Guru Secrets Tele – Seminar

Why am I doing this? Over the last two decades I’ve read over 1,000 books, listened to 150 – 200
seminars totaling between 2,000 and 4,000 hours, and attended over $100,000 worth of
seminars. Here is why it started this I found….

Today I’m going to give you the best of everything I know.

There will be some things I don’t get to thoroughly cover today but I promise you will get full value and I will cover
everything completely in one form or another. This means I’ll be promising many recordings, reports, tools, and other stuff
throughout the call. You will end up with a bunch of unannounced bonuses and I will perform and get them to you.

Also, as you are taking notes. Remember you will be able to send me five questions at the end of this call and I will
compile all the questions into a Q&A Compendium Report and send you the answers to them. You can ask anything as
related to these three subjects wich is vast and I’ll find the answers if I don’t have them. The topics today are Inner Game or
Self Help, Copywriting, and Best Practices of Offline and Internet Marketing of the Guru’s.

SHOCKING STATEMENT

I’m not sharing this with you to scare you but to impress upon you the importance of becoming completely
independent of outside forces in your life.

**The man who predicted the 1987 stock market crash and the fall of the Soviet Union is now forecasting a
revolution in America, food riots and tax rebellions - all within four years, while cautioning that putting food on
the table will be a more pressing concern than buying Christmas gifts by 2012.

Gerald Celente,the CEO of Trends Research Institute, is renowned for his accuracy in predicting future world
and economic events, which will send a chill down your spine considering what he told Fox News this week.

Celente says that by 2012 America will become an undeveloped nation, that there will be a revolution marked by
food riots, squatter rebellions, tax revolts and job marches, and that holidays will be more about obtaining food,
not gifts.

"Were going to see the end of the retail Christmas....were going to see a fundamental shift take place....putting
food on the table is going to be more important that putting gifts under the Christmas tree," said Celente, adding
that the situation would be "worse than the great depression".

"Americas going to go through a transition the likes of which no one is prepared for," said Celente, noting that
peoples refusal to acknowledge that America was even in a recession highlights how big a problem denial is in
being ready for the true scale of the crisis.

Celente, who successfully predicted the 1997 Asian Currency Crisis, the subprime mortgage collapse and the
massive devaluation of the U.S. dollar, told UPI in November last year that the following year would be known as
"The Panic of 2008," adding that "giants (would) tumble to their deaths," which is exactly what we have
witnessed with the collapse of Lehman Brothers, Bear Stearns and others. He also said that the dollar would
eventually be devalued by as much as 90 percent.

"Its going to be very bleak. Very sad. And there is going to be a lot of homeless, the likes of which we have never
seen before. Tent cities are already sprouting up around the country and were going to see many more."

"Were going to start seeing huge areas of vacant real estate and squatters living in them as well. Its going to be a
picture the likes of which Americans are not going to be used to. Its going to come as a shock and with it, theres
going to be a lot of crime. And the crime is going to be a lot worse than it was before because in the last 1929
Depression, peoples minds werent wrecked on all these modern drugs - over-the-counter drugs, or crystal meth
or whatever it might be. So, you have a huge underclass of very desperate people with their minds chemically
blown beyond anybodys comprehension."
INNER GAME

1. I’ve spent the last 20 years of my life studying the self help or what I prefer to call the
Inner Game industry and I’ve found that as Entrepreneurs we must “Think” differently.

We fill the void left behind by burauecratic agencies and an outdated school system.

When I say Think differently I’m referring to:

 How we React to Change

 The willingness to learn new skill sets to set us apart
 The ability to develop new habits which keep us more positive, responsive, and open
during change.

The key to maintaining this attitude is always working on yourself more then you work on
anything else.

If you do this you should never stop learning, growing, and achieving …

You want to see a constant increase in results.

To do this you must be constantly be looking at and changing your beliefs and concepts about
everything you are doing.

When we get locked into our current level of thinking we are like Race Horses with blinders
on. We can’t see what we need to move to the next level.

You overcome this by contstantly learning and growing.

If you are holding yourself to this standard you will eventually have two unique attitudes.

1. I will rely on my own abilities to create my economic security.

2. I expect nothing in life unless I provide value for someone else.

This gives you autonomy and rids you of dependency.

