Credits to Harv Eker, Alex Mandossian, their companies, Joint Ventures and Affiliates
Before 5pm every day for 90 days email yourself 1-3 answers to these three questions:
1) Results I got
2) Challenges I faced
3) Questions I have
Be an intuitive performer
There are business operators and there are great business operators
*** Environment is stronger than Will Power (change your environment to support
your desires)
Facebook and Twitter – Mauri Smith
There is not a money problem in the world; there is a distribution problem
Use WordPress for your blog
*** Relationships first, business second
Who knows you?
*** Make a grid of people you want to meet, call on a regular basis, or be friends
with. These should be your dream people in the world. Donʼt limit yourself — it could
be anyone.
Whatʼs your footprint?
The next layer is geosocial
Social media is word of mouth on steroids
GBS Notes
Build solid relationships
Facebook Fanpage:
• You can have unlimited friends
• News feed optimization
Questions to answer for you and your business:
1) Iʼm stuck with my social media marketing because…
2) My outrageous success using social media looks like…
The 3 point rule of thumb when posting things to social media sites:
1) Donʼt write anything you would be embarrassed to see on the front page of a
newspaper
2) Donʼt post anything you wouldnʼt want your mom to see
3) Donʼt post anything you wouldnʼt want to see on Google 5-10 years from now
*** Google Alerts – get notified when someone writes about you
Donʼt carry a fear of negative comments – On your Fan Page you can ban people
7 steps for success on Facebook – Have a clear objective for why you are there
1) Design
2) Content
3) Promotion
4) Engagement
5) Conversation
6) Track and measure
7) Scalability
• Build your email list
• Drive traffic to your WordPress blog
• Sell more products
• Increase event registration
• Get media attention
• Connect with strategic partners
• Establish yourself as a leader
• Improve customer service
Develop personal and powerful super-friends
Design Strategy:
*** Klout.com – a site that measures your online presence
Be a human aggregator — filter the buzz out there and bring people what info they need
GBS Notes
Share resources that are complimentary.
Post:
• Photos, videos, updates
• Short, easily applied tips
• Questions
• How-To tutorials
Your profile picture should have a light background
*** Your Facebook Fan page is for fans, your friend page is for friends
QR Code on the back of your business cards, cool thing
*** Facebook ads are the most targeted traffic you can buy! – Facebook.com/ads
Book to read: Engage! “engage or die” by Brian Soils
*** In the current age, “The nobodies are the new somebodies”
Itʼs all about inclusion
*** Twentyfeet.com – Sends you one message a day with all your social network
mentions.
Success – Bill Walsh
*** Give your customers so much value they think you’re nuts!
*** Always give some of your best stuff away for free.
Two things from Bill:
1) Get behind the cash register instead of in front of it
2) Have some passion for what you do or you will never actually live
Quality Time – Donʼt trade anything in the world for this
*** When you’re organized, you are productive
90% of your success is marketing
All the negative people have to go – Take out your phone and delete all the negative
people in your life.
GBS Notes
*** When you have a really good plan and you are laser focused, you are
unstoppable!
Now is the greatest time to be an entrepreneur
*** Business is all about building relationships
Create lots of value
*** Investors invest in leaders
Your business must have:
• Business plan (be flexible)
• Flexibility in the model
• Become a low cost producer
• Competitive edge
Ask yourself, “What is my value?”
*** Become an intuitive performer
• Become a specialist
• Communications
• Path, purpose, vision
*** Gain the knowledge of the advantages of social media and implement them
*** People who chase money stay broke
*** People who chase value get rich
*** “I am” is a statement of identity. It doesnʼt allow for “try”
To run a successful company you need systems:
• Success plan
• Connections
• Value propositions
*** You are your brand!!!
• Learn to recruit leaders
• Donʼt take any information from anyone who makes less than you
*** Remember, everyone is approachable
With absolute faith there is no fear
“What are your projects? What are you working on?”
GBS Notes
Donʼt get stuck in business conversations:
• Pay them a genuine compliment
• 90% of the conversation is about them, 10% is about you
• Learn instead of listen
• Provide value to the person first. Expect nothing in return
• Do what you say
Accountability:
• DMO
• Get organized
• Build a mastermind team
Millionaires delegate everything
*** Totally own the space that you are in
What gets measured gets done
Money = everything
*** 524 Rule: 524 is minimum wage for a millionaire.
Each day you get 86,000 seconds. What are you doing with yours?
