You are working hard.
You are good at what you do.
You know you can help people and they should be beating a path to your door.
But it’s not happening and you’re not sure why.
You go to networking meetings and join groups of professionals in your industry.
You have lunch with people, exchange business cards, and connect on social media.
But nothing happens.
You go to bed each night wondering where your next client is going to come from.
Throughout your career business has just “shown up” when you need it, but that’s not good enough anymore.
You need more clients, better clients, and predictable revenue.
You are frustrated, confused, and even angry.
And you should be…with yourself.
The answers you are looking for are right under your nose but you don’t do what is necessary to tap into this knowledge base.
What do you need to do?
Ask for help with sales.
I am here and I want to help you. I get paid to help people sell. I can work with people with just about any budget. You will receive a significant return on investment.
But you won’t pick up the phone and call me.
Maybe it’s pride.
Maybe it’s fear.
Maybe you just don’t want to spend the money.
I can’t read your mind but I want to help you. All you have to do is ask.
I will customize a program for you and your budget.
But you’ve got to be willing to give me a call and have a candid discussion about your goals and your budget.
Isn’t it time you took control of your revenue generation?
Your finances are too important to leave in the hands of fate.
Call right now: (786) 436-1986
In case you’re shy and you want to explore on your own, here are some options:
My Sales Mentor Program: This option is for people who spend most of their work time selling. Maybe you are an entrepreneur or a sales executive. Each day offer help to people in return for financial compensation. The investment for this program is $4,500 for three months and you can expect a return on that investment of at least $50,000 during our time together. If you can’t handle the full investment up front, call me and we will see if we can work something out.
Solo Attorney Consulting: This program is for attorneys who own and manage a law firm. This is not a scripted program. This is something you and I customize. We cover business management issues, client attraction strategy and any issue you need help tackling. Typically this program is a three month term for an investment of $4,500 but I offered a special that extends the program to six months for that investment. This is the last day to take advantage of that offer.
Business Acceleration Multiplier: This is an option for people who need intense focused time with me to accomplish specific projects. I will spend a day with you helping you accomplish a specific goal. Visit this page for details and discover how quickly you can transform your business or law firm.
Here are some of the issues we can:
- Attract new clients
- Attract better clients
- Enter a new business market
- Define a compensation program for key employees
- Develop a marketing plan
- Shift business strategy due to an economic event
- Reenergize the business owner and spark motivation
If none of these programs are a good fit for you, we can come up with something else.
The bottom line is: Nothing happens unless you take the first step and call. (786) 436-1986
This blog has been verified by Rise: R46d1717a0eec17eccc224fa04ac4209f
What would you do with an extra $100,000?
If you don’t know the answer, you’ll never have an extra $100,000.
So much of sales is mindset, that thinking about what you would do with additional money will help you focus on making that money.
How many times have you been in a situation where you needed additional money to pay the rent, mortgage or a big bill? What happened when you focused on that amount of money?
Most sales professionals will say, “I closed a deal for that exact amount.”
Why didn’t you close that deal previously?
You didn’t want it bad enough and you didn’t focus on it enough.
This video explains.
Here is the transcript:
What would you do with an extra $100,000? What would you do with it? Would you invest it? Would you take a trip around the world? Would you pay down some debt? What would you do with an extra $100,000? This is a question I ask all my clients when we begin working together. The way they answer it is very telling. If they don’t know right away off the top of their head what they would do with $100,000, I know they’re not ready to make $100,000. Think about that for a minute. If you’re not prepared, if you don’t have a plan for what you will do with the extra money you’re going to make, then you’re not ready to make that money.
You want evidence of that? Think about when you’re short. If you’re in sales or you’re an entrepreneur, you’re a business leader, and you’re short for making payroll or you’re short for paying your bills, what do you do? You go out and you sell and what happens? You make enough money to cover your bills. Most of the time you make just enough money to pay the bills that you want. When I led sales teams, and I’ve led dozens of sales teams, whether they’re 10 people, two people, or 200 people, one of the things I would encourage the people in sales to do, especially my top producers, is I would encourage them to go out, buy the most expensive car they could afford or buy the most expensive car they even couldn’t afford. It doesn’t matter what the monthly payment is. Go buy it. Buy a huge house in an expensive neighborhood.
