9 Steps to Become a Thought Leader – And a Media Darling

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Become a thought leader.

So many people call themselves thought leaders…
and they’re not.

Here is a map of how to do it the right way from my close colleague and friend, and guest blogger, Susan Harrow.

1. Cultivate an opinion. Thought leaders have opinions. They shape a story. They position facts in a context. They make statistics come alive by interpreting them. We value people who give us perspective on things that matter most in our culture today.

Sheryl Sandberg, COO of Facebook and their first woman to sit on their board, said of the differences about how men and women respond to taking credit for their success, “If you ask men why they did a good job, they’ll say, ‘I’m awesome. Obviously. Why are you even asking?’ If you ask women why they did a good job, what they’ll say is someone helped them, they got lucky, they worked really hard.”

To follow her lead take a look at your field or industry and find something that irks or inspires you and start to formulate some opinions about it. Then put those thoughts into a press release.

Folk singer Joan Baez said, “I’ve never had a humble opinion. If you’ve got an opinion, why be humble about it?” Thought leaders aren’t afraid to voice a strong opinion. The media seek guests who have opinions that help us ponder what’s important.

 

2. Make a prediction.  Can you see the future? Look into your private crystal ball and share it in a press release. Ten years ago I told my literary agent that getting on TV and grasping at fame was going to become a national obsession. I wrote up a book proposal about how to get on TV, supplied anecdotes from my own experience as a publicist and media coach, and gathered statistics to show that this was going to be a hot new trend. He pitched my idea to all the top New York publishing houses.

Alas, the traditional book industry didn’t buy it. It was too far ahead of its time. But guess what? Didn’t that prediction come true? Practically everyone is now scrabbling for his 15 seconds of fame. New reality TV shows are popping up every year. The Fishbowl Effect has become our current reality where your iPhone video can make national news.

Know that when you make a prediction you’re intrinsically ahead of your time – and most likely will get disapproval and pushback. No worries. Time will bear you out. The important thing is to stand by your word, continue to accumulate evidence and keep touting your prediction during your media appearances.

 

3. Shape thinking. Keep up on current events. Thought leaders can comment on national radio and TV on events as they happen. They are the first people the media call to put a story in perspective, to help shape thinking. They are often the people who pose the questions to ponder. They don’t necessarily have all the answers. What they have is a point of view that helps others to consider consequences, options, and directions to difficult or perplexing problems.

Robert Reich, professor of public policy at UC Berkeley, often comments on political and social problems such as how public higher education is being starved which will result in a shrinking middle class. His clearly expressed and statistically well-supported opinions are regularly heard on MSNBC and NPR. He’s a great example of someone who is personal, energetic, and captivating. I’m particularly endeared by how he bounces up when he can’t contain his energy as he delivers his message.

Your delivery and demeanor is every bit as important as the words you speak and can influence people subconsciously. Thought leaders are aware of how they are being perceived and work on refining their inner consciousness and outer appearance. How can you start to shape a conversation that’s at the heart of your business or industry and at the same time reflect who you are and what you think?

 

4. Have a philosophy.
Have you noticed how many people have written a manifesto? It’s kind of becoming de rigueur. But many aren’t worth reading. They are trite or light. Your audience wants to know not only what you believe, but what you believe in. They want a philosophy that dives into their deepest longings — things that they feel that haven’t been expressed directly in a way that they can understand.

Manifestos are a sort of formalized philosophy. Wikipedia defines philosophy as “In more casual speech, by extension, ‘philosophy’ can refer to “the most basic beliefs, concepts, and attitudes of an individual or group”.

I love TED favorite Brene Brown’s The Wholehearted Parenting Manifesto, her leadership manifesto and my friend, photographer/writer Andrea Scher’s Superhero Manifesto. They are heartfelt, revere beauty and are holy without pretention.

During every media appearance you want to make sure that your philosophy comes through loud and clear in a story, vignette or example so your audience has a sense of who you are. One of my favorite sayings is by Gandhi, “My life is my message.”

When everything you do, say, are and think from your words to your website is in alignment then you’re completely congruent and your life becomes your message. This is what I have my clients and sound bite course participants put into practice before ever sending a press release out to the media. Often publicity hopefuls want to rush their offer to the media before all the pieces are in place. And that’s a big mistake. A reputation is easy to ruin and hard to regain.

