What’s the biggest bottleneck every business owner and sales person faces to selling more? What is it that is keeping you from doubling your sales next month or tripling them this year?

What’s the most common mistake that prevents 97% of business owners and sales people from becoming a huge success and living the life they want? What’s the one thing keeping you from pulling in more sales even in a tough economy?

For most marketers and sales people, the problem isn’t due to lack of hard work or the quality of your product and services. You’re already working 60-hour weeks and your current clients love you.

The bottleneck to your growth is being able to attract a steady stream of new business and keep existing clients buying again and again. No matter how hard you work or how good your products and services are, without a steady stream of new prospects and sales, you can’t grow your business.

The Secret You Need to Know
Every savvy sales person and business owner knows that to grow their business they need to market it. You know that you need to generate leads, advertise, use mailings, and you may even already have a website. But these are just individual pieces of the marketing and selling puzzle.

The secret that no one tells you is how to put this marketing and selling puzzle together so it works to steadily grow your income and business. And without this knowledge, you can easily bleed your bank account dry. What’s the solution? How can you make more with less effort?

To grow your business, to build wealth, you need a proven marketing and sales system to succeed. I’m always amazed at how many business owners and sales people constantly try to attract new business without one.

You could be making ten times as much with a lot less effort.

Discover the fastest way to ramp up sales and profits.

With a proven system for getting prospects’ attention, generating leads, converting leads to clients, maximizing sales, and generating repeat sales, you can easily double or triple your sales and have time to take a well-deserved vacation.

A System That Delivers
New York City has a system for catching rain in upstate reservoirs and then piping it to residents in the city. The only problem is that the delivery pipes are so antiquated that 10-15% of the water leaks out along the way before it gets to the tap.

Most business owners and sales people’s marketing and sales processes leak prospects at a much higher rate. Of all the people who view your marketing and sales materials, what percent contact you and buy from you?

Most sales and marketing systems are so leaky, they only deliver a fraction of a percent of the prospects they should. Such an inefficient system is both costly and requires a lot of time in maintenance.

Now imagine you had a proven marketing and selling system one that you could put on autopilot to generate a steady stream of leads, sales and profits. You would make at least double what you are now if not ten times as much.

To help you plug the leaks in your sales and marketing, and realize the profits you’ve targeted, you’ll need a proven wealth building system. For many people, this simple system has quickly generated more business in a month than most people do in a year.

Your Growth System
Thanks to wealth-building expert Charlie Cook, it’s easier than ever to maximize the profits from your existing business by using this complete money-making system. It gives you a proven system that delivers new leads and clients each month.

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I’ve persuaded my colleague, Charlie Cook, to offer his proven money-making system practically for free for you to review. It’s an exclusive to my readers if you take action today to request your copy.

It is the most effective business building system I’ve ever seen and Charlie Cook is offering Brian Tracy subscribers an exclusive risk-free, 30-day test drive for only $2.95.

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Want to discover how much more you and your business could be making? I negotiated this exclusive offer for Brian Tracy readers and I highly recommend you take action today to be more successful. You can put this proven sales and marketing system to use within days and start to increase your profits.

Remember, if you don’t take action today to increase sales grow your business and be more successful, who will? Smart people like you recognize a great deal when they see one. Then they move forward to improve themselves and their business. Here’s how…

Learn how to generate a steady stream of new and qualified prospects at our upcoming Selling like a Pro Training Workshops!

As seen in Australian Business Solutions Magazine, Mark Garbelotto will be travelling throughout Australia in March and April to show business owners and salespeople the secrets to selling faster and easier in tough markets!

Call 1300 795 129 to secure your seat for just $97.

Two Principles of Financial Success

February 9, 2010

Two Principles for Financial Success
By: Brian Tracy

There are two great principles for achieving financial success. The first principle is what we call the law of attraction. The law of attraction says that you are a living magnet. It says that your thoughts create a force field of energy that radiates out from you and attracts back into your life people and circumstances in harmony with them. Any thought you have, combined with an emotion, positive or negative, radiates out from you and attracts back into your life the people, circumstances, ideas, and opportunities consistent with it.