You know why I would tell my top producers, my best sales people, to do that? Because that’s how they would motivate themselves to sell. Their instinct is to sell to survive. If you have something specific you want to do with that $100,000, you will make that $100,000. That will fuel you, it will motivate you. But why stop there? Why not let yourself think, “What would I do with an extra $500,000? What would I do with an extra $1 million?” You want to fly on private jets? Start making an extra $1 million a year. You can fly on private jets at that point no problem. You want to own two homes? Make an extra $2 million a year. You want to pay off the home you have now in cash at the end of this year? Go find an account that will give you the money you need to do that. It’s that easy. But you have to believe that you’re going to make that money. You have to believe that you’re that person. That’s why, when you’re short, you’re $1,000 short to paying your bills this month, you’ll go out and you’ll sell $1,000 worth of stuff, $1,000 in money to you worth of stuff to pay your bills. The reason you can do that is because you believe you can. That’s the difference. The $50,000, $100,000 number, it’s a stretch right now, but after watching this video you’ll probably be able to convince yourself, “Hey, I can do that. I can make that extra $100,000 because I’m going to use it to buy a car and take my family on a nice vacation and pay off some of my bills.” You’re going to believe that you can do that and you will do that after watching this video.
But the same thing is true of $1 million. If you said to yourself, “I want to buy a new house in cash. I need to go find someone who’s going to give me $1 million for the value I can provide,” if you said that, it would become so. It may take a year. it may take 18 months. it may take two years. But once you set that point in your mind and you believe that that’s possible, it is possible.
The key is to know what you want to do with that money and then to really, truly convince yourself that you can make that money, it can be there. How do you convince yourself that you can make that money? If someone else who does what you do is making that money, you can make that money too. What one person can do, another can do. It’s that simple. Nobody is head and shoulders above you in the intelligence department. They’re just using a different game plan and they’re working harder. What you need to do is you need to figure out what their game plan is, copy that game plan, and work twice as hard as them. Once you do that, anything is possible. So, believe you can make the money, have a plan for how you’re going to use the money, and then get to work.
Don’t forget to subscribe to my YouTube Channel to get the videos before anyone else.
By now your New Year’s resolution has fallen by the wayside and we can get down to business.
It’s okay that you’ve abandoned the stupid ideas that you were going to stop watching reality TV shows, give up sweets and alcohol, and stop screaming at your kids.
Why are they stupid? Because they are framed in the negative. They force you to focus on things you don’t like about yourself. Every time you think: “I’m going to stop screaming at the kids.” Your mind focuses on “scream at the kids.” The “STOP” part gets lost in the clutter of your thoughts.
So now that you’ve abandoned the negative affirmation, we can focus on some positive things.
In the examples I outlined above you can replace:
“Stop watching reality TV shows” with “Start reading business books on Tuesday and Thursday evening from 8-9PM.”
“Give up sweets and alcohol” with “Snack on carrots and hummus once a week” and “Drink cranberry juice on Friday nights.” This leaves you room to still have some sweets and drink alcohol on Saturday night.
“Stop screaming at the kids” with “Praise the kids for something I love about them at least twice each day.” Let’s face it, you’re not going to stop screaming at the kids. Ever. They’re kids. They will do crazy stuff that will make you furious. But you can praise them and build up their self-esteem twice as often as you lose your cool.
Start with a realistic goal and change your behavior incrementally with a focus on positive action you will take.
Speaking of self-esteem:
I’m in the business of helping people become more successful. My job is to bring out the best in you. I do that by pointing out specific things you can do to attract more clients (that’s what many people are looking for when they come to me). I also help people build their self-confidence. Nobody comes to me looking for that service but it is what you need the most.
