An excellent strategy you can use to help you bring about the juicy outcomes you want in your business is to write them down. This is different from writing down daily affirmations and making vivid vision boards. This strategy is engineering exactly what you want to have happen in your life by writing it out down in paragraph format in detail. You must get in great detail and if it takes you several pages to write out the outcome you want, that is great. In this case more is better so take your time and fill in all the details you want.
Take time out several times a year and whenever you have a big event or something coming up that you want to either bring about (manifest) or ensure that it takes place seamlessly and do this.
Use my TOP CAPE formula when writing down the outcome you want to occur:
T = Tantalizing & Enticing C = Clear & Concise O = Optimistic & Positive A = Appealing Visually P = Present Tense P = Passion E = End Date
Use all these elements when you are designing your Brilliant Success Juicy Outcomes. Here’s an outcome I wrote when I just put my house on the market in South Africa and I knew I wanted to particular a condo on a particular building but didn’t know how that would happen until my house sold.
I wrote this on June 8, 2010 (Note the dates!):
“It is December 18th and I am standing in my new North facing Preston Tower condo that is beautiful that I’ve purchased at an excellent price. I am so happy that my home on Ridge Road sold to the perfect family for 1.45 million Rands or more in my pocket and I received the money in the USA at an exchange rate of R7.00 to the $1.00 by October 10th, 2010.’’
Now, when I wrote this the housing market was very slow in the area I lived in in South Africa and the Rand/US Dollar exchange rate was R7.50 to the dollar! I also had no idea HOW I would get the condo because I couldn’t buy it until my house sold and I had no idea when that would be. Well, guess what? All of this happened just not exactly on all the dates I had written.
I sold my house for exactly R1,450,000 Rands and the money exchanged to my bank account in the USA at R6.97 to the dollar netting me an additional $12,000 on my sale in November 2010! AND, I moved into my new condo on December 17th! Do you think I cared that I didn’t get the money in October as I’d written? of course not! I was perfectly happy that it happened a month later. And guess what else happened? My father in August offered to purchase the condo for me and then I paid him back when the money came in! I had NO IDEA that any of this would happen when I wrote it on June 8th!
I’ve had this similar thing happen with outcomes time and time again. I share this story and this strategy with you because it’s worked for me for almost five years now and I KNOW it will work for you. Now try it!
It’s starting to get really busy right now. I’ve decided to take my own advice and teaching and in Dallas begin working with Realtors as a niche. There are lots of them and there are many opportunities to network
Me with new Real Estate Friends, Karis Pickens of North American Title and Julie Jones of Nations Home Warranty
with them. I’ve got two ladies in my BNI group who have been amazingly helpful to me to do this and then I met the two ladies I’m pictured with who are going out of their way to help me. It’s a natural fit for me with my selling all those condos (55) worth $10,000,000 in South Africa new to the country.
This doesn’t mean I won’t be able to help any other high-achieving entrepreneurs—because of course I can. It just means I have a direction for my marketing. I encourage you to do the same.
My Six Figure Soft Selling Secrets: 3 Hidden Strategies to Easily Land More Clients and Double Your Income From Every Sale Without Being Sales-Y Telecourse is starting to fill up and I’ve only just begun to market it. It’s affordable for anyone. I have clients signing up for it from South Africa and even in Slovenia so far. So please reserve your seat if you’re sick of not knowing how to sell your services and products to the people who need them.
The telecourse is $297 or you can pay it out in three easy installments of $97. This three pay pricing goes away at midnight on the 19th so sign up now!
You’ll get all the calls on mp3, transcripts, worksheets, scripts, checklists—everything you need to start making sales and enrolling clients authentically and easily.
Farming is a marketing concept taught to residential real estate agents that I have personally used while both a real estate agent in South Africa and as a Financial Advisor in the USA that works.
Farming means working a geographic region to harvest clients and customers in that particular region. It can also mean farming a particular group of people in a particular field. For instance, when I was a Financial Advisor I worked with teachers only and for several years worked in ten schools only in a particular are of Dallas. I quickly became known in my schools as “The Financial Advisor’’ for teachers in those schools because I was always there.
This saved me on gas, time and it increased my referrals because of the visibility I had by working in a smaller number of schools. I put on workshops for the teachers. I presented at their faculty meetings. I tutored in their schools. Soon I became “one of them.’’ I also wrote a lot more business because I was only working in 10 schools not 100!
