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Volume 1 | Issue 13 | July 2013 The Zero Tolerance Market By: Ryan Manning PG. 6

Feature: Scott Manning Being All Things To All People PG. 3

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What You Can Find In Issue 13...

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Feature Artice - Being All Things To All People

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Informational Article - 5 Words To Never Use In Business

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Informational Article - The Zero Tolerance Market

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Informational Article - Random Marketing is More Expensive Than You Think

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Monthly Contributor Article- Commit Yourself to Success

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New Author Article - What You Pay For Is What You Get

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Informational Article - So You Have Made a Decision, Now What?

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Special Contributor Article - Set a Deadline

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Informational Article - The Advantages of Leasing Business Equipment

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Informational Article - Purpose Driven Church Can Be the Model for Purpose in Your Business – Part II

Learn More About Scott Manning...

Scott J. Manning is best known for his ability to develop, create and market Area-Exclusive Information Businesses in any industry. He first got his start, not selling Area Exclusive Businesses, but by buying one when he became a Dan Kennedy Advisor. Scott’s reputation in the GKIC Universe is for his aggressive and pro¬lific style of implementation, copywriting and as one of the top Business Advisors. He actively runs one of the largest chapters in the country in Indianapolis, Indiana. This led him to be chosen by Bill Glazer to facilitate and develop the Extreme Marketing Makeover Program that was unveiled early this year by GKIC. Scott and Bill have continued working with together on other projects. Scott has been labeled as “the coach to the coaches” by his peers. Scott has successfully added hundreds of thousands of dollars to the bottom line of local chapter advisors across the coun¬try through his coaching and guidance. Where Scott spends the majority of his time, though, is in personally mentoring Business Owners and Entrepreneurs on how to break into the Info-Marketing Business.

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Feature Article Being All Things To All People

That is why in business and in your personal life you must establish a focus, a priority, a hierarchy of people and the relationships and pursuits you choose and then do right by them and they should always be made up of what best serves your own personal agenda.

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’d like to remind you about a saying that I know you’ve heard:

that is the most valuable thing in life, with customers,

“You can please all of the people some of the time and you can please some of the people all of the time, but you can never please all of the people all of the time.”

with family, with those people you serve, however it is not what makes you, you have to make yourself, stand for something as the old song goes, or fall for anything, otherwise known as being a servant to everyone but yourself.

And, it’s wrong, because you can’t even please all of the people some of the time, not a chance. The bigger issue though, that will corrupt your business and success mindset and your focus, is trying to please people – period. Listen up, you’ll never hear anyone tell you straight about this whole “people pleasing” thing, at least usually they all tell you what they think will be popular, I’ll tell you what’s true. As long as you are living your life around trying to please people you will be desperately unhappy, frustrated, and lost in a maze of confusion around what your real purpose is. I have long ago recommended the book, The Four Agreements – that I stand behind as the most influential book I’ve ever read. That explains why this doesn’t work…so I’m not going to here, I am going to say that the problem with people pleasing is that what pleases them doesn’t usually and won’t always satisfy what you are trying to achieve, what your life is about, etc. Now, family, spouse, children, etc you can be the judge there, but even still, if you are the leader then you should know what’s best, and what pleases them isn’t always…obviously. I am a big “relationship” person who believes

The marketing lesson here is simple, ALL PEOPLE and ALL CUSTOMER and ALL RELATIONSHIPS and ALL OPPORTUNITIES in your life are not created equal, cannot and should not be pleases, pursued, made happy – not a chance. I believe in high quality relationships and the first and most important thing about that is you have to give value to those relationships – show me a person with too many relationships and trying to balance them all out is no different than someone splitting their love and attention between people and expecting all of them to feel well served, do it the wrong way as I’ve learned the hard way with “significant others” or do it with your children and you will know that you’ll never get it perfect. That is why in business and in your personal life you must establish a focus, a priority, a hierarchy of people and the relationships and pursuits you choose and then do right by them and they should always be made up of what best serves your own personal agenda. You have to put your agenda, your well-being, continued on the next page...

