Chris' Blog

If  you could cut 80% of your marketing budget and accurately increasing your return on investment 235% by predicting  almost half of the sales in a particular area would you be interested?  For those who are slightly more savvy, you could even multiply your market reach  by 5x and use the same marketing dollars you already have allocated and increase your business exponentially.

I am not an advocate for very many outside products or services.  One, there are millions of them out there and two, I am very, very picky as to which ones I endorse and put my name behind.  But every once in a while, something comes across that is so innovative and spectacular that I feel compelled to put it out there.

Everyone is familiar with the FICO score.  It's a predictive analytic that helps financial institutions guess who will pay their bills and who is more likely to default.  Imagine if we could have something similar to help us market or prospect more effectively by only focusing on those who are most likely to move in the next 6 months.

Now we can.  There is a group who had 3 PhDs working 24 month to create the Predictive Analytic algorithms.  By leveraging over 255 different variables they can generate a prospecting list ranked from most likely to least likely to sell in next 6 months.

There is a cost to the service, but it is amazingly affordable and is exclusive to you.  As I talked to the guys, we brainstormed for a few minutes and found at least two dozen ways to make a list like this pay off in spades.  If you want more info, shoot me an email to chris@mastery-coaching.com and I'll send you over an info packet.

Carpe diem,

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I remember being told years ago by a mentor that the financial balance one has in their bank account is a reflection of their self-esteem.  Ouch.  At the time, I was making ok money.  I knew within a dollar how much was in my account (more often than not, because it was less than the $20 minimum that I could retrieve from the ATM).  From that moment, I took it as a personal quest to start building a minimum balance of $100, then $500, then more.  The income was exactly the same, but my balance grew with my confidence and self-esteem. 

I sit down with quite a few people who want to reach higher than their skills and talents will take them. For them, improvement on some base techniques and general competence within their field of endeavor will have them performing in a very short time.  Once they understand that they have to acquire a few tools to get what they want, they are good to go. For others, those having great skills and talent, it is often a bit more difficult to help.  Those are the ones who too often achieve great things quickly and then watch it all fall to ruin as their character deficiencies surface. 

I have found that character and wisdom is developed almost exclusively through pain.  The smart ones apply the pain to themselves through discipline and study other people's mistakes.  Others, feel the need to go through challenges and heartache themselves and gain through experience.  Either way, you don't get what you want, but you what you are.

Carpe diem,

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"Procrastination is failure on the installment plan."

Why do we all seem to struggle with putting off the very things we know we should be doing, but don't want to do?  Most of the time they are the very things that are the most important things we could be doing, those activities and tasks that make the greatest impact on our future. 

Procrastination boils down on a practical level to character and perspective.  A great test of our character is the ability to maintain a resolution after the mood it was made has passed.  We often make resolutions, decisions, and goals when we feel like it.  We are inspired, motivated, or driven in the moment to thoughts of grandeur, but when the mood passes, more often than not, so does our resolve. 

Most of our changing moods and feelings are due to a shift in our perspective.  Rarely has life or the world changed, we just changed the way we think about it.  As our perspective shifts, our emotions follow suit. 

Here's an example: Have you ever seen a picture of yourself that is, well, less than flattering?  It seemed to show the few extra pounds in a way that you hadn't ever imagined was on public display in such an unappealing way.  So, in a moment, your perspective changed.  The world around you hasn't, the people around you haven't.  You haven't.  The only thing that has now become different is how you look and feel about something that already was. 

The secret to eliminating procrastination isn't disciple and willpower.  Sure, those will last for a little while, but the real secret for those who are looking of lasting change is learning the art of managing your perspective.

Carpe diem,

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Every once and a while I get something that is just too good not to share. Dean is a fellow Master's Program Graduate and is the CEO of one of the finest Ad agencies I've ever been exposed to. I received this article last week from him and thought it dovetailed into the branding series I wrapped up this last week. I hope you enjoy Dean as much as I do -

In today's economy, the mindset of spending money on marketing seems to be like the mindset of going to Las Vegas. Pretty risky. The only difference is that going to Vegas means there's a good chance of having a great time.

