Growthink

Six Great Places to Find Angel Investors

Thu, 23 May 2013 23:09:38 -0400

Last year, according to the Center for Venture Research at the University of New Hampshire, 67,030 ventures received angel funding.

This represented an increase of 1.8% over the prior year. In total, these angels invested $22.9 Billion; that's a lot of money.

Importantly, the Center for Venture Research found that the number of angel investors providing the funding last year was 268,160 individuals. So, clearly, there are a lot of angel investors out there.

So, you're probably thinking: how do I find these angel investors? The good and bad news is that there's no directory of angel investors. It's bad because if there was, it would be easy to find them. And it's good, since if angel investors were simple to find, they would be bombarded with deals; and thus raising capital from them would be much more competitive.

The best way to find these angel investors is through networking.

First, ask everyone you know (e.g., friends, colleagues, family, advisors like consultants, lawyers and accountants, etc. ) who they know that might invest in your business.

After that, the key is for you to keep networking and meeting new people. In many cases you should target individual angel investors directly. For instance, you may realize that a certain executive in your industry would be perfect, in which case you should call them and/or seek an introduction from a mutual acquaintance.

In other cases, you should "get out there" and meet them at different venues. Here are the six best venues I've found for meeting angel investors.

1. Local Business & Networking Events

Every city has local events that attract business owners and entrepreneurs (note that other business owners and entrepreneurs are often angel investors and/or can introduce you to angels).

You can find out about these events on sites like Meetup, Eventful and EventBrite.

For example, if you go to Meetup and type in "entrepreneur," you'll find lots of local events.

2. Industry Conferences & Trade Shows

Industry Conferences & Trade Shows are great places to meet angel investors. These events are filled with successful people who have the means and often interest in funding a company like yours. And, based on the fact that they are attending such a conference, they know your industry. This makes educating them on your venture easier, and also often gives them the ability to give you valuable strategic advice.

You can generally find out about these events in your industry's trade journals.

3. Alumni Events

Particularly at college alumni events you'll find lots of successful people. Many of whom would be very interested in funding your company as an angel investor. You already have a connection with these individuals since you share the same alma mater. So go to these events and meet them.

You may also have access to an online alumni directly. If so, you can use this to directly target certain individuals.

4. Chamber of Commerce Meetings

There's probably no better place to meet a large concentration of business owners (and potential angel investors) than local Chamber of Commerce meetings. So attend these meetings.

5. Volunteer at Local Organizations & Charities and/or Attend Charity Events

As a general rule, you should volunteer to give back to people less fortunate than you. But as a bonus, when volunteering you'll often meet very successful people, including large donors to the cause. These individuals might also be interested in funding your company.

6. Become a Guest Speaker

There are many groups like YPO (Young President's Organization) and Vistage that have monthly meetings during which they bring in outside speakers.

Find groups like these that could benefit from your knowledge. Present great information to them to help their businesses grow. In doing so, you will make great connections, including some that can fund your business.

As you can see, there are many, many places to find angel investors. It's mostly a matter of scheduling the time into your schedule to go do it.

Suggested Resource: In our Angel Funding Formula program, you'll learn exactly how to find and contact angel investors, exactly what information to convey to them and how, and how to secure your financing check. This presentation explains more.

The 10 Million Dollar Mindset

Tue, 21 May 2013 17:07:25 -0400

If I say to you, "Hey, you can grow your business into a 10 million dollar company and be very wealthy" would you believe me?

Would you think it's possible? Likely? Easy? Hard? A pipe dream?

You don't have to tell anyone your answer, so be really honest with yourself. Can you envision becoming a multi-millionaire by growing your business?

If you can't see it, first congratulate yourself for that bit of honesty. Next, get to work on your mindset. You will never be a millionaire if you don't think like a millionaire.

Have you read biographies of multi-millionaires in the Unites States? It is rare to find a millionaire who says "I am so surprised I reached this level of success and wealth."

Except for lottery winners, most wealthy individuals are not surprised by their success. Their wealth is intentional. They set out to create that success, they visualized it, they believed it, and they passionately pursued it.

Hope Floats, Action Flies

You can hope to make the front page of Forbes Magazine by wishing that your business goes well. You can create excellent products then sit by the phone and hope that clients order them. You can launch a gorgeous website and hope that internet searchers just happen to find it.

In the course of your daily operations, do you hope for things to happen, or do you work at making them happen?

During your work day you likely create products, provide services, contact clients, process orders, send invoices, order supplies...and hundreds of other actions that generate income. Now let me ask you: would you be willing to stop doing these things and then to simply hope you can still make a living?

Obviously not. So, if you are not willing to give up your income by relying on hope and wishful thinking, why do so many entrepreneurs consider becoming a multi-millionaire a fantasy?

If your actions make you $200 dollars a day, don't you think that over time different actions can bring you $2000 a day, $20,000 a day?

My point? Stop hoping and wishing for abundant wealth and start planning on it.

1. Get The Mind Aligned

What you believe about money, wealth, and success will form the limitations of what you achieve in those areas. If you are comfortable with a 6 figure income, but feel guilty or overwhelmed when considering an 8 figure income, then you have set limits on your income potential.

If you think money is the root of all evil or that rich people are bad, then you have disqualified yourself from wealth. The relationship you have with money in your mind becomes the relationship you have with money in your life. That's why step one is to get the mind aligned.

You can't achieve dreams with lip service. You have to really believe.

2. Find Your Gurus

Ok, so you believe fiercely that you have what it takes to break into the 8 figure income stream. You believe it, you want it, you are seeking it.

Good! Seeking is powerful. You've heard it before, when the student is ready, the master appears. Even reading this newsletter is positive action in the right direction. Now surround yourself with likeminded people who reinforce your beliefs and support your goals. And spend time meeting with and/or studying those with more knowledge or experience that you.

Do not allow yourself to be frozen by fear or intimidated by those who have achieved great success. Find them, interact with them, learn from them, and model them.

3. Be Really Clear

We've mentioned becoming a millionaire or multi-millionaire a few times in this article. That is a great general idea, but it isn't a powerful enough of a goal to ignite action and feed passion.

You need to set very specific goals. Maybe you start with an annual income goal. Maybe you start with targeting a certain number of clients each month. Maybe you do both.

The more specific your goals, the more they will motivate and sustain you. Also, the ability to measure progress is key. If your goal is vague, how do you know if you are achieving it? Let's say your goal is to become a millionaire in your lifetime. You are now 30 and you have $60,000 in the bank - are you on track? Are you encouraged or discouraged? Will you be happy if you reach one million dollars in your bank account on your 90th birthday?

Now let's look at a specific goal. Let's just say that in 2013 your goal was to add 10 new clients per month and end the year with $570,000 in revenue. And now let's say it's December 31 2013 and you look at your results. You total clients for the year were 108 and you're final revenue totaled $563,000. You achieved 90% of your client goal and 99% of your revenue goal. Now how do you feel? You probably feel pretty good because you came very close to achieving your goals. And your results are probably far superior than if you didn't set the goals in the first place.

4. Tell Everyone

I am not talking about strutting around town bragging on how you are going to have gobs of money. I am talking about freely sharing your objectives in socially appropriate ways. For example, if while visiting family over the holidays old Uncle Jim yells across the room "Hey Chris, what are you doing with your life".

This may be an opportunity to say "Well Uncle Jim, this year I am focused on growing my company to $230,000 in revenues and I am on track to produce $5.5M in revenues by the year 2018".

I bet that will quiet the room.

Maybe you are willing to share that with family, maybe you'd rather not. Definitely be upfront about your goals with your staff, partners, and mentors. Go ahead and create accountability. If you really believe in what you can accomplish, you won't be afraid to "put it out there".

While you want passion, not ego to be your main motivator, a little pride can go a long way sometimes.

5. Live the Life

If you want to be a millionaire, you need to live like a millionaire. No, I am not saying you need to buy a car you can't afford or otherwise live beyond your means. On the contrary, there are hundreds of stories of self-made millionaire that got there by living conservatively.

What I mean is that you need to monitor your way of thinking. Do you look at a Bentley and automatically think "I will never afford that." How serious can you be about becoming a multi-millionaire if that is your knee-jerk reaction?