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Feature Article Continued... Being All Things Continued... your business and the goal and objective of that business first, if you provide value your customers are happy, if you give sufficient customer service they are happy, but you can never forget the purpose of your business – to make a profit, to fuel your wealth and personal ambitions.

ers you had or are yet to get. Don’t be a people pleaser be a focused-on-what-drives-you-to-yourcommitted-goals pleaser and how everyone lines up to reap the benefits and thank you for your success and efforts.

Serve yourself first. Then you will find everything else falls into place.

-Scott Manning

On this earth, your master is yourself, if you’re not confident enough in that, get guidance Mr. Wonderful on the Shark Tank (Kevin O (from someone like me) or get out of business Leary) is always right when he says its all about and go find someone else to please you…otherthe money – in business it is about relationships, wise you are the person completely responsible but you keep score with the money. for your success, happiness, income, and all other things – if you’re not pleasing you, you In your personal life it isn’t all about the money and that’s why you have to take care of your rela- won’t be pleasing anyone else around you for tionship, but you can’t serve more than one master very long anyhow. and be congruent and have integrity.

Look, you can take this too literally and some will, or you can understand the principle and the concept of it all and apply it to your life. You can’t argue with it because I guarantee the things that drive you crazy, the things that distract you, take away your focus, make you less productive, steal your profits, and leaving you wondering why things aren’t happening more, better, faster is directly related to too many people taking too much away from you – because you let them!!!

Recommended Reading

A Curious Man: The Strange and Brilliant Life of Robert “Believe It or Not!” Ripley

Remember, you’ll never please all the people, will only please some of the people, so pick carefully which “some” those are and make sure that you are the top on the list. In your business, please the best customers, go for what makes you the best, builds your business most successfully, serve those objectives and remember that a business NOT-in-business serves no people, not successful, not profitable, is worthless to you, those you care about and the custom4

Million Dollar Methods

By: Neal Thompson

Follow the life of the brilliant marketer Robert Ripley from his humble beginnings to the creation of his multi-million dollar media company. As he paved the way to main stream acceptance for the outcast, he also paved the way for future celebrities, reality TV, and media empires.


Informational Article 5 Words to Never Use in Business The reality is you do not need a phrase to open a dialogue at all. Simply start the conversation where you need to and leave the preamble out completely.

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here are five simple words that combined should never be used in the business or sales world. What five words could be so powerful? To be honest with you … those are the words.

but he was from Wisconsin so it was “I gotta tell ya …” That phrase worked to eliminate the seed of doubt placed by those using the phrase, “to be honest … ”

Think about it, when you say the phrase, “to be honest with you …” it is implied that at some time you have not been honest with your audience but finally you are coming clean and bearing the truth of truths to them.

The reality is you do not need a phrase to open a dialogue at all. Simply start the conversation where you need to and leave the preamble out completely.

That is the reason why I believe those five little words should never be used in that combination. To be honest… that is three of the five words, but it has the same effect; creating doubt in the listener’s mind. Honestly … reduces the number of words to one but also implies the same questions of honesty as the other more wordy phrases. I have heard sales people addressing a key prospect and stating any one of the three only to be unsuccessful in the attempt to make the sale. I have seen executives addressing a crowd of employees and consistently using one of the phrases addressed in this article to the same tragic effect. The executives cannot for the life of them figure out why they face challenges with their teams trusting them. Now that I have called it to your attention and you have time to think about it, you have probably heard the phrase and seen the same tragic results.

Your communication results will be much better. After all, the quality of your communication can be judged by the results you are getting. If what you are doing is not working, change it, do something else. Notice the results and enjoy the success that comes from better communication. -Jack Klemeyer

Get To Know Jack... Jack Klemeyer has designed several successful and highly acclaimed programs to aid participants in enhancing their performance. He is known for his warmth, originality, sense of humor and insight. He has been a student and practitioner of effective sales and communication for over 30 years.

The question then becomes, “If that is what not to say, what am I to say?” I once had a boss who used the phrase, “I have to tell you …” Million Dollar Methods

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Informational Article The Zero Tolerance Market Before every customer was given these online platforms, you could get away with a few mistakes. The worst case scenario would be losing the customer. Now, you’re looking a lingering headache that costs you future sales.

