A true referral is when a prospective client comes to you with two things other prospects don’t have:
There are four types of referral sources:
What is it that You want?
Picture your life down the road in 10-20 years from now. Where do you see yourself in life? Where do you see your firm? What do you want to have accomplished by then?
Without knowing where you’re going, you’ll have a tough time making decisions and you’ll end up making ones that contradict each other. When you know where you’re heading, that vision will make your decisions clearer.
Take the time to clear your head and really envision where you want to end up in life.
Do you want:
When you do this exercise for your firm, you can take it one step further.
Are there really enough hours in the day to do what we have to do?
Between work, household chores, family (especially kids), grocery shopping and so on, there just never seems to be enough time.
The truth is there is enough time, it’s just a matter of what we can do to maximize that time.
The key to that is outsourcing in your home and firm.
Outsourcing in Your Firm
Outsourcing in Your Home
Setting goals is one of the most powerful tools that when used properly will get your firm moving in the right direction.
The best way to set goals is to do quarterly ones. You can do yearly goals as well to get a bigger picture, but a lot can happen in a year. So, it’s best to have a seperate goal for each quarter and at the end of each one you can adjust the next quarterly goal.
Specific - It needs to be clear what you’re trying to achieve.
Measurable - You need to have a metric that you can use to see when you’ve achieved your goal.
Attainable - It has to be possible to achieve. Don’t choose a goal that will set you up for failure.
Relevant - It needs to be a goal that makes sense with what you’re trying to achieve.
Timely - There needs to be an end point that will motivate you to reach your goal.
Point of a Goal
The purpose of a goal is not to hit it, but to aim for it. That will give you...
The Secret to Successful Leaders and Businesses
The key is in how you communicate.
Everyone knows what they do and many know how, but few know why. The why is what speaks to people.
“People don’t buy what you do, people buy why you do it” - Simon Sinek
When you tell people what you do and how you do it, they’re not inspired, they’re not driven to buy your product or use your service. However, when you tell them why you do what you do and then you give the what and how, they will be more likely to get on board with you.
“The Golden Circle”
Most people communicate from the outside in (what, how, why). However, the inspiring and successful leaders communicate from the inside out (why, how, what).
The “why” is what makes people and companies successful.
“The goal is not to do business with everybody who needs what you have. The goal is to do business with people who believe what you believe.” - Simon Sinek
Time is so precious to us, but are we doing everything we can to maximize it?
We can maximize our time in two ways:
Maximizing Time Through Strategy
We’re all here because of our dreams. We dreamed of doing better, it’s why we became entrepreneurs.
The question is, have you dreamed properly? If we dream properly then our chances of succeeding are significantly higher.
The Dreaming Recipe
1. Take 15 minutes to sit by yourself and close your eyes. Once your mind has
calmed down think about
Once you have the answers to these questions, put them together to form your dream.
2. Now you need to envision yourself achieving your dream.
If possible experience the moment.
For example, if it’s a specific car you want, go take that car for a test drive. Savor the feeling of driving that car. Pay attention to the feel of the leather seats and the new car
In episode 16 we learned the basics of the Profit First system and now we will do a Profit First deep dive. With these steps you’ll learn how to manage your money to create a healthy business.
One Time Setup
When you first start there are three steps to setting up the Profit First system and you only have to do it once.
Set up five bank accounts.
You and/or your accountant will most likely have some resistance to this. You may be worried about:
Don’t worry about the cost because there are different ways you can get the fees waived.
Change. You will have resistance because this is a big change, but don’t skip this step because it’s the whole point of this system.
The five accounts are split into:
By creating a great client experience, your clients will become your best salespeople.
When clients are happy with their experience, they will on their own compliment you and your firm to all their friends. Not only that, when they hear about someone with a similar issue that they had, your name will be the first thing out of their mouth.
To accomplish that we need a well structured process for our clients, but how do we go about doing that?
Creating a Stellar Client Experience
There are five steps to take to make the perfect client experience.
1. Personal Conversation
2. Aligning Your Values
3. Your History and Mission
Is your firm struggling with cash? Are you not bringing home enough money?
If the answer is yes, then it’s time to implement the Profit First system (from the book Profit First by Mike Michalowicz).
Owner’s Pay v.s. Profit
Before we get into anything let’s define Owner’s Pay and Profit.
Owner’s Pay is your salary for working.
Profit is what the firm made after all expenses were paid.
What is causing this cash problem?
The root of the problem is human nature.
Mike Michalowicz likes to call what we do “bank balanced accounting” and that is where we naturally look at our bank accounts each morning and one of three things will happen: