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Leadership
Leadership
Leadership
MASTERY LEADERSHIP
TABLE OF CONTENTS
LEADERSHIP “Business Development Modules & Lesson Plans”
From “Leadership” to “Plans”
How “Business Smart” Are You: Can you help Ruby Christmas? Page: 10
“Stretch Your Business Mind” Questions: Page: 13
1. Leadership: The ability to attract & organize others to achieve a specific result
Integrity, Credibility, Commitment Page: 14
2. I You We: The Three Perspectives of Operating a Business
Responsibility, Delegation, Teamwork Page: 22
3. Ideas:Keeping your mind fresh and your eyes on the horizon.
Recognition, Creativity, Practicality Page: 30
4. Rule of Three: The Triangulation of energies and focus to achieve Success
Triangulation, Options, Default Positions Page: 38
5. Success: The benefits and results of a successful life
Joy, Peace & Harmony Page: 46
6. Vision: What does the business look like when you call it successful?
Operations, Detail, Embrace Page: 54
How “Business Smart” Are You: Can you Help “Joe Slick”? Page: 62
“Stretch Your Business Mind” Questions: Page: 65
7. Focus: The sequences of “intent” Page: 66
Importance, Relevance, Impact
8. Mission: What customers/clients perceive and want from your business
Customers, Benefits, Allegiance Page: 74
9. Initial Goals: The first set of goals for your business S.M.A.R.T.
Importance, Achievement, Results Page: 82
10. Attitude: The Entrepreneurial “point of view” that creates Business Success
Now, Service, Grace Page: 90
11. Skills:Characteristics, Attributes & Talents of business ownership/leadership
Competence, Excellence, Results Page: 98
12. Model:Determining the economic viability of your business
Customer, Exchange, Pro Forma Page: 106
“Sample Business Models” Page: 114
13. Plans:Understanding the Structure of a Business Plan
Goals, Strategies, Tactics Page: 118
How “Business Smart” Are You: Can You help Mr. BP Oil Slick? Page: 126
“Stretch Your Business Mind” Questions: Page: 129
Table of Contents for Volume One, Volume Two, Volume Three: Page: 130
Research
Leadership
Leadership
MASTERY - RESEARCH
TABLE OF CONTENTS
RESEARCH “Business Development Modules & Lesson Plans”
From “Research” to “Credibility”
How “Business Smart” Are You: Can You help Cher Beauty? Page: 10
“Stretch Your Business Mind” Questions: Page: 13
14. Research: The critical information that you need to know in order to succeed
Facts, Data, Metrics Page: 14
15. Markets:Determining the size & benefit of the playing field
Who, What, Where Page: 22
16. Advantages:Developing what makes you special & cool
Unique, Service, Benefits Page: 30
17. Disadvantages: How do you “measure up” to the competition?
Competition, Size, Strength Page: 38
18. Demographics:Objective criteria of your customers or prospective customers
Industry, Age, Financial Page: 46
19. Psychographics: Psychological indicators of your customers
Motivators, Fears, Benefits Page: 54
20. Cultural Graphics: Each “culture” requires a different approach and language
Tribe, Identity, Esteem Page: 62
How “Business Smart” Are You: Can you help Barak Business? Page: 70
“Stretch Your Business Mind” Questions: Page: 73
21. Temporal Graphics: The “timing” of when your customers buy from you
Season, Sequence, Perception Page: 74
22. Trust:Customers will only buy from you if they trust you.
Time, Qualifications, Tribe Page: 82
23. Uniqueness: The “one of a kind” or “few of a kind”
Distinct, Valuable, Appreciated Page: 90
24. Benefits: It is the “hole” not the drill
Resolution, Achievement, Result Page: 98
25. Visibility: To play successfully, you must first be seen
Presence, Energy, Graphics Page: 106
26. Integrity: Being recognized for a shared set of values
Upside, Inside, Between Page: 114
27. Credibility: Being perceived as doing what you say you will do
Reliability, predictability, Trust Page: 122
How “Business Smart” Are You: Can You help Manny Football? Page: 130
“Stretch Your Business Mind” Questions: Page: 133
Table of Contents for Volume One, Volume Two, Volume Three: Page: 134
Goals
Leadership
Prices
MASTERY - GOALS
TABLE OF CONTENTS
GOALS “Business Development Modules & Lesson Plans”
From “Goals” to “Solutions”