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f you haven’t already been introduced, I’d like to welcome you to the Zero Tolerance Market. Specifically, YOUR market - whatever it may be; is now operating under a zero tolerance policy. The shift has been occurring for a while and will likely only get worse. What is this ‘zero tolerance policy’? It’s simple, but harsh; you aren’t allowed to make any mistakes. Customers are less forgiving and more vocal. Every customer interaction has to be handled with care, with great emphasis applied to the ‘experience’ you provide. All it takes is a Facebook rant or negative Yelp review and you’ll notice the impact. Before every customer was given these online platforms, you could get away with a few mistakes. The worst case scenario would be losing the customer. Now, you’re looking a lingering headache that costs you future sales. My wife, Meghan and I recently relocated, so I found myself on Yelp quite a bit. I’d look up restaurants, grocery stores, banks, and just about any other brickand-mortar business. Why try to figure out everything on your own, instead I’ll enlist the entire community. You could try to manipulate perceived consensus, and there are strategies to garner positive reviews, Facebook likes, and Tweets, but that’s not really what this is all about. This issue is far more fundamental: you can’t afford to deliver a bad experience to a single customer. It’s a democratize market, and for better or worse, everyone gets a vote. Unfortunately, the bad experiences cast their vote with the loudest voice. So how do you operate in a zero tolerance market? 1. Rely on Systems to Provide Consistency: Don’t trust your memory, your employee’s mood, or a string of post-in notes to manage your customers’ experiences. Create systems that account for human error. From the first interaction to the last; it should all be mapped out.

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2. Focus on the details: Think about the small things that your competitors don’t do. The hand written thank you card in the mail, the courtesy phone call, remembering something about your customers. It’s often the small things that make the biggest impact. 3. End with a Bang: Firework shows don’t start with their best stuff, because that’s not what you remember. You need to think like your customer and understand what the ‘lasting impression’ will be for them. One of my (perhaps many) pet peeves is leaving a restaurant without a ‘Thank You for Coming’ from someone, anyone. It’s the very last interaction I’ll have before leaving the building (not to mention the easiest thing a restaurant could do all night). 4. Create the Path and Let Your Customers Follow: Never leave it up to the customer to determine ‘what’s next’. It’s your job to design the experience and make it easy for them. I hate using websites with 400 links on the homepage and 92 options of what to do next. Customers want a path to follow, and that’s great news for you. You should have complete control from beginning to end. 5. Be the Harshest Judge: You should be more critical than any of your customers. Don’t accept less than perfect for your customer interactions. If it passes your test; than it will surely please your customers. In the end, this less tolerant market is a GOOD thing for you. Most business owners take a lazy approach to customer experience. This gives you an advantage as long as you’re willing to accept the new rules of your market.

-Ryan Manning Get To Know Ryan... Ryan Manning co-founded Million Dollar Methods after completing his Master’s degree in 2008. Ryan’s expertise in business processes and systems function attracts clients who desire marketing automation and hands-free solutions. He prides himself on his track record of successfully implementing sales & marketing systems for entrepreneurs. To reach Ryan, email him at Ryan@ManningEnterprises.com

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Informational Article Random Marketing is More Expensive Than You Think

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Automated random marketing activity is just wasted effort wasted faster and on a larger scale. Random marketing is less productive because it is often spontaneous or not aligned with goals.

very small business that wants to grow has to standardize and automate its sales and marketing. Marketing is frequently the last to get standardized or automated and that costs more than you think.

and asks for referrals. This automated system works because it has structure, sequence and direction. It is efficient, replicable and effective.

Random marketing consumes more resources, is not as productive, and can actually keep a business from growing. Automated random marketing activity is just wasted effort wasted faster and on a larger scale.

Planning, scheduling and structuring an automated marketing system can eliminate randomness and result in more value for every hour and dollar spent on sales and marketing. The catch is, you have to set aside time to do it. Try it and your first experience will convert you forever.