A person planning their success will instead think "In approximately six years, when my annual revenue reaches X, I will be able to buy that car cash."

What is your life plan? If you are a parent, are you optimistic about sending your kids to any college they want to attend? Are you learning about different places in the world you want to visit?

Are you learning a language to support your international business launch? Are you looking forward to and learning about things that are a normal part of the lifestyle you are working to achieve?

Is there something you can do now that will give you taste of your future? Maybe you can buy a pair of expensive sunglasses to remind you to look at the world through the eyes of a millionaire. Perhaps you can start a basic investment account at a firm that is known for high wealth clients.

Identify one thing you can do now that will make you feel like a millionaire, and go do it.

10 Million or Bust

Jack Canfield, one of the creators of the "Chicken Soup" series of books shares a story about setting bold goals. One year, he decided that he was going to sell a mini version of his book for twenty-five cents and wanted to reach $100,000 in sales that year. At the time, that was a huge amount of money for his family.

Well, he didn't make it. He only made $92,000 that year.

Was he disappointed? Of course not! By setting such a huge goal he created a situation in which an "almost made it" was still a raving success. If today, you make $75,000 a year and decide to make $10 Million in ten years, you will still be living a vastly different life if you only make $8 Million.

Now consider this. If in X years, you have 1, 2, 15, or 30 million dollars, are you still you? You may have different characteristic brought on by time and wealth, but you are still the same person, right?

If you are going to be a millionaire in the future, then what is stopping you from having that millionaire mindset now? Don't wait for things to define you. Rather, be defined by the passion, skill, and determination that will ultimately get you the life you want. Get your 10 million dollar mindset going today.

Lesson I Learned this Weekend

Mon, 20 May 2013 13:08:22 -0400

I had the great good fortune this past weekend to co-host Growthink's Business Blueprint Live event at the LAX Sheraton Hotel, next door to our Company’s Los Angeles offices.

At it, 53 entrepreneurs and business owners gathered for two days and nights with the Growthink team to dream, plan, and network as to how to best grow the revenues, increase the profits and better fulfill the missions of their businesses.

What is really neat is that because of its longer group and in-person format, there is time and space to really listen and, correspondingly, to share best business practices, ideas, and inspirations.

Golly - what a weekend!

The attendees that ventured from near and far and from the comforts of their homes and regular routines took a chance.

The chance that by "mixing it up a bit," that breakthroughs would follow.

And they did.

From the aerospace engineer developing new quality assurance processes that make the engines that fly our planes safer and more efficient, to the software entrepreneur helping community banks better manage their loan portfolios (and by so doing freeing up more capital to lend to entrepreneurs and small businesses to grow their companies and create jobs), to the doctor re-designing the nature of care to focus more on prevention than cure, new and powerful business ideas and tactics were hatched and committed to.

And I was reminded of an old wisdom that I forget way too often.

It goes like this: when there is something “nutritious” in my life and business that I am resisting, it is that thing that above all else I need and should be doing.

It could be getting up early and doing that workout.

Or not having that second glass of wine.

Or taking that vacation.

Or, in business, making that call, writing that plan.

Going to that meeting, that conference.

And when you do, hold nothing back.

Don’t let any nagging doubts about whether this strategy, this decision, this job is the right one.

Just dive in.

What is brought to mind is Joseph Campbell, author of a “Hero of a Thousand Faces,” and the world’s great scholar on mythology and the foundational stories of humanity.

He famously said that what we all seek is not “so much meaning in life, as we do the experience of being alive.”

Well, this weekend what I and very many of the attendees that participated and shared with that full-on entrepreneurial commitment experienced this weekend was very much that of being fully “business alive.”

And from it and because of it, new business and conceptual breakthroughs and lovely relationships naturally flowed.

And when I reflect on these amazing outcomes, and then when I think back to the resistance I felt of not wanting to organize, not wanting to go to the event…

Well, it hits home that so important wisdom that when I really don't want to do something that I know in my heart that I should…

…well that is the exact thing that I must do.

And then let the magic happen.

LIVE Webinar Workshop - The Massive SHIFTS That Are Crushing Small Businesses, But Are Also Creating Unlimited Opportunity

Fri, 17 May 2013 17:41:25 -0400

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Growth Dashboard

Tue, 07 May 2013 18:14:28 -0400

The 10 Common Characteristics Of Empire Builders

Tue, 07 May 2013 17:18:03 -0400

Are you an Empire Builder?

How do you gauge yourself and your business? Do have the potential to turn your business into an empire? You may not know it yet, but you may just be the person to create the next business empire.

Empire builders are ordinary people who perform extraordinary tasks. There are certain traits and actions that distinguish these outstanding individuals from others. By learning certain skills and adopting successful actions you can set your business growth to super-size.

10 Characteristics of Empire Builders

If you have painstakingly built your business from scratch to where it is now, assuming it is growing steadily, you should not be surprised that you possess some characteristics in common with empire builders. Here are the 10 common characteristics.

1. Sacrifice & Hard Work. Empire builders are willing and ready to make sacrifices to be successful. Running a business is quite different from simply joining your workmates at a desk job; it involves hard work.

2. Passion. Empire builders are passionate about what they do. They put in extra effort to achieve their goals. Being passionate about what you do usually means that you are having fun doing it. The journey should be just as rewarding as the destination.

3. See Opportunities. Do you see opportunities where others see obstacles? Another trait of empire builders is that they see an opportunity where others see barriers. Many people think that to be successful you need to come up with an idea that nobody has thought of before. Many successful empires have been built without innovative ideas, just the will to do the same thing others are doing but in different way. Or they dare to tackle a problem others are afraid to tackle.

4. Highly Motivated. Empire builders are highly motivated people. They don't let their determination cool off due to defeats. If they don't succeed at first, they simply try again and again. They use failure as a motivation rather than an obstacle.

5. Disciplined. Another important characteristic of empire builders is discipline. Empire builders are focused on their goals. They do not let distractions derail them from achieving their objectives. They have clear steps that they take every day to bring them closer to their goals.

6. Open Mindedness. Open mindedness is a vital characteristic of empire builders. These are individuals that are ever open to new ideas and new ways of doing things. They get inspiration from different sources and focus it on achieving their goals.

7. Team Builders. They are skilled networkers who build strong contacts needed for success. Nobody ever succeeds alone; rather, success requires team building. Empire builders have persuasion skills that enable them to convince people to work for them even when their ideas may seem crazy.

8. Decision-Makers. Empire builders have good decision-making abilities. Sometimes people may wait for the right time to do something but empire builders launch their projects and then make the necessary corrections later. Decision-making is vital and in many cases, not making a decision is as bad as making a wrong decision.

9. Can Create Or Expand a Market. Empire builders expand the market. Contrary to what many believe, you don't have to launch something completely new to be successful. You can simply get into a business that many have thought of and get your share of the market and grow it.

10. Understand Their Markets. In business, timing can mean the difference between success and failure. Empire builders are capable of predicting the precise time a product will be successful in the market. When Sony launched the walkman, skeptics said people would not be interested in listening to music as they walked. Know the wants and needs of you market.
What Lessons From Empire Builders Can Help You Grow Your Business?

I want you to take a challenge. Pick three characteristics from above and start applying them this week. Keep practicing until they become second nature; aim for 3 to 4 weeks. Then pick three more. Do that until you cultivate all these characteristics of empire builders.

Here's your checklist:

Don't hesitate to make sacrifices and work hard
Follow your passion/enjoy the journey
Be open to new opportunities
Stay motivated
Be disciplined
Keep an open mind
Build a team that can deliver results
Be decisive
Realize you don't need to create something completely new
Understand/research your market

Let us know how this challenge changes you and your business!

Business Audio Library

Tue, 07 May 2013 14:00:06 -0400

Are you a Contender or a Pretender?

Mon, 06 May 2013 14:45:03 -0400

One of the great joys of my work is the unique opportunity it affords to meet and to learn from talented, committed, and effective executives - working hard and long on their entrepreneurial journeys

Men and women like Mike Kovaleski and Carrie Kessel of Mahar Tool Supply, a Michigan-based, mid-sized automotive technology distributor that is reinventing how vendor partnerships are structured and maintained in the global, high-tech, and oh-so competitive modern car business.

