay off or not. It’s all about timing. I will just touch on a few things you should know to have a successful close. The actual “How to’s” are contained in my seminars. You don’t want me to give away the ranch do you?

But before I get into the parts of a successful close I will provide you with one important tidbit of information; “People do not want to be sold anything!” If you try to sell your client anything you will not even get to the close step. Case in point; you have answered your home phone with a telemarketer on the other end. How many words fell out of the telemarketers’ mouth before you said “no thank you”, or some kind of other expletives? Have you ever thought why you hung up on that call, other than the interruption during dinner? Did they lead with a question? If so, that’s why you hung up on them. It has been proven if you lead your conversation with a question your prospect will run in the other direction. “People do not want to be sold anything!”

I have to share this with all of you. While writing this article I received a call from a gentleman in Ohio who had found me on one of my social networks. As I was reviewing the above paragraph is when this call came in and this is how it went; “Dale, how would you like to double your investment in . . . . . . . .? I interrupted him and stated, “Sir, you definalty need to take my courses.” He did not even acknowledge my statement, but stated “I just wanted to peak your interest!” You know he might have had a good program but his approach told me he was more interested in making his sale or commission than he was about who his prospective client was. But the subject of prospecting is discussed in detail in one of my seminars. So, back to the subject at hand.

Knowing when to close is one of the most challenging and the biggest reasons for a failed close. Timing is a critical factor for successful closings. If you try to close too early your client will most likely be clutching their wallet of purse so tight their knuckles turn white. Ya see, they feel you’re only interested just in their money. If you close too late you could loose your client to a competitor.

Know and understand your client’s needs, wants and desires. Establish a genuine relationship and rapport as they are key elements in a closing. The better you know your client, the easier it will be for them to say “yes” when it comes time to finalize the deal. Be real people, a savvy client can spot a phony 20 miles away!

Understand your leverage, know how to match your strengths with your client’s priorities, and then be prepared to use that knowledge as leverage in the closing. In most cases costs is important, but understand it isn’t the only factor your client considers when making a buying decision. Customer service, product quality, and other concerns may also be factors. When these issues come into play they may be more important than the bottom line costs.

It is an absolute must that you know your competition. In a perfect world there wouldn’t be any but we all know we don’t live in a perfect world. So in that case you need to do what ever it takes to gain the advantage over your competitors. Once you understand and stay up-to-date with your competitors’ offers, structure and processes, you can go into your close with confidence equipped with the reasons why your client should put your product or service on the top of his or her list. Know the competition – In a perfect world, there would be no competition in small business.

Now this next issue has laid many of businesspeople on the side of the road in a state of demise. It is critical to know your product or service thoroughly. Without that knowledge your chances of closing any deals is slim to none. On the other hand, knowing your product and service isn’t only for the sake of your client, as it also helps build your confidence in your product and service. Finally, a product and service you believe in is always easier to present than the one you don’t.

In the last subject on closing on and talk about is; what makes you and your product or service so unique? What is it you can offer your client that is different from anyone else dealing the same as product or service you are? Think about what you’re able to offer your client that no other company, product and or service is capable of delivering.

Instead of trying to convince your client how standard your company is, learn what makes it unique and be able to communicate that uniqueness at the closing.

In this article I have covered just a few of the things required to be an effective closer. Understanding the mechanics, or the “How-To’s” is offered as one of the nine part seminar series on “Professional Growth, Marketing Strategies and Business Success Seminar ” series. Visit my site for more exciting business How-To’s

Running for the Hills

If you are new to Direct Marketing or MLM type businesses you are probably experiencing some strange occurrences right about now.  Have you noticed when you go to visit family or friends you now see people on the corner with radios? Are they announcing your arrival? As you approach you think you catch a glimpse of one of your relatives or friends snatching up all the kids from the front and back yard bodily throwing them in the house, another person running to the car to pull it in the garage and closing the garage door and all of this activity happens before you reach the front door. You ring the door bell. . . .nothing, You knock politely. . . nothing. You now pound on the door as if you are announcing a fire. . . .nothing. You now find yourself peeking through the windows as you know they are there, but no movement. . .nothing. Not to be deterred you start low crawling along the perimeter of the foundation of the house towards the back yard. You knew military training would come in handy some day.  During all this activity you wonder what the heck is going on. You get close to the back yard fence. You know you will catch someone in the back yard. You’re there, at the fence and you suddenly meet up with a pair of Pit Bulls. As you are retreating at a rapid pace you think, wait a minute they didn’t even have dogs? ? ? During all this activity your spouse is waiting in the car patiently but now starts looking for any curtain movement, anything. . .nothing.      