No random marketing please Random marketing is less productive because it is often spontaneous or not aligned with goals. Often, prior prospect response is considered less than what the business owner wants to try today. It is more costly because there is little structure, no sequence, and no direction. Starting from scratch using tools that are not designed for marketing or user friendly, you do everything yourself because you are in a hurry and it is less expensive. In the end, you have spent a lot of time and the result may appear less professional. Automated marketing happens on a planned schedule, which by nature consumes less time. You develop a sales funnel sequence of what prospects get first, second, and so on. Many people understand a sales funnel as a way to convert leads when you are talking about face-toface sales. Automated marketing using direct mail or digital media can also create a sales funnel that attracts leads and converts them. The best automated marketing follows up after the sale to deliver a new customer sequence, upsells the customer,

Okay, there’s a catch

Automated marketing does not replace or preclude other marketing. Business owners still have to publish; take action; get things printed and take them to the post office; send those emails; and get out there on social media and make some posts. Automated sales and marketing is just another way to spend time and money if you don’t combine it with other actions. Once you try it you will never really find randomness that attractive again. That little voice in your head will always be saying, “Yes, this is amusing, but it is really expensive.” - Barbara Jones Get To Know Barbara... Barbara Jones is the owner and Chief Strategist at Small Business Automation. She helps established small businesses simplify and automate their sales and marketing processes. She works with entrepreneurs who want to attract more qualified leads, manage their staff better, treat their existing customers better, start feeling in control again, and maybe see their families once in a while. Automation + Strategy = Growth. Find Barb at 317-283-1613 or www.smlbizautomation.com.

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Monthly Contributer Article Commit Yourself to Success Commitment is a prerequisite to success. Commitment is the state of being bound – emotionally, intellectually, or both – to a course of action.

Eugene Orowitz was a skinny, awkward kid from New Jersey. Painfully shy, very self-conscious, and lacking self-confidence, when a high school coach half-jokingly asked him to try out for the track team, Eugene took him up on it, according to author Glenn Van Ekeren. “Ugy,” as his friends affectionately called him, discovered a talent for javelin throwing and committed himself to being the best that he could possibly be. What Ugy lacked in self-confidence, he made up for in commitment. By graduation, Eugene had achieved a national high school record for throwing the javelin over 193 feet. His commitment also resulted in a college track scholarship at the University of Southern California. A torn shoulder muscle ended his javelin-throwing career and any hope of making the Olympic team. However, while watching a play, Eugene became intrigued with acting. Again, he committed himself to being the best. He was determined to make it as an actor, so he enrolled in acting class. And he changed his name. 8

You know Eugene Orowitz as Michael Landon, who went on to star in three of the most popular shows in television history: “Bonanza,” “Little House on the Prairie” and “Highway to Heaven.” Eugene/Michael demonstrated the difference between interest and commitment. When you’re interested in doing something, you do it when circumstances permit. When you’re committed to something, you accept no excuses, only results. Comedian Bill Cosby dropped out of Temple University as a junior and became a starving comedian. But he was committed to becoming successful, staying up all hours of the night to talk to seasoned comics, research material and work on new routines. I had a chance to play tennis with Bill many years ago and he told me: “Anyone can dabble, but once you’ve made the commitment, then your blood has that particular thing in it and it’s very hard for people to stop you.” Commitment is a prerequisite to success.

continued on next page...

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Monthly Contributer Article Continued... Commit Yourself Continued... Commitment starts with a choice and is sustained by dedication and perseverance. Actions speak louder than words. If you want something, but you’re not motivated to do the work required, you will be frustrated and unsuccessful. So take action! • Make a list of everything you want. Write it all down. Don’t leave out anything that you want, from becoming a CEO to getting a date. Then rate each item according to its importance. • Consider your investment. Examine each of the items on your list and ask yourself: “Am I willing to invest the time, energy and resources necessary to achieve this?” • Make a decision. Look at your list and identify the items that you want the most with the highest score for “willingness.” Then start working on a plan for success over the next weeks or months – and be sure to set a deadline. Rev. Robert Schuller says there are four kinds of people: “First, there are the cop-outs. These people set no goals and make no decisions. “Second, there are the hold-outs. They have a beautiful dream, but they’re afraid to respond to its challenge because they aren’t sure they can make it. These people have lost all childlike faith. “Third, there are the drop-outs. They start to make their dream come true. They know their role. They set their goals, but when the going gets tough, they quit. They don’t pay the toll. “Finally, there are the all-outs. They are the people who know their role. They want and need and are going to be stars: star students, star parents, star waitresses. They want to shine out as an inspiration to others. They set their goals. . . . The all-outs never quit. Even when the toll gets heavy, they’re dedicated. They’re committed.”