When you work anywhere with anyone you dilute the results you can get because you spread yourself too thin. When you farm a particular region or group you want to become very well known in that particular region or group. Whom do you want to sell your home? The real estate agent that has the most For Sale signs in your neighborhood right? This means that this agent knows your neighborhood inside and out and is more likely to sell your house faster.
As a Financial Advisor I never actively tried to get business from other sources such as non teachers because it would have pulled me out of my specialty area. It’s not that I couldn’t help anyone else. It’s just that it was silly to waste time outside my area when I had so much right in front of me.
I know of other Financial Advisors who actively work a five mile radius from their office or only work with say, Doctors. Take a look at your current business and see where the majority of it is coming from. See what areas you can concentrate on to harvest even more business from those areas.
In whatever area you are farming maximize visibility for yourself by using newsletters, ezines, seminars, workshops and advertising in a tightly defined geographic region or defined occupational field for the best results. Be very careful to not farm too big of a region with too little resources to support your farming efforts. You don’t want to spread yourself too thin. This is the beauty of working a self imposed area deeply.
Working smarter not harder by farming is a strategy you can’t afford to ignore.
I can’t believe it’s been nearly 6 months since I moved to Dallas from South Africa. What a great life lesson it has been! Thankfully I’ve been able to stay in touch with my clients and friends
Me and a Lioness in the Serengeti, Tanzania, July 2010
there through Facebook and Skype. You’ll see from this week’s photos I’m missing the beautiful land and people there—in Africa and South Africa, too.
Luckily life is all about moving forward and growth which I know all of you understand or you wouldn’t be receiving this ezine. We never forget certain friends and places we’ve left because they are a part of us forever. As we enter spring I encourage you to look at your life and business and see what areas you want to stretch and grow in so you can breakthrough to the next level and serve more clients through your brilliance!
My Six Figure Soft Selling Secrets: 3 Hidden Strategies to Easily Land More Clients and Double Your Income From Every Sale Without Being Sales-Y Telecourse is starting to fill up and I’ve only just begun to market it. It’s affordable for anyone. I have clients signing up for it from South Africa and even in Slovenia so far. So please reserve your seat if you’re sick of not knowing how to sell your services and products to the people who need them.
The telecourse is $247 or $97 a month for 3 months. I’ll be changing the price on March 16th to $297 and the 3 pay option and Bonus Telesummit Recordings go away then.
You’ll get all the calls on mp3, transcripts, worksheets, scripts, checklists—everything you need to start making sales and enrolling clients authentically and easily.
One of the easiest things you can do to experience more success and cash in your business and make more sales is the skill of seeing opportunities when they come your way. Most people live their lives unconsciously going through life thinking that there aren’t opportunities for them when in fact opportunities are everywhere—they just aren’t aware of them.
Here are some tips to recognize opportunities so they don’t pass you by:
1. Be open to opportunities and keep your mind open. This sounds basic but 99% of the population is not open to opportunities nor do they keep an open mind. Most people carry a mindset that says things like “Nothing good ever happens to me.’’ And guess what? Nothing good happens to them because that is exactly what they believe.
When you have an open mind you allow yourself to attract opportunities because you tell your subconscious mind and God that you WANT something different in your life that you have now. As a result of your open mind and being open to opportunities they can now flow to you.
2. Pay attention to what is going on around you. Many times opportunities are right in front of you but if you aren’t paying attention to what is going on around you odds are you won’t see them. Pay close attention to articles you read on the internet or in print, to what is said in conversations, suggestions that friends or family members make to you—pay attention to everything that occurs or enters your life because it’s all coming to you for a REASON.
3. Know what you WANT so you are in 100% alignment with opportunities as they present themselves to you. If you aren’t 100% clear about what you want in your life and business it will be virtually impossible for you to recognize opportunities as they come your way.
For me personally, I know I love speaking and this is my true love and desire for me professionally. As a result I’m very clued in and aware of speaking opportunities no matter how small they might be because it’s what I love to do. Think of what you want—what you really, really want—and then became aware of opportunities from that standpoint and you will be amazed at what will come to you if you are open minded and pay attention to what is going on around you.
4. Never forget that opportunities are ALWAYS EVERYWHERE. You just must learn to be aware of them.
Don’t let any more amazing opportunities for you slip by. Get and remain open minded to opportunities so they CAN present themselves to you. Pay close attention to everything that happens around you and of course, know what you want so you are always 100% aligned with the opportunities that present themselves to you.
I can’t believe March is already here and spring is on its way—unless you’re in the Southern Hemisphere where I used to live and it’s fall! After 8 months of fall and winter between South Africa and Texas I’m ready for Spring for sure!