Society beats the crap out of you, day-in and day-out. As a business leader you get the complaints but you don’t get much recognition. They tell you they pay you and that’s all the recognition you need. We all know that’s not true. And we know people who pay the least – or people who pay nothing – are the most vocal about complaining.
I help you block out those fools. It’s difficult to ignore them but you must.
In fact you must ignore everything that keeps you from achieving your goals.
Everybody is an expert at what YOU should be doing but they can’t figure out their own life.
Here’s the bottom line:
Your success is completely, 100% dependent on what’s happening between your ears. Whether you believe you are a $1 million business originator or a $50,000 practitioner who never catches a break – you’re right.
No sales strategy is going to change that.
You’ve got to decide to get up off the couch and do the work necessary to achieve your goals.
The first step is asking for help and investing in an expert who can provide you with guidance and hold you accountable.
The next step is actually calling that expert (a gym membership is only great if you go to the gym).
The third step is doing the work.
No matter what step you are on, there is no shame in starting over.
That’s what life is all about.
Buddhism teaches us the first noble truth is that all life is suffering, pain, and misery. When I first heard that I wanted to punch Buddha in the face. But upon further investigation, I discovered Buddha’s teaching was about relieving personal suffering though a focus on helping others (among other things). When you focus on helping the world around you, you strengthen yourself.
I’m here to help you focus on that path. When you ask me for help, I will help you help others – and make great money doing it. The financial gains come as a byproduct of you helping people and feeling good about yourself.
2018 is going to be over before you know it.
Let’s take the first step together.
Reach out for help.
There are lots of options at DaveLorenzo.com
This is your Five for Friday weekly email with all kinds of good stuff. As a reminder, each week I send you five things you need to know to grow your business.
This week we have a theme of “Take control of sales and you grow your business.”
It seems so simple but it requires focus. Read these articles and watch the videos and then take massive action.
One: Tell Your Own Story
Stealing is wrong. This is especially true if you are stealing content from me. If you are speaking to a group or writing an article, you need to tell original stories that are specific to you. In this video, I share three reasons why this is so important.
Click here for the video titled Tell Your Own Story
Two: Don’t Go Dumb
Never dumb down your vocabulary or ideas when you are selling. It is your job to elevate the conversation. If you are looking to attract smart, engaged clients, you need to be smart and engaging.
Click here for the video and article titled: Never Dumb It Down
Three: Sell With Your Passion
You must be passionate about your business and the solutions you provide to your clients. If you’re not passionate, you should find something else to do. This article makes the case convincingly.
Click here for: Sell With Your Passion
Four: How to Overcome Fear and Sell More
Why are you resisting taking action to get what you want? What is holding you back? It is usually one of two things and both of them are FEAR. In this brief video, we review the two major fears that are holding you back. We also discuss how you can overcome them.
Watch this video: Overcome Fear and Sell More
Five: You Choose Your Clients
Most business leaders don’t realize they have all the tools necessary to select their clients. You have the opportunity to choose which clients you want to work with. This video will help you do exactly that.
Watch this video now: You Choose Your Clients
These are five powerful articles (and four great videos). Make sure you go through each one and take action to make a great living and live a great life®.
Don’t forget to subscribe to my channel on YouTube. You’ll get exclusive content and you’ll see the videos before anyone else.
Why am I resisting taking action to get what I want?
That’s the question you need to ask yourself.
Most often, the reason people don’t take action is fear. Specifically, Fear of Failure or Fear of Success.
Want to know more?
Watch the video below.
Here is the transcript of this video.
Why are you resisting taking action to get what you want? Something’s holding you back and that something is fear. It could be fear of failure or it could be fear of success. You have to decide, which it is for you.
Fear of failure means you’d be embarrassed if you tried to something new and it didn’t work out. Everybody would talk about you. People would know that you tried something and it wasn’t successful and you’d be ashamed.
Fear of success means you would try something and it would go wildly well and you would be far more successful than you ever dreamed of and when the success happens, people won’t like you anymore and that maybe exactly what’s holding you back.
Those are the two things that hold people back most often.
Fear of success or fear of failure.