So here are some Lessons:

1. We are in a Waking Dream and we don’t know it.

2. We live in a simulation of reality. Meaning we are coasting thru life like robots literally.
Doing the same thing over and over again without reason.
3. We’ve created a myth or story which shapes our lives and we never take the time to
question this story.
4. We must overcome this with radical honesty. Most of us are unwilling to tell ourselves
the truth. So we must …
5. Set up a Inner Game Personal Development Plan for your life.
6. This plan should be as structured as anything else you do.
 7. Constantly be asking yourself why you believe something and if you can’t come up with
a good answer or realized it was given to you by an outside influence. Begin to look at
those things in detail. This is where change happens.
8. WORK HARDER ON YOURSELF THEN YOU DO ON ANYTHING ELSE.
9. Quit believing in the idea of the Magic Pill – It doesn’t excist. Start asking yourself
what can I do as a system that if I do on a daily basis I’ll Wake Up 60, 90, 120 days
from now and be a new person?

** I’M GOING TO GIFT YOU A COMPLETE WORKSHEET I’VE COME UP WITH

FOR WORKING ON THIS IDEA OF RADICAL HONESTY. YOU WILL HAVE IT
SOMETIME IN THE NEXT FEW DAYS SO LOOK FOR IT.

2 & 3 So here’s something that’s uncomfortable for most people. I call it the Bullshit
Dozer Theory. What is it?

We are habitual Liers!!

We delete, distort, and generalize Reality to survive.

Here is a definition of lying I got from Eben Pagan:

Lying is Consciously distorting actual perspectives to make ourselves feel better or

intentionally misleading someone through false omission or addition of facts.

The worst kind of lie is the Omission – “Well I didn’t actually lie” – This is just B.S. we create
so we don’t have to face reality.

Here’s another kind of lie that is detrimental to our success.

Pretending to know anything at all and staying attatched to one perspective.

It’s my experience that the person with the most flexibility wins.

Anthony Robbins say’s “There’s always two sides no matter how thin you slice it”

No perspective is complete they are all partial with bias based on our own B.S. because we
think we are right.

Being open leads to breakthroughs and learning. We may not change our perspective but we
grow as human beings. We enable ourselves to connect with a broader range of people, places,
and things.

What most people do is avoid things.

So START FACING THE ELPHANTS IN THE ROOM!

QUIT AVOIDING THE THINGS YOU KNOW YOU NEED TO DO.

So What is Truth? Reporting ongoing experience as it’s happening without expectation that
it’s going to stay that way.

Truth Changes Through Time.

Yes… There are some Truth’s that never change but those are the exceptions to the rule. Most
things in life change and if we hold onto the age old adage of Timeless Truth’s on everything
we are screwed.

So begin to look at the things in your life that you hold as Truth’s.

I promise you that many of those things are holding you back from experiencing a full life.

Right now you have a set of truth’s that create your reality.

The more truth’s or Rules you have about life and how to experience it the harder your life
will be.

You will find yourself in a constant state of Judgment of other people to make yourself feel
better about your own faults and perspectives in life.

Yes.. We actually create Truth’s to cover for our own inadequacies and fears.

So again. Ask yourself WHAT IS THE ELEPHANT IN MY ROOM? WHAT AM I HIDING

BEHIND? WHAT BELIEFS OR TRUTHS HAVE I CREATED TO ENABLE ME TO NOT
MOVE FORWARD BECAUSE I’M SCARED?

The key is to become fully aware of your strengths, your weaknesses, and your demons. Many
of us deflect seeing the truth about who we are and the things we are doing wrong. We don’t
tell others and they don’t tell us. We just avoid the truth at all cost.

Dan Kennedy tells the story of how all of us have demons. He openly speaks of his alcoholism,
bankruptcy, etc.. yet most people would never do that. They hide behind it and never speak of
it. ……

Look yourself in the mirror and be truthful and fully aware of yourself. The more you face
that, the better your life will become.

4. Next I’m going to Talk about something I learned from Eben Pagan called inevitability
thinking.

This is simple yet profound.

You must set up conditions so that so that your goals become inevitable.