In her media appearance on Oprah’s Super Soul Sunday, Brene Brown told a story about her daughter, Ellen. To my best recollection she said that Ellen’s teacher called her up to tell her she could tell whose daughter Ellen was by how she handled an incident in art class. As I remember it the teacher said, “You’re messy.” Ellen sat up straight and said, “No, I’m not messy. I’ve just made a mess.”

Brown told this story to illustrate a point about self-talk and not calling ourselves names or saying derogatory things about the core of us, but to focus on behavior instead of being. It shows you that Brown is walking her talk by transmitting her values and behaviors to her daughter and it gives you a sense of who she is. Your philosophy should shine through your stories in a natural way in every media appearance.

 

5. Spearhead a movement.  My client, journalist and author David Sheff who wrote the #1 New York Times best-selling book Beautiful Boy, just wrote his second book called Clean, Overcoming Addiction and Ending America’s Greatest Tragedy. The title itself is an opinion. Sheff thinks that addiction is the worst problem in the U.S. today. You can tell immediately that he’s serious about this topic and wants to make an impact on this epidemic.

On his website he has a link to sign a petition to send to President Obama to end the war on drubs and declare war on addiction. Right next to that he has a link to an organization called Brian’s Wish to pull people together into a national movement to end addiction.

Sheff believes that we’re fighting the wrong war and he is making his opinion known – backed with five years of research and facts.

He’s just started his book tour and has already been on The Last Word with Lawrence O’Donnell, NPR’s Fresh Air and Weekend Edition to discuss his views and to shift American opinion with the facts, stories and statistics in his book, speeches, and media appearances.

I media trained him to insure that he incorporated his most important points into every interview since he especially wanted to talk about this new movement.

We also wanted to make sure he could stand firm on his controversial beliefs when challenged. We practiced worst-case scenario questions and surprise ones too so he could maintain his equanimity and stay on point during each media appearance.

The media is interested in people who have inspired a movement. It shows that the topic has enduring value and interest if a substantial number of people have joined it. Spearheading a movement is so much more interesting than just claiming you have a big following. A movement shifts thought into action to create real and lasting change.

 

6. Be controversial.  Another client of mine, Dr. Sara Gottfried, a Harvard trained integrative physician, science nerd, yogini and author of the New York Times best-seller The Hormone Cure, speaks out on the overuse of pharmaceuticals for peri-menopausal and menopausal women. She says of women dealing with hormonal issues such as depression, lack of sleep, weight gain, mind fog, low sex drive, “You won’t find the answer in the bottom of a pill bottle.”

Gottfried takes a stand against the practice many physicians have to medicate their patients to appease the problem without seeking the core issue or root cause that’s the source of the complaint. Instead she advocates lifestyle shifts: “How to think, eat, move and supplement.”

Once you take a strong stance you can expect to be pitted against someone with the opposite view during your radio or TV interviews – because friction makes for good TV. Audiences love to see people pitted against each other because sparks fly and unexpected things happen — which equal good ratings.

If you want to be controversial you also need to be prepared to be challenged and able to stay on message with equanimity and grace no matter how forceful or hostile the host or other guests become.

 

7. Play both sides.  While you can choose to be controversial, you can also choose to appoint yourself the voice of reason and examine both sides of an issue. Susan Freinkel, a journalist who wrote the book, Plastic: a Toxic Love Story, began an experiment that turned into an investigation of how plastic affects our behavior, our environment and our lives. The premise: To go one day without touching anything plastic. What she discovered?  It was impossible — starting with her toothbrush and toilet.

Instead of taking one side to the story – plastic is evil. She explored how plastic is both a boon and a bane to the way we live in a New York Times Op Ed piece. In one sentence she played both sides of the topic: “In other words, plastics aren’t necessarily bad for the environment; it’s the way we tend to make and use them that’s the problem.” Op Ed pages thrive on people who take a strong stand on one side of an issue as well as those who can shed light on both sides in an intelligent, thoughtful or provocative way.

On Fresh Air, she discussed both sides of this fiery debate with a level head. In other media appearances she backed up her findings with solid statistics and also by moving fascinating facts into the conversation like: “The average person is never more than three feet from something made of plastic.” And, “In 1960, the average American consumed 30 pounds of plastics a year. Today, just 50 years later, Americans consume on average 300 pounds a year.” Here is something a bit startling: “Just because a plastic is made of plants doesn’t make it ‘green.’”