How to Attract the Success You Desire
Many people feel that this is perhaps the most important of all mental laws. It says that if you have a very clear idea in your mind of your desired goal, to become wealthy, and you can hold that idea in your mind on a continuing basis, you will inevitably draw into your life the resources that you need in order to achieve it. Every person who has become wealthy or successful has become wealthy and successful as a result of holding the idea of wealth and success in their mind long enough and hard enough, until they drew into their lives the resources they needed to accomplish it.

Your World Reflects Your Thoughts
The second principle is called the law of correspondence. This mental law is very powerful. It says, "as within, so without." It says that your outer world is like a mirror that reflects back to you what is going on in your inner world. And this law of correspondence says that everything that happens outside of you corresponds to something that’s going on inside of you. When we say that your outer world is a reflection of your inner world, we mean both at a conscious and at a subconscious level.

Discover how to attract more qualified prospects and close more sales at my 2-hour Selling like a Pro Training Workshops in Melbourne, Sydney, Perth, Adelaide, Townsville, and Hobart in 2010!

Visualize Your Goals Clearly
If you consciously believe that you have the ability to achieve your goals and you can hold a picture of those goals clearly in your mind long enough and hard enough, eventually your outer world will correspond with it.

Three Reflections of Success
There are three places where we see this law of correspondence. First of all, your outer world of people will correspond exactly with your own attitude. You will always see your attitude reflected back to you in the faces and the behaviors of the people around you. If you have a positive, optimistic attitude, people will respond to you almost immediately, even before you open your mouth, in a positive and cheerful way.

Relationships Show You Who You Are
The second area where we see the law of correspondence is in your relationships. Your relationships will always mirror back to you exactly the kind of a person you are. When you are happy and optimistic and at peace, your relationships will be happy and harmonious and loving. But when your thinking is disrupted or negative for any reason, consciously or unconsciously, this will be immediately reflected in your relationships.

Inner and Outer Wealth
The third place you see the law of correspondence is with regard to your wealth. Your external world of wealth and financial accomplishment will be a mirror image of your inner world of preparation. The only part of the equation that you can control is your conscious thoughts, and if you can keep your conscious thoughts on what you want, on your images of wealth and affluence, eventually your external world of reality and experiences will reflect it back to you.

Action Exercises
Here are two things you can do to apply these principles in your financial life:

First, guard your thoughts carefully. Whatever you think about, combined with the emotions of desire or fear, you will attract into your life. Be sure that you are attracting what you want by continuing to think only about what you want.

Second, keep feeding your mind with new information, ideas and pictures of the person you want to be and the life you want to live. By creating this inner attitude of mind, you change the outer aspects of your reality.

Create Large Chunks of Time

February 5, 2010

Create Large Chunks of Time
By: Brian Tracy

This strategy requires a commitment from you to work at scheduled times on large tasks. Most of the really important work you do requires large chunks of unbroken time to complete. Your ability to create and carve out these blocks of high value, highly productive time, is central to your ability to make a significant contribution to your work and to your life.

Thoughtfulness may be defined as a careful concern for the secondary consequences of each decision and each action. This is the essence of strategic thinking.

Start Immediately on Number One
Successful salespeople set aside a specific time period each day to phone prospects. Rather than procrastinating or delaying on a task that they don’t particularly like, they resolve that they will phone for one solid hour between 10 and 11 AM and they then discipline themselves to follow through on their resolutions.

Many business executives set aside a specific time each day to call customers directly to get feedback.

Create Specific Amounts of Time
Some people allocate specific 30-60 minute time periods each day for exercise. Many people read in the great books 15 minutes each night before retiring. In this way, over time, they eventually read dozens of the best books ever written.

The key to the success of this method of working in specific time segments is for you to plan your day in advance and specifically schedule a fixed time period for a particular activity or task.

You make work appointments with yourself and then discipline yourself to keep them. You set aside thirty, sixty and ninety minute time segments that you use to work on and complete important tasks.

Create Preplanned Periods
Many highly productive people schedule specific activities in preplanned time slots all day long. These people build their work lives around accomplishing key tasks one at a time. As a result, they become more and more productive and eventually produce two times, three times and five times as much as the average person.

Action Exercises
Here are two things you can do immediately to put these ideas into action.

