Friday, October 4, 2019

How to Make $7.5 Million an Hour

It all started about 7 years ago.

That's when I met a well-known marketing expert. He's a thought leader. An author. A "guru to the gurus" type guy. We'll call him Ed.

Ed gave a speech at a conference I attended in Cleveland. The room went wild. We loved his talk.
During the break, I stepped onto an elevator to go to my room. There was one other person inside -- Ed.

As the door closed, I had about 30 seconds for a literal elevator pitch before we reached our floors.
But I didn't talk about me. Instead, I simply told him that I loved his talk, told him why, and then asked him a few pointed questions. After reaching our floor, we struck up a nice conversation for about 2 minutes.

A few weeks later, Ed referred a new client to me. I did very good work. So Ed referred another client. And another. And another ...

To date, Ed and his referrals have totaled more than $252,000 in revenue -- and counting.
And by my 6th grade math, the $252,000 I got after that 2-minute conversation works out to ...

$7,560,000 an hour.

Which goes to show: Every person you meet and every chance encounter has the power to deliver referrals -- and life-changing revenue for your business.

But if you're walking through life with your head down, checking your "smart" phone, you can easily miss out on those million-dollar opportunities.

So, when you're out in the real world, don't be a million miles away on your cell phone. Be there, where you are. Keep your eyes open and be fully present.

If you found these ideas helpful, claim your Free Client Cloning Kit at

Thursday, September 19, 2019

More Clients From Less Work: The Magic of Focus

Have you ever read a book, watched a video, or gone to a seminar ...

... written down a long list of things to do ...

... and ended up doing NONE of it?

You're not alone.

It happens to us all.

But one insurance agent found a simple solution to that problem. And for him, it's been worth millions.

Louis, a sales rep for two Allstate Insurance offices in Texas, told me that he attended his first big marketing seminar a few years ago. He took a long list of ideas back to the office. He tried to do all of them ... and ended up doing none.

The reason? His to-do list was too long and intimidating to start on.

So, he did something different.

After his next seminar, he took another list of ideas back to the office. But this time, he focused on doing just ONE thing. That's it.

After putting that one idea to work, he did the next one. And the next. One at a time, step by step.


Louis and his team went from worrying about how to pay their bills to being on track for $3 million in annual premiums. With a ton of profits, and non-stop growth on the horizon.

Moral: New ideas mean nothing without new actions. But you won't implement if you're too intimidated to start. It's like trying to climb a mountain in one giant leap -- demoralizing and impossible.

So, take a moment today to look at your notes from that last seminar, podcast, or book. Pick just ONE idea and put it into action.

And one more thing ...

If you want more new clients faster, request your Free Client Cloning Kit at my website 

Tuesday, September 17, 2019

Are You the Boss of Your Business?

Strategic Marketing makes you the boss
Do you own a business?

If so, be careful.

Because your business may be bossing you around ... and costing you money.

Here's the story ...

I once overheard a discussion about strategy and tactics, between a boss and an employee. It went like this:

Boss: "Me strategy. You tactics. Me say. You do."

Employee: "Okay, boss."

Now, look at your calendar for last week. How much boss work did you do? And how much employee work?

If you own a business, you get paid the big bucks for doing boss work. Everything else is employee work ... which pays less.

You need to decide what's going to happen, who's going to do it, and by when. That's strategy -- boss work.

Answering email, updating your website, paying bills, those are tactics -- employee work.

And every minute you spend on that, you're under-paying yourself.

In the book, It's a Brand New Game, by Michael Patterson, Richard Branson says: "Try and find people to take over 99 percent of what you do, which will then free you up to think about the bigger picture."

So: You do boss work, strategy. Let employees do tactics.

If you found these ideas helpful, claim your Free Client Cloning Kit here.

Friday, September 13, 2019

Fast Track to New Profits

photo by Paul Lannuier from Sussex, NJ, USA [CC BY-SA 2.0]
Did you know?