By moderating the positives and negatives, by sharing information not widely known and educating us, and by using stories and statistics, you can become a trusted neutral source for change.

 

8. Coin a term.  During her appearance on The Ricki Lake show Dr. Sara Gottfried reached into her prop basket and pulled out a gleaming diamond Tiara, put it on her head and offered it to Lake, who said she didn’t want to take it off. Gottfried called taking uninterrupted time for yourself, Tiara Time.™ It’s catchy and easy to remember. Can’t you just imagine saying to your BFF, “I need some Tiara Time™ right NOW.”

 

9. Declare your vision.
Your vision is how you see the world in the future. It’s what you’re aspiring to in the big picture. It incorporates how you are going to serve. For example, I’d like to see Aikido, a type of Japanese Martial Arts, which I’ve been training in for four years, incorporated into every school in the world.

The principles of Aikido, The Way of Harmony, work as a way to polish the spirit, to turn lead into gold. The founder, Morihei Ueshiba says, “True victory is self-victory; let that day arrive quickly!” I believe that, through this practice we can eradicate bullying and practice respect, compassion, and self-mastery on a daily basis in our hearts, homes, schools, and communities.

Declaring your vision during a media interview moves it out in a big way into the public eye. Not only have you taken a stand but you give thousands or millions of people a chance to take a stand with you. That in itself creates powerful change.

The point of being a thought leader isn’t just to get more media appearances, more sales, more followers, or more money. It’s an opportunity to make great shifts inside yourself and out in the world. So if you aspire to taking yourself and your business forward in small or big ways, then focus on these seven things. And even if it isn’t in your nature to be on national TV or to gain an international platform, just pondering these points will give you clarity for your business as you grow and change.

Are you a thought leader? Tell us why.

 

Susan Harrow is a top media coach, PR expert & author of Sell Yourself Without Selling Your Soul (HarperCollins). For 24 years she’s worked with clients like rock stars and celebrity chefs to CEOs of Fortune 500 companies, as well as entrepreneurs, authors, coaches, consultants, and speakers. She shows her clients and course participants how to double or triple their business with PR by using sound bites effectively.

 

GET A GOODIE:

Whether you want to be a thought leader, a celebrity in your niche, or just get more clients, customers and sales, you’re invited to a FREE webinar that will show you how to double your business in 90 days using Susan’s amazing short-cuts. Register now (It’s free!)

Why Your Leads are Ticked Off At You (A Guide to Lead Nurturing)

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The odds of making contact with a lead increases 100x if called within 5 minutes.  (Source: Lead Response Management Study)

The chances of qualifying a lead are 21x better if called within 5 minutes.  (Source: Lead Response Management Study)

Research shows that 35-50% of sales go to the vendor that responds first.  (Source: InsideSales.com)

Only 1 in 50 deals are struck at a first meeting.  (Source: The Marketing Donut)

63% of people requesting information on your company today will not purchase for at least 3 months – and 20% will take more than 12 months to buy.  (Source: The Marketing Donut)

Companies that excel at lead nurturing generate 50% more sales-ready leads at 33% lower cost.  (Source: Forrester Research)

Nurtured leads make 47% larger purchases than non-nurtured leads. (Source: Aberdeen Research)

2% of sales are made on the first contact, 3% on the second, 5% on the third, & 10% on the fourth. (Source: The Marketing Donut)

80% of sales are made on the 5th to 12th contact after the first meeting. (Source: The Marketing Donut)

44% of salespeople give up after 1 follow up. (Source: The Marketing Donut)

 

Social Media

93% of businesses and marketers have profiles on social media.  (Source: Beta21)

On average, companies respond to only 30% of social media fans’ feedback.  (Source: Social Bakers)

Approximately 46% of online users rely on social media when making a purchase decision. (Source: Nielsen)

Taken from
http://blog.hubspot.com/marketing/why-your-leads-are-annoyed?utm_campaign=blog-rss-emails&utm_source=hs_email&utm_medium=email&utm_content=13960231

So… do you treat your leads and prospects as carefully as you would a first date
with someone you really like?  Do you understand that this is a crucial part of lead nurturing?

Can you see why your leads are ticked off at you if you give up after the first or second or third try?

They like to be courted, just like you do.

They like to get to know you.  They like to buy when it’s their decision.

Try treating your lead generation system like a caring date scenario, with a great outcome in mind.

They’re not “leads”.  They’re people.