Something I’ve began to do for my weekly long walks. I’ve had someone drop me off 4 miles
etc.. from my home so that I HAVE to walk to get home. This make sit inevitable for me to do
this. Yes, I could get a cab I guess. But it makes my mind focus on getting home rather then
all the reasons I don’t want to walk.

Here are some ways to start you on your path to inevitable thinking.

1. Get an accountability partner. Eben has someone he either picks up or they pick him
up to go to the gym. This way you are accountable to be there and they are accountable
to pick you up.

2. Attach pain to not doing the thing you need to do. You can do this by publicly stating
you are going to do X by this date or you will do something crazy like shave your head.
It could be a dollar amount. If I don’t play ball with my boy every Tuesday and
Saturday night my Ex can cash a check for $200 every time I don’t.

3. Get a mentor or coach.

4. Create a Mastermind.

5. Next I want to talk about something that may be the most important thing you begin to
use in your life.

This is something I learned about from Tony Schwartz who wrote the Power of Full
Engagement.

Eben Pagan now teaches a lot about this that he learned fro Tony.

To me Rituals is the process of finding the Most Important things you must do in your life
every single day to achieve the goals you want and making them mandatory.

The more structured you are with these things the more successful you will become.

I want you to begin to start Productivity Routines.

Do not try to change your life in one day.

Be realistic, yet stretch yourself.

My personal routines include……

6. So if we are to be able to follow through with our Personal Productivity Routines we must
have a value on our Time. This is the one thing that Dan Kennedy credits with changing his
life.

Most People think they have to be accessible. You don’t have to.

You can create the rules for your life and live life on your terms if you choose to.

However… The most important thing you must do is create a value for your time.
There is only ONE Thing we can not replace in our life and that is time. If we run out of this
we are dead.

However, right now we are at a point in society where we have a constant, unrelenting
pressure on our time, through constant communication and distraction. Emails, Internet,
Movies, Games, Entertainment… etc..

You need to make a decision to stop participating on others terms and create your own.

You can’t do this without knowing how much your time is worth.

 To do this write down a realistic $ amount you want to make this year.

 Divide that by the number of productive hours you work a week.

 That’s your magic number

 If I want to make 100 thousand this year and work 30 productive hours per week then I’ve
gotta make about $67 per hour. This number should be uncomfortable but not unrealistic.

In the beginning this may not be an attainable number but always be thinking of this number.
Always be striving for this number.

A lot of Guru’s will tell you to outsource all other work. I agree but I’m also a realist.
Sometimes you’ve got to do the grunt work in the beginning as you may not have the cashflow
to outsource. But again, it’s the thought process of gradually releasing yourself of this work
over time that is important.

7. The next Strategy was taught to me Frank Kern and many of you may have read this in the
Core Influence Report. I’m sharing this because I believe it to be in the top three strategies for
transforming your life.

The strategy is simply defining your ideal life.

Not just I want to Live here, have this, and look like this.

I’m talking about an extremely detailed vision of your life and then seeing it, feeling it, and
experiencing it daily.

** In the next few days you can expect a detailed worksheet on how to do This.
Look for it in your email.

Rather then give you a step by step process I’m going to read you a part of mine right now.

MY ULTIMATE DAY / LIFE

If there were no limitations or consequences
I live in a beautiful Three Level Home Overlooking the city. My home is 5,000 square feet or more
with Five Bedrooms, a Home Theatre, A children’s game room, a Men’s Parlor, Family Room,
Conference Room, Office/Library, Amazing Marble Countered Kitchen with Deep Freeze and huge
cooking area. The entrance to my home is Grand and makes you have a Wow experience every time I
open the door. The children have hand picked there bedrooms and love the atmosphere They Created.
The Master Bedroom is full of space with a reading area, coffee table area, California King Bed, and
Open windows overlooking our view. The master bathroom has a huge Jetted Shower with a sitting
bench and jetted tub. All rooms have the very best technology, Flat Screen Televisions, and Modern
Decorations. Connected to the bathroom is a fully functional workout room with weights, yoga, and
cardio equipment. The house has a Guest Suite attached that has a bedroom and front room equipped
with small kitchen and living area. The backyard has an amazing pull with fountain and slide for the
children. There is a very big entertaining area equipped with a built in barbecue. The lot is 1 acre
minimum and we have plenty of grass for the children to play in. There is a Three car garage and in it
sits a SUV for the Family and Wife, a BMW Sedan, and Harley Davidson. I can see myself walking
thru the house and feel the amazing experience of this Grand Castle. I can feel what I feel like as I
drive my BMW down the street.