To be committed, you must be “all in.” You can’t just do the best you can. You have to do everything you can. Remember, the difference between 100 percent all in and 99 percent all in is 100 percent. When I think of commitment, I think of the story of the Pig and the Chicken who are walking down the road. The Chicken says: “Hey Pig, I was thinking we should open a restaurant!” The Pig replies: “Hmmm, what would we call it?” The Chicken ‘Ham-n-Eggs?’”

responds:

“How

about

The Pig thinks for a moment and says: “No thanks. I’d be committed, but you’d only be involved!” Mackay’s Moral: An ounce of commitment is worth pounds of promises.

-Harvey Mackay

Get To Know Harvey... Harvey Mackay is author of the New York Times #1 bestseller “Swim With The Sharks Without Being Eaten Alive.” He can be reached at harvey@mackay.com, through his website at www.harveymackay.com or by writing him at MackayMitchell Envelope Company, 2100 Elm St. SE, Minneapolis, MN 55414.

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New Author Article What You Pay For Is What You Get And while I agree that affordable legal services should and need to be available, I am concerned about the trend. Not because it is perceived to impact my bottom line, but because it can put people and businesses

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hen it comes to finding legal help, there is a low cost solution around every corner. From incorporating a company using an online service, to finding a free or close-to-free draft contract online, some companies are making a fortune telling us that we can take care of most things ourselves, without the time and expense involved in actually consulting with a lawyer.

recovery not just from the business, but from Sara herself.

And while I agree that affordable legal services should and need to be available, I am concerned about the trend. Not because it is perceived to impact my bottom line, but because it can put people and businesses at risk.

Each person is unique just like each business has its own set of peculiarities. Take the time to talk to a legal professional in the beginning and on a regular basis to protect yourself, your family and your business.

Some scenarios to illustrate my concerns:

You are seeking long term value for your business, not just the cheapest price.

• Sally decided to be an LLC because her friend is. At tax time, she finds out that being an S-Corp would have been much more advantageous for her. She not only pays an additional tax burden, but also spends more money restructuring the business for next year. • Sandy uses a contract she found for free online. Unfortunately, it doesn’t have a collection costs clause – so when she sues a client for nonpayment of an invoice, she is unable to recover the costs of filing the action in court, or the money she paid to the attorney representing her company. • Sara set up her company online. She kept the operating agreement in her email, unsigned. After an incident occurs on her premises, she is asked to produce her operating agreement. Unsigned, she finds out, it isn’t worth much in terms of protecting her and her assets from liability. The injured party is able to seek 10

You can pay an inexpensive price for just a simple document or a routine transaction. But keep in mind you are running the risk of making a choice that is not appropriate for you and for your business.

Price is what you pay, value is what you get. ~ Warren Buffet

-Kathy Davis

Get To Know Kathy... Kathy Davis is an attorney, and owner of KJD Legal LLC in Brownsburg. Kathy focuses her practice in the areas of business and real estate. She operates a virtual law office, which is accessible through her website, kjdlegal.com. Kathy can be reached at 317-721-5290 or at kathy@kjdlegal.com.