Treat them like someone you really want a relationship with.

It can make a huge difference to your income when you do.

5 More Amazing Techniques Showing How to Instantly Bond with VIPs

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Warren Buffet For Blog

 

 

 

 

 

 

 

 

 

 

 

 

Below are 5 more amazing stealth techniques to create an extraordinary bond in the first 5 minutes of meeting a V.I.P. you want to connect with.  These work great, not just for when you are speaking with a V.I.P.  These techniques are great, as they give you a blueprint that shows how to instantly bond with anyone.

1. Allow them to visualize working with you.  (“Let’s say you and I were working together, how would it help your process?”)

You are still keeping it as a potential.  If you have follow the script above, their defenses are lowered, and they are visualizing working with you, but not feeling sold.

2. Engage their thought process.  Do not ask a Yes or No question.

Only ask open-ended questions.  If you ask a Yes or NO question, it can shut down the conversation, or you have to dig yourself out of a conversational hole in order to keep building the relationship.  You are not going to be able to instantly bond with anyone, if they are suddenly made uncomfortable, and put under pressure to answer specific “yes” and “no” types of inquiries.

3.  Use defusion (schmoozing) and embedded commands: “I’m not saying that you and I will work together, I’m saying that if you and I were working together, for example, this is how it would go”… (establish relationship before you do this.)

What are embedded commands?
“you and I will work together”
“you and I were working together”

These are embedded commands.  They are not heard by the conscious mind, but the unconscious.  They are very effective.  And, of course, they will help you instantly bond with anyone.

You need to have a good conversation going, and a feeling of relationship, before you use embedded commands.

And defusion – we all know how to defuse.  Even if you schmooze to your dog, you’ve got schmoozing talent you probably don’t’ even know about.  Defusion is effective because you can switch to another topic, such as the room, the people, the food, the weather, what they like to do for fun, to ensure that the conversation is not salesy in any way, shape or form.

 

4.         Create a triple “yes” set:   You know a few secret things they were going to say yes to…

I see you as an informational resource, I know I can trust you and I know we can trust each other one this.  (You’re smart, good, and we can trust each other.)

This is a triple Yes set.

 

5.         Listen so that they feel listened to.  Nod, change your expression, and let them see the effect their information has on you.

Why?  Feeling listened to is so emotionally close to feeling loved that the average person can’t tell the difference.

And we’re not done!  Stay tuned for the 5 more 7 phenomenal tips on how to create an immediate and engaging relationship in the V.I.P. Series.  And remember, all of this information will help you instantly bond with anyone.

How to Bond with a V.I.P. -Targeting is Key

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Christy Turlington 5

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

What do you do when you meet a V.I.P.? Networking can be nerve-wracking enough without getting dry-mouth when you meet a V.I.P. you’d love to work with. On or off-line.

Below are 5 amazing stealth techniques to create an extraordinary bond in the first 5 minutes of meeting a V.I.P. you want to connect with.

 

1.  Do not treat your prospect as an institution – Especially if they’re beautiful or rich

 

Oprah used to complain about being treated as an ATM machine.

 

Research shows there are two human conditions that are never listened to: people with great beauty or mone.y.  Beautiful and/or wealthy individuals complain of not being listened to – because the beauty or the money freezes most people dead in their tracks.

So… don’t treat them like institutions.

They get bored fast.

To sincerely not care about the beauty or the money, go through a mental list of all the things they don’t know.

 

For example, they don’t know how to orbit space, win the Nobel     Prize, make shoofly pie, win a Gold Medal at the Olympics, etc.  Repeat this until your awe melts down.

 

 

 

2. All interactions work best as an education process.

This instantly changes the energy of the situation – it takes away any element of sale.

Either you’re looking for the education or you’re giving the education. In the case of a V.I.P., you’re looking for it.

Targeting is key.  If possible, you want to find a person you can add value to, so you need an understanding what their needs are.

3. Say you’re seeking advice.  Phrase it like this: 

“I want to find out from someone in your position what I can do to help them and also how I can make my own services, my offer, better.”

“I’m looking for somebody.”  Not “you.”  Somebody.

See the importance of carefully selecting, and targeting, your words?

 4. Keep it in third person. 

Use defusion:  “I’ve got this opportunity and I’m looking for someone…”

You aren’t saying “I want a relationship with you.”  You are saying, “I want a relationship with somebody.”