My Wife, who is a beautiful caring, supportive, very intelligent, amazing person, wakes with me every
morning around 7:00 as we lay there and think of all the things we are grateful for in life. We then
proceed to spend the next two hours doing our Morning Ritual that is centered on creating
transformation for ourselves. During this Ritual we are both excited about this process including
getting outside and enjoying the outdoors. As we finish this Ritual we then enjoy a healthy breakfast
on the Balcony of the Master Suite.

At 9:30 My workday starts as I move down the Hallway to my amazing home Office. Of course, my
family is “Trained” as to what work time is and I enjoy Non Stop Un-Interrupted Work Chunks of
Time. My office has Mahogany Shelves full of the best Cultured and Business Books ever written. My
desk has the best Technology Known to man including a top of the line laptop and desktop computer. I
have a reading chair, the best office chair money can buy, and an eating area. For the next 2 ½ hours I
focus on the Highest leveraged Items of my business. During this morning work ritual I feel
empowered and energized knowing I am helping people to change there personal and business lives for
the better.

My business is Fun, Easy, and Lucrative. My main job is to come up with ideas that make people tons
of money. I’m in the internet and offline niche marketing business. I’m viewed as a Guru in many
different fields. I have an assistant that keeps track of my Projects and Daily schedule.

I know that my Life Purpose is to: HELP MY CLIENTS, FRIENDS, FAMILY, AND ALL THOSE I
COME INTO CONTACT WITH REACH THEIR HIGHEST POTENTIAL AND DREAMS AND
IMPROVE THE QUALITY OF THEIR LIVES.

At 12:00 I have a sit down lunch in my Kitchen with a business associate. The meal is healthy and
energizing. The conversation is one of catching up with what has happened in our lives since last
seeing one another, and then moves to what we are working on together. My friends and Associates are
people of high character and emotional fitness. They are straight shooters with no Pussy, Passive
Behavior. We are able to debate, argue, fight, and love and still have strong relationships. Many of my
friends are much more successful then I am and I enjoy being mentored by them. Many of my other
friends are on there way up and I enjoy helping them jump over ladders in there lives.
It’s Now 1:30 and I’m roaring and ready to start my second work chunk of the day. From now until
5:00 I’m full force tearing up the business world and making tons of money for my business, clients,
and myself.

At 5:00 I lay down for a 30 minute nap. I’m releasing myself from the rest of the day and can feel
myself getting ready to spend time with my Wife and children.

At 5:30 I awaken fully energized and ready to go. It’s family time. I spend quality time with Kloe
teaching her all the things to prepare her to be the best she can be. We have a Family dinner and enjoy
conversation with one another. We talk about business, politics, education, and our lives. I’m
completely focused on my family and friends from now until 8:30 at night.

At 8:30 I retreat to my home office for one last 1 ½ Time Chunk of business planning and work.
During this time I tie up unfinished business and plan my next day in detail.

At 10:00 I am relaxed with my Lover, watching a movie or just enjoying conversation. I also read for
10 – 15 minutes.

At 11:00 – 11:30 I’m in bed and asleep rejuvenating my body for the next day.

Outside of my business and family life I travel the world to Poker Tournaments and am known as one
of the Great Poker Players in the country. I spend One to Two evening per week for 5 – 8 hours
playing poker, not only as a hobby but as a business that I study, refine, and enjoy. This is very
profitable hobby for me; however I never allow this ruin the balance in my life. I’ve also aligned
myself with many of the top Poker Pro’s and enjoy a very successful Online Poker Business.

In my spare time I’m learning new stuff always, learning a new language, hiking beautiful trails, and
doing adventurous things such as skydiving and marathons. I also am learning to enjoy games with my
family.

I give back to community through volunteering to teach all the life and business skills I possess to
those that will use it. I also am passionate about boxing and box on a regular basis and attend fights. I
am in the process of setting up an amateur gym and spend 6 hours per week training young fighters. I
enjoy this very much.