What you need to do, is you need to look yourself in the mirror and you need to say “I’m willing to tackle this obstacle and I’m willing to make the changes necessary to upgrade my life.”
Don’t forget to visit our YouTube channel for more great videos on sales and selling.
This is the time of year that drives every sales professional crazy.
You’ve been trying for a few weeks to get in touch with someone – anyone – who can buy something. You’ve been calling prospects, referral sources, former clients and even clients. Nobody is in the office. People who do return calls leave you a message late at night or early in the morning. They tell you they are away and they’ll be in touch when they get back to work. Even people who are working cannot make decisions now because someone, somewhere who needs to give some type of approval is on vacation.
You have to produce results. You’ve got a budget and it doesn’t have a place for “vacation when nothing happens.” Even more important, you’ve got to eat. You’ve got bills to pay. The supermarket and cable TV provider don’t care that you can’t get a hold of anyone.
So what do you do to make this slow time of year more productive? How do you make the most of the vacation season?
Here are five things to make August more productive:
Research Ideal Clients
This is the perfect time to do the deep research you’ve been putting off. Use this time to find the exact person that can authorize that million-dollar purchase. Use LinkedIn, Hoovers and any database program you have available to find out who the ideal person is. Call the company. Talk to people who actually answer the phone. Find out the name of the assistant to the key person. Often the assistant will be in the office and you can potentially schedule an appointment. At a minimum, you can begin to develop a relationship with the assistant which will make it easier to get in touch with the ideal buyer.
Write, Write and Write Some More
Update your website with new content. Update LinkedIn with new content. Write articles to pitch to publications. You’re always complaining you don’t have time to write because you are too busy. This is your chance. Get ahead of the game now, while things are slow.
Take a course. There are thousands of courses you can take online. You can enroll in a course on technology with a local training company. Don’t want to sit in front of the computer for hours or go back to school? Okay, read a book. Great knowledge can be found through reading. Sales, self-help, psychology, biographies all offer great lessons you can apply immediately.
Clean and Rearrange Your Workspace
This is the perfect time to reset the area around you. Rearrange the furniture. Organize the files on your computer. Clean out the closet in the office where you throw everything before clients come to visit. If you work virtually, and your computer is completely organized, clean out your garage. The symbolism of “resetting” things will help you jumpstart your productivity.
Relax and Unplug
Spend 3-5 hours each day for a week without electronics. Turn everything off. Unplug for a few hours each day for a week. Sit on a beach and stare at the horizon. Hike a mountain trail. Talk to a friend. Get to know the members of your family. This will help you reduce stress and you may want to continue this habit after the summer ends.
August seems like the end of the world. Nobody is working. You can make any deals. Potential clients do not answer the phone and they take forever to return calls. But do not despair. By the last week of the month, people will be in back-to-school and back-to-work mode. They’ll be thinking about all the money they spent on their vacation and they will be ready to have you help them.
Enjoy the time you have this month to get ready for the best 4th quarter you’ve ever had.
Not long ago I was really fat.
Doctors told me to lose weight. People with whom I worked told me to lose weight. Family members (but not my wife) told me to lose weight. Years went by and I did nothing about this situation even though I suffered from heartburn, pain in my knees, fatigue, and lack of energy.
Then I had a big change in my career that changed the way I perceived myself. Subconsciously, I was successful because of my income and position in my firm – working for someone else. Not true. I was in control of my success. If I wanted more income, I knew how to go get it.
I thought I was destined to be a jolly fat guy. Subconsciously, I thought it would be too difficult to change my behavior and slim down. Once I realized it was possible to start my own company and make whatever money I wanted and needed, I knew the same was possible with my weight.
I am now at a healthy weight and in a healthy place mentally after realizing that change is not only possible but well within my control.
Here’s the thing you don’t want to hear but you need to…
It’s time for you to make some changes to your business. You’ve wanted to make them for a while. You deserve the rewards that come with these changes.
But you’re not going to do it by yourself. If you were, they’d be done by now.
You need help.
Once you realize you cannot do this alone, you will have taken the first step toward real change.