Then say, “I’m looking for 8 minutes of mentorship – to make it easy, let’s say you and I are working together, how would my service help?”

In their head, they have to visualize working with you, and it going well, but they don’t have their defenses up because you’re not selling them.  You’re asking for education and you’re selling their peer or their friend, not them.

5. Find out how you can help them.  This is critical. 

How can you contribute to Richard Branson’s favorite charity? What introduction would Oprah love to have?  Who do you know who could help them, or their family or favorite cause?

You would be amazed at the value you can add to someone’s life. You just need to make sure you’re describing what you do in the right way, and targeting your words to accurately describe to them how what you do can help them.

Just ask.

We’re not done!  Stay tuned for 5 more techniques in the V.I.P. Series.

Your Secret Sales Weapon That’s Hiding in Plain Sight

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COUPLE AT MOVIESThis story is about how much easier it is to make a sale when you use your Secret Weapon.

Lisa was one of the top sales trainers I knew.

And she was trying to fill her client schedule,
And she was spending a lot of time on the phone.

She heard a lot of:

“Sounds great, I’ll get back to you.”
“Wonderful, I don’t have the money.”
“My partner doesn’t want me to sign up for anything else.”
“I just spent $10,000 on a Guru course, I’m broke.”
“I’ll think about it.”

Sometimes it was so awful Lisa would
jump in her car and head up the
coast, pounding the steering wheel.

And crying.

Now Lisa was a fabulous coach.

And she was terrified of sales.

Every time she picked up the phone
And knew she had to “sell,” her terror got worse.

She has taken sales courses that didn’t feel
right to her.

She had read books about closing, but
she could never maneuver her clients into
that “closing conversation” she read about.

Lisa was running out of options.

Worse, she began confusing her inability to close
with her performance as a coach.

So doubt crept in – about everything.

She was miserable.

Meantime, Lisa was a devoted mother to
Two daschunds and a Siamese cat.

And a great partner to her boyfriend.

And a terrific daughter to her mother,
who asked her when she was getting married
every other phone call..

CatLisa coaxed her cat to swallow
his allergy medicine without scratching her.

She charmed her daschunds into going
outside in the snow, even when they dug
their toes into the doorstep and refused
to budge.

She buttered up her mother so that
she was able to avoid the prying questions and
still enjoy her mom.

She knew just how to get her boyfriend to take her
to a chick flick.  And make him think it was his idea.

What’s the point of all this?

Lisa was brilliant at sales.

She just didn’t know it.

She knew how to be charming, shrewd, and
persuasive.

She knew just when to press the issue, and when
to back off.

She knew how to get exactly what she wanted.

She just never applied any of this to
a prospect conversation.

When she finally started treating her prospects
like they were old friends and family members,
Lisa relaxed.

She found out that there’s a natural rhythm to a
sales conversation, just as there is a natural rhythm
to getting a cat to open its jaws and swallow a pill.

Which she knew how to do.

Lisa had a secret weapon hiding in plain sight,
she just hadn’t been using it.

Finally, Lisa stopped  “selling.”

She stopped making it so hard.
And started talking and listening,
and laughing, and offering suggestions.

Lisa signed her very next client.
And the next.
And the next.

Picking up the phone became as natural
as breathing.

She even looked forward to her
prospect calls.

Lisa doubled her client list in less than six months.

She made it easy.  Because suddenly it was.

And she never looked back.

Want to find out how to do what
Lisa did.

Join us this Thursday.  http://www.yourdesiremap.com/

 

How to Get More Clients – And How To Get A Flood of Clients from Your Online Marketing

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Mothering is eternally underrated, and it’s the hardest job in the world.

So Happy Mother’s Day to everyone of you who mothers…children, cats, dogs, plants, and exotica.

My friend Jeannie mothers stray boa constrictors, abandoned African tortoises, and homeless iguanas.

My mother, 91, just bought a pair of 5-inch black patent wedgies… (gotta love those genes!)

The article this week is about something my clients want more than anything else… and I’d like to show you that yes, it’s completely possible.

So…want more prospects who just email you, asking how they can work with you?

No, it’s not a fantasy.

Here are some real stories of real people who made that happen.

1. Jack called me up last October. practically yelling through the phone:

“Guess what?

“I went on Linked In and discovered my perfect referral partners – they’re the attorneys who get in front of my insurance prospects.

“I’ve tripled my business since April.

“Now I’ve got clients all over the country.