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Informational Article So You Have Made a Decision, Now What? A major contributing factor to all of this is the desire that many of us have to create the perfect plan before we launch it. We expend so much effort in planning that by the time the plan is finished we forget to move on to the execution. Last month I talked about decision making. Now I am going to go to the logical extension of that and talk about the next step – Execution. There is an old puzzler you have probably heard before, but really consider it not so much a joke this time: Three frogs are sitting on a log. Two of them decide to jump. How many frogs are left sitting on the log? The answer is three. Yes, it is a trick question, but not so much. The frogs just decided to jump; none of them has taken any action yet. I believe this runs rampant in small business in America. We do the research. We make a plan. We make a decision and pat ourselves on the back for making a great decision. Then we do nothing. Six months later we look at the results of our plan and scratch our heads wondering why nothing has happened. A major contributing factor to all of this is the desire that many of us have to create the perfect plan before we launch it. We expend so much effort in planning that by the time the plan is finished we forget to move on to the execution. This results in the “Ready, aim, aim, aim,…” syndrome. What we should be doing is spending less time planning and more time executing. Some suggest we should shift our practice to “Ready, fire, aim.” I’ve heard this strategy attributed to several people: Jim Rohn, Zig Ziglar and W. Edwards Deming.

action-based is the “Plan, Do, Review” cycle. What that involves is to first make a plan, but one that is not extensively detailed. It should be just enough of a plan to get you started with the end goal in mind. Put it into action. Review what is happening and then go back to modify the plan and repeat the cycle over and over again. Whatever strategy model you decide to use, the power is in the implementation. If results are elusive, challenge yourself with this question, “Am I really executing the decisions and plans that I have made for my business?” In order to answer that question look back at your call logs or whatever tool you use to track your activity. If the answer is no, you have two choices. One choice is to get off the dime and follow the Nike advice to “Just do it.” Another is to start closing your business before it closes around you. Make that question one you ask regularly. When the answer is not what you want, the exercise will remind you to always move on to execution. -Jim Patton

Get To Know Jim... Jim Patton is the Plant Manager of the Biz Success Factory which exists to “facilitate the fulfillment of dreams.” Jim brings his twelve years of entrepreneurial experience to the table to work with other entrepreneurs to make sure they are developing the skills to move from being employees building someone else’s dream to being business owners building their own dreams. Contact Jim at 317-539-1253 or jim@bizsuccessfactory.com or visit his website at www.bizsuccessfactory.com.

However, a concept I believe that is more Million Dollar Methods

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Special Contributer Article Set a Deadline Another thing to mention is that you don’t have to do all the work yourself. Take for instance the question whether or not to hire a web designer. I would really encourage you to hire out those tasks that would be a big challenge for you personally.

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t is often said a goal without a deadline is simply a dream. I believe this to be true. When any of my clients say they want to accomplish something I always ask them when they want it to happen or be completed. Put a date on it. When will you have that done? I have one client who has these great ideas for a website that he wants to have for his business. There are many deadlines that can be set along with this. • When do you want to have it totally up and running? • When do you want to have the layout done? • When do you want to have the copy done? • Do you need to hire a web designer? • When do you want to have them hired? • Have you bought your domain? • When will you have it bought? Did you notice how I worked backwards? Set a completion date for your end goal and then figure out when each benchmark needs to be met in order to reach that goal. Obviously there are many more things in here that need to be done, but this gives you a good idea. Another thing to mention is that you don’t have to do all the work yourself. Take for instance the question whether or not to hire a web designer. I would really encourage you to hire out those tasks that would be a big challenge for you personally. You will waste so much time and money trying

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to figure it out yourself. Do what you do best and hire someone to do what they do best. Setting a goal, benchmarks and completion deadlines is the initial step, but meeting the deadlines can be a challenge. Here is an example of an effective way to enforce deadlines. My husband James recently traveled around the country with another Brazilian Jiu Jitsu Black Belt and filmed him teaching some workshops. Before he had even transferred the videos off of the camera, he put the DVD up for sale. He started taking pre-orders for the DVD, offering special incentives to buy it now and wait for it to be shipped out on the first of the month. This only gave him two weeks to get the editing done, but he had placed a deadline on himself and it was one he had to reach. I do this with big events all the time. I set the date and start marketing it, and then I work to make it happen. I fill in all the details after I have already put it out to the world. I am forced to make it happen. Another bonus to doing it this way is that every time I add something awesome to the event it is a another reason to contact my prospective attendees. Put more hard deadlines in your life and business and you will see those goals happening. -AJ Clingerman Get To Know AJ... AJ Clingerman, knew she wanted to be an entrepreneur from the time she was 6 years old. Growing up in her aunt’s dance studio and seeing her mom start her own landscaping business showed AJ that being in charge of her own business, income and destiny was the way to go. 2011 winner of GKIC’s International Service Industry Marketer of the Year, AJ knew she was at home as an entrepreneur. Together with her husband James they have since built their martial arts academy into a full empire. They run the largest Brazilian Jiu Jitsu/Mixed Martial Arts Academy in Central Indiana, AJ just published her first book, and has 4 more in the pipeline.

