• What drives your state (and therefore your results) right now -- you or the world around you?

• What state are you conveying to your prospects now – fear, insecurity, aggression? Or confidence

Building A Practice On Purpose Series Part #1 - Blueprint For Building A Practice On Purpose
Have you ever seen a skyscraper being built? If so, you know that for the first several weeks or months, very little appears to be happening, at least above ground. That's because the initial work is focused on building a solid foundation. The higher the skyscraper is designed to be, the more solid the foundation needs to be to support all those stories.The foundation of a Practice On Purpose is what I refer to as "Clarity of Purpose," which includes all the components under the ==== line in the diagram below:A PRACTICE ON PURPOSEBalance Your Life & Practice On PurposeDesign Your Practice as a Vision Directed, Financially Responsible EnterpriseIdentify Your Perfect Clients & Develop an Attraction Marketing SystemForge a Practice On Purpose Operating SystemDevelop a Champions

Would you like to learn the secrets of the most influential, powerful people of all time? Attract more sales and negotiate more win/win outcomes? Become a masterful communicator and a magnet for endless referrals?

Despite what most books and seminars teach, successful selling is not a set of strategies, techniques or tactics to get the prospect to buy. Rather it is a state of mind – yours and your customer’s – and set of behaviors that creates compelling win/win outcomes for everyone.

This special state of mind – that few books or seminars address -- requires you to know how to:

• Change your state (and therefore your results) in any selling situation … with volition;
• Get “inside” your prospect’s head and gain instant credibility, rapport and trust;
• Communicate directly to your prospect’s deepest, most significant desires;
• Ask the right questions that will uncover what prospects REALLY value and want.

Regardless of title or job, every person is in the business of selling, whether it be products, services, projects, ideas or negotiations. These same top 7 principles apply for achieving your Magnetic Edge and becoming an irresistible sales communicator with integrity, influence and power.

ACHIEVING “INNER” SALES EXCELLENCE

1. The Power of Emotional State Mastery

The biggest difference between a marginal vs. top achiever is their state of mind. Marginal performers let outside circumstances dictate their state; top performers know how to take charge of their emotional state … with volition. State mastery is critical in sales, leadership, customer service and every other aspect of business.

• What drives your state (and therefore your results) right now -- you or the world around you?

• What state are you conveying to your prospects now – fear, insecurity, aggression? Or confidence

The Importance of Having a Budget For Marketing
When you want to market a product or service for your business, it is of vital importance that you develop a marketing budget. You can't spend all of your capital and marketing and not have enough left over to be able to create the products you intend to sell. On the other hand, you can't put all of your money into the products without developing some kind of marketing strategy to bring them to the attention of potential customers.One way to try and ensure that you don't have all your eggs in one basket is to develop a budget of the amount of money that you can afford to spend on marketing and stick to it. You also have to make a decision about the best form of marketing. This means that you have to decide which method of marketing will bring you the most attention from customers. Television advertising is very high an

d – yours and your customer’s – and set of behaviors that creates compelling win/win outcomes for everyone.

This special state of mind – that few books or seminars address -- requires you to know how to:

• Change your state (and therefore your results) in any selling situation … with volition;
• Get “inside” your prospect’s head and gain instant credibility, rapport and trust;
• Communicate directly to your prospect’s deepest, most significant desires;
• Ask the right questions that will uncover what prospects REALLY value and want.

Regardless of title or job, every person is in the business of selling, whether it be products, services, projects, ideas or negotiations. These same top 7 principles apply for achieving your Magnetic Edge and becoming an irresistible sales communicator with integrity, influence and power.

ACHIEVING “INNER” SALES EXCELLENCE

1. The Power of Emotional State Mastery

The biggest difference between a marginal vs. top achiever is their state of mind. Marginal performers let outside circumstances dictate their state; top performers know how to take charge of their emotional state … with volition. State mastery is critical in sales, leadership, customer service and every other aspect of business.

• What drives your state (and therefore your results) right now -- you or the world around you?

• What state are you conveying to your prospects now – fear, insecurity, aggression? Or confidence

Project Management And Time Manegement - Getting It Right
One of the areas that are often ignored in time management is communication skills. Many overlook the important aspects of communication and get caught up in time wasting. While others go through communication too fast, and ignore details that are productive. Finding the right balance of effective and efficient communication can be the greatest aspect of time management; bringing you to your completed objectives. Unless your objectives are in a vacuum where you are the only one involved, communication is definitely necessary.Among the things required for efficient and effective communication is negative feedback, positive feedback, empathy, and open mindedness. They all help you in communicating to and from others on all fronts, and when you can save time at them remaining effective, you have more time elsewhere in you

rt and trust;
• Communicate directly to your prospect’s deepest, most significant desires;
• Ask the right questions that will uncover what prospects REALLY value and want.