Don’t let your ego prevent you from asking for help.
You’re at a crossroads in your life and in your business.
Pick up the phone and give me a call. (786) 436-1986
When I was ten- years-old my parents bought me an Atari Video Game system. I loved that thing. I was only allowed to play with it on weekends and holidays (so it didn’t interfere with my school work) and I looked forward to getting a new game each week and mastering it.
Of course, the first time I played a new game I would struggle miserably. I’d fail repeatedly but I never got frustrated.
Because on the far-right side of the game console was a lever I could push to reset the game and start over. If the game gave me three attempts at something and I was in a bad position, I’d reach for the lever and start again.
A fresh start was always within reach and that gave me comfort.
When the calendar moves from December to January you examine your progress and make changes. You want your future to be better than your past. You make lists. These lists include things you are going to start and they include things you are going to stop.
The New Year’s zeal begins to fade about a week into January. That’s when you get back to work. That’s when the kid’s go back to school. It’s when the snowfall from the “White Christmas” begins to take on the gray sludge-like shade you know will be with you through March.
The change you wanted – the change that seemed so attainable in your mind – now seems so far off in the distance, you are hardly able to muster the energy to take the first step.
Enthusiasm gives way to your old routine and that leads to melancholy.
But it doesn’t have to.
You don’t have to wait for the calendar page to flip to start something new. You can push a “reset button anytime.
Today, right now, you can start over. And if you are unhappy with the actions you’ve taken today, you can hit the reset button and start over tomorrow.
It is that simple.
If you are hesitant to start over, or if this feels uncomfortable, think about these things when preparing to start something new (a weight loss and fitness program, a new business growth plan, an attempt at acquiring new skills and knowledge):
Failure Does Not Exist: Whenever you start something new, you struggle. That is part of the learning process. If you learn, you are not failing, you are growing. In fact, the process of making mistakes is essential for growth. Do not fear failure, embrace it.
Ignore Comparison with Everyone Else: You are in a class by yourself. Do not compare yourself to anyone else. Focus on what you want to accomplish right now. Comparisons lead to frustration, and frustration leads to complacency.
You see evidence of this in the world around you every day.
This past weekend my son, Nick, played in a baseball tournament for the first time (he has played recreational baseball for a year but tournament play requires a higher level of skill). Nick’s teammates’ play in the field far exceeds his ability at this point in his baseball career. They are more agile, have better situational awareness, and better command of the tools of the trade.
Nick played every inning of the tournament and gained extraordinary experience. He made many mistakes but also made a couple of successful plays. At bedtime, last night, we took stock of his performance and focused on how he had grown as a player in the past few months. There was no talk of his play compared to the other kids. That would have only served to demotivate him (and me). We agreed we were pleased with his growth.
This morning he enthusiastically announced he was looking forward to the new season.
Review your own progress and never compare yourself to others.
Enjoy the Process: You must find a way to appreciate the growth activity itself. Look for the positive feelings that come from any small success and celebrate.
If you start a fitness program and your muscles ache, recognize pain and soreness as a temporary feeling indicating progress. (Muscle soreness dissipates as your body begins to adjust to the new stress and recovers more quickly.) Appreciate these signs of progress as precursors to success and you’ll have a more enjoyable journey.
Your life is a gaming console just like my Atari. You have an opportunity to insert a new game anytime and, if you want to start over, just hit that reset button.
No calendar, no person, no situation, should hold you back.
Start over right now and enjoy the results…but more importantly…enjoy the growth opportunity each new day presents.
This article is taken from my daily live video show on Facebook on November 1, 2016. Join us each day for more great info on relationship-based sales.
Here is the transcript of this show:
Hi, everyone. Welcome to the first ever episode of this new show I’m doing on Facebook. It’s on my Facebook business page. I’m Dave Lorenzo. I’m your host of the show. We’re going to talk about ways that you can run your business more productively, ways that you can make more money and ways that you can make a great living and live a great life. Those of you who have never seen me before, or those of you who are just meeting me for the first time, my mission is to help business leaders and sales professionals make a great living and live a great life. I’ve done this for the past twenty-eight years.