Million Dollar Methods


Informational Article The Advantages of Leasing Business Equipment

Leasing equipment may be a cost-effective and sound decision for your business. Be aware that lease contracts are not all the same, so always make sure that you have a clear understanding of your lease contract.

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easing equipment will provide businesses with many benefits, such as no up-front costs and ownership risk. Obtaining equipment through a lease is one of the most efficient ways for businesses to stay at the top of the industry’s development curve. With the constant development of new equipment and technology, leasing equipment is substantially less expensive and allows you to keep your technology current. Easy Financing Leasing equipment is much easier to finance than purchasing equipment. Lenders usually require two to three years of financial records before extending a capital equipment loan to a business and some new companies that need equipment don’t have these records. Leasing companies, on the other hand, generally only require six months to a year of credit history before approving your business equipment lease. In addition, equipment leasing companies often don’t even require down payments, and instead just collect a refundable security deposit. For equipment loans from lenders on the other hand, a down payment of up to 25 percent or higher is often required.

upgrades. Therefore, leasing actually gives you the capacity to afford more. Updated equipment will give your workplace a more professional appearance while boosting the employees’ morale and productivity. Repair and Maintenance Repair and maintenance is a major concern for any piece of equipment. A leasing agreement will help businesses avoid any costs for repair and maintenance. The leasing company, in most cases, will cover the equipment in the event that it breaks down, and the company will repair and maintain the equipment as necessary. Tax Deductions Most types of equipment leases can be counted as a type of business expense for tax purposes. At the end of the year, these amounts can be deducted to lower your business tax liability. Leasing equipment may be a cost-effective and sound decision for your business. Be aware that lease contracts are not all the same, so always make sure that you have a clear understanding of your lease contract.

-Lynn Driver

Easy Upgrades Leasing equipment can make it easier for businesses to keep up with the latest in technology. Leasing is an attractive choice for those companies who rely on the most cutting-edge technology, such as communication devices and the latest in desktop computers. A series of leases that are short-term will cost less than buying new technology and equipment every year. Some leasing agreements will even include annual computer upgrades, thereby eliminating the need to contemplate whether you can afford equipment

Get To Know Lynn... Lynn Driver is president, CEO and owner of SkyLight Commercial Lending. SkyLight Commercial Lending is a non-traditional lender providing a portfolio of over 70 lenders offering all types of business lending services, cash flow products, real estate lending and equipment leasing. Prior to establishing SkyLight Commercial Lending, Lynn was president and CEO of Indiana Organ Procurement Organization for over 35 years. Lynn has worked with several companies offering board governance training, executive coaching and strategic planning. Lynn also served on several boards both for profit and non-profit sectors. Lynn can be contacted at 317272-0400, 317-416-4369 or email at lynnd@theskylightgroup.com.

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Informational Article Purpose Driven Church Can Be the Model for Purpose in Your Business – Part II I realize that some may think I am stretching by using these church success ideas, but remember you are trying to grow a herd of customers and prospects who want to do business with you … all the time and for a long term relationship.

n my last article, I introduced Rick Warren’s book, The Purpose Driven Church and suggested it is one of the best marketing books ever.

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This month I will cover the remaining six principles to help you set a solid foundation for your business. It is the glue that holds your business and your psyche together.