Regardless of title or job, every person is in the business of selling, whether it be products, services, projects, ideas or negotiations. These same top 7 principles apply for achieving your Magnetic Edge and becoming an irresistible sales communicator with integrity, influence and power.

ACHIEVING “INNER” SALES EXCELLENCE

1. The Power of Emotional State Mastery

The biggest difference between a marginal vs. top achiever is their state of mind. Marginal performers let outside circumstances dictate their state; top performers know how to take charge of their emotional state … with volition. State mastery is critical in sales, leadership, customer service and every other aspect of business.

• What drives your state (and therefore your results) right now -- you or the world around you?

• What state are you conveying to your prospects now – fear, insecurity, aggression? Or confidence

Used-Book Case Study
Dwight Payne and Gary Heap reside in Santa Barbara, CA, where they attend college and pursue their mutual hobby of science-fiction book collecting. They pooled their book collection of over 4,000 volumes, and sci-fi magazines going back over twenty-five years. All neatly catalogued and indexed, they estimate it would cost $20,000 to assemble the collection today.Payne and Heap decided that, at the end of this school year, they will dedicate the summer to getting a used-book store started in Santa Barbara as a means of supplementing their income year-round. Heap’s uncle owns a storefront near the University, and agreed to rebuild it as a used-book store. He also co-signed an inventory loan for $4,000 for some start-up working capital. In exchange he gets 25 percent of store sales for two years.In addition, they b

g your Magnetic Edge and becoming an irresistible sales communicator with integrity, influence and power.

ACHIEVING “INNER” SALES EXCELLENCE

1. The Power of Emotional State Mastery

The biggest difference between a marginal vs. top achiever is their state of mind. Marginal performers let outside circumstances dictate their state; top performers know how to take charge of their emotional state … with volition. State mastery is critical in sales, leadership, customer service and every other aspect of business.

• What drives your state (and therefore your results) right now -- you or the world around you?

• What state are you conveying to your prospects now – fear, insecurity, aggression? Or confidence

Brand Your Market: Simplicity Goes a Long Way Toward Identifying Your Brand
Occasionally, I come across a brand so simple and precise I have to stand back and appreciate the austerity of it. Most often these brands are signature brands.A copywriter friend signs her work “Dina” and it’s quite effective. Her name is simple, clean lined, and unique enough that it’s all she needs. Everyone in the industry recognizes her work, because it follows the simplistic style of her signature; straightforward, implicit, and concise.Our current President is identifiable by his middle initial. Through all of history I imagine he will be recognized as George W.Nobody has to tell you that “Bugs” is a bunny. Everyone knows that “Bugs” has long pink ears and a fluffy tail.When a local business owner came to me this week with an issue about renaming her business, the solution was obvious. Her n

now how to take charge of their emotional state … with volition. State mastery is critical in sales, leadership, customer service and every other aspect of business.

• What drives your state (and therefore your results) right now -- you or the world around you?

• What state are you conveying to your prospects now – fear, insecurity, aggression? Or confidence, enthusiasm, service-oriented?

• How do you need to change your physiology and/or thinking to adopt a high performance state?

2. The Power of Personal Congruence & Integrity

Personal congruence is not a technique; rather the place “from which you come.” It’s that place where you have such deep rapport with yourself, that what you say comes powerfully from within and attracts others, even before a word is spoken. True authentic power comes from personal congruency. It’s magnetic and you know when you are with someone who comes from that place.

• What incongruent “parts” of yourself get in your way of owning your true personal power?

• What are you saying or doing in marketing activities that is out of integrity with yourself and the values that are important to you?

3. The Power of Competence

Signing up a client or customer is not the end of the selling process, rather the beginning. Truly serving clients requires that we “deliver the goods” and create real value. The more competence you have, the more value you can deliver.

• In what ways can you increase your competence to deliver more value to your clients or customers?

• What hidden skills, capabilities or core competencies can you capitalize on for additional value and revenues?

ACHIEVING “OUTER” SALES EXCELLENCE

4. The Power of Instant Rapport & Trust

In NLP (Neurolinguistic