First, organize each day to create large chunks of time you can use for key task completion.

Second, make a written appointment with yourself to work on a key task at a specific time.

Imagine having more free time in your life to do the things you really want to do! Learn how to get more free time and achieve your goals at our 2-hour Mini Eat That Frog Training Workshops Australia-wide! Call 1300 795 129 to book.

Define Your Career or Business Clearly

Define Your Career or Business Clearly
By Brian Tracy

The first and most important question is: what business am I in? This question is not as simple as it seems. To identify your career or business goals, you must first learn to define your business in terms of what you do for your customer or for your company. Expand the definition of your business so that it is as broad as possible. Never stop with the first answer. Take the first answer to this question and find new applications, new markets, and new definitions for it.

Railroads
For example, at the beginning of the last century, those railroads that defined themselves strictly as railroads—providers of rail transport—failed to see that new technologies and methods of transport, such as trucks and airplanes, were a potential threat to their business. If they had defined themselves instead as movers of goods and people—providers of transportation—their response to the changes in technology might have been different. When you define your business, think in terms of how your products or services affect or interact with the lives and work of other people and organizations. Consider both existing customers, and those customers that you would like to acquire.

Target the Future
The next question to ask is: what business will I be in if things continue the way they are today? Think about your career or business two years from now, then in five years. If you do not change the way you define your work or your business, what kind of work will you be doing? Is it a sound and viable strategy to continue in your current way of working or doing business, or should be looking at changing in some way? Start by imagining what business you could be in. Where would a dramatic change in knowledge or skills, products or services, or industries and markets lead you? To express it another way, if you were willing to take stock of the environment for your career or business and commit to taking action, what business could you be in if you really wanted to be?

Analyze your Market
Take the analysis a step further and thing about what business you should be in. To do this, take a careful and comprehensive self-inventory. Examine your skills, your abilities, your ambitions, your energies, and especially your heart’s desires. Then analyze the market in which your career or business will be operating. Is there a fit? If not, either evaluate the changes you would personally need to make to create the career or business that would flourish in that market, or select a more appropriate market. These questions are among the most important of your life: What changes will you have to make to become the kind of person who can live the life and do the work you would really like to be doing in the future?

Action Exercise
What business are you in? What business could you be in? What business should you be in? What business should you not be in? What actions do you commit to take immediately as a result of insights gained in this blog post?

Do you want to gain absolute clarity over your business or career? Join us at the next Mini Eat That Frog Training Workshop and learn how to set and achieve your goals in the 5 key areas of your life. Call 1300 795 129 now to secure your seat.

The Laws of Money

January 22, 2010

The Laws of Money
By Brian Tracy

One of your major goals in life should be financial independence. You must aim to reach the point where you have enough money so that you never have to worry about money again. The good news is that financial independence is easier to achieve today than it has ever been before.

The Law of Abundance
We live in an abundant universe in which there is sufficient money for all who really want it and are willing to obey the laws governing its acquisition. People become wealthy because they decide to become wealthy. People are poor because they have not yet decided to become rich.

The world is full of thousands of people who have had far more difficulties to overcome than you could ever imagine, and they’ve gone on to be successful anyway. So can you.

The Law of Exchange
Money is the medium through which people exchange their labor in the production of goods and services for the goods and services of others. The amount of money you earn is the measure of the value that others place on your contribution. To increase the amount of money you are getting out, you must increase the value of the work that you are putting in.

The Law of Capital
Your most valuable assets, in terms of cash flow, are your physical and mental capital—your earning ability. How much time you put in and how much of yourself you put into that time largely determine your earning ability. Time and money can be either spent or invested. If you invest your time or money in becoming more knowledgeable and better skilled, you can increase your value.

The Law of Time Perspective
The most successful people in any society are those who take the longest time period into consideration when making their day-to-day decisions. Your ability to practice self-mastery, self-control, and self-denial, to sacrifice in the short term so you can enjoy greater rewards in the long term, is the starting point of developing a long time perspective.

The Law of Saving
Financial freedom comes to people who save 10 percent or more of their income throughout their lifetime. Savings today are what guarantee the security and the possibilities of tomorrow.