8. Skip over Speed Reading, Listening, and Putting Information to Work –

** Will email a full report on this**

9. Seven Strategies Dan Kennedy Uses To Get More Done Then Humanly Thought
Possible!!

** Will Email a Full Report on This**

10. An unorthodox way of goal setting I learned from Rich Schefren.
If you are going to achieve your goals they need to be:

 High Desirable, yet realistic. If the costs of the goal are too high you proably won’t
pursue them. If they are realistic and have few real cost then pursue them with passion.
An example would be wanting a new job that requires you to travel 5 days per week yet
you have a family and want to be a good father. The cost may be too high.

 Make certain they are 100% believable. If your goals are out of alignment with your
current self esteem or beliefs you will not achieve them. You must work on that as hard as
the goals and ask yourself if you’re willing to do so.

 You must be able to consistently produce results. If you are constantly failing your
inner power will erode and you will eventually quit. Will power only last for so long. Your
goals need to make you happy while you are achieving them. Exercise example – walking
versus running.

 You must remain connected to the goal. This means tying activity to your main
goals as much as possible. You should be pulling out your goals as you are planning your
week.

** I will send you a Goal Assesment Worksheet this week as well**

Once you have a written goal the next step is to Identify the Obstacles that are stopping you
from achieving them. This process is part of a more complicated system called the Theory of
Constraints.

You then turn these obstacles into intermediate objectives.

Let’s say your goal is to be Fit, Muscular, and Energetic. Simplistic.

Your obstacles may be:

I’m not educated on Health and Diet – Your intermediate objective could be “I’m
extremely educated in all areas of health and fitness” I have sough out and found the top five
books on diet and exercise and read 20 pages daily.

Another one might be:

I lack in will power to eat healthy food as they taste so bad to me – Your
intermediate objective could be “I’ve gained access to a number of healthy eating gourmet
cook books, I’ve taken classes on making healthy eating taste good, I’ve cleaned my house of
all things bad for me and only have healthy food to eat, I’m in the process of changing my
belief system from one of Taste as my number one priority to health as my number one
priority.

11. Next I’m going to share with you what I believe to be the best way for you to plan your
weeks and days. I learned this from Anthony Robbins. It was originally called The OPA
Process or Outcome, Purpose, Action plan and is now call the RPM Plan. I’ll refer to OPA.

You should organize your week into Chunks or Outcomes.

One of those outcomes may be “I’m 190 Pounds, fit, vibrant, and energetic”.

Then you should write out your purpose. “I Know I need this to support all other areas of my
life. My body is my temple and I must take care of it. I deserve to feel life at its fullest”

And then you write out the action plan or tasks you will accomplish that week.

You then do this on a daily basis.

** I will forward a copy of a word and excel document you can do this in for
Weekly and Daily Planning**
OFFLINE AND ONLINE MARKETING STRATEGIES

1. Jay Abraham teaches the Three Ways to Grow Your Business.

This should be posted in your office in multiple places.

Why? Because as business owners, entrepreneurs, or even if we are employed by another

company we get caught up in the day to day operations and forget to focus on all three areas.

Most businesses only focus on gaining new customers. When’s the last time you heard from a
car dealership, florist, or restaurant you frequent. I’d venture to say not at all.

So In your business you should be focusing on:

1. Getting more customers

2. Having your current customers buy more frequently

3. Offer the customers a chance to increase the size of purchase. Up – Sell & Cross – Sell

2. Strategically organizing your leads into a system for selling to them.

At the point of selling to the customer ask them either thru an exit pop up online or question
on the telephone or face to face.

If they are interested in your product or service and when would they be interested in
purchasing.

Hot Cherries – They are ready to buy now just need a push or more information but are
high interested.

Green Cherries – Want the product or service but have a legitimate reason for not being
able to buy now. They are giving you a specific date as to when they want to buy.

Info’s – They are not specific as to when they want to buy or for sure if they will but have a
vague interest.

Screw You – These people have said I don’t want to speak with you and will probably never
buy. Delete these leads from your list.