Me and Bryn Johnson
Pictured next to me is the darling Bryn Johnson of www.BrynJohnson.com whom I met in Austin at Carolyn Herfurth’s SELL event last Friday. Bryn is a business and career strategist in New York City and it was terrific to finally meet her in person after only hearing of each other before and connecting on Facebook! I had a great time at Carolyn’s event, both learning and networking with some amazingly powerful women. I hope you are making time to “Get Out There’’ to attend events and network. It’s critical for your business and mental success!
My Purposeful Profits and Prosperity ended last week and I will be making available the entire series to you this week. I’m proud to say that every single call was chock full of excellent, actionable, useable strategies that you can use now and forward in your business.
Finally, I am SO excited about my first ever telescourse series:
“6 Figure Soft Selling Secrets: 3 Hidden Strategies to Easily Land More Clients and Double Your Income From Every Sale Without Being Sales-Y”
This is the first time I’ve ever taught all my soft selling secrets in this format. All calls are on Tuesdays at 7:00 to 8:15 pm. EST starting March 15th and running through April 5th. You’ll get mp3’s of the calls, transcripts, worksheets, checklists and templates. Everything you need to start making sales and enrolling clients authentically and easily. So don’t worry if you can’t make the calls live, o.k.? My very special intro/early bird pricing is $247 and this will expire soon. So don’t delay. Sign up now!
A powerful and often overlooked strategy you can use to help cause your clients and customers to take action NOW and invest with you is to use deadlines.
Most people won’t take action to part with money from their wallet without significant incentive. Deadlines are a great way to help your clients and customers invest with you. Sometimes this is called creating a sense of urgency because it stimulates an immediate response.
Here are some quick ways to use deadlines for the best results:
1. Use a deadline with a definite end date and time. For example, this price is good until such and such date and time.
2. Use a deadline with a certain number of days. For example, this offer is good only for the next three days.
3. Use a deadline with an “Instead of or an In Addition To’’ date. For example “Offer is good only until April 1st, 2011 or when the first 10 spots are taken, whichever comes first.’’
4. Use a deadline tied to incentives. Offer bonuses to your clients and customers for investing with you NOW such as a physical product or a bonus coaching call with you.
5. Use a deadline tied to penalties. Remove the discount(s) and/or bonuses, gifts with purchased if the client or customer does not invest with you by a particular time.
When I sold off-plan condos on the Indian Ocean in South Africa I used deadlines with great success. I convinced the developer to offer all the appliances fre* for a certain number of buyers. Another time I convinced the developer to let me drop the price by a key amount for a certain number of buyers. And it worked. I ended up selling over 55 condos in 10 months worth over $10,000,000 USD.
Using deadlines will work for you, too, in your business. Choose one and start using it today.
I had the great opportunity to meet Bill Hibbler in person a few weeks ago. We did the ubiquitous Starbucks thing and had a blast. Bill has been marketing on the internet since 1999
Me with Social Media & Network Marketing Guru, Bill Hibbler
and even has a book out with Dr. Joe Vitale featured in the movie “The Secret.’’ He’s an amazing Social Media Expert and Guru and has over 50,000 followers on twitter. I recommend following him on twitter at @BillHibbler and I recommend you checking out his blog www.BillHibbler.com for the latest in Social Media Marketing.
Hundreds of you have signed up for my Purposeful Profits and Prosperity Telesummitand I’ve feel so grateful to bring you this amazing resource. I am receiving emails from women and men all over the world (Latvia, New Zealand, Wales, France, Canada, South Africa (of course!) and from here in the USA. Listeners are thanking me for putting this together and they are so thrilled with the content they are receiving at no charge.
It’s not too late to sign up—there are 4 more dynamo ladies speaking next week: It is FRE* so don’t delay. They’ll be speaking on the following:
Maritza Parra–Social Media Publicity & Profits for Your Business: From
Local to Oprah Visibility
Shannon Cherry—3 Steps to Increased Visibility
MaryKay Morgan—How to Grow Your Brand, Make More Money and Have
More Fun With Business Relationships That Actually Work!
Adela Rubio—5 Keys to Hosting a Sizzling Online Event That Will Fast
Track Your Platform and Your Profits!
Sign up and know if you can’t make the calls there will be 24 hour replay and you can purchase the entire telesummit for $47.00 or $67.00 now at 50% off.
The first 3 calls alone are worth investing in the mp3’s!