The Law of Conservation
It’s not how much you make but how much you keep that determines your financial future. The true measure of how well you are really doing is how much you keep out of the amount that you earn.

The Law of Three
There are three legs to the stool of financial freedom: savings, insurance, and investment. One of your major responsibilities, to yourself and to the people who depend on you, is to build a financial fortress around yourself over the course of your working lifetime. To be fully protected against the unexpected, you require liquid savings equal to two to six months of normal expenses.

The Law of Investing
Investigate before you invest. This is one of the most important of all the laws of money. You should spend at least as much time studying a particular investment as you do earning the money to put into that particular investment. The only thing easy about money is losing it. If you think you can afford to lose a little, you’re going to end up losing a lot. Invest only with experts who have a proven track record of success with their own money.

The Law of Magnetism
The more money you save and accumulate, the more money you attract into your life. The Law of Magnetism has been written about for more than 5,000 years. It explains much about success and failure in every area of life, especially in the financial arena. The more positive emotion you associate with your money, the more opportunities you will attract to acquire even more.

Action Exercise
Take time every day, every week, and every month to reflect on your financial situation and look for ways to deploy your finances more intelligently. The more time you take to think intelligently about your finances, the better decisions you will make and the more money you will have to think about.

The Law of Reciprocity

People have a deep subconscious need to reciprocate for anything that is done to or for them. The Law of Reciprocity is one of the most powerful of all determinants of human behavior. This is because nobody likes to feel that he or she is obligated to someone else. When someone does something nice for us, we want to repay that person, to reciprocate. We want to be even. Because of this, we seek an opportunity to do something nice in return. This law is the basis of the law of contract, as well as the glue that hold most human relationships together.

Concessions
The first party to make a concession is the party who wants the deal the most. You must therefore avoid being the first one to make a concession, even a small concession. Instead, be friendly and interested, but remain silent. The first person to make a concession will usually be the person who makes additional concessions, even without reciprocal concessions. Most purchasers and sellers are aware of this. They recognize that early concessions are a sign of eagerness and are prepared to take advantage of it. Be careful.

Equal or Greater
Every concession you make in a negotiation should be matched by an equal or greater concession from the other party. If the other party asks for a concession, you may give it, but never without asking for something else in return. If you don’t request a reciprocal concession, the concession that you give will be considered to have no value and will not help as the negotiation proceeds. If a person asks for a better price, suggest that it might be possible but you will have to either decrease the quantity or lengthen the delivery dates. Even if the concession is of no cost or value to you, you must make it appear valuable and important to the other party or it will not help you in the negotiation.

Mini Eat That Frog Comes to Perth!

What a year it has been so far!

In just the last 120 days,  we’ve had over 1000 people attend our Brian Tracy seminars around Australia!

We’ve rolled-out the Mini Eat That Frog National Tour, and trained a lot of people already in our new event, Selling like a Pro.

If you’re not familiar with the Eat That Frog metaphor, please see this video:

http://www.eatthatfrogmovie.com

We have toured all around Australia teaching people this philosophy of how to:

- Eliminate Procrastination

- Get More Done in Less Time;

- Become a High Performance Time Manager; and

- Achieve Your Goals in the 5 Key Areas of Your Life

We are excited to be bringing this world-renowned training to Perth this Thursday, December 3rd!

This event will be presented by me, Mark Garbelotto, Master Trainer with Brian Tracy International.

This event will sell out, so for more information and to book your seat go to www.eatthatfrog.com.au/mini or call 1300 795 129 today!

Ensuring Success at Work

November 22, 2009

Ensuring Success at Work
By Brian Tracy

The very best times you will ever have at any job or company are when you are getting along wonderfully well with your boss. On the other hand, the very worst times you will ever have at any job are when you are not getting along well with your boss. And the major reason why employees have problems with their bosses is because of a lack of clarity about what exactly is to be done, and to what standard, and in what order of priority.

It is important to your boss that you are making the appropriate decisions for the company and completing your job. In order to make decisions effectively, you must know the three types of decisions.

Three Types of Decisions
There are three types of decisions in any organization or family. When decisions involve other people, it is important that everyone is clear about what kind of a decision is under consideration.

Command Decisions
These decisions have to be made by the boss or the person in charge. These decisions are so important that one person is solely responsible for making up his mind about what is to be done.