There's a simple, yet profound difference between ordinary entrepreneurs and wealthy ones.

The difference is a sense of urgency. Because money is attracted to speed.

Dan Sullivan, the founder of Strategic Coach, told my coaching group that, when he shares a good idea with millionaires, they start implementing it the same day. They take fast action. Success is of urgent importance to them.

But when Sullivan shares that same idea with less-wealthy people, he said they start making excuses why it won't work for them. They don't take fast action. Sometimes they take no action. Success is not urgent for them.

I've experienced this firsthand.

A few years ago, I spotted a small trickle of cash flow in my business that held great promise. So, I dropped everything else and took fast action to exploit it. By working urgently and creating systems, that trickle turned to a flood of revenue ... and I paid off my mortgage 25 years early.

Money is attracted to speed.

Maybe you've heard this idea before. Fine. But what are you doing about it? And what will you do about it TODAY?

And one more thing ...

If you want more new clients faster, request your Free Client Cloning Kit at my website.

Wednesday, September 11, 2019

More New Clients, Without Advertising

You can build a thriving business on just a handful of great clients and referral partners.

It's simple, really.

Pick great people, serve them to the best of your ability, and put your long-term relationships with them ahead of any short-term sales.

That last part is vital.

The relationship must come first. When you take care of that, the money will follow. But if you put money first, you will churn and burn your way through clients and find yourself on a treadmill of costly advertising and funnels.

When you're talking to your best clients and referral partners by phone or in person -- email is NEVER a substitute -- listen for personal details that pop up in conversation.

Where did they go to school? What are their hobbies? Names of their spouse or children?

The more you learn about your best clients and referral partners personally, the better you can treat them personally, and the more they will reward you professionally.

This is how you go beyond intangible concepts like retention, and build a business on real and lasting relationships.

One more thing ...

If you found these ideas helpful, request your Free Client Cloning Kit at my website

Monday, September 9, 2019

How to Grow Your Business by Listening

Alfred Fuller went from semi-literate farm boy to multi-millionaire in just over 10 years.

It all began in 1906. With a $375 investment, he started the Fuller Brush Company in Hartford, CT, selling brushes door to door.

You can learn a lot from his story, which you'll find in the book, The Supersalesmen. On page 28 it says:

"Almost entirely, the ideas that resulted in the steady growth of his business came from customers. Alfred Fuller's genius lay in his ability to elicit information about cleaning problems from the women of Hartford and then to solve the problems they posed, giving the ladies one new product after another."

By 1919, Fuller Brush sales were over $1 million -- that's $14,334,848 in today's dollars.

Bottom line: Your clients can make you rich. All you have to do is listen to what their problems are. Then give them solutions.

And if you found these ideas helpful, please request your Free Client Cloning Kit at my website

How to Get New Money-Making Ideas

Eugene Schwartz, the copywriting legend almost nobody knows, said, "You don't need to have great ideas if you hear great ideas."

Among his many blockbusters was the sales letter that launched Boardroom Publications.

He interviewed his client, and simply took notes for 4 hours straight. The resulting sales letter was 70-80% the client’s own words. Here's the headline to that sales letter, which birth to a $100-million dollar business: "How to Get the Heart of 370 Business Magazines in Just 30 Minutes a Month."

Best part: Schwartz didn't even create it. He heard it, then wrote it down.

Here’s another example: My client Ryan.

I wrote a 12-page sales letter for him a few years ago that was mostly his own words.

Here's the headline I wrote for him, a mashup of several things he said over the phone: “Discover How to Set Yourself Free From Rental Property Headaches And Get The Money You Deserve.”

Ryan quickly raked in close to $1 million from that letter.

And his success was predictable. Because I simply heard his great ideas. The wrote them down.

You can do the same.

One last thing. If you found these ideas helpful, please request your Free Client Cloning Kit at my website

Thursday, September 5, 2019

The Simple $462,363 Marketing Windfall

If you look at most websites, including yours, you'll find confusion.

That's because the vast majority of web sites are a jumble of links, videos, flashing junk ... CONFUSION.

And it's an axiom of marketing that a confused mind will say "No" to your offer.

Simply by removing 50% or more of the choices from most web pages, you can increase your sales. I've done it dozens of times since I started marketing online in 1994.

Example: For a company that sold power generators and similar products, I removed a banner ad from the top of their main web page. That's it. But their annual sales increase was $462,363.

Take a look at the stats below ...

Here's what to do now. Answer this question: What's the #1 thing you want visitors to do when they visit your website?

When you know the answer, start removing EVERYTHING from your website that distracts from that #1 thing.

One last thing. If you found these ideas helpful, please request your Free Client Cloning Kit at my website

Friday, July 26, 2019

How to Sell More in 45 Minutes

Want to sell more of your product or service this week?

With about 45 minutes of effort?

It's simple. Just do more of what's working.

Let me show you …

I just analyzed my sales data for the past year in my Salesforce CRM. (You DO have a CRM, don't you?)

Total time invested: 45 minutes.

What did I find?

1. Of my last 18 sales, 10 of them were repeat sales to past clients. Not surprising.

2. Of my top 5 clients who paid me the most money, all 5 were referred by people I met at marketing events. Frankly, this was surprising.


1. I booked my tickets to two more marketing events, to keep meeting high-level prospects.

2. I will add qualified prospects I meet at those events to my mailing list of printed newsletters (not email spam). The follow-up by U.S. Mail is helpful for them and automatic for me.

3. I will mail a gift to key past clients within 10 days, to show my appreciation. The gifts will be helpful for them and pave the way for repeat sales, which helps us all.

1. Where did your last 15-25 sales come from?

2. How do you know?

3. What are you doing to get more sales like them?

One last thing. If you found these ideas helpful, please request your Free Client Cloning Kit at my website

Wednesday, July 24, 2019

The Inner Game of Marketing

Did you know?

Up to 90% of your success in business has nothing to do with external factors, like the economy or your competitors.

Instead, the vast majority of your success hinges on what happens inside your business. Your core values, daily operations, and decisions about marketing -- to name a few.

That's not my idea.

It's the finding of two very smart business consultants from Bain, Chris Zook and James Allen. Their book, The Founders Mentality, reveals that it's what you do INSIDE your business that really matters.

Because the best, most-profitable businesses get there by taking action on their own agendas -- not by reacting to their competitors or the economy.

And in my experience dating back to 1994, there are at least 3 opportunities to engineer a breakthrough in your marketing by making proactive changes inside your business:

1) Referrals. What are you doing to generate and reward more referrals?

2) Order size. What are you doing to increase the size and frequency of purchases?

3) Optimization. What are you doing to test and improve your marketing?

One last thing. If you found these ideas helpful, please request your Free Client Cloning Kit at my website

Friday, July 12, 2019

How to Grow Your Business with the Phone

One of the fastest ways to build your business is with the telephone.

Here's why. Unless you're selling something for under $100, you're going to need to talk to someone at some point before they write you a check.

And a great way to have more conversations is by calling prospects and clients. But not just any phone call will do.

Tip: Whenever you make a phone call, be useful to the other person. Never, ever call to "check in" or "loop back," or "touch base." No, no, no.

When you call prospects, give them news, tips and tools they can use to grow their business. Which, in turn, will grow yours.

To illustrate, within the last 48 hours, I've spoken to 6 current and prospective clients. Every one of them was happy to hear from me.

As a result, they're going to take future phone calls from me and more sales will result.


Because I gave them a news item and made it simple for them to insert it into their emails, web pages, etc., to make their marketing more timely. Which will make their marketing, better whether or not we ever work together on a project.

Something to think about.