Donʼt answer unscheduled calls
Quit doing the little things
Partner with amazing people
Ask yourself, why are you creating your business?
Example: “Iʼm creating a simple solution that will help hundreds of thousands of people
communicate better and run a production more efficiently.”
Always live in the present moment
Keith Cunningham – Lunch Session
There is a difference between a business operator and a business owner — be the owner.
GBS Notes
You can invest in things close to your core competence with knowledge.
*** Remember, the idea is the least important part of owning a business. Your
success has everything to do with HOW you do what you do.
*** FOWTW – Find Out What They Want
The marketplace does not care about your passion. If you build a business around
passion ONLY, you will be broke but happy. By helping people and serving a need, you
will make MONEY, and if you are passionate about it, then you will ALSO BE HAPPY
*** Always remember to test, measure and Correct
Fail often, quickly, and small
Experiment in little ways in your business. If it works you can expand little by little
Turn your customers into addicts
*** Ask yourself this: “If 100% of my future growth depended on referrals, how
would I do that?”
If you want a mentor in your life, you have to ask, “How can I add value to their life?”
*** Appreciate your employees. Make them feel like they are a part of something
great. Ask yourself, “How can I attract great employees with vision?”
Then, treat your employees like they are volunteers. Be kind.
What pain is your gismo addressing?
Always remember that business is an intellectual sport.
*** GAGI – Go And Get It!!!
GBS Notes
Core
Competence
x
Investing in something way outside
your core competence is gambling,
not investing.
x*** There are two kinds of businesses out there: Tylenol businesses and vitamin
businesses. Tylenol businesses solve peopleʼs pain and are a lot easier to sell to your
customer. Vitamin ones only make life a little better and are more difficult to sell.
Success – Michael Gerber
Take this seriously. Iʼm not giving you a soul for nothing.
Donʼt mess with my mission!
*** You have to become a systems thinker – It works to produce results
It works so you donʼt have to
Let go of your ideas – build a franchise prototype
*** You should be building your business to “Give what they donʼt have”
Like McDonnell’s, create a system in which any idiot can replicate the results.
*** The system runs the business, and your employees run the system.
GBS Notes
“Ought”
“Is”
The problem
Everyone tries to find one step to get
to the “Ought” Line. They are greedy
and impatient.
You have to constantly ask yourself,
“What can I do today to improve my
situation?”
*** Go to work ON your life, not IN your life to build the
perfect system. Itʼs not about you, it’s about them!
“Holy shit, I am free. I have no needs. Itʼs not about
me and never was.”
You are born to create. “What am I here to create? Now what?” Get the tools.
A blank piece of paper and a beginners mind — the way of the new entrepreneur.
Try to find the best way. When was the last time you were in awe?
Social Media – Alex Mandossian
See Handouts for details on Google Placement and social media links
You have to be 100% committed and focused
*** Commitment to finish always beats a passion to
start.
*** You must calculate the Value Per Visitor of your website – VPV
Vpvcalculator.com
Other useful sites:
• Happylifesuggestions.com – Alex’s site to his uncle
• Jingproject.com – capture video of your desktop (great for how-tos)
• Audacity.sourceforge.net – audio editor for tele-seminars
• Archive.org – See the past versions of any website. Useful in researching your
competition and leering at where they have been and where they are now.
• Upstream.com – broadcast events or shows through the web. Get your own video
streaming channel and your own .tv address.
• Stir.com – radio and tv interview report. Want to be a guest? Want to find a guest?
Three questions to boost web conversions (web site makeovers):
1) What do I want my first time visitor to do first?
2) What do I want my return visitors to do first?
3) How do I inspire and influence my visitors to keep coming back?
If you have a video that greets your users when they visit your site:
1) Start with three unarguable truths
GBS Notes
2) What do you want them to do?
3) Why do you want them to do it?
4) How should they do it?
Networking – Joe Sweeney
*** Persistently exceed your clients expectations
Passions is everything
You have to re-frame what Networking is all about
• In business, itʼs all about managing relationships
• Networking = connecting
• Life is about serving others
*** Networking is a place we go to GIVE, not to GET.
During crisis we tend to pull in. This is exactly the time we need to expand (about the
current economy)
Figure out what makes people tick
*** We all want to belong to something bigger than ourselves
• People want to love and be loved
• They want to belong
• They want to have meaning or make a difference
*** People will forget what you say and what you do,
but they will never forget how you make them feel!!!