Hiring a key staff member, firing a poor performer, making an important investment decision, or even negotiating a new loan with the bank are all command decisions. They must be made by the person in charge.

Do you want a wealth of resources you can use at home or in the car to build your knowledge and wealth?

Call our office on 1300 795 129 to order Brian Tracy books and CDs such as The Art of Closing the Sale, Advanced Selling Skills, and Flight Plan.

Consultative Decisions
This is a decision where you, or the boss, ask for advice and take input from other people. You combine the opinions, ideas, and inputs of others, together with your own, and make a decision. Even though it invites the advice and participation of others, a consultative decision is not made based on that advice.

You may be thinking of hiring a new person, assigning someone a particular task, spending a certain amount of money on a business activity, or embarking on a new sales or marketing campaign. If you are the boss, you can ask for advice from everyone before you finally close the door and make your final decision.

Consensus Decisions
The third type of decision is one that is made on the basis of consensus. This is a democratic decision where everyone gets involved, discusses the pros and cons, and then agrees on what is to be done.

Sometimes, everyone is in agreement, and sometimes the decision is made by a democratic vote, where the majority rules. Once the decision has been made, everyone commits to making the decision successful, however they may have voted during the discussion phase.

Action Exercise
Practice participative management with your staff, hold weekly staff meetings and invite everyone to participate and ask questions.

Give the gift of knowledge this Christmas: order your Brian Tracy books and CDs as Christmas gifts for family, friends, clients.

Call 1300 795 129 to place orders for books and CDs like Flight Plan, Speak to Win, and The Psychology of Selling.

Maximise Profits

November 13, 2009

Maximize Profits
By Brian Tracy

Sales are only one barometer for success. Your ultimate goal is to increase profits in order to achieve the greatest possible return on your investment of money, time, and energy. Every customer, activity, product, or service yields a specific profit of a specific amount. In some cases, you may actually be losing money in one or more of these three areas. One of the most important things you can do for your growing business is to determine where to focus the investment of your time and money based on the return thrown off by this investment.

Personal Profitability
To truly analyze the profitability of your business, you must first examine your personal rate of return. From this personal perspective, what is your major expense? It’s your time. By now, you should have developed the habit of continually asking yourself this basic question: Would I pay someone else my hourly rate to perform this task? If not, you are failing to maximize the return on your time. In other words, you are investing your time in an area that yields less than the optimum rate of return. You are incurring a "loss of opportunity" cost. This, in turn, affects the overall profitability of your business.

People Profitability
Payroll represents one of the largest expense items for most businesses. As a business grows, it typically hires additional staff according to the most pressing need at the moment. Once a person has been hired, often she or he can become a permanent fixture, even when the company’s needs change. Many entrepreneurs are too busy creating products, designing services, and generating revenues to pay close attention to employee performance. Over time, the result can be an inefficient and ineffective staff and a bloated payroll.

Do you want to learn how to maximise your profits and increase your sales? Come to Mark Garbelotto’s Selling like a Professional Training Workshop in November!

Customer Profitability
Some customers are more profitable than others; some may actually be costing you money. Can you identify your most profitable customers? Do you know any who are unprofitable? There is not necessarily any connection between the size of the customer or the volume of business he produces and his profitability. There are several questions you should ask as you examine your customers profitability: How often does each customer purchase from you? What is the average size of each purchase? What is the profit margin of the product(s) purchased? How much time is spent providing customer service after the sale? What is the "product returns" record of each customer?

Concentrate on Profitable Customers
Many companies regularly “fire” the top 10 percent of their customers. They stop doing business with those who generate the least revenues or yield the lowest on their return purchases, choosing to concentrate on their more profitable customers and attracting more like them. At the very least, be diligent in rooting out those customers who actually cost you money—regardless of the revenues they generate. You cannot afford to carry this unprofitable load.

Action Exercise
Identify your most and your least profitable customers. Focus on the most profitable.

Learn how to identify your most profitable customers and generate business through Brian Tracy’s proven sales system. Don’t miss out on the Selling like a Professional Training Workshop in Melbourne and Townsville in November!

Call our office on 1300 795 129 to register before this event sells out!

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