And as they do, they are creating both good jobs and an inspiring culture that's reflected in both the great longevity of their company (66 years young and counting!) and in the average tenure of their executive team (10+ years and increasing daily!).

Leaders like Dr. Ezat Parnia - President of Pacific Oaks - a small and fast growing Pasadena-based college that under his leadership is merging traditional offline educational values with the promise and power of online learning.

And as he does so, everyday demonstrating his fierce commitment to his students, mostly adults going back to school mid-life to earn training and degrees in early childhood education…

…who armed with their Pacific Oaks’ educations go out into the world and effect the school’s mission of seeing every child - no matter race, gender, or economic circumstance - be treated as a unique, special, and able learner.

And men like Good Samaritan Hospital’s CEO Andy Leeka, with his so articulate commitment to seeing his 1,400 employee strong, inner city Los Angeles Hospital become both a leader in care giving and…

…be a beacon of hope that says YES even budget and regulatory-strained hospitals can be places of high staff camaraderie, great patient care, and dare we say, even a little fun, too.

What do these brave and inspiring executives all have in common?

Well, first of all, in spite of them all leading very different organizations, with different reasons for being, competing in very different marketplaces, with very different sets of challenges and opportunities, they all think and act fundamentally the same.

Entrepreneurially.

Recognizing that even though they lead organizations that are on average more than 80 years old on average…

…that their fundamental business reality today is constant, unrelenting, everlasting, and fundamental change.

And that their job as leaders is to respond, pivot, profit, and win in the midst of all of it.

Second, they all "get" strategy.

Not as some academic or consultant’s exercise, but strategy as at the core of why they're organizations exist and what their mandates are to lead them.

Strategies that are big, as in where do they want their organizations to be 5, 10, 20 years hence?

And strategies that are “small,” as in what CRM, what eCommerce platform, what project management software to use?

And yes, they are all definitely contenders.

They just don't talk about reaching for the brass ring, they sacrifice every day to actually do so.

They plan their work.

And then they work their plans.

They (and everyone around them) know that it is not about them. Their glory, their rewards.

They’re in it for the mission.

Because they are blessed to be given the opportunity, and now by golly they are going to strive and strain with every fiber of their being to make the most of it.

For contenders like them, I have only one thing to say.

Thank You.

For making all of our lives healthier, smarter, richer, and all in all just better.

Oh, and maybe a quick word of advice.

Every now and again do come up for air and give yourself a pat on the back.

Because you've earned it and more.

P.S. Think you’re a contender? That you have the right stuff?

Are you committed to taking your career and business to the next level?

Then join Growthink President Dave Lavinsky and me in-person next weekend at our Business Blueprint Live event.

Click here to learn more and to apply to attend.

How to Develop a Strong Brand

Tue, 30 Apr 2013 17:02:52 -0400

Your brand is the unique design, sign, symbol, and/or words that create an image or impression of your product(s), service(s) and/or company.

A strong brand differentiates your product or service from your competitors, and is easily recognized by customers in your market.

Think about Starbucks...Their coffee is not the most affordable in the market, but their brand recognition and loyalty is off the charts. They have a wide-spread reputation for delicious, strong coffee that many people refuse to do without.

Disney is global mega brand. Show a child a black round circle with two round black ears and the screams of "Mickey, Mickey!" will leave you temporarily deaf. Not only is the image recognizable, but it's is associated with fun and happiness.

Developing a strong brand is important and can dramatically impact your success. Below are three surefire strategies you can use.

1. Create a New Product and Constantly Innovate it

Apple's introduction of the iPhone is a classic example of this strategy. While cell phones had been in the market for years, Apple introduced a new sleek design and took the cell phone into the realm of smart phones. Instead of just phone and camera, Apple popularized having music on your phone and later led in the development and release of mobile applications This strategy caused Nokia's market share to drop precipitously.

Not only did Apple innovate with the initial introduction of the iPhone, but the company keeps the product fresh by releasing updated models every 2 years or so.

Puma is also adapting this method by constantly introducing new sports products to the market. The company does this to continue building its reputation as the most desirable sport lifestyle brand.

By creating a new, unique product and constantly updating it, you will build a strong brand. And you will stay top-of-mind for customers since they will always be curious as to what they can expect from you next.

2. Using a New Campaign To Change a Brand's Image

As second branding strategy is to use a new marketing campaign to change your brand image. One example of this is the Dove soap campaign introducing "Real Beauty" in 2011. The concept is that women have real beauty and Dove can help them realize it.

This type of campaign can also be called "rebranding." You use an old product, repackage it, and possibly change its logo too. Your purpose is to change the product's identity and reputation in the view of consumers.

You can also use rebranding to overcome a period of poor publicity. For instance, if your company has been involved in public malpractice litigation, rebranding can help you get rid of negative connotations that may be hurting your sales.

Rebranding can be a powerful tool in helping you differentiate your product from competitors. Think of special stitching and serial numbers high-end purse manufacturers use to differentiate their products from cheaper knock-offs. When you make your product distinguishable, you can gain more customers.

Lastly, when your product has been in the market for a long time, curiosity and interest from customers may lessen. Rebranding can help you regain excitement in the market place and recapture market share. Intrigued customers want to try whatever is new in your product.

3. Advertise While Keeping Up with the Brand Value and Promise

Being seen on television and other advertising channels can do wonders for most products and services. Sometimes, despite being more expensive than other brands, consumers still buy products with which they are more familiar. This is true of the brand Tide. There are laundry detergents that are less expensive, but many customers still buy Tide. Because they hear about Tide frequently, it is top of mind when consumers are shopping.

Still, Tide has to keep up with its promise of being a great laundry detergent. If consumers experienced poor results, they wouldn't buy Tide again despite millions of dollars of advertising. The product must do what your advertising said it would.

It is also important to make sure your advertising, whether local or national, is reaching your target audience. Remember the Chrysler Pacifica? Its okay if you don't; they don't even make the Pacifica minivan anymore.

In 2004, despite warnings from their advertising consultants, Chrysler contracted Celine Dion for $10 million to promote the new Pacifica. The campaign was a disaster. The Pacifica appealed to young professionals, yet Celine Dion resonated with an older age group. The result? Nothing. Flat sales with millions of dollars out the driver's window. Know your target market!

Applying the Strategies

While many of the examples I used are from well known large companies, any business owner, even a one person operation can use the strategies listed above.

And importantly, you don't have to spend a fortune on this. With social media tools like YouTube, Instagram and Facebook, you can create videos and photos that can spread your brand message quickly, inexpensively and with amazing effectiveness.

So focus on building your brand, because the right brand will bring in tons of new customers and dramatically increase the value of your company.

Business Blueprint Live 2

Tue, 30 Apr 2013 11:33:17 -0400

Business Blueprint Live 1

Tue, 30 Apr 2013 11:31:16 -0400

[Report] Here’s Why the Stock Market is Broken

Mon, 29 Apr 2013 16:34:01 -0400

Remember the bull markets of the 1980s and 1990s, when everybody was making money in the stock market?

Bad News: Those days are GONE… and they’re not coming back

Click below to discover mine and Growthink’s exclusive report on WHY today’s stock market is broken -- and what you can do about it:

http://www.growthink.com/stock-market-dead <-- Click here

It’s almost hard to imagine how strong stock market returns used to be…

Just look at the average annual returns of the Dow Jones Industrial Average from 1982 to 1989:
•    1982: 19.61%
•    1983: 20.27%
•    1984: -3.74%
•    1985: 27.66%
•    1986: 25.58%
•    1987: 2.26%
•    1988: 11.85%
•    1989: 26.96%

The good times continued in the 1990s. On January 1, 1990, the Dow Jones was at 2,810. By December 31, 1999, it had exploded to 11,497 -- an increase of 409% in just 10 years.

But today’s stock market is BROKEN.

From 2000 to TODAY, the Dow Jones has only moved from 11,078 to about 14,000 (only 27%). And INFLATION has reduced purchasing power by 37%... which means the net returns of the Dow Jones have been NEGATIVE.

Download this report and discover why the stock market is broken – and what you can do about it.

Thank You!

Fri, 26 Apr 2013 11:43:20 -0400

Thank You And Congratulations

Your Webinar Seat Has Been Secured For
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Thank You!

Fri, 26 Apr 2013 11:42:24 -0400

Thank You And Congratulations

Your Webinar Seat Has Been Secured For
read more

LIVE Webinar Workshop - The Massive SHIFTS That Are Crushing Small Businesses, But Are Also Creating Unlimited Opportunity

Fri, 26 Apr 2013 10:42:53 -0400

“Which Of These 2 Stories Is True?”
Answer Correctly, And I’ll Share 5 Proven
Techniques For Getting FREE Publicity!

Hi, this is Dave Lavinsky from Growthink... and I’ve got a question for you:

Which of the following 2 stories is true?

Story #1: A young, unemployed MBA grad left a 27-second voice message for the Los Angeles Times about a business he was thinking of starting...Within 3 days, the Los Angeles Times called him back, interviewed him, and ran the story...The publicity immediately flooded him with tons of new clients... and within one year, he had gone from nothing to a multi-million dollar business...

And here’s story number two....

Story #2: This entrepreneur wrote an ebook with a bunch of home-made food recipes...but, the world did NOT beat a path to his doorstep and his sales were minimal... So, he emailed his local ABC news station about his ebook, and ABC agreed to bring him on the air... After airing on ABC, he received 16.7 million page views to his website and sold over 50,000 copies of his ebook, generating millions of dollars in revenues...

So, which of these two stories do you think is true?

Well, if you guessed story #1, you are correct...

And if you guessed story #2, you are ALSO correct!

You see, there are a nearly an endless supply of true stories of entrepreneurs and business owners who have gotten FREE publicity and turned it into millions of dollars...

And in a moment, I’m going to share with you my proven 5-step formula for growing your business with free publicity... but first, just so we’re on the same page, here are the 5 reasons why you EVERY business should be taking advantage of free publicity...

5 Key Benefits of FREE Publicity

Benefit #1. New customer leads

When customers see or hear you on TV, radio, online or in print, they make a beeline to you - via your website, store or telephone...

Benefit #2. Increased Conversion Rates

And when prospective customers see that you’ve been featured in the media, you gain instant credibility, and they are MUCH more likely to buy from you...

Let me give you a real world example of this. Because of my success as an entrepreneur, I’m fortunate enough to live in a suburb of New York City called Bedford, NY.

Bedford is a very wealthy community and its residents include some of the world’s most famous businesspeople such as Martha Stewart, Ralph Lauren, George Soros and Donald Trump...

But, the negative of living in Bedford is that we have extremely high property taxes. So every year I get letters, such as these, from firms offering to help lower my property taxes.

So which one of these firms did I call?

I called the one with the insert you see -- an article from a local newspaper about the firm. That article gave me confidence that this firm was credible, and prompted me to call them...

So, the second benefit of publicity is great credibility which results in higher sales conversions and more sales...

Benefit #3: On-Going Traffic to Your Website

You see, today, virtually any time you get publicity, the media source will also post a link to your website...

For example, below is a link from Inc.com to my company, Growthink’s website...

And as you may know, the number one factor affecting how your website ranks on Google and the other search engines is the amount and quality of links you have from other websites...

And getting links from media sources are some of the highest quality links you can ever get...

These links dramatically boost your website’s search engine rankings giving you an ongoing stream of qualified visitors to your website...

And the traffic you get from these sites result in tons of sales...

Benefit #4: Attract Partners and Investors

Customers aren’t the only ones who see the publicity you get...

In fact, it’s pretty common for investors to contact you after they see you in the media to ask if they could fund your company’s growth...

This happens if you’re an established company or just starting out...

Same with potential partners. Your media appearance will bring you to the attention of potential partners; you will gain instant credibility and they will contact you to see how you might be able to work together...

Benefit #5: It’s FREE!

And finally, other key benefits of publicity are that it can be performed in as little as a few minutes, is totally free, and it dramatically increases the value of your business...

So, in summary, publicity will:

Result in a flood of new leads
Massively increase your sales conversions
Cause your website to shoot up in the search engine rankings
Get investors and partners to call and pitch you
Give you a massive competitive advantage
Dramatically increase the value of your business

...all while being performed in very little time and not costing you any money

Now, how do I know that publicity will give you these benefits?

Because remember that first young MBA grad I told you about...the one who was unemployed... and who cold-called the Los Angeles Times and left the 27-second voice message. Which took him from nothing to a multi-million business in just one year...

Well, That Was ME!

And since that time, I’ve figured out the secret to getting more and more publicity and turning it into significant revenues and profits...

In fact, over the past few years, my company Growthink and I have been featured in virtually every relevant media source there is:

Which has resulted in massive exposure and credibility...and tens of millions of visitors to my website and tens of millions of dollars in revenues...

But please realize that the opposite is also true:

That is, if you don’t get publicity for yourself and your business:

You’ll get a ton less customers
You’ll have much less credibility and thus fewer prospective customers will end up buying from you
You’ll have fewer visitors to your website, and
Partners and/or investors will be much harder to get

Here’s My Proven 5-Step Formula
For Getting FREE Publicity...

OK, so as promised here are 5 publicity tips you can use to grow your business:

Step 1. Identify the right person at the right media source

If you’ve ever used direct mail, you’ll understand this one right away...

For instance, if you send a direct mail piece promoting teeth whitening products to 90-year old women, you’ll fall flat on your face...

Rather, you always need to match your offer with the customer...

Same holds true for publicity. You need to target the right magazines, newspapers and radio & TV stations – the ones that are most interested in your business, and whose readers or audience match your prospective customers...

And, you need to contact the right people at those media sources, because at a newspaper, for example, editors and reporters have very different needs and hot buttons...

So, create a list of the media sources you think are the best fit for you, and write down the best contacts at those sources (I’ll tell you more later about how to identify the best contacts)...

Step 2. Contact the media in the right way

Once you know who the right people at the right media sources are, you need to contact them...

But how you might ask? The answer depends. In some cases, it works to go ‘old school’ with direct mail and faxes...

In other cases, picking up the telephone at the right time (for example, not during air times for TV reporters) and speaking with them or leaving a quick voice mail will do the trick...

At other times, you can simply shoot off an email...

And, still at other times, friending and sending reporters messages on social networks like Twitter, Facebook and LinkedIn works best...

ALL of these contact forms work. And I’ll tell you later in this video how to identify the right format for contacting each media contact...

Step 3. Give the media something that’s newsworthy

You can’t just tell the media who you are and simply what your company does. That’s generally a bit boring...

Rather, you need to come up with “hooks” to pitch the media. Hooks are merely ways or “angles” you use to promote your company that are more newsworthy...

For example, a hook can be a new product or service you recently released. Or it could be how a famous celebrity could be better off if they used your product or service...

Or perhaps, your hook could be some information you learned about your customers’ needs that hasn’t yet been publicized...

In fact, I’ve identified 14 different types of hooks, all of which make you and your company newsworthy and compel the media to cover you...

So, don’t contact the media with vague information about your company...rather, give them a compelling hook so they immediately want to interview you...

Step 4. Speak in Sound Bites

Sound bites are short phrases that capture the essence of what you’re trying to say...

For example, one of my company, Growthink’s core services is developing business plans for entrepreneurs and business owners...

So, when I’m doing an interview, one of my sound bites is “failing to plan is planning to fail”...

Now, let me explain why this and other sound bites are so important...

First, if the reporter goes off on a tangent (as they often do), the sound bite allows you to bring the interview back to discussing your business...

So, I might say, regardless of what they say, “You know, ‘failing to plan is planning to fail’” – in which case, they’ll always say, “that’s interesting, tell me more about that.”

This allows me to bring the conversation back to what I’d like to cover...

The second reason to have sound bites is that they help the audience (the reader or viewer) to remember you...

So, for example, listeners of my radio or TV interview will remember me saying “failing to plan is planning to fail” and then tell others about me and use my company’s services...