“And I’m through with breakfasts, lunches, coffees and networking all over this city! Nuts to that!”

Jack tripled his business in 6 months with savvy Linked In partnerships.  He’s finally figured out how to get more clients.

 

2. Gail Martin wrote an urban fantasy novel 4 years ago. (dreamspinnercommunications.com)

It was picked up by a small publisher in England.

“OMG,” thought Gail, “who will find this book?!”

So she went out on Facebook and found her tribe – people who loved urban fantasy.

She made friends with famous authors in the field and guested for them on their blogs.  (Very Important Strategy)

Gail has sold 400,000 books in the last 4 years.

Now Gail’s a famous author in the field.

She is also a social media master who spends 30 minutes a day, 7 days a week on social media.

It’s not hard.  Spend 10 minutes, 3 times a day on social media.  Use your Smart Phone.

That’s one of Gail’s secrets.

 

3. Robert had a 15-year-old marketing firm. He started writing articles 3 years ago.  He hired someone to put in the the tag words and place them on article sites.

When he reached 80 articles, he got his first client from the internet.

In two years, Robert had over 300 articles,  at 10 different sites around the net  – that’s 3,000 articles.

He received from 2 to 4 emails a week from prospects all over the world, asking to become clients.

 

4. Robert, again.

Article marketing may not be what it used to be as a lead generator.

So…Robert still writes articles for his blogs.

But now he generates leads to his blogs from Facebook and Twitter.

Robert’s associate targets appropriate audiences on Facebook and Twitter and sends them to the blogs.

He now gets 2-6 prospects a week.

Why?  Because he created 3 different blogs and sends targeted traffic from Facebook and Twitter to each of them.

(Don’t have a “associate” who can do this? Think overseas outsourcing.  It works.)

So…is it possible to get interested prospects “just” from the internet?

What do you think?

Wait til you hear my You Tube stories!

4 Thoughts That Keep You in Struggle

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1. “The problem is..” 

This means you aren’t looking at possible solutions.

You’re focusing on the problem.

You may think:  “Of course I’m focusing on the problem!

How else can I solve it?!”

By focusing on solutions.

The problem seems impossible.  So side-step it.

What you focus on expands.

Think about it.

Successful people focus on solutions.

Start saying, “The best possible solution is…” instead.

(Full confession: This used to be one of my top phrases. I got rid of it.

The opportunities that have appeared in my life in the last 12 months are absolutely unbelievable.  Now I look only for solutions.)

2. “The reason why…”

Everyone has their own pet set of excuses.

What are yours?

Do you know your “reasons” define your life?

If Laura Hillenbrand could write “Seabiscuit” while she was so ill with chronic fatigue she could barely crawl to her desk…

If Steve Jobs could start a computer company out of his garage…

If Nelson Mandela could – you get the picture.

Find out what your pet reasons are for not having more of what you want.

Then watch how you stop yourself by believing in them.

3. “I know that.”

These are three of the most dangerous words in the English language.

Maggie was a highly gifted speaker and coach.

But she was miserable grinding out speech after speech with nothing to show for it – no clients, no fees.

She whined for years about how she “hated” speeches.

Not only did Maggie know exactly how to speak and sell from the stage, she actually taught it to others.  Successfully.

But in her mind, she “knew that” already, and it wouldn’t work. Besides, her meeting planners “didn’t allow her to sell.”

One day Maggie was hit upside the head by a tough-talking coach who dared her to follow her own formula at her next speech.

(Guess who that was?)

Just to prove the coach wrong, Maggie threw out her old speech, and followed every single speak to sell technique she knew.

She closed 40% of the room.

She used the right elevator pitch.

Whaddya know, it worked.

Maggie realized that she’d been spending years with her head up 6 her butt, so invested in knowing that it wouldn’t work that she never gave it a try.

What do you positively absolutely KNOW won’t work?

Bet you’re wrong.

4. “Impossible.”

Ellen wanted a business, but she had no idea how to start.

She was highly talented in a number of fields, but Ellen wanted the freedom of her own business.

“It’s impossible!  I don’t know how to sell,” she said. “I don’t know the first thing about how to begin.”

Ellen stewed in this bewildering swamp for a year. Then she bought a $29 program about how to sell.

She wrote an ad.

She was so swamped with calls – about 30 a week – that she hid from the phone.

So she took a course on selling, and found out how to sign up clients.  She had a full client load in a month.