You can obtain this information through surveys etc…

Once you have the information you should have a system in place for each category of lead.
** I’ll be sending you a complete system I had for one of my businesses**

3. Business Is Not Common Sense. The Four Phases of Business and How to Get
From One To Three Fast.

Fact – More Then 50% of Businesses Fail.

You have to view your business like you would a Baby – In the beginning you have to do all
the work, but as the baby grows it takes on a life of its own and eventually doesn’t need you.
What you do when the baby is small and growing will go on for a lifetime.

Your goal should be to build a sellable business.

If you approach building your business the wrong way it becomes just another job you derive
income from.

Your business should run on systems so that you can receive income without doing any work.

** I’m going to send you a one hour MP3 Recording I’m doing on the Three
Phases of Business and how to grow as fast as possible**

The Four Phases:

Start – Up Phase: You are doing most of the work. You have maybe one or two products or
services. Most of the innovation is coming from you. Before you are ready to move forward
you have 3 – 6 months of operating costs in the bank from earnings.

Initial Growth Phase: Have a fully developed strategy and executable plan and first set of
systems for winning in the marketplace.

Rapid Growth Phase: You have systems, policies, and procedures for everything in your
business to keep your business growing and delivering on your promises.

Continuous Growth: Creating Spin – Offs, Leveraging your strengths, and buying other
assets.

Right now begin to document every single thing you are doing in your business. You can put
these things in a three ring binder, label them, and update them as you go.

4. Having a clear Mission and set of Values for your Company.

Having a clear Mission and set of values sets you up to win. It empowers you and your team
members to make quick and correct decisions.

In business we are constantly being pulled to do one thing or another.

Having a clear mission and set of values enables you to make decisions that are in the best
interest of the company long term.

10 Things Google Has Found To Be True

1. Focus on the user and all else will follow.
2. It's best to do one thing really, really well.
3. Fast is better than slow.
4. Democracy on the web works.
5. You don't need to be at your desk to need an answer.
6. You can make money without doing evil.
7. There's always more information out there.
8. The need for information crosses all borders.
9. You can be serious without a suit.
10. Great just isn't good enough.

** I will be sending you a PDF of The Google Top Ten**

Once you have established Your Mission and Values you must translate them
into behaviors through constant re-inforcement. You should be using visual aids
throughout your office or work environment, using the values in all employee
assessments, and verbally declaring your mission and values in all meetings and
periodically throughout the work environment. Constant re-enforcment.

**I will also be sending you a worksheet and personal example on creating a one
page mission, values, beliefs, and goals**

5. & 6. The Three Most Important Things in Online Marketing

Generating Leads – Pay attention to the quality of Leads. Do not be afraid of alienating
customers. Be yourself. Remember you want to operate on your terms therefore do business
with like minded people.

Improving Conversion – This is huge. You should always be split testing different PPC
ads, banner etc.. to see what is working the best.
Increasing Customer Value and Relationship – Free Line – What is really good that I
can give away. Do not be shy about this. Sometimes give away the very best part.

A huge way of increasing customer value and relationship is through a Blog. Your blog should
be 90% free content and open communication. You should be constantly giving away free
information. Your customer will know if you truly care or not. You do this buy carrying on a
conversation with them and giving them what they want.

The more time you spend in these three areas will lead you to explosive growth and market
domination.

7. Have a Mapped Out Marketing Funnel!

As you can see I’m guilty of this and many others currently. However, I do have a method to
my madness as all our Nerd Fan’s will find over time.

Your business should have very clear path of customer assension.

Most online businesses may start with an $19 dollar e-book, Once the person buys they are
offered an upsell, if they turn that down they are offered a downsell, so they are trying for the
original sale plus something.

If they say no or don’t click thru they are offered a down sell for something else.

If they say yes to the Upsell they are given another Upsell #2 offer.

Once the customer is in the database as a sale there is a clear path the customer is taken
through for the assencion to the next level and so forth.

** I’ll be forwarding you a e-book with over 11 different models for you to look at **

So if you haven’t got a set model begin to create your own business model.

So ask yourself;

 What are some potential Free Sample Products?

 What are some potential Introductory Products?
 What are some potential Upsell Products?
 What are some potential Continuity Products?

8. Your biggest profits will come on the back – end.

Your goal should be to develop a deep connection and relationship with your customers.