In networking you must:
• Ask – Ask with the mindset of giving. Make it fun
• Listen – Networking = Listening. Ask great questions
• Act – Many of us ask and listen, but donʼt act. That equals fear
• Believe / Receive – Truly have faith that when you give you will receive
*** No doesnʼt mean no – It all depends on how you ask and remember to ask with
the mindset of giving.
*** How you manage your dark sides is how your life will turn out
If there is ever bad news about something just be honest
GBS Notes
*** Fear ABSOLUTELY blocks us. – Of the 18 top
reasons to not act, not one of them is true!
You can either live in fear or live in faith
Reframe your situation – change your mindset
Ask yourself, “What is one thing that has created fear for me in the last 12 months?”
When you feel in lack and you canʼt give anymore, keep giving
*** What was an example of when you gave and then received more than you
gave?
*** Ask / Listen / Act / Believe
*** Create a product or service that is highly desirable,
uniquely obtainable, and economically irresistible.
*** Innovation comes from getting really close to your customers
The 5-10-15 plan:
• Have 5 meetings everyday
• 10 correspondences
• 15 phone calls
• And one gift for someone
*** Differentiate yourself by doing one little thing every day – One little thing can
mean a whole lot!!
Write a handwritten note. It sets you apart from the pack.
*** When you end every phone call ask, “Is there anything I can do to help you?”
The difference between networking and not working is one letter.
***You need a wingman. Who is your wingman?
• They have to be selfless people
• Go to them
• What traits do I ask for in a wingman or wingwoman?
Never, never, never make a cold call
GBS Notes
Subscriptions are great gifts. They will think about you once a month for a year.
Everyone will be asking you these questions:
• Do you really care?
• Can you help me?
• Can I trust you?
*** How will you answer these?
Remember: When you hunt an animal, they run. People are the same.
*** When you go to a networking event, pretend you
are the host!
*** Take your relationships from transactional to transformational
*** The only thing between the Haves and the Have Nots is knowledge
*** Experience comes from pain — wisdom is the result.
Accounting – Keith Cunningham
What you canʼt see will kill you
*** Create SUSTAINABLE wealth and success
If you want to sustain wealth in a business, you have to become an expert at measuring
*** Business is a game, and all games have a language
and a score board
If you canʼt speak the language, you canʼt play the game
Business happens to be an intellectual sport. You have to be able to read your
scoreboard.
*** The language of business is accounting. Accounting is your scoreboard.
GBS Notes
Have-Nots Knowledge: Let’s call “accounting” 52%, because you can increase your profits by 52% by just
learning the language
The goal of business is not to GET BIG, it is to GET RICH
The cause of getting rich is knowing how to read your scoreboard
*** Accounting is Reporting – financial analyses is about measuring how the business is doing
GBS Notes
Management
Decisions
Activities
Numbers
Business Owner Accounting
Skills Tools
Sustainability
Plan
Measure
Correct Execution
Goal
Critical Drivers, KPIʼs, Financial Results
Keep it TIGHT
Measure your execution, then you can correct your execution
Measure your KPIs – Key Performance Indicators
*** You will get what you tolerate. “Can I do the least to get the most? How much
can I tolerate?”
*** The quality of your life is a direct result of what you
consider to be non-negotiable and intolerable.
Think about it: all your problems started out as a good idea.
*** If you want what you want, stop doing the best you
can and start doing whatever it takes!
Measure your results and change your activities
Your Business Score Cards:
Things & Stuff always = what you owe + what you own
GBS Notes
1
Things & Stuff (Assets)
• Accounts Payable
• Tax Payable
• Note or Bank Payable
Owe (Liabilities)
Own (Equity)
• Investments
• Earnings
• Cash
• Accounts Receivable
• Inventory
• Equipment
Balance Sheet – Snapshot in time
***Earnings are Theory and cash is Fact
GBS Notes
2
• Sales (a theory)
(this is a movie — it changes. For the month of X, or for the
year of X.)