But she still wanted the dream of free time.

So she invested in a coach.

Together they outlined a dream cash-flow business which would bring her $60K a year to start, while she worked for less than 15 hours a month.

When she wanted to double that income, she could hire another part-timer.

Today she is writing 3 hours a day and building a business that gives her the freedom she craves.

Nothing is impossible but the limits you set.

Do you have to see before you believe?

Or can you believe until you see it come true?

The Miracle of Packaging an Offer

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packagingClaire was a “best-kept secret.”

When she worked her magic on her client’s marketing materials… they began to make tens of thousands,
sometimes several hundred thousand, in extra income.

“So why don’t I have a bigger business?” she sighed.

“I make money for everyone but me!”

Claire was ignoring two big holes in her own business.

  1. She wasn’t making clear offers.
  2. She wasn’t packaging her offers.

Claire offered teleseminars, workshops, she took personal clients for 8 sessions. She even spoke frequently.

But no one really “got” Claire’s gifts until they worked with her.

And no one “got” that Claire had more than a workshop or a teleseminar to offer.

So why was Claire hiding in the “Offer Closet”?

  1. She did not take the time to write an exact, sexy, tantalizing offer for her market.
    (How much time does it take? About an HOUR.)
  2. She did not offer packages so that people knew WHAT and HOW to buy from her.
    (How much time does it take to create a package? About an HOUR.)
  3. Deep down, Claire did not feel as if she had much more to offer.
  4. Deep down, Claire loved what she did so much she would have done it for free, and often did.
  5. Deep down, Claire had no idea where she’d find clients who’d pay her what she was worth.
  6. Deep down, Claire wasn’t sure how to answer this important question- what is branding?

Finally, she figured out the right way to package her offers, and brand herself.

It was after one of her clients told her outright:

“I’d have paid you a thousand a month for a year if you’d only offered a program after your teleseminar.”

The restaurant was open, but Claire wasn’t on the menu.

Here’s what happened when she decided to go for it:

Claire Before:
“I help professionals redefine their marketing so they attract up to twice the business.”

Claire After: 
“Before I worked with Jack, he and his team were doing $2 Million in sales at a Fortune 100. Six months later, they made $10 Million.”

Next, Claire sat down and sketched out 3 programs in which she redesigned her client’s marketing top to bottom.

It took her an hour.

Later that week a prospect called and said, “How do I work with you?”

Claire said, “I have a 3-month program for $11,000, a 6-month program for 17,000, and a 12-month program for $27,000.”

And she described the results he would get in each one – in tantalizing detail.

The man replied, “Wow, I didn’t know it was that much. I want the $27,000 program. I’ll have to take out a loan. When do we start?”

This is a true story.

Only the names have been changed to protect the innocent.

Are you hiding in the Offer Closet?

  • Is it crystal clear what amazing results people get when they work with you?
  • Have you clearly designed programs for each level of participation?
  • Is there a huge program you “could” offer but you think it’s impossible to fill?

What’s stopping you?

Create the offer, create the programs, GET PREPARED, and they will find you.

Why?

Because the whole energy of your business will change.

People will feel it.

And “Luck” happens when Preparation meets Opportunity.

Try it. It works!

Want the Real Secrets of a Super Star? Ask Will Smith

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FILM Smith 1Years ago, Will Smith was doing OK as a rising TV star and movie actor.

But he was dead clear about his goal: he wanted to be the biggest movie star in the world.

So he and his manager studied the 10 top-grossing movies of all time.

10 out of 10 had special effects. 9 out of 10 had special effects with creatures. 8 out of 10 had special effects with creatures and a love story.

They found the sweet spot in the market.

So they found a special effects script with creatures and a love story.

Matthew Perry dropped out of “Independence Day” at the last minute, and Smith was in.

It was the highest grossing movie of 1996.

“Men in Black” didn’t do too badly either.

By age 44, Will Smith had accrued $4.4 Billion in box office receipts.

What does this mean for you?

Will Smith’s success is no accident.  He wanted to be a super star.  So, he studied the market and made it happen.

Will Smith, and it might surprise you, Elton John, Paul McCartney, and Mick Jagger plotted their rise to the top.