How “Business Smart” Are You: Can you help “IBL”? Page: 10
“Stretch Your Business Mind” Questions: Page: 13
28. Goals:Determining the Business Goals for the next three to five years
Revenue, Operations, Team Page: 14
29. Systems:Internal & External Communications
Clarity, Function, Enrichment Page: 22
30. Strategies:Conceptual approaches to achieve a desired result
Dynamic, Thoughtful, Applicable Page: 30
31. Tactics: The specific actions to implement strategies
Objectives, Specific, Practical Page: 38
32. Schedules: The specific dates and times to apply the tactics
Week, Day, Hour Page: 46
33. Costs: What is the “rate of exchange” to reach your goal?
Time, Talent, Treasure Page: 54
“GSSTSC Review Time” Page: 62
34. Issues: Known business concerns that do not cause “pain”
Awareness, Complacency, Acceptance Page: 74
How “Business Smart” Are You: Can You help Monica? Page: 82
“Stretch Your Business Mind” Questions: Page: 85
35. Problems: Known business concerns that cause acceptable “pain”
Discomfort, Fear, Attitude Page: 86
36. Needs: Known business concerns that cause unacceptable “pain”
Crisis, Pain, Action Page: 94
37. Products: Those tangible items you sell to solve the clients’ “IPN”
Customers, Perceptions, Benefits Page: 102
38. Answers: The information that you know will “respond” to the clients’ “IPN”
Knowledge, Communication, Impact Page: 110
39. Services: Those services you offer to solve the clients’ “IPN”
Clients, Relationship, Improvement Page: 118
40. Solutions: The systems & strategies you offer to eliminate the clients’ “IPN”
Resolution, Benefits, Perception Page: 126
How “Business Smart” Are You: Can You help Pitt & Brad? Page: 134
“Stretch Your Business Mind” Questions: Page: 137
Table of Contents for Volume One, Volume Two, Volume Three: Page: 138
Prices
Strategic Thinking
Prices
MASTERY - PRICES
TABLE OF CONTENTS
PRICES “Business Development Modules & Lesson Plans”
From “Prices” to “Opportunity”
How “Business Smart” are you: Can you Help “Big Boy” Page: 10
“Stretch Your Business Mind” Page: 13
41. Prices: The “price points” in which you will operate in the market Page: 14
Exchange, Perception, Benefits
42. Margins: The difference between your “costs” and the “sale price” Page: 22
Market, Economy, Perception
43. Placement: The strategies & tactics of how you will be “seen” Page: 30
In-view, Value, Convenience
44. Competition: Who else is playing the same game - the same field Page: 38
Comparison, Differentiation, Advantages
DEVELOPING COMPETITIVE STRATEGIES & TACTICS Page: 46
45. People:Choosing the right people to increase selling price Page: 50
Team, Integrity, Credibility
How “Business Smart” are you: Can Your Help “Bunny Boo” Page: 58
“Stretch Your Business Mind” Page: 61
46. Position:Applying Demo-Psycho-Temporal-Cultural graphics Page: 62
Perception, Acceptance, Appreciation
47. Percentages:Understanding & Applying the “percentages” Page: 70
Relationships, Comparisons, Ratios
48. Metrics:Applying your “numbers” to comparative analysis Page: 78
Analysis, Detail, Focus
49. Process:Understanding the effects of “how” affects your prices Page: 86
Sequence, Dynamics, Strategy
50. Distribution: The “where” and “how” to locate your product Page: 94
Range, Distance, Costs
51. Frequency: How often will you have to create “events”? Page: 102
Quantity, Capacity, Requirements
52. Efficiency: How many “events” will you need day/week/month? Page: 110
Time, Cycles, Capability
53. Opportunity: A compelling message to a Targeted Audience Page: 118
Benefits, Perception, Arena
How “Business Smart” are you? Can You Help Sky Rocket Page: 126
“Stretch Your Business Mind” Page: 129
Table of Contents for Volume One, Volume Two, Volume Three: Page: 130
Strategic Thinking
Strategic Thinking
Strategic Thinking
MASTERY - STRATEGIC THINKING
TABLE OF CONTENTS
STRATEGIC THINKING “Business Development Modules & Lesson Plans”
From “Strategic Thinking” to “Meetings”
