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in college just so I can sit in a 6×6 cubicle and cold-call people out of a damn telephone book? Are you kidding me? I could have done this without the college degree, without the mountainous pile of debt, and yes, without that five years lost! Yet, my peers salivated at the opportunity of having a nice base
Somebody should tell us, right at the start of our lives, that we are dying. Then we might live life to the limit, every minute of every day. Do it! I say. Whatever you want to do, do it now. There are only so many tomorrows. ~ Michael Landon
Wow
producer mindset.
Producer mindset
Producers get rich. Consumers get poor.
Word
What is the worst-case consequence of this choice? 2)What is the probability of this outcome? 3)Is this an acceptable risk?
Wcca
Opportunities are dressed as unfilled needs, and when they ring your doorbell, answer it! Unanswered, opportunity leaves and rings another doorbell, knowing eventually, someone will answer.
Word
People care about what your business can do for them.
Word
give your business money? What value are you adding to my life?
Adding value
Chase Needs
Chase needs, not money
Give first, take second.
give first, take later (solve first)
To Attract Money Is to Forget About Money
Attract money by not thinking about it
achieve any of the following: => Make them feel better. (entertainment, music, video games) => Help them solve a problem. => Educate them. => Make them look better (health, nutrition, clothing, makeup). => Give them security (housing, safety, health). => Raise a positive emotion (love, happiness, laughter, self-confidence). => Satisfy appetites, from basic (food) to the risqué (sexual). => Make things easier. => Enhance their dreams and give hope. . . . and I guarantee, you will be worth millions.
Solving problems
“do what you love.” People pay for solutions, not for your enjoyment.
Word
What is your WHY?
What is your why?
Forget the Big Idea; Go for Better
Word
“I hate
I hate
Solve the hate, and there’s your open road. “I
“This frustrates me . . .”
Opp
“Why is this like this?”
Opp
Discomfort, distress, inconvenience, complaints, problems, and performance gaps.
Forms of opportunities
Opportunities are rarely about inventing breakthroughs, but about performance gaps, small inconveniences, and pain points.
What opportunities are
should be to “do it better.”
Do it better
The King: Your execution - The Queen: Your marketing - The Bishop: Your customer service - The Knight: Your product - The Rook: Your people - The Pawn: Your ideas.
Multi dimentional game
ideas are nothing but a chemical reaction in your brain. It’s an event that requires little effort.
ideas are nothing but a chemical brain reaction
Execution is the great divider separating winners and losers from their ideas.
Excecution is what seperates winners from loosers
This relationship demonstrates how the coupling of a great idea (potential speed/strong pawns) is worthless when attached to weak execution (no acceleration pressure/weak king).
Weak excecution
Complaints are a beautiful thing. They represent free feedback and expose unmet needs in your business.
Complaints
Exchange “Sucks” for “S-U-C-S”
Sucks vs sucs
I call it SUCS, or “Superior Unexpected Customer Service.”
Sucs
I wasn’t even transferred to another agent. I’d be like, “Holy Mother of God! Wow!” This is a SUCS event: a Superior Unexpected Customer Service event.
What is your supirior customer service event?
1 + 1 =3.
1+1=3
Because two customers creates one new one through word-of-mouth, the return on investment (ROI) on happy customers is infinite.
Roi from word to mouth
“The customer pays your paycheck, not me—keep them happy.”
Who pays your paycheck? The customer
1)A SUCS customer service philosophy must be delivered by your employees. 2)Spectacular product features can’t overcome poor service.
Word
Fanatical customer service can overcome shortcomings, but fanatical features can’t overcome poor customer service.
Word
Mine their weaknesses and add value where they aren’t.
Competition
Exploited weaknesses are where brands are born. What are they doing wrong? Where’s the inefficiency?
brands are born from competition wraknesses
Differentiation is a defense to commoditization.
Word
Get Unique: The USP
USP unique selling proposition