Step 5. Leverage your publicity

This fifth and final publicity tip I want to give you right now is probably the most important. And this is where most entrepreneurs and business owners screw up...

This tip is to leverage your publicity. What I’m talking about here is turning your publicity appearances into more and more revenues and profits...

To do this, you need to do the following:

1) Promote your company during media interviews, but not too much that it overshadows the reporter – there’s a fine balance you need to strike here...you need to give the reporter interesting information, but you also want to get sales...

2) Thank the reporter in a certain way so they agree to interview you again (and please, do not send gifts under any circumstances as that will have the opposite effect). The more times they interview you, the more sales you will generate...

And 3) Show off your media appearances in the right way to OTHER media sources so they too want to cover you and your business...

Now, having received over 350 media mentions for myself and my own company, and many more for my clients, I’ve developed many more proven insider tips for generating tons of free publicity for ANY business...

And because I want to help you grow YOUR business using free publicity, I’ve put everything in a comprehensive online training program called:

“The Publicity Playbook”

Let me tell you everything you’ll see and learn when you access The Publicity Playbook...

The Publicity Playbook is organized into 10 online video training modules that quickly teach you everything you need to know to immediately get publicity for your business (and/or for your clients if you’d like to offer this as a new service)...

In Module 1, “Getting Started,” I’ll teach you the keys to effective publicity and tell you precisely how I pitched my first hook and turned it into a multi-million dollar business...

In Module 2, “Preparing to Get Publicity,” you'll learn exactly what you need to do BEFORE you can start getting loads of publicity...

You'll learn:

How to get the media to see you exactly the way you want
Precisely what to include in your media kit
The 11 media sources and which are most interested in featuring you
Exactly who to contact at each media source...

In Module 3, “Introducing Yourself to the Media,” you'll learn my unique methods for getting in the door with top journalists and reporters...

You'll learn:

The quick & simple way to meet journalists on Twitter, LinkedIn and Facebook
My insider tool to find virtually any reporter
Exactly what to email journalists to get them to reply and interview you
The precise follow-up sequence I use to get droves of reporters to cover me

In Module 4, “Creating & Developing Media Hooks,” I'll walk you through my 14 hook "formulas" that allow you to quickly come up with hooks and angles that compel the media to cover you...

I'll also introduce you to my “Frozen Thumb Test,” my simple but foolproof test that ensures your hooks get you coverage...

In Module 5, “Contacting the Media,” you’ll learn precisely what to do to get more and more media coverage...

You'll learn:

The difference between a pitch sheet and a press release and when to use each
How to make your pitches highly relevant to reporters so they take immediate notice
The “1-2 punch” method for getting through to any journalist
Where to find reporters who are specifically looking for companies like yours

In Module 6, “Making the Most of Your Media Appearances,” you’ll learn how to double the value of each media mention...

You'll learn:

The 3 goals you must focus on in each media interview
The 4 most powerful sound bite formulas
How to generate the most possible revenues from each interview while not being salesy

In Module 7, “What to Do After Media Appearances,” you’ll learn the 4 strategies you’ll use after getting each press mention that will further multiply your success ...

In Module 8, “Becoming a Guest Contributor,” I’ll show you how to get your articles in top newspapers, magazines and blogs...I’ll even show you how to get someone else to write the articles for you...

In Module 9, “Additional Publicity Opportunities,” I’ll hand you two simple tactics to get more publicity while positioning yourself as the leader of your industry...

And in Module 10, “Minimizing Your Time While Maximizing Results,” I’ll tell you exactly how I manage the process of getting tons of PR in less than 15 minutes/day...

You'll learn:

The key tasks you must do yourself and what you can also do yourself or outsource (for very little money)
How to quickly and inexpensively find the right people to do the work for you
Exactly how to judge their performance and ensure they get results

As you will learn as you go through The Publicity Playbook, I’ve made it comprehensive yet concise, and extremely simple-to-follow so you quickly see results...

And when you invest in The Publicity Playbook today, you’ll also get the following special bonuses...

FREE Bonus #1:
3 Interviews With Publicity Experts

First, I will give you access to 3 privately recorded, closed-door interviews I did with 3 PR gurus so you even better learn my training and gain even more new ideas for free publicity...

The first interview is one I recorded with Michael Terpin, one of the world’s most noted publicity specialists...

Not only is Michael the founder of Terpin Communications, a full-service PR firm that has helped countless ventures achieve mass recognition including Match.com and America Online...

But Michael is also the founder of Marketwire one of the world’s largest press release services with $70 million in annual revenues...

How did I get Michael to record this interview for you? Well, Michael used to sub-let office space from me, so I developed tight relationships with him and his team...

In this interview, I got Michael to reveal all the ways he’s getting publicity for his clients today...

And he also reveals the exact strategies he’s been using to find and contact reporters and journalists and get coverage for all types of entrepreneurs and business owners that result in massive increases in sales and profits...

The second interview is one I did with Ron Douglas. Ron is the second entrepreneur I introduced to you at the beginning of this presentation...

He’s the one who created a home-made recipe ebook, and went from virtually no sales to millions of dollars in sales after getting on ABC News...

In this interview, I got Ron to reveal his entire publicity strategy...

He shares how he identified the shows he wanted to get on, exactly what he said to get on the air, and how he turned his publicity into million of dollars...

He also reveals a great (albeit a little controversial) publicity strategy his friend used to get tons of local press coverage and sales...

You’ll even learn how Ron got on the Home Shopping Network five times (which is a great way to generate TONS of sales)...

And the third interview I’m giving you is the one I recorded with PR expert Richard Harris...

Richard has helped get publicity for every type of client imaginable, from non-profit and for-profit startup entrepreneurs to big corporations to celebrities such as Star Jones...

In this interview, Richard will reveal to you:

Four ways to make your press release "newsworthy"
The three press release distribution sites that are worth using (and why you shouldn't use the other ones)
The different people you need to pitch if you are targeting websites and print publications versus television or radio media
The best time and day of the week to pitch journalists
What NOT to do if a journalist picks up your story

FREE Bonus #2:
My Publicity-Getting Templates

The second bonus I’m going to give you when you get The Publicity Playbook today is ALL of my personal templates for contacting the media...

This includes my proven templates and scripts, that you will download in Microsoft Word format, for:

Contacting reporters by email
Contacting reporters by phone (including my voice message script)
Emailing editors and producers
Requesting contributing opportunities
Issuing press releases

So, let me reiterate what you’re getting when you enroll in The Publicity Playbook training...

Here’s Everything You’re Getting...

The Publicity Playbook training with immediate online access to 10 video training modules, MP3s, and workbook showing you step-by-step how to get all the publicity you want and how to turn it into millions (Value: $1997)
3 bonus interviews with top PR experts (Value: $297)
Access to all of my proven publicity-getting scripts and templates (Value: $497)

Total Value = $2,791

But even though I know you will get massive value from The Publicity Playbook, I’m not going to charge you $2,791...

I’m NOT charging you $2,791 for 3 key reasons...

Reason #1. I want to make this program accessible to all of you today...

I know that within a few weeks or months of using The Publicity Playbook you’ll generate enough revenues to easily pay the $2,791, but until then, this amount may be too much for some of you...

Reason #2. I want to provide you with enormous value. When I give you a ton of value for a little money, and you achieve lots of success, I know you will spread the word about me and my company...

And so not only will you be thrilled, but I’ll get more publicity (once you catch the publicity bug like I have and see what it does for your business, you’ll probably start thinking the same way, about getting more and more publicity)...

Reason #3. And finally, because I’m giving you instant online access to the training and don’t have to design and manufacture DVDs, my costs are less, and I’d like to pass on the savings to you...

And for these reasons, I’m going to give you complete access to The Publicity Playbook not for $2,791...

$2,791

And not even for $997 even though that would be a great discount...

$997

Not even for $497 even though that would be an incredible value...

$497

And not even for $297 even though that would simply be an amazing deal for you...

$297

When you take action now, I’m going to give you complete access to The Publicity Playbook for just two small payments of $97...and you will instantly learn the same secrets I’ve uncovered and used to get TONS of publicity and turn it into MILLIONS of dollars in revenues...