On the marketing front, however, there is hope. Lots of it if you market smart. Here are a few tips.

First, realize that during a down economy, people typically clam up their advertising dollars. The result is less ad saturation in your marketplace. The opportunity is that your advertising now has a stronger chance of being seen. Also, the perception of those companies advertising in a down economy is of a strong, confident company. On top of that, customers typically experience bad customer care because most companies are downsizing, causing inefficiencies. Hence, those who are mistreated may be looking for a new provider during the down times and lo and behold, there's your ad. The time to pick up market share is not when the economy is thriving, it's when it's choking.

In your initial ad planning stage, take an honest assessment of the advertising vehicles you've used in the past. Often, there are a couple of advertising methods that worked pretty well. For some strange reason, every client we talk to has one or two of those tactics they stopped doing because they got too busy from the inquiries generated by advertising. Whoops!

Next, if you are planning any new advertising methods, evaluate them diligently. Your advertising rep should give you an advertising/cost rationale, and you should be able to talk to a couple of their non-competing customers to see if the advertising is pulling. If they say you can't have testimonials, run, don't walk, away from the pseudo-opportunity.

During the down times, the phone is your friend. While people are spending horrific amounts of cash on untried tactics, others are getting on the phone and making those cold calls. FACT: 100% of those clients we told to increase their phone work reaped tremendous success. And the phone is cheap by comparison.

If you're using direct mail in these lean times, make sure your database is up-to-date with current names and current addresses. This will minimize the waste and maximize the penetration of the campaign. And don't forget to mail to your existing customers.

Public Relations is another under-utilized tactic. Press releases about news relating to your industry, in essence, are free advertising. The right story in the right publication can help reel in new business. Remember though, it must be newsworthy and relevant. Editors get inundated every day with hundreds of press releases, so don't send in junk press. Also, use the media to get published, like I am. I've gotten a few calls, and plus, it makes me feel famous, like Tom Cruise.

If you like to speak in public -- the number one fear of human beings--have at it. It's very effective. Relevant presentations in your area of expertise can be a tremendous method for generating more business and building your reputation, especially if you get in front of the right people.

Please don't invest money into your Web site thinking that if you do, more business will come. Your Web is, in essence a store, and you have to drive people to it with advertising, just like a store. The most cost effective way to drive people to your Web site is through viral marketing and Search Engine Optimization.

Image ads and brand building agendas have to go by the wayside during tough times. Direct response ads, where you're offering something substantial, must be the consistent discipline. Think about it. Would you respond to an ad that offers one piece of free dry cleaning for every 50 pieces cleaned? Or would your respond to an ad offering every third piece free? Make it compelling.

Always ask for referrals. This is the most commonly overlooked marketing vehicle in existence. It's also a practice that thrives with those who have a system to remind them to do so. If you could get one new client per week by asking for referrals, that would be 50 per year, or 500 over the next 10 years. Not to mention the incoming referrals that just come with great service.

Finally, let's not forget intestinal fortitude. During down times, people think that working at the usual pace will do. It won't. Many stress out, check out, and think things will change by themselves. My dad use to say that in business, you have to grow just to stand still. Slow economies dictate that you not only work smart, but that you take your commitment disciplines and your attitude to a whole new level.

Carpe diem,

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Article used with permission and credited to Dean Del Sesto, CEO and Managing Partner, Strata-Media, Inc.

"Some people change jobs, mates, and friends, but never think of changing themselves."

Sometimes the only common denominator in a series of failures is us.  We as a society tend to point fingers and blame others instead of taking responsibility, the irony is that responsibility is the first step to the growth needed to overcome and turn failure into success.  Looking in the mirror and changing ourselves is one of the most difficult things we must do.  It takes courage to admit we are a contributing factor to the difficulties we face in our lives.  But if we don't, we will experience the same cycle (only quicker this next time) again and again. 