I presented the first six of twelve principles taken from Rick’s book:

7. Know “what works” and stick to it. Human beings, churches and businesses often lose their sense of purpose.

1. Offer Something They Can’t Get Anywhere Else 2.Five Dimensions of Church Growth: Fellowship, Discipleship, Worship, Ministry and Evangelism 3. Quality Produces Quantity 4. Myth That You Must Compromise Your Message and Mission to Grow 5. Clear Purpose Defines What We Do and Don’t Do 6. Focus on Growing People with a Process

Here is where we really need to stay in focus. Some call it organizational integrity, but it just means staying true to your mission, coming back to it regularly for decision-making and as a guide to sorting priorities. 8.Communicate vision and purpose with scripture, symbols, slogans, stories and specifics. In churches there is repetitive scripture and symbols; many prayers and rituals. continued on next page...

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Million Dollar Methods


Informational Article Continued... Purpose Driven Church Continued...

Have slogans and themes for your business. Let people know “the way we do it” and “what works for us.” Training and manuals are as essential to your business success as in church. 9. Know your target market. Do not be naïve about your evangelism. As a business, define your best customer and focus your message on them.

is simple. Get more to visit and convert them. What this means for entrepreneurs is targeted lead generation and a marketing process that appeals to those who come into the marketing funnel. I realize that some may think I am stretching by using these church success ideas, but remember you are trying to grow a herd of customers and prospects who want to do business with you … all the time and for a long term relationship.

This definition may be exclusive of various members of society who really don’t have the same value orientation.

What Pastor Rick Warren identified for growing churches will work for you.

When I’m consulting or doing sales copy, I call this alignment of Message, Market and Media.

-John Cohoat

10. Look for “spiritual receptivity”. Sometimes sales can’t be made immediately. The customer may want or need what you offer, but timing can be everything. You need to appreciate the ebbs and flows of your customer’s lives: birthdays, anniversaries, holidays, major life occurrences and what’s going on in the news. Understand and capitalize on this so that you truly connect emotionally. 11. Create an atmosphere of acceptance. Scott Manning and I appeal to like-minded entrepreneurs who want to understand marketing and like to be around other growthoriented business owners and professionals. We create a community of “believers.” It is a place where these entrepreneurs feel at home.

Get To Know John... John S. Cohoat, entrepreneur and Certified No BS Business Advisor, has been trained by Dan Kennedy, an internationally recognized expert in direct response marketing, copywriting, consulting, public speaking and business profit improvement. Cohoat runs the Northern Indiana/Southwest Michigan Chapter of Glazer Kennedy Insider’s Circle, one of approximately 100 chapters nationwide. Cohoat has over 30 years experience in the Michiana area as a business owner, executive and entrepreneur with proven expertise in marketing and business strategy. Cohoat offers monthly Glazer Kennedy chapter meetings, mastermind groups, coaching and individual consulting projects in the areas of business strategy, copywriting, sales, advertising, information marketing and direct response marketing. Cohoat has an undergraduate degree in accounting from the University of Notre Dame and an MBA from the University of Pittsburgh. He has been a business owner of Bonnie Doon Ice Cream Corporation and the Patchwork Quilt Country Inn as well as an executive in healthcare and real estate organizations.

12. Increasing the size of your “church” Million Dollar Methods

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A Note From Scott Manning... At the end of the day, after all, why are we here? It’s not to just bring in new customers. It’s not even to make a little bit more money. Really, it’s to go back to the reason, the purpose, the PASSION behind why you became an entrepreneur in the first place. It’s to reawaken the vision and the mission and the drive that you have to do that. You see, every day you and I wake up and we go out into the field to do battle to build our businesses. But the work is in a conspiracy to stop us dead in our tracks. It tries to ruin our goals and destroy our plans. It makes doing business very difficult. That’s why we have a saying that the business owner is the loneliest person on the planet. Any and every entrepreneur knows this. Who is it really that you go out every day and share your big-ass crazy dreams with? You have all these crazy ideas that you drum up in the middle of the night and you want to go out in the world and do them to make a living. There’s nobody that is going to understand how you feel and what you are trying to do and be able to help you, unless they are one of you. Because of Million Dollar Methods, you are very fortunate. You have an opportunity each and every month to be sitting in a room full of like-minded people with their own crazy ideas and dreams. We call them entrepreneurs and we want you to come back each and every month to a meeting where you can get tools and resources to add your success toolbox. That way you will be better equipped to go out and do more things for your business, better and faster.


Million Dollar Methods Magazine - July 2013