Simply click the big orange button below NOW to get started for only ...

2 Payments of $97!

Add to Cart - 2 X $97

Now, I want to give you some proof that my methods really work... and I’m showing you this NOT to brag, but to show you what’s possible for YOU and YOUR business:

I’ve written guest articles and blog posts in The Wall Street Journal, Smart Business, The Christian Science Monitor, Inventor’s Digest and countless others...

I’ve done live and recorded interviews for BusinessWeek, CNN, The Wall Street Business Network, The Financial Fitness Show, the Business for Breakfast Show, and many more....

I’ve been interviewed by newspapers, magazines and journals including: The New York Times, USA Today, Entrepreneur Magazine, Forbes, Smart Money, The News-Herald, Newsday, and many more...

I’ve received coverage on tons of prominent websites including NPR.com, CNNMoney.com, Inc.com, Examiner.com, the Huffington Post and countless more...

And importantly, I’ve turned each of these media appearances into consulting sales, product buyers, and calls from investors and partners...

A recent publicity appearance of mine even got a Congressman to call me...

Other ones resulted in being asked to speak at major conferences...

And still other publicity appearances resulted in the leading business book publisher, John Wiley & Sons to contact me with a book deal offer...

So, I think you’ll agree...that’s pretty powerful proof that publicity can dramatically improve a business’ success!

But, you might be thinking... my techniques are proven to get publicity for me and my company, but what about you?

Will This Really Work For You?

Great question, and the answer is a definitive YES!!!

You see, I’ve given and tested the publicity strategies I’ve developed to a select group of our clients who are entrepreneurs and small business owners just like you...

And their results have been as good as or even BETTER than mine...

Here are some of my clients that have quickly and easily gotten publicity with my methods...

Here’s Raul Peñaranda, clothing designer, who got himself on Fox News...

And here’s the USA Today article our client Michael Gomez, whose in the mobile hair & make-up business, got in...

And here’s the Glamour article that our client, event planner and blogger Ali Barone got herself featured in...

And here’s our client Trevor Shanski who created a program for creating Facebook tabs and got featured in the absolute perfect place - AllFacebook.com

And here’s our client Indie Lee, who creates all natural beauty products, and who was featured in the Examiner on multiple occasions:

And here’s Smart Money magazine, who featured our client Sonoma Risk, an insurance agency

The fact is that these publicity methods work for ALL entrepreneurs and business owners... including YOU!

In fact, I’m so confident you can get publicity using my proven methods that when you invest in The Publicity Playbook today, I’ll give you my 365-day iron-clad money back guarantee...

100% Money-Back Guarantee

That is, if you try my proven methods and don’t get tons of free publicity, I’ll give you 100% of your money back for up to a whole year – that’s 365 full days to test The Publicity Playbook and see for yourself how it transforms your success...

You only pay for what works! Isn't that the way it should be?

So right now...I'm offering you my proven publicity system that will help you dramatically grow your business... Plus, you also get my 3 interviews with publicity experts, plus ALL of my proven publicity-getting scripts and templates.

Think about it... You get this all for less than $200... If you don't like it, you get your money back...

And, even if you ask for a refund, you can KEEP the bonuses, just for giving The Publicity Playbook a try!

So if you're ready to get lots of free publicity and grow your business...click the "Add to Cart" button below...order through my secure online shopping cart...and literally within days you could be featured in the news and generating more revenues...

Simply click the big orange button below NOW to get started for only ...

2 Payments of $97!

Add to Cart - 2 X $97

To Your Success!
Dave

P.S. Since you’re still reading, I’m assuming you’d like to get lots of publicity...and I’m assuming the only thing stopping you from getting started today is the price...

Well, if so, I’d like you to ask yourself a question...

What would it be worth to you and your business to be featured in The Wall Street Journal?

Or maybe in your case, it’s not The Wall Street Journal, but maybe a local newspaper, or a magazine, or an important trade journal. Or maybe it’s The Today Show or a popular radio show...

You know what that “dream” media appearance is for you and your business. The one that would really put you on the map and catapult your success...

Now ask yourself this question -- how much would it be worth to get that “dream” media appearance?

And I’ll bet it’s MUCH more than the small cost of The Publicity Playbook...

And I think you know that any single media appearance or mention you receive after learning my tactics in The Publicity Playbook will immediately be worth significantly more than your investment in this program...

Go ahead, click the Add to Cart button now and start generating the publicity you and your business deserve...

2 Payments of $97

Add to Cart - 2 X $97

P.P.S. Don’t let your competitors steal your spotlight.

YOU deserve the publicity, the massive credibility, the storm of new customers, and the partners and investors who will start calling you...It’s YOUR turn!

Click the ‘Add to Cart’ button and get started right now. And remember, you’re covered by my 365-day 100% money-back guarantee.

The First Anniversary of Legalized Crowdfunding Is A Bit of A Let Down

Sun, 21 Apr 2013 19:45:04 -0400

On April 4th of last year, the JOBS Act was signed into law. As part of the JOBS Act, equity-based crowdfunding was made legal in the US.

However, before entrepreneurs could start using equity-based crowdfunding, the SEC had to write the specific rules governing it. The SEC was given 9 months to write those rules; they were due on December 31, 2012. However, the SEC failed to meet that deadline.

And, even a year later, on the anniversary of the JOBS act earlier this month, the SEC still hadn't finalized the rules. The good news is that any day, they will. The bad news is that "any day" could mean tomorrow, or possibly 3 to 5 months from now.

Below I'll give you the run-down on Crowdfunding, and also the types of Crowdfunding you CAN raise today.

What is Crowdfunding?

Crowdfunding is getting a group of regular individuals (versus banks, venture capitalists or angel investors) to collectively fund your venture.

What are the 3 Core Types of Crowdfunding?

There are three core types of Crowdfunding.

The first is debt-based Crowdfunding also known as peer-to-peer lending. This is offered by sites like LendingClub.com and Prosper.com. On these sites, entrepreneurs (and individuals) can solicit loans from other individuals. Because they are loans, they must be paid back. Generally these loans are capped at $50,000 per year.

The second type is equity-based Crowdfunding. In this type of Crowdfunding individuals who give you money become investors and own equity in your company. Equity-based Crowdfunding IS legal today, but only when the funders are accredited investors (which entail them meeting certain criteria such as having annual incomes exceeding $250,000).

The final type of Crowdfunding is donation-based Crowdfunding. This type of Crowdfunding is the most popular and is offered by sites including Kickstarter.com, RocketHub.com, IndieGoGo.com and several others.

Donation-based Crowdfunding is my favorite since you neither give up equity nor have to repay the debt you receive. And it's MUCH easier to raise since there are tons more potential funders than funders of debt-based or equity-based Crowdfunding. For example, there are over 3 million registered users on Kickstarter.com.

However, there is an important caveat with donation-based Crowdfunding. Which is this: generally people don't donate money to your cause simply out of altruism. Rather, the companies who have successfully raised donation-based Crowdfunding offer rewards in return for donations.

Specifically, these rewards typically include the product or service the company intends to produce and/or offer. For example, San Francisco's Peter Dering wanted to raise money for a new product he conceived called the Capture Camera Clip System (an accessory for photographers that secures their cameras to their other gear).

So, as a reward to those who donated $50 or more, he promised to ship them the Capture Camera Clip System product when it was developed.

So, as you can see, this type of Crowdfunding is essentially pre-selling your products or services to your customers. Which is really the same as customer financing, which has been around for a while. But, with the internet, it's so much easier to reach tons of prospective customers.

What I also love about donation or rewards-based Crowdfunding is that it is amazing market research. I mean, if customers are willing to buy your product or service before it's even available, you clearly have a winner on your hands.

Which form should you choose?

In choosing the right type of Crowdfunding, here are my guidelines:

Debt-based Crowdfunding: You can raise up to $50,000 on both LendingClub.com and Prosper.com via this type of Crowdfunding. To do so, you will need a good credit score. So, if you have a good credit score, need less than $100K, and you will be able to generate profits pretty quickly that allow you to make the interest payments, then consider this funding source.