I promise you will get at least ONE simple actionable strategy from each call to grow your business or banish a limiting belief.
I look forward to having you on the calls! And please spread the word to your friends and colleagues. I really appreciate your help in getting the word out about it as the information will be fabulous.
You need to find out the age, sex, interests, geographical location, language, culture, religion, ethnicity, marital status, whether they have children, and other personal information, of your prospective market. If you happen to attract a certain segment of a particular market do not fight it.
Other focal points could include whether they have their own businesses, where they go on vacation and other factors. This will affect how you find them and how you can reach out to them. You would be wise to find out if a secretary or personal assistant will be screening your email communication with the decision maker. Knowing what car the prospective or client drives, the restaurants they frequent and similar information is invaluable.
You could even go as far as giving your ideal client a “name’’ for visualization and setting intention purposes. My ideal clients tend to be women in their 40’s, 50’s and 60’s. They are at a stage where their children or older or out of the house.
Look at your own clients and determine these demographics. Look at the clients you attract the most of, that are easy to work with you and take action on your recommendations. These are dream clients.
Smart marketers are marketing to the niches they have chosen and they are doing a targeted marketing message to that niche. An example I came across is a small bank in Ohio that opened a division that gives medical doctors low interest loans. They chose this market because there are a lot of hospitals and universities in the area. They are –obviously– looking at the 80/20 rule. They identified they did not need to be all things to all people and that’s something you can apply to your own business.
If you specialize in a particular area more deeply or service a more narrow nice, you can charge more because of the specialization aspect you bring to the mix. Remember people will ALWAYS invest more in products and services which are specialized and not general. Finally, remember that it’s critical that you focus effort on identifying and nurturing your niche.
To find out more about the secrets to creating a magnetic money mindset and capturing a constant stream of ideal, high paying clients sign up for Sharon’s free offering at: http://bit.ly/hreehm
Sharon Killion of Brilliant Success Marketing is passionate about mentoring high achieving entrepreneurs in smart marketing and soft selling so they experience clients, cash and abundance
One of the biggest complaints I hear over and over again from new clients is not being paid what they are worth. They say things to me like “You know, Sharon, it’s ________________(insert whatever city you want here) and people just won’t pay much here.’’ I have lived in a small holiday town on the Indian Ocean in South Africa and I now live in Dallas, Texas and I hear the same thing from BOTH locales.
Here are some tips to help you charge what you’re worth so you don’t feel depleted and discouraged by what you’re charging:
1. Your prices should correlate to the RESULTS your program or product delivers to your clients and customers. If clients enroll in a Private Platinum Program with me it is not cheap but I am very confident of the results that they will get by working with me one on one. You can do the same.
2. Raise your fees and/or prices 20% immediately for new clients. This comes directly from one of my mentors, Kendall SummerHawk. It is a sure, quick way to increase your prices and your bottom line immediately. IT WORKS. Try it.
3. Practice saying your new fees so it’s so easy and natural for you. This is also from Kendall. Practice until you can say your new fee and then in the very next breath say, “Please pass the salt.’’ You know, so it’s no big deal at all to you. Your clients will sense if you are hesitant at all when you are asking for a fee. Practice, Practice, Practice.
4. Be proud and confident of charging more than everyone else as long as you are delivering, no make that over delivering great service and results to your clients. So many people set their prices based on what everyone else is charging or they charge LOWER hoping to win business. When you charge in the middle or at the lower end of the spectrum you become a commodity and your clients will price shop you and you’ll actually lose business! Price yourself in a higher tier than your competition and deliver MORE, MUCH MORE than your competition and your clients will happily pay you for this. You don’t want to be known as the cheapest in your market do you? I know I don’t and neither should you.
5. Focus on the 20% of your clients who bring you 80% of your business. The Parato Principle applies to all businesses including yours. So many people constantly try to bring in new business while neglecting clients and customers who have already purchased from them. It’s a fact that once a customer or client has invested with you—no matter how big or small the amount—they are more likely to invest with you again. So be wise with your time and cultivate your existing clients and customers more deeply.
Be strong. Be confident. Know what you have to offer your clients and customers is excellent and worth every penny you are asking them to invest with you. You wouldn’t be in business if it wasn’t worth it, right?
vivid vision boards. This strategy is engineering exactly what you want to have happen in your life by writing it out down in paragraph format in detail. You must get in great detail and if it takes you several pages to write out the outcome you want, that is great. In this case more is better so take your time and fill in all the details you want.