How “Business Smart” are you? Can you Help Mr. Hammer Page: 10
“Stretch Your Business Mind” Page: 13
54. Strategic Thinking: Seeing, understanding & responding Page: 14
Nexus, Triangulate, Foresight
55 Time: “Be here now” to empower yourself and master “time” Page: 22
Now, Presence, Moment
56. Appearance: What you need to “look like” Page: 30
Perception, Culture, Affinity
57. Identity: The recognition the characteristics of the leaders Page: 38
Personal, Integrity, Recognition
58. Image:Developing & managing the indicia business perceived Page: 46
Company, Social, Culture
59. Branding: The communication of meaningful expressions Page: 54
Product, Benefits, Perception
60. Money: Know where the money comes from & where it is going Page: 62
Tracking, Numbers, Math
How “Business Smart” are you? Can you Help Mr. Duck Page: 70
“Multiple Choice Test” Page: 73
61. Nexus:Understanding “hubs” and “interconnectedness” Page: 74
Center, Connections, Linking
62. Legal: It is important to understand legal options/requirements Page: 82
Compliance, Requirements, Responsibility
Bonus Time: Going Deeper into Legal Entities Page: 90
63. Implementation: Time to put your feet in the stirrups and ride Page: 98
Application, Courage, Work
64. Expansion:Developing more success & business other locations Page: 106
Influence, Duplication, Multiplication
65. Marketing:Communicating your “message” effectively. Page: 114
Language, Benefits, Perception
Writing a Marketing Plan Page: 122
66. Meetings:Getting a check, another meeting, or curiosity or pain Page: 126
Money, Meeting, Curiosity
How “Business Smart” are you? Can you Help Mr. Pig Page: 134
“Multiple Choice Test” Page: 137
Table of Contents for Volume One, Volume Two, Volume Three: Page: 138
Marketing
Strategic Thinking
Strategic Thinking
MASTERY - MARKETING
TABLE OF CONTENTS
MARKETING “Business Development Modules & Lesson Plans”
From “Marketers/Advertisers” to “Call to Action”
How “Business Smart” are you? Can you help Tom sell balls? Page: 10
“Short Essay Questions” Page: 13
67. Advertising:Communicating your compelling message Page: 14
Engagement, Inform. Benefits
68. Attraction: Your “presentation” to draw your listener closer Page: 22
Cultural, Integrity, Affiliation
69. Communication:Understanding communication theory Page: 30
Transmit, Process, Received
70. Proposition:Creating a positive and special “attraction/offer” Page: 38
Call, To, Action
71. Products:People do not buy “products” Page: 46
Tangible, Benefits, Paradox
72. Services:People do not buy “services” Page: 54
Relationship, Benefits. Paradox
73. Benefits:People buy “perceived benefits” Page: 62
Exchange, Solutions, Answers
How “Business Smart” are you? Can you help Mr. Grease? Page: 70
“Stretch Your Business Mind” Page: 73
74. Say:Choosing carefully what you say…intention Page: 74
Words, Thoughts, Communications
75. Think: What do you want your listener to “think” Page: 82
Curiosity, Reaction, Belief
76. Do: What do you want your listener to “do” after they “think” Page: 90
Motivation, Agreement, Action
77. Language:Determining the “ears” of your listener Page: 98
Psychographics, Communication, Comprehension
78. Call: A timely question to your listener Page: 106
Curiosity, Request, Disagreement
79. To: The question is specifically designed for your listener Page: 114
Psychographics, Identification, Graphics
80. Action: Stating clearly what you want them to do “next” Page: 122
Response, Acceptance, Exchange
Steps to Implementing a Marketing “Call to Action” Plan: Page: 130
How “Business Smart” are you? Can you help Superman? Page: 132
“Stretch Your Business Mind” Page: 135
Table of Contents for Volume One, Volume Two, Volume Three: Page: 136
Site Content
Client Acquisition
Client Acquisition
Client Acquisition
Mastery - Client Acquisition
TABLE OF CONTENTS
CLIENT ACQUISITION “Business Development Modules & Lesson Plans”
From “Client Acquisition” to “Social Networks”