Income Statement (P&L Report) – A Movie
Profit, Bottom Line, or Earnings (the only # you look at)
3 Cash – Fact
Operation
Investing
Financing
+
–
+
–
+
–
Earnings Financing = Cash
Earnings
Cash
1) Balance Sheet
Same #
3) Cash Statement
Same #
2) Income Statement
World Map Street Maps
When you read financial statements, you read numbers, but you should hear words
*** Then you know what activities you have to change
*** Ego driven expenses reduce flexibility
The goal is wealth creation coupled with sustainable wealth
*** Always be on the lookout for what you donʼt see:
That which is running my life
That which is sucking my cash
That which is killing me
*** We live in a cause and effect world – If the effect is
missing, so is the cause
*** You canʼt change a lie
Growing a Business:
• A business plan is a growth plan
• How do I get from point A to point Z?
• How do I create a clear, sustainable path to success?
• How do I go out and target my customers?
Most business owners are terrible at noticing the gap
1) Not enough customers
2) Customers not buying enough
3) Customers buying too much from competition
4) Not enough prospects
GBS Notes
Assets – Assets should produce sales
Sales – Sales should produce profits
Profits – Profits should produce Cash Flow
Cash Flow
5) Not closing enough
6) Sales cycle time frame
7) Lack of referrals
8) No repeat business
The mistake we make is that the business is not growing and we treat it like a one size
fits all
Get clear about the problem, not the symptom
You want your customers to say, “I would have to be crazy to take my business
elsewhere”
You have to think about what the real problem is
*** Keep the customers you have instead of focusing on how many new ones you
can get
*** Schedule thinking time – Spend time thinking of solutions
The problem is rarely what we think it is
Sit down once a week for 30 minutes:
• Prepare a set of questions before thinking time
• Figure out what could go wrong, not how can I boost my business
• Donʼt ask how can I attract new customers, ask how can I get my current customers
addicted to me
The nature of a problem is that it is always solvable
Itʼs not the product that makes loyal customers, itʼs how well you can help them solve
their problems
*** Your success will have very little to do with WHAT
you do, but HOW you do it
*** The three Principles of Success
FOWTW – Find Out What They Want
GAGI – Go And Get It
GIT – Give It To Them
FIRST!!!! – Find the pain in the market, what kind of pain it is, and who is having it
GBS Notes
The best thing is when you have a partner who expects more of you than you do
of yourself.
Do not give your customers what you are passionate about, give them what they want
*** Their statement should be, “If I only had ________, I
could solve this problem.” You should be that _____
GAP – Growth Achievement Process
*** Getting from point A to point B requires you to know where point A is!!!
What gets measured is what gets Done, Managed, Reported
1) Success
• See it
• Plan it
• Execute it
• Correct it
• Persist / Persevere
GBS Notes
Goal
Non
Negotiable
Reality
Honesty,
Candor
The
Problem
Intolerable
Machine
Output
Or Results
Correct / Improve
A B2) Be willing to make a mistake
• Anything worth doing is worth doing poorly
• Donʼt wait to start until the timing is perfect. Start now
Fail often, fail frequently, but fail small
Buck Minster Fuller once said, “The great thing about mistakes is that you canʼt learn
less.”
Every single success is built on the back of some catastrophe
3) Be willing to pay the price
• Success has a price tag
• Decision
• Mastery
GBS Notes
The Lunch Line
XXXXXXXXXXXX
$
Font of the line
X
X
X
X
X
X
X
Back of the line
First you must get in line. You will
start at the back of the line. You cannot cut. There is no faster way. Most
people feel itʼs unfair and get out of
line, only to get back in later again.
You have to start at the back of the
line and STAY in line. You will make it
to the front of the line!
Most
People*** The quality of your life is a direct reflection of what
you deem NON NEGOTIABLE.
*** Hell on earth would be to meet the man you could have been if you had done
what you wanted to do
Most people are lowering their expectations
This is the NEW NORMAL. Whatʼs your reality?
Little distinctions donʼt mean little results
If I want a better life, I must make better choices
For things to shift, I have to shift
*** Stay committed to excellence, learning, and
mastery!
Growth and control grow oppositely:
• The more control you want, the less you will grow
• The more you grow, the less control you will have
*** Customers are NOT #1. Employees are #1
When you get the tools that honestly work, then you get the results you want
Credits to Harv Eker, Alex Mandossian, their companies, Joint Ventures and Affiliates