Equity-based Crowdfunding: If you require over $250,000 to launch or grow your venture, and the market for your venture is B2B customers (not consumers) and/or you can't immediately provide rewards for funders (e.g., you need $500K to further develop your new technology that might take another 2 years to fully develop), then I like equity-based Crowdfunding. You can either wait for the SEC to finalize its rules, or consider a site like Crowdfunder.com which allows you to raise it from accredited investors.

Donation-based Crowdfunding: If you have a consumer based product or service (or store), then I love donation-based Crowdfunding, because your investors are also your customers. Since this form is legal, you can go out there today and attract hundreds or thousands of investors. And when you do, you also have a built in customer base to buy from you long-term.

In summary, even though equity-based Crowdfunding to non-accredited investors is still not legal, there are other Crowdfunding options you can use today. So, if you need funding now, there's no need to wait.

Setting Up Your Account Authorization

Fri, 19 Apr 2013 14:42:41 -0400

**NOTE: Please follow the instructions in the video below to help complete your dashboard***

Facebook BBPL VIP

Mon, 15 Apr 2013 13:12:37 -0400

Facebook BBPL VIP

Mon, 15 Apr 2013 13:12:22 -0400

UGS-module-1-w-h

Mon, 15 Apr 2013 09:58:51 -0400

Business Growth Coaching Module 1:

Establishing Your Goals & Creating Your Dashboard

UGS BCM1

Mon, 15 Apr 2013 09:02:28 -0400

Business Growth Coaching Module 1:

Establishing Your Goals & Creating Your Dashboard

The Five Most Common Objections & How to Overcome Them

Sun, 14 Apr 2013 16:32:45 -0400

Whether you are trying to sell a prospective customer on buying your product, a prospective investor in funding you, or a prospective partner in doing business together, you will encounter and will have to overcome objections.

Importantly, you should plan for these objections beforehand. How? By expecting them, and trying to preempt them.

Here are the five universal objections for which you should be prepared.

Objection #1: I'm too busy

This makes it hard to even get your foot in the door in the first place. At the advertisement level, people will skim over your ad and never commit to focusing on and reading it. You've got to show prospects fast that what you're offering is worth their time.

The solution is to get their attention. Tease them with something, promise something, use memorable messages, and/or give prospects value up front.

Importantly, the better you understand who your customer is and can speak to their specific needs, the better you will do in getting their attention and getting them to spend time considering your offer.

Objection #2: Why do I need you?

Particularly if prospects are not actively seeking the product or service you offer, you must show them why they need it. Show them what life can be like with your solution - how it solves a key need or pain.

Sometimes you even need to put them in pain, if they don't know or think they are in pain. For example, while your prospects may be happy with their CPA firm, a message that stated "learn the 3 ways your CPA firm is probably costing you thousands of dollars each year" will make them think they do have a pain/problem and get their attention.

Objection #3: I don't have the money/the price is too high

This objection comes up earlier than you'd think. It's partly because people and companies are both more cost-conscious these days, and partly from people's aversion to spending more money on something at all. So "I don't have the money" is their excuse to bail before getting too invested in the decision-making process.

The solution here is to show prospects the value of what they are getting. Will your product or service enhance their lives, save them money in the future, position them to be more successful, etc.? Let them know the answer to this question!

Likewise, if the prospect is considering an alternative solution to your company which is less expensive, you need to show why the best decision is to go with you.

Objection #4: I'm not sure I believe you

People are skeptical, and don't believe everything you advertise or say. They want to know you're for real and they want to see proof that your product or service does what you say.

Show them you're legitimate by letting them know your credentials, seeing your work, knowing your clientele or how long you've been in business, and also that you're honest, have integrity, and really care.

One of the best ways to prove you can get results is showing testimonials from other customers. This is why "before and after" pictures are used in most weight loss commercials. This can be done with many products.

Other things you can do to overcome skepticism include offering money back guarantees and simple return policies.

Objection #5: Let me think about it/I need to speak with my partner/manager/etc.

Sometimes prospects legitimately need to think about a decision. Or they need to discuss it with someone else. With regards to the latter, ask questions from the beginning to determine if there's another decision-maker. And if so, bring that other decision-maker into the conversation earlier so you can "sell" both decision-makers at once (rather than having to do it twice).

With regards to the prospect requiring time to consider the decision, make sure to follow-up with them while their making that decision. That doesn't mean calling or emailing every hour. But rather periodically checking in on them. Importantly, find reasons to check in. For example, maybe you read about something in the news that you think they'd find interesting. If so, call or email them with the piece of news. When you do, there's no need to even bring up the sale you want to close. Rather, focus on helping them and staying in touch, and each time you do, you'll move closer to securing the sale.

Getting new customers is one of the hardest things a business must do. By considering the objections prospective customer have, and preparing for them (via adjusting your marketing materials and training your sales team), you will more successfully attract new customers. This can and will give you a competitive advantage, and allow you to grow a successful company.

Breakthrough Email

Fri, 12 Apr 2013 15:47:29 -0400

Indecent

Fri, 12 Apr 2013 15:08:00 -0400

VIP Event

Fri, 12 Apr 2013 15:06:59 -0400

Entrepreneurs Don't Plan To Fail, They Fail To Plan

Tue, 09 Apr 2013 12:02:27 -0400

Most businesses fail. I hate to be so blunt, but this is the truth. The only thing that varies is just how many businesses fail.

According to research from the University of Tennessee, 44% of businesses fail within the first three years. And within certain sectors, like information (which includes most technology companies), 63% fail within 3 years, or in Retail, 53% fail within 36 months.

[Webinar] Opportunities in Healthcare IT

Mon, 08 Apr 2013 15:15:33 -0400

You’re invited to attend a webinar on Tuesday, April 16th at 1pm Eastern / 10am Pacific about opportunities in the Healthcare Information Technology sector.

To register for the webinar, click here: https://www2.gotomeeting.com/register/834181266

Why Attend?

Over $200 billion MORE was spent on healthcare in 2012 than in 2011.

Let's put that number in perspective - the increase in healthcare spending last year was greater than the revenues of Microsoft, Cisco, Google, and Apple.

Combined.

And with the Affordable Care Act slowly but surely becoming the law of the land and the Baby Boomer generation retiring and hitting their “peak” healthcare spending years, there is no end in sight to the growth.

You Can Cry About It or You Can Seek Opportunities In It

While out-of-control healthcare costs and bureaucratic systems remain one of our most vexing societal challenges, private sector entrepreneurs are moving fast and smart to address various aspects of the problem.

And are building dynamic growth companies while so doing.

Healthcare Information Technology – A $30 Billion Business

Healthcare Information Technology (HIT) is one of the great and growing bright spots in the U.S. economy – it’s a $30 billion+ a year industry growing at over 14%/year.

It is comprised of big sectors:

•    Practice Management Systems (PMS) - a $4 billion/year business growing at 11%/year
•    Electronic Health Records (EHR) - a $1.5 billion/year business growing at 22%/year
•    Revenue Cycle Management (RCM) - a $1 billion /year business growing at 15%/year
•   And last but certainly not least - Transcription, Billing, and IT services, clocking in at $24 billion/year and growing at 12%/year

Within each of these sectors are dozens of under-the-radar companies experiencing strong revenue and profitability growth, developing dynamic and cost-saving technological innovations, and are being courted by financial and strategic acquirers.

Companies like Castlight Health, Practice Fusion, Kissner Software, and Strategic Solutions Management.

Meet An Industry Leader

I would like to invite you to an exclusive opportunity to meet, via web conference, the principals of one of the most innovative medical billing companies in the country.

Combined, they have over 40 years of experience in successfully overcoming and profiting from some of the most vexing challenges in medical billing and information technology, and are well-versed on the regulatory and technological changes sweeping the industry.

On the web conference, they will share:

•    Who the winners and losers will be when the brave new world of the Affordable Care Act meets the cloud computing and Big Data revolutions
•    Why practice areas like obstetrics, surgery, and podiatry are in a unique period of change and consolidation
•    How the “dream” of combining billing, practice management, and electronic health records systems into turnkey platform is in fact becoming a reality
•    How the emerging world of mHealth – the use of iPads and tablets and mobile devices to deliver care - is and is not transforming modern medicine
•    And much, much more

Limited Attendance

To preserve the intimacy of the presentation, we are limiting the web conference to the first 35 registrants.