If you want to go from where you are to the top of your field, take this little test:

  • Have you actually studied your rise to the top?
  • Do you have a juicy, mouth-watering vision, in living color, of what life will be like when you get there?
  • Do you know what the sweet spot is in your market?
  • Do you know what your market craves and can’t get enough of?
  • Do you what draws people to you and makes them want you, you, you?
  • Do you know how to create that? Think Will Smith.  Bruce Willis.  Tom Cruise. Their star power is not an “accident of birth.” Smith studied every actor, like Don Cheadle,who came on “Fresh Prince” to learn the secrets of what made them good.
  • Do you study the stars in your market to see what makes them stand out?
  • Do you know how your market sees you now?
  • Do you know how to reposition yourself for amazing success?
  • Do you have a mentor who can take you there?

And by the way, you need that juicy, mouth-watering vision from the top right now.

Research proves that without a crystal clear picture of your success, you’ll never believe you can get there.

So you won’t have the motivation to get going.

So you stay where you are.

Success is not fairy dust.

It’s more than hard work.

It’s a series of deliberate, planned, calculated, shrewd moves.

If you answered “yes” to 8 out of 10 questions…

World – Stand back!

You’re on your way.

And..

There’s 1 spot left in the Private Profit Accelerator Program for entrepreneurs who are hell-bent on reaching the top.

And finally making the money and enjoying the freedom they’ve dreamed of.

If this is you, and you’ve got butterflies just thinking about it — Good sign.

Send a quick email to annc@annconvery.com with “Ann, I’m interested” in the subject line.

I’ll send you a one-page application so we can see if you’re a good fit for this high-octane ride.

3 Phrases That Keep You Small

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“The problem is…”

That used to be one of Julie’s favorite phrases.

Until her friend Kathy pointed out how good she was at pointing out problems.

Instead of solutions.

That phrase was keeping Julie small.

It was the way she thought.

And the way Julie thought appeared in her life with depressing regularity – knotty problems showed up all over the place.

In fact, some days all Julie could see was problems.

But she was so good at spotting them!

When you actually make up your mind to change your thoughts, your life changes.  Duh.

Julie got rid of that phrase in 8 weeks.

Her business doubled in less than seven months.

She perfected the so-called elevator pitch (which, with the right tweaks, I prefer to call “Speaking Your Business”).

If you’re stuck at a certain level in your business, you’re keeping yourself there.

Here is a way to stop the sabotage and nudge your mind out of the ruts.

3 Phrases that Keep You Small

1. “I don’t have the money”

Sasha sobbed and whined for 10 years about what a great film she could make if she only had $5M.

One day she picked up a $200 digital camera, wrote a script, and shot her first web episode.

Last night she was a finalist for a Shorty award for best Web show.

She has been recently featured in 6 cool blogs here and in Europe for her web series.

She didn’t need the $5M.

She did need to say good-bye to her favorite problem.

Don’t throw money at your problem.

Throw your ingenuity, your creativity, your street smarts.

You will have a far more inventive brain, not to mention a more flexible, creative, and successful business.

2. “I’m too busy”

OK, this is painful.

You don’t have the time because you don’t want the time.

You’re scared of what might happen if you had it.

Either for traumatic reasons which are beyond the scope of this article, or because being busy is safe, and looks productive, so you don’t want to give it up.

John was suffering in his $200K business. He wanted to write novels, not run a business. And the daily trivia was eating him alive.

One day he ran out of the office and signed up at a gym.

He felt incredibly guilty. He worked out for an hour, and sneaked back to his desk.

At first, his employees guessed where he’d been and sneered. His family didn’t understand why he was “goofing off.” But he kept at it.

John had stumbled onto one of the golden secrets of time management: He began to manage his energy, not his time.

Six years later, he has outsourced most of his employee work.
His business hit half a million.
He’s published his third novel.
He takes time for lunch every day.
And he’s still working out.

John is acutely aware of what brings his energy up, and what saps it.

He is a black-belt at energy management.

And all the time he needed magically appeared.

3. “I can’t.”

I hate to tell ya, but this is code for “I won’t.”

There is someone out there with your exact same problem who said “I can…”

And they made it happen – wealth, love, super health, fame, you name it.

They said “I can” and did what it took to get there.

Because when you say “I can’t,” you are telling the world that you’re comfortable with your problems, thank you. You’re not going to budge.

Get your mind out of this highly dangerous rut – now.

Just say “I won’t” instead of “I can’t” and see if you cringe.

Good.

Time for that phrase to disappear – your life is waiting.

Nothing is impossible but the limits you set.  Nothing.