I know I look young and beautiful of course and I try to keep in good shape, but really for the last twenty-eight years, my focus has been improving productivity, growing sales and driving real change in people’s lives and in people’s businesses. I want to welcome you here today. Each day at 8:30, we’re going to be live on Facebook. The reason that we’re doing it live at 8:30 is because I want you to kick off your day, I want you to have a great start to your day and I want to give you one thing you can use to make more money today. I figure 8:30, you’re just settling in at your office. Maybe you’re grabbing a cup of coffee. You’ll spend ten minutes with me focusing on one thing in particular. You jot it down, you implement it, and it improves your business and it improves your life as a result.
Today, we’re out in front of my house here. This is my front door. The reason we’re here is because our first show is November 1st. It’s the day after Halloween. Last night, there was all sorts of mischief going on right out here in front of my front door, and it really is the one night where people get dressed up and they pretend to be something they’re not. People get dressed up. They pretend to be something they’re not on Halloween. Really, you get dressed up and you pretend to be something you’re not almost every day. At least at some point during the day, you pretend to be something you’re not.
What does this mean? I’m not saying it in a bad way. I’m saying it in a good way. Here’s what happens. You go out and you look at something that you should be doing or you want to do or something you could do in order to achieve your goals and you say, “I can’t do that. That’s not who I am.” You’re essentially putting on a costume and becoming someone you’re not or something you’re not. Let’s take sales as a perfect example. You say to yourself, “I’m not a salesman. I can’t sell. I’m not going to go out and sell something to someone because that’s not who I am, that’s not what I do.” You’re putting on a costume of somebody who is unsuccessful because sales drives everything in your business.
Sales drives your revenue growth and with revenue comes business growth for you. What I’d like you to do is I’d like you to put on the costume of the successful business leader. I’d like you to put on the costume of the person who has everything you already want. That costume, when you put it on, looks a lot like somebody who goes out and delivers value every day. You go out, you deliver value to people and you help them. My friends, that’s what sales is all about. That’s what sales is all about. If you’re going out and helping people, you’re selling. Do this today. Here’s your action item for today. I want you to look for two or three or maybe even a half dozen, six opportunities to help people.
I want you to see what they’re doing and I want you to say to them, “You know, if you’d like some help with that, I can help you,” and when they say, “Well gee, what would that look like? What would that help look like?” you tell them, and you ask for compensation in return because you’re providing value and they give value back to you. You’re helping them solve a problem and they give value back to you in return. Now, I’ll give you a couple of examples of this.
Right now, my kids are at the dentist. That’s right. I’m the most proactive dad in the world. The day after Halloween, my kids are going to the dentist. When they get to the dentist, what’s going to happen is this. My kids go every six or eight months to the dentist. When they get to the dentist, the dentist, the hygienist is going to do a cleaning. She’s going to look at their teeth and she’s going to say, “You know what? It’s been, I think it’s been two years since they’ve had a deep cleaning. They really need a deep cleaning.” Now, the regular cleaning at this dentist is a hundred bucks. The deep cleaning is four-fifty. When she says to my wife, when the hygienist says to my wife, “Your kids need a deep cleaning,” do you think my wife is going to say, “No?” My wife of course is going to say, “Yes.”
She doesn’t want my kids’ teeth to rot and fall out of their head. Is she going to perceive the hygienist as selling something? No. She’s going to perceive the hygienist as helping my kids be healthier. Put on the costume of someone who delivers value and people will want what you have to offer. Don’t think of yourself as pushing something on somebody who doesn’t need it. Think of yourself as putting on a costume and delivering what people are looking for in that costume. Last night, one of the kids who came to the front door was a ghost. What he did was he hid right over there in the bushes and when kids came out to the front door, he jumped out and went, “Boo.”