Retreating to your vehicle, head lowered your thoughts recall that you had set a time to meet. You shrug your shoulders and depart noting that those same people on the corner with radios are talking with someone. Bloodied and beaten you retreat to the comfort and sanctuary of your own home. These words flow from your mouth, “This Thing Does Not Work!” Then you join the ranks of attrition. Why. . . .Why. . . .Why. . . . You saw the guy on stage, at the “Opportunity” meeting who has been involved in this business for less than a year making mega bucks shouting “you can do it too!” What’s missing from that Message? Simply. . . .  HOW? This is what you hear. . . “Get with your family and friends and invite them to an opportunity meeting and we’ll do it for you!”

I have to be honest this approach does work to some extent and many have been very successful. Let’s take a quick look at this. First, you are invited to an “opportunity” meeting. They explain the business plan and tell you they will help you get started with your new business. You sign-up ($200 -$500) and get immediately on their specific product or service. Now they tell you to share this exact process with your family and friends, a warm list business, right? (Remember the beginning of this story. I think they have some kind of radar or early warning system!) How am I doing folks?

Again I must be honest, this does work for awhile and you will have successes.  You started out great, then little or nothing. You wonder, “What the heck happened?/” Basically, you have hit the “Sophomore Slump”. “The fear that your initial success was a fluke and cannot easily be repeated, leading to trying too hard and second-guessing your actions.” You start stating things like, “my people are not doing anything!” First, they are not your people, they are your clients! You stop going to the “opportunity” meetings because you do not have any new potential clients with you. You are told that you should come anyway. For the first few I agree as you can learn the business plan for yourself. These “opportunity” meetings normally happen once a week. So I have a few questions for you:

1. Why are you waiting 7 days to get your clients in front of the business presenter?
2. Why have you not learned the presentation, short and long version yourself?
3. Why are you not presenting the business plan yourself?
4. Why are depending some else to build your business for you?
5. Why are you waiting for “your people” to get going?
6. How are you marketing your business? Are you selling it or marketing it?
7. What are your marketing strategies for your business?
8. What is your personal “Why” statement?
9. Are your established Goals and Objectives written and time lined or do you even have any?
10. What are your short, mid and long range goals for your business?
11. What is your impact going to be in the market of your business?
12. How well do you manage your time?
13. What are your prospecting strategies?
14. How do you handle objections
15. What are your follow-up techniques?
16. How do I know when and how to close?

HOW DO I GET STARTED?

HOW DO I APPROACH PEOPLE?

HOW DO I PRESENT MY BUSINESS?

HOW DO I ADVERTISE MY BUSINESS?

HOW DO I PROSPECT?

HOW DO I KNOW HOW AND WHEN TO CLOSE?

               HOW?. .HOW?. .HOW?

Now that you are bobbing and weaving like your in a Tyson fight. I want to tell you that these are real businesses and very profitable ventures. The Direct Marketing and MLM businesses are thriving and thriving well. You can and will make a lot of money with the correct knowledge and tools. I must reiterate, you must have the right tools to be successful. Many successful leaders will not reveal their secrets on how they built these huge businesses. So you may be now asking yourself what are the secrets they are not telling us? 

 We know and will share! Team ProVision 

 

I Just Don’t Get It!

As many of you may be aware when some individuals who get involved in an MLM, Network Marketing or Direct marketing business their focus is on themselves. The danger there is that they are out to build numbers and get your money in hand. When that happens that person or persons who got you involved are gone not to be heard from again. Your excitement is genuine but soon fades as you really did not receive adequate training, support and strategies to build your business or they told you to read the training on the specific web site. Basically you are on your own!

 

 This is very unfortunate for you and any future viable businesses that may come along that you could very well prosper from. You have a nasty taste in your mouth, right?  Hey I don’t blame you. As a result, you are no longer receptive to any of these type businesses, PERIOD!  Here is the danger in that statement, you could very well pass up that one opportunity that would have fulfilled you needs, wants and desires, which would have changed your quality of life for you and your family. The one that would have in fact made you financially free.

