The Laundry List

You might remember the phone book. It used to be about ten times as thick as it is today and had three main sections. The first was residential phone numbers. The second was business phone numbers. And the final, and often a separate book altogether, was the yellow pages where businesses could...

If given a chance to reflect on their life before they die, most people would think about the relationships they had with other people. Not their bank account. Not their home. Not their business. Their relationships. And their contributions and impact those they have a relationship with.

As dry...

If I asked you what your most valuable asset is, what would you say? Perhaps your production facility (if you own it), your equipment, or maybe your home? Actually, your most valuable asset is your list of trusted clients.  These clients have a relationship with you and your team and do not...

There are three points in the client journey when you want to be prepared to offer an irresistible offer to your target client or existing client.

The first is when you are acquiring the client. You are asking them to take a risk by switching their routine and trying your service. By...

If you begin tracking the number of homeowners who buy and sell in your market over a year, it will probably blow your mind how many people actually transition in and out of your trade area. About 13% of Americans move each year, and 24% of adults have moved in the past five years.

Whenever...

Clients that have never used your services before are nervous to try you out. Why? Humans are creatures of habit. We love routine. And a break in the routine can be scary because the outcome of trying something new is uncertain. You can calm this fear by offering a solid guarantee.

We use two...

Over the past couple of months, we have talked about the Pareto Principle (80/20 rule) and looked at Dan Kennedy’s Money Pyramid. From those important lessons, we can conclude that the top 20% of our clients give us 80% of our revenue and that only the top 20% of any market can afford to...

Marketing that focuses on the features of your products and services talks all about your company. The quality, the attention to detail, how clean you get items, how great your team is, your turnaround time, your pick-up and delivery division, your state-of-the-art production workshop, and your...

Earlier this week, we talked about The Money Pyramid and how it applies to the target clients we intentionally go after.

Now, let’s look at it from a slightly different angle.

Where is your company on The Money Pyramid?

Where are you on The Money Pyramid?

Where do you want to be?

...

I first learned about The Money Pyramid from one of my mentors, Dan Kennedy.

He proved that on average, if you line up 100 people, clients, or companies, that you will see the following segmentation:

1% are rich

4% are prosperous

15% are making a good living

60% are struggling financially (living...

Pictured here with me last year, Jay Abraham is one of the greatest marketers ever to live.

As a mentor of mine, he taught me early on there are only 3 ways to grow your business.

Here they are:

#1 Get more clients. And these clients should look like clients in your top 20% that give you 80% of...

What is marketing?

Marketing can be a principle, strategy, or tactic.

We use marketing to grow relationships with our clients.

To attract and acquire clients.

To appreciate and ascend clients.

To retain our clients and get them to refer their friends and family.

Here's the question:

When you see...