You know what? It did startle some people. It scared some people. Is he a ghost in real life? No, but he was playing the role in that instance and people were entertained. People got value from it. If you cannot envision yourself as a salesperson, put on the costume, play the role of someone who’s helpful and it will become more and more natural for you and it won’t seem like you’re wearing a costume in the future. Selling should never be a negative thing. If you’re providing something of value to someone in exchange for financial compensation, that’s a good thing. Think about how you can deliver value. Think about who you need to be in your mind. That’s where the costume goes on. Think about who you need to be in order to deliver that value for other people.
All right. I want you to get back to work, so a couple of things as we leave today for our first live show. Two things to think about. This is my business page and we’re going to be doing more of these live shows as things come to mind, as I find myself in situations where I can help other people. Every day at 8:30, you and I have an appointment to be here. I want you here with me at 8:30 in the morning, but on my page throughout the day, wherever I am, if I come across an opportunity to share something with you, I’m going to do it. Make sure that you have my page selected to come up first in your Facebook feed.
What I need you to do is I need you to go to your Facebook page where it has the Friends tab, click down, click on See First, because when I do a live video or when I post something here, I want it to come up first. We post things all day long, articles, and now we’re going to be doing more and more videos. It’s great content. I’m delivering value to you for free. The other thing I want you to do is I want you to send me questions. I want to hear from you. Those of you who send me questions during the first few weeks of the show, I’ve got something for you. Look at what I did here. I’ve put it behind my back. This is a great book from a gentleman who’s been a mentor to me and whose work I have followed for years and years and years.
The name of this book is Million Dollar Maverick, and it was written by a really smart man named Alan Weiss. He’s the dean of consulting. He’s a rock-star in consulting. He’s taught me a lot. This is his latest book. He’s written over sixty books on consulting. Now, even if you’re not in consulting, you can use this book. I’m going to give this to you free. I have a handful of copies that I purchased from Alan specifically for this purpose. I want to share this book with you. I want to give it to you for free. All you need to do is send me a question on my Facebook page, put a question right here where you’re seeing this video, and if I use your question in one of these shows or any of my live videos, I will mail you a copy of this book.
Now, don’t put your address on this Facebook page because I’m not going to be responsible for what happens. I don’t know what’s going to happen, but I’m not going to be responsible. What I want you to do is I want you to put your question on the Facebook page. When I use your question, I will private message you and get your address. I’ll send you this great book. The book is phenomenal. It will help you tremendously. Here’s the thing. You don’t have to wait for me to send you the book for free. You can go to Amazon and buy it right now. You can go to barnesandnoble.com and buy it right now. It’s a great book. I highly recommend it. If you want a copy for free, drop me a question right here.
When you see me in the office, I will do these things from my office from time to time, at that point, I will be answering your questions in the moment, live. That’s when I’ll have access to the screen where I can see it. Right now, I’m recording this. I have the front end of the camera pointing to me. I’m not taking questions in this particular episode, but in future episodes, when I open it up for live questions, I want to hear from you, and if I answer your question live, I’ll also give you a copy of Alan’s book, Million Dollar Maverick, as well.
Thanks for joining me today in my first episode. Remember, think about the costume you’re wearing at the time, and if you want to be a superhero, you can put on a superhero costume and go out and deliver value for people in exchange for compensation. That’s what selling’s all about. All right, we’ll see you right back here tomorrow at 8:30 in the morning. I’m Dave Lorenzo. Until tomorrow morning, I hope you make a great living and live a great life.
Around my office, we have a saying.
“We attract the clients we deserve.”
This means if I provide valuable experiences, offer outstanding service and deliver an exceptional work product, I will attract amazing clients.
In reality, that’s only part of the equation.
Attracting great clients also requires respecting myself and the value I provide and communicating that to the world.
It can be a challenge to convey this to the clients with whom I work. Especially when the majority of people in professional services follow the crowd when it comes to business development.
One thing is sure: If you do what everyone else does, you get the same results as everyone else.
That’s the definition of mediocrity.
So what kind of attitude do you need to have to attract great clients?
How should you behave to convey the value of a relationship with you?