One more thing …

If you found this idea helpful, claim your Free Client Cloning Kit at

Monday, July 8, 2019

4 Marketing Lessons From The $105-Million Man

At $105 million per year, who has the highest salary in baseball?

Scott Boras. 

Wait, what? Yes, that’s right. While Bryce Harper and Manny Machado each have contracts worth over $300 million, and Stephen Strasburg tops all annual player salaries, with $38.3 million …

... the man who takes home the most money every year in baseball is an agent.
Scott Boras rakes in $105 million annually from $1.88 billion in contracts for about 175 MLB players.
Scott Boras (photo credit: MissChatter on Flickr)
Here’s a look at how he taps into the real money in his industry, with marketing lessons you can profit from in your industry. 

First, specialize. Boras negotiates only baseball contracts. As a result, he and his 75 employees -- many of whom are former MLB players -- have mastered the intricacies of negotiating 9-figure deals for clients.

Second, serve. Players describe Boras as a guy with their best interest at heart, like his first client, Bill Caudill, who said: “From day one, I knew I could trust Scott.” The Boras Corporation employs attorneys, sports psychologists, financial experts and others -- all to serve their clients’ wide-ranging needs.

Third, make it personal. According to an article on, “Boras understands that the most important part of his job is maintaining human relationships [with] clients, talking to them about their injuries, their lives, their relationships, and their kids.” Which proves the old saying that nobody cares how much you know, until they know how much you care.

Finally, work hard and smart. Raised on a dairy farm, Boras works long, hard hours. More importantly, he works smart. As a former minor leaguer, he knows baseball. As a former attorney, he knows negotiating. He got two of his first clients by selling himself as the only ex-lawyer and ex-pro player they would find as an agent -- a unique selling proposition that has proven, shall we say, lucrative.

So, there it is. A shortlist of tactics one man has used to tap the real money in his industry. I hope you use them to do the same in yours.

One more thing ...

If you want more clients like your best clients, claim a Free Client Cloning Kit here.

Wednesday, July 3, 2019

How to Sell More With Amazon's $10-Billion No-Tech Marketing Trick

Did you know?

Amazon spends over $10 billion on digital marketing every year.

And Amazon sells everything under the sun.

Which means, no matter what you're selling, you could learn a lot from Amazon.

Case in point: Take a look at what just popped up in my Amazon Prime account today:

See what Amazon did there?
Instead of promising to save me money on future purchases (Gain) Amazon showed me that I lost $142.04 by not using their credit card last year (Pain).


Now, here's why this matters to you: Amazon does nothing on a whim.

Their marketing, like everything they do, is driven 100% by data. Which tells you something. The fact that Amazon is using pain rather than gain in their credit card offer means you MUST consider doing the same in the offers you make to your prospects.

And here's the best part: No technology is needed. This marketing tactic is 100% psychological, based on the fact that we humans will run faster away from pain than we will toward gain.


Let's turn these ideas into action.

Step 1) What exactly does your ideal client miss out on every day they haven't hired you?

Example: Let's say that you're a consultant. And the prospect you just spoke to by phone wants to make sell more of her $79,999 coaching program. (No, that price is not outlandish. I recently helped a client sell $1.1 million of her coaching at that price.)

If she's getting 10 calls every week from prospects and only selling 1 of her coaching slots at $79,999, but you KNOW you can get her to at least 2 sales from those 10 phone calls every week, then she's losing $79,999 every week she hasn't hired you.

Step 2) How can you make that pain very real in your emails, web pages, sales letters and other marketing?

Example: You could include a phrase like this in your follow-up emails: "Had we started 4 weeks ago when you first contacted me ... you could have received an extra $319,996 from the same phone calls you're getting now."

Powerful, don't you think?

One more thing ...

If you own a business with clients (not customers), in the U.S. or Canada, and you're doing at least $1 million in revenue, you're invited to claim a Free Client Cloning Kit here.