And quickly but not hurried take them from one level to the next in your business.
Right now begin to develop a back – end for your business.

This might be from an e-book or initial entry product into a Tele-Seminar, into a continuity
program and into high end coaching.

Eben Pagan finds the majority of his clients through Free E-Books, they might then buy a $19
ebook, then a $199 course, Then a monthly continuity program, then a seminar, then high
end coaching. It’s all designed to move customers through the front door to the Back – End.

Agora Publishing was a struggling company doing 20 – 30 million dollars per year and they
only had front end products. They created back ends and went to 300 Million a year in less
then 6 years.
Jay Abraham had his Internet Strategies E-Book that sold for $97 and generated a net profit
of $210,000. They then sold the customers into his Internet Apprentice Program for $5,000
and made a net profit of $1,800,000. They then created a Abraham Partnership Program for
$12,000 and sold 40 people for another $480,000 and 50% of profits. They then created a
Monthly coaching program for $697 and made another $225,000.

If they had stopped at the initial sale which most business do they would of only made
$210,000. Instead they made another 2.5 Million Dollars from the very same list.

9. Metrics – The Backbone of Any successful Business

There is no way to run or know your business the way you need to without knowing key
numbers.

Overtime you’ll gain a sixth sense that gives you a competitive advantage

By knowing numbers you can react to change quickly. How will you know if something isn’t
working effeciantly if you don’t have a baseline to begin with?

Remember what gets measure gets done.

Managing by Metrics Example from Rich Schefren’s Hypnosis Schools

Hypnosis Center
• Avg. sale = $1400
• In office closing % = 70%
• Each person who walks into a center = ($1,400 X .70) =$980
• 50% of people who book an appointment show – so each appointment is worth $490
• 90% of people who called book an appointment – so value of a phone call = $441
• 90% X 50% X 70% = 31.5% (10 people call, (90% )9 book an appointment, 4.5 show up, 3.15 buy.
THE # = 31.5%)
• Total # Of Callers X Average Sale X The Number = Total Sales
How Would You Raise Revenue?
Here’s what I did:
1. Raised prices so that the average sale was $1,800.
2. Advertised great bonuses in our ads and callers were told they
would get them in the office. (increased show up to 60%)
3. Developed my own call center with call back reminder service
(increased show up rate to 65%)

Here are some Key areas to create some metrics in & Measure!
– Financial Performance
– Product / Service Performance
– Supplier Performance
– Customer Performance
– Process & Operational Performance
– Employee Performance
– Growth / Innovation Performance
– Continuous Improvement & Company Learning
– Marketing Performance
– Progress Towards Vision / 3 Month Milestones

10. Becoming Pro – Active About Finding Superstar Performers and Partners
Superstars are self starters. You do not have to “ask” them to do stuff over and over again.
They show up early and stay late. They want to be heard.

The easiest way to find a Superstar is from other superstars. So offer referrals for your
employees, friends, associates for finding them.

Keep a business card with your vision on it and give it to potential superstars you never know
where you might run into one. At the grocery store, restaurant, etc…

You will rarely find a superstar in the newspaper or help wanted section.

When you find a superstar you need to give them something to do with little education and
watch to see how they perform.

Do not give status just because you have been wowed with someone until they have earned it
over time. This will alienate your other Superstars who have been there for a longer time.
Get your superstars “sold” on your company mission and contribution to the world. They will
be energized and do things you never imagined.

11. Focus, The Road Ahead, and Your Business!

As your business grows you will experience more and more opportunity and much more
distraction.

It’s critically important that you focus on only those activities and projects that will bring you
the greatest results.

Use this model to keep you and your team on the right track.

 60% of your time should be focused on Streamlining and Strengthening Money Making
Projects and activities.

This could be split testing, changing critical factors in your copy, updating a system,
etc..

You should always be looking to streamline, automate, delegate, and optimize.

 30% of your time should be focused on Developing Your Discoveries.

What opportunities have you discovered that are worth developing? This is the Dan
Kennedy “What’s Next” process….

 10% of your time should be focused on a future reality.

What do you believe but can’t prove currently that you believe would create a new
market or opportunity that no one else is doing.

This is how businesses turn into conglomerates.