 

I hear statements like “It’s a Pyramid” or these things don’t work, it’s a scam, or on the polite side we hear, I’m too busy, I work to many hours to take on additional stuff.”  Wait a minute, what was that last statement? Hello! All that this is telling me is that said person is either complacent in their life or so locked up in their comfort zone they are afraid to get out side of it. Basically, you are in your own way! That is the only thing keeping you from reaching your financial goals, filling those needs, wants and desires! If you get out of your own way you will succeed without question! I As a “Straight Talk” public speaker, I know this is harsh, some might call it tough love, but I call it straight talk! I’m not going to waste your time and mine by holding your hand and sing “Kumbaya”. My specialty is Professional Growth which works well with some of my Personal Growth friends like Harv Elker of the Millionaire Mind and Manny Goldman Personal Growth Coach.  These phenomenal people focus on personal growth whereas I focus on Professional Growth, a great mix. I heard a great quote the other day; “It is never too late to become what you might have been.”

 

Everyone is brought up to go to school, then college and finally work for someone for forty years, retire on 60% of their income for which they could not live on at 100%. Your life expectancy after retirement is 6 to 10 years. Isn’t that a rosy picture?

 

I guess I just don’t get it! I talk with thousands of people who want to be in control of their lives, but can’t or won’t take the action to start the process. I impress upon them that 95% of the population competes for 5% of the wealth and 95% of the wealth is controlled by 5% of the population. To become part of that 5% you MUST own your own business PERIOD! One of the best ways today to stop trading hours for dollars and leverage your time and money is to open your own home based business. It’s cost effective and if applied properly can get you to that 5% faster than pretty much anything else out there!

 

But here is a problem I run into all the time. I talk with people a lot and provide them with viable and profitable business opportunities and offer the professional tools to help them become successful. But for some reason inside their head they don’t treat these businesses as a real business. You’re looking at billion dollar corporations and the new business owner treats it as some kind of little business or a hobby. Many now multi-millionaires have made their fortunes through these type businesses. I have been racking my brain to try understand why many people who start their new business fall out after 3 to 4 months.

 

One of the things that I like to teach all Team ProVision members is, as an upline, sponsor or coach you are extremely important to anyone within your organization especially at the beginning. As you know we are all bombarded daily by business offers, so-called get rich quick schemes, all kinds of things on the Internet. Unfortunately, many of these people really don’t have your best interests or success in mind. They basically only have their own agenda in mind. And again, unfortunately they just don’t get it! If you’re downline is successful, then so are you! Have you heard this statement,  “throw mud against the wall and see what sticks”?. This is not what Team ProVision is all about. We are here to assist you in any way possible to assure your success!

 

For more information and see how you can benefit from our Professional Growth program just visit Team ProVision.

 

Business and timing – How is your tool box?

You always hear of online and direct marketing businesses that took off and several people were making a lot of money. First thing that comes to my mind is “YEAH RIGHT!” So you didn’t get involved. Sound familiar?

Business is all about timing!

If you are like me, you probably said to yourself if I had only got in sooner. Am I right?

Are there such things as “GET RICH QUICK BUSINESS?” Yes, there are flash in the pans of course, but where are they today? If you did not get involved when the timing was right or if you didn’t possess the business skills required it didn’t happen for you .

To have a viable, successful and profitable business you need a solid foundation! You must have a marketable product that is a NEED product first and the tools to be successful. And of course the all important “longevity!” Don’t forget sweat equity!

Next you were promised that your sponsor or upline would help you get your business off the ground. You got excited, paid your money to start your new business. You called your upline and requested their assistance as promised. Their response was “Your training is contained on the web site” or come to a meeting where they don’t train but they present the business to potential clients that you may have brought. This is a great way to communicate your business, but how do you present the opportunity to people to get them to that meeting? How is this accomplished, that’s our question right? How do I get started? Has this happened to you?

See your sponsor or upline assumed you have solid business principles, marketing, internet and communication skills already. Or they just wanted to add another person to their line.

You see you don’t throw mud against the wall to see what sticks. So you drop out disillusioned and with a bad taste in your mouth. The bad thing about this is, you will probably no longer have an open mind about another opportunity offered to you. Thus you could be passing up the one opportunity that could in fact get you financially free. Totally change your quality of life.

So this bad practice by others has in fact stolen your dreams. You have settled for your current situation. Knowing well that is where you are going to stay.

So where am I going with this?

Honestly, if I could show you how to put 10 to 15 people into your business per week regardless of the product, is it worth a look?

A business colleague of mine told me; “If you want to play with the Big Dogs, you have to get off the Porch!”

Don’t let your DREAMS get Stolen Again!

Check out the link as it will cost you nothing.

Not checking out the link good cost you a lot.

http://www.teamprovisionfortune.com/

Best regards

Dale Simmons
Founder
Team ProVision