So sign up right away to attend via the link below:

https://www2.gotomeeting.com/register/834181266

Best regards, and look forward to connecting.

Zig's Simple Technique for Building an Great Company

Tue, 02 Apr 2013 13:00:25 -0400

If you're not familiar with Zig Ziglar, he was a well-known author, master salesman, and motivational speaker. Unfortunately Zig passed away last November. I apologize for taking so long to honor him with this essay, in which I tell my favorite Zig Ziglar story.

In Zig's early years as a salesman, he visited peoples' homes, making presentations to sell them high-quality cookware.

He had a competent assistant at the time who helped him keep track of appointments and handled administrative duties. One week, however, Zig realized he had two appointments scheduled for the same time. Not waiting to cancel any appointments he asked his assistant to cover one of the appointments for him.

She was terrified. She did not want to do it and he wasn't going to make her!

Being the consummate salesman that he was, Zig eventually got her to calm down. Then he assured her that she knew the presentation as well as he did, and that she would do great. After he solemnly promised to never ask her to do a presentation again, she agreed to cover the appointment just that one time.

Zig recounts that at the end of the evening, she was convinced she had fumbled half the presentation. But, to her surprise and delight, the clients ordered quite a bit of cookware. Most surprising, is that when she got over her nerves, she found she rather enjoyed the experience.

His timid and sales-panicked assistant evolved into a top notch salesperson, was his right hand partner for many years, and years later (with his delighted consent) became a highly-sought out and respected sales trainer for a leading cosmetic company.

Zig shared this story to show human potential. He puts all the praise on her and generously applauds her for her accomplishments. While I am inspired by her transformation, I want to focus on his role in her transformation because I believe that was Zig's greatest gift to the business world. Yes, his sales training is worth bars of gold, but ultimately what really made him a success was his ability to develop others.

He could have made millions as a star salesperson. He could have kept his philosophy, his techniques, and his secrets to success all to himself. Instead, he made hundreds of millions by sincerely applying himself to improving everyone around him who was willing to listen.

Zig Ziglar was a true leader.

Yes, he sold books, and videos, made speeches, and made money, but he invested in people. He believed that the success of a company was largely dependent on the quality of their sales force, and the quality of their sales force was solely dependent on how much that force really cared about helping people.

And, a sales force isn't going to care about helping anyone if they don't feel that their company cares about them.

Zig could have benched his assistant, sent her right back to her phone and typewriter after she covered that one appointment. Instead, he nurtured her potential and encouraged her to continue developing her sales skills. Now think about this, how much more money did Zig make by having her on his team at her full potential instead of at her lowest potential?

How much more money will your company generate if you make the time to develop your team to their full potential? Beyond just money, how much loyalty will you cultivate? Will you feel more confident about your future success when you have a top-notch team you can trust? How many talented people will want to work for you when the word gets out about your leadership?

Yes, it takes time and energy, yet Zig demonstrated over and over that when you invest in helping someone be the best version of themselves possible, the rewards, material and otherwise, greatly outweigh the sacrifice.

Zig Ziglar died in November of 2012. He left behind dozens of books, thousands of hours of video and audio, and most of all, he left behind millions of grateful professionals whose lives were touched and even changed by the empowering lessons he left behind. His message that you could accomplish more in life and in business through caring and investing in the success of others is a timeless gem that lives on.

As he once said, "You can have everything in life you want, if you will just help other people get what they want."

Rest in peace Zig. We'll miss you. And for all of you listening, develop your employees and customers, and everyone around you, to their full potential, and you will achieve incredible success!

5 Major Shifts

Tue, 02 Apr 2013 12:53:56 -0400

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Tue, 02 Apr 2013 12:53:49 -0400

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Tue, 02 Apr 2013 12:53:14 -0400

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Tue, 02 Apr 2013 11:05:42 -0400

Holding out for a Hero

Mon, 01 Apr 2013 16:08:15 -0400

Why - once we have met our basic needs for food, warmth, and safety - do we work?

And work hard.

There are the usual, default answers.

For Status. Power.

In response to a "fight or flight" instinct, hardwired deep in us.

Because when we were young, we saw our parents do it and when we grew up, we wanted to be like them.

Phew.

What a bunch of hamster on a wheel mumbo-jumbo that makes folks at the end of their life look back and say why did I waste so much of my precious life on that?

Instead, how about this?

Let’s be heroes.

Wikipedia defines a hero as one “who, in the face of danger and adversity or from a position of weakness, displays courage and the will for self-sacrifice…for some greater good of all humanity.”

Now, that’s good.

It touches the various dimensions of our being.

Heroism in action is a strong, hard effort - a pushing to the limits of one’s physical endurance.

Heroes are intellectually wise. They are fair, sober, and big, and rarely let anger and fear get the best of them.

And when we are in the presence of a hero, we are spiritually risen up, are we not?

And you know what goes hand-in-hand with heroism?

Work.

Hard, honest work - taking great, exquisite care to do things right – is what heroism is all about.

As is teamwork.

And creative work, toward an idealistic end.

Work on the behalf of the powerless, for and with the young and the old, heroic.

Winning the right way - with grace and authentically recognizing those that aided in your journey - so very heroic.

And trying your absolute hardest and most honest best, and coming up just a bit short, even more so.

Heroic work, in all its forms, is work worth doing.

You know it when you see it. And unfortunately, also when you don’t.

Let’s look for the heroes in our lives - those right around us and those in their so blessed multitude in this wide, wide, and inter-connected world of ours.

Let’s celebrate and strive to be like them.

Everything else is just noise.

Thank You!

Mon, 01 Apr 2013 13:53:06 -0400

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3 Little Known Reasons Why Angel Investors Fund Entrepreneurs

Thu, 21 Mar 2013 10:21:38 -0400

When most entrepreneurs start out and realized they need funding, they are typically presented with three options.

The first is debt financing, which is typically in the form of a loan from a bank.

The other two funding options are typically in the form of equity, and they are 1) equity from individual or "angel" investors and 2) equity from venture capitalists.

Importantly, when considering these two sources of funding it is important to understand that most venture capitalists will not invest in companies that have not achieved "proof of concept" (which generally means a working prototype and/or revenues). Also, venture capitalists generally only invest in companies that have the potential to be valued at over $100 million within five years.

These criteria make venture capital inaccessible to most entrepreneurs. Furthermore, angel funding is often a better option since it is much easier to attain.

Consider these statistics:

In an average year (according to the Center for Venture Research at the University of New Hampshire), 250,000 angel investors will fund 60,000 companies, giving them $20 Billion in total.

Conversely, in and average year (according to the National Venture Capital Association), there are only 800 active venture capital firms, who fund only 4,000 companies, also giving them $20 Billion in total.

So while venture capitalists write much larger checks, 15 times more entrepreneurs raise funding from angels.

So why do angel investors fund entrepreneurs? The common answer is that they hope to get a solid return on their investment. Obviously, investing at the earliest stages for a company that eventually goes big can earn the investor 100X their money back or more.

However, there are three lesser known, but equally important reasons, why angel investors fund entrepreneurs:

1. They know, like and trust the entrepreneur. Like with friends and family investments, sometimes angels know and trust the entrepreneurs and want to help them succeed.

2. They feel they can add real value. Many angels have lots of relevant experience that can help the companies they fund, from experience hiring staff to connections with key potential customers or suppliers. If angels can see their involvement adding a lot of value to the company, they might be very interested in investing.

3. Sometimes the angel wants or likes the action. Simply put, angel investing is exciting. It is generally a higher risk/higher reward version of the public stock markets requiring a more entrepreneurial analysis which is highly intriguing. This is particularly the case when the angel investor is a retired entrepreneur or executive.

So, if you are an entrepreneur seeking funding, keep these motivations in mind when you identify, approach and speak with angels.

Because understanding them is often the difference between whether you will raise money or not. Finding angel investors is also easy if you know where to look.

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