Here are some thoughts:
Speak the Language of Value
If you talk about “costs” or “expenses” as they relate to your services, people will view your “fee” as a cost or expense.
Instead, discuss your fee as an “investment.” People invest in you, and they invest in their future when they engage you.
Did you catch that? People “engage” a lawyer. They don’t “retain” him (put him in a pen and fence him in). A business owner “invests in” a lawyer.
If you provide professional services in the legal profession, financial services profession, real estate profession, accounting profession, etc. – people engage you. The invest in you and receive their business or their life improves as a result.
This is the language of value. Always speak this way when discussing your work with clients.
Excellent clients invest in valuable products, services, and experiences. Help them see you as a person who can facilitate the delivery of all three.
Surround Yourself with Outstanding People
Successful people think and act with purpose and determination. Spend fifteen minutes speaking with a successful business leader and this quality will be evident.
Put yourself in a position to interact with people who have clear goals and take massive, decisive action to achieve them.
One of my clients left a comfortable role as an in-house lawyer for a manufacturing business to start a corporate law practice. His goal was to replace his $200,000 annual salary with the same amount of money in profit from his solo firm by the end of his first year and double that by the end of year two.
He made the decision early on that he would reach his goals faster if he went after clients that would/could pay him $100,000 per year versus going after small individual transactions from dozens of clients.
Today, 22 months into this venture, he is working with six clients and his firm will produce approximately $480,000 in revenue by the end of year 2 (and he is still developing new relationships). This income is coming from six different clients, each of whom has signed annual agreements for him to represent them.
If you ask this lawyer what contributed to his success in developing these six relationships, he will tell you surrounding himself with other lawyers who took this approach toward their business strategy.
“Every lawyer I know goes after transactional work on a piecemeal basis. Drafting a $10,000 agreement, putting together an offering memorandum for $3,000. Early on I met a group of attorneys from other parts of the country who only worked with clients on a flat annual fee. Seeing them do this successfully gave me confidence that it was possible. That’s the only way I work with my clients.”
Surrounding yourself with people who have already achieved the success you desire, especially when it comes to client attraction, is not only inspiring, it also provides you with behavior you can model.
Ask People to Invest in the Value You Provide
Great clients recognize value. You must help them see the value you provide.
People value the products, services, and experiences they invest in.
If you do not ask for the investment, people will not value you or your advice. If you give away your advice, they will not view it as valuable.
Do you offer free consultations? What message does that send to your client?
Everyone else does it? Is everyone else successful? Most aren’t. They pretend to be. They tell you they are.
I’d rather do three paid consultations and command a 50% fee premium (compared to my competition) than do six free consultations and make the same amount of money. Why work harder for the same money just because “everyone else does it?”
Great clients take you at your own appraisal. Free consultations say to a prospective “I have nothing of value to offer in an initial meeting and I have little confidence.”
But don’t believe me. Try it.
That’s the only way to really determine if it will have an impact on the clients you engage.
Never Take Anything Personally
Everybody has an opinion and people will not hesitate to share theirs with you.
As stated above, if you want advice, seek someone who has experience achieving the success you desire and ask him/her for assistance. If your client offers you advice on how to work with him/her, listen and take action.
Completely disregard all other feedback.
Why? Because less than 2% of business leaders achieve their goals yet 90% have an opinion on how you should live your life and run your law firm.
If they’ve done it successfully and you respect them, or if they are a client and they pay you, take their advice.
Ignore all others and NEVER, EVER take criticism personally.
When people offer you “friendly advice,” it says more about them than it says about you.
Clients (individuals who pay you) and your peers doing what you want to do, offer a roadmap that will point you toward success. Follow the road map but don’t mistake it for a mirror.
Great clients are attracted to people who provide valuable experiences, products, and services. They will invest in a relationship with you if you create that environment.
These are just a few of the steps you can take to make this happen. First, you must decide if you deserve great clients.
Here are three additional articles you must read now:
There are only three ways to grow your business. Master them and you master your future.
This audio program will help you ask for what you want, every time.
Leverage your strengths. Maximize opportunity.