Carpe diem,

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Do you struggle with names?  This has personally plagued me for years and is a constant struggle in a people business where we meet new potential clients on a daily basis.  However, I also know that there is no quicker way to impress someone than to remember their name, especially after a long time has gone by.

Here's a tip from a memory master (and yes, I paid dearly for a seminar that I am boiling down to a 30 second email because I am all about, say it with me, helping you make more money, make it faster, and with less cost).  Here you go with the tip -

Use the SAVE method:

S - Say name 3 times when first talking to them

A - Ask a question about the name

V - Visualize a memory hook.  If their name is Lake, visualize them swimming in a lake

E - End the conversation with their name

You won't believe how well this little tip works when we put it into play. 

Carpe diem,

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"Fortunes are made outside of the 9-5"

I talk a lot about balance.  Balance at work, balance at home.  Life is much bettter all the way around if we keep boundaries and have strict standards.  Mainly because I work with the super producers who are in risk of losing what they love most because of their insane lifestyles.  As much as I think balance is good and healthy - the reality is that our life is a life of seasons.  In order to become a super-producer and be on the top of the heap, you must be willing to do what others won't.  Becoming out of balance for a season is necessity to achieving the extra-ordinary. 

The secret becomes including those you care most about in the process so they feel a part of what you are doing. Recognize when to be "on" and when it's time to snuggle in by the fire and some warm cookies with those you love.  Remember, life is more of a marathon than the 50 meter race. 

There have been times when I wanted to tattoo these truths on people's foreheads, but that probably wasn't my best idea ever.

What is a good strategy is to share these with you now, and beg you to learn them, not because I made them up (because I didn't), but because they are true and you need to know them to succeed in business.

1. People do business with people they know, like and trust. It is not hard to develop a relationship with your prospects, but it is essential. The good news is that you can do it passively, and the bad news is that so can your competitors.

2. People buy solutions or experiences not features. This means that people buy what they want, not particularly what they need. For example, we all need to eat, and most of us need more fiber and greens in our diets, but still the majority of us choose burgers or pizza for lunch rather than steamed broccoli and a side salad.

3. People want specialists to handle their problems because they feel more confident that someone with experience and specific expertise will understand their situations more completely, and will handle it better than a generalist. Who do you want handling your brain surgery: Your general MD or a neurosurgeon?

4. Your real estate service is not the right solution for everyone, but that is no reflection on its (or your) value. You may not know all the reasons people choose not to buy from you, but you should know all the reasons they do buy so that you can find more of those people.

5. When you invite a prospect to work with you, you're not begging for money, you are offering a valuable solution to a problem. But if all you care about is the sale, then you are a beggar.

Carpe diem,

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One of the most powerful things in your life is your vision (or lack thereof) and your perceived mission. To help crystallize direction for your life and business develop a personal mission statement. Ask yourself what you alone you can do. Not what can you do, but what is it that won't get done if you alone don't or won't do it.


Here's a simple guide to developing your personal mission statement -


Definition of Mission - The special duty or function for which someone is sent as a messenger or representative; and the special task or purpose for which a person is apparently destined in life; a calling.


What is your personal mission statement? - Your personal mission statement focuses on the special purpose you want to achieve in your life and the special approach you will take to achieve it. It is the consequence of your mission being achieved. It is a description of how the world will be after you've traveled through it.


A clarifying question - "If we were meeting back here on ______________________, and you were looking back over the preceding ______________, what would have to have happened during those years for you to feel really good about yourself, your life, and the fulfillment of your personal vision?"

Answer this question to state your Personal Mission Statement- "My unique mission is..."


Once we have vision and mission clearly identified, it becomes very easy to make life changing decisions. Whenever I am faced with a fork in the road of life, The answers will simply fall into place when I simply weigh my options against my vision and mission and ask - "Is this in line with who I am?" and "Does this bring me closer to where I know I need to go?"

Carpe diem,

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