How “Business Smart” are you:“Can you Help “Tommy Boy”? Page: 10
Multiple Choice Test Page: 13
81. Client Acquisition: How to attract, sell to and keep customers/clients for life
Identify, Communicate, Attract Page: 14
EXTRA CREDIT: What are SMART STRATEGIES? Page: 22
82. Customers & Clients: Everyone’s favorite radio station is WIIFM
Serve, Benefits, Exchange Page: 26
83. Lead Generation: The art & science of identifying/contacting potential clients
Data, Identify, Communicate Page: 34
How to Get More Customers and Clients Page: 42
84. Lead Conversion: The art and science exchanging of money – products
Agreement, Exchange, Benefits Page: 48
85. Paradox of a Sale: A successful sale is based upon “disagreement”.
Perception, Value, Exchange Page: 56
86. GADECK:Greetings, Approach, Discovery, Editing, Closing, Contract
Join, Reveal, Solve Page: 64
87. Target Marketing: Communicating your compelling message to a target
Culture, Communication, Delivery Page: 72
How “Business Smart” are you: “Can you Help Goldilocks”? Page: 80
Multiple Choice Test Page: 83
88. Referral Systems: Create a reciprocal, sustaining & profitable referral network
Integrity, Credibility, Revenue Page: 84
How to Give and Receive Better Referrals Page: 92
89. Strategic Alliances: The reciprocity of specific WIIFM referral network
Respect, Reciprocity, Referrals Page: 96
90. Broadcasting:Sending out the message to “all” to hear, see and feel
General, Communication, Engage Page: 104
91. Web Presence:Maximizing what your interest “presence” will create for you
Internet, Social, Visible Page: 112
92. Internet Strategies: Understanding ballet while rafting on a category 5 river
Optimization, E-Commerce, Strategy Page: 120
93. Social Networks: People will buy from those who have visibility & credibility
Online, Reputation, Community Page: 128
How “Business Smart” are you:“Can you Help Snow White”? Page: 136
Stretch Your Mind Page: 139
Table of Contents for Volume One, Volume Two, Volume Three: Page: 140
Management
Client Acquisition
Client Acquisition
Mastery - Management
TABLE OF CONTENTS
MANAGEMENT “Business Development Modules & Lesson Plans
From “Management” to “Love”
How “Business Smart” are you:“Can you Help Captain Kirk”? Page: 10
Multiple Choice Test Page: 13
94. Management: Don’t criticize, condemn or complain support, love, encourage
Encourage, Delegate, Organize Page: 14
EXTRA CREDIT:
A SYSTEMIC & STRATEGIC APPROACH TO MANAGEMENT Page: 22
95. Human Resources: How to strategically work with the humans around you
Skills, Personality, Tribe Page: 26
96. Accountability: How to develop and encourage “results” and “teams”
Agreement, Assessment, Review Page: 34
97. Employees: Your best “assets”, or your worst “liabilities”, tread carefully
Team, Support, Agreement Page: 42
98. Independent Contractors: Developing outside resources for growth, success
Goals, Qualification, Services Page: 50
99. Community: We all live in a tribe...their health is our health
Responsibility, Affiliation, Social Page: 58
100. Family:Golden Rule: Treat others the way you wish to be treated
Commitment, Tribe, Love Page: 66
How “Business Smart” are you:“Can you Help Winnie the Poo”? Page: 74
Stretch Your Mind Page: 77
101. Delivery:Customers want both the “benefits” & “experience”
Expectation, Professional, Receipt Page: 78
102. Customer Satisfaction: Be nice, be professional, satisfy them or lose them
Acceptance, Acknowledgement, Appreciation Page: 86
103. Sales Forecasting: The ability to accurately predict future sales and expenses
Identity, Understanding, Interchange Page: 94
EXTRA CREDIT
Sales forecasts can be based on three types of information: Page: 102
104. Business Footprint: The “eco-cost” of your business…social responsibility
Environment, Resources, Sustainable Page: 106
105. Sales Development: Combining Systems, Strategies & Tactics for sales
Presentation, Benefits, Delivery Page: 114
106. Love: It is only through truth, freedom, grace, & love that we find peace
Grace, Forgiveness, Blessing Page: 122
How “Business Smart” are you:Can you help “Little Bo Peep”? Page: 130
Stretch Your Mind: “Quick Marketing Plan” Page: 133
Table of Contents for Volume One, Volume Two, Volume Three Page: 134
Financials
Client Acquisition
Leadership Two
Mastery - Financials
TABLE OF CONTENTS
FINANCIALS “Business Development Modules & Lesson Plans”
From “Business Financials” to “Financial Freedom”
How “Business Smart” are you: Can you Help “Jack & Giant”? Page: 10
“Stretch Your Business Mind” Page: 13
107. Business Financials: Understanding the critical numbers of your business
Income, Costs, Profits Page: 14
108. Business Metrics: Defining & graphing the business performance indicators
Departments, Margins, Percentages Page: 22
109. Business Cash Flow: Applying financial metrics to secure cash
Time, Receivables, Capital Page: 30
110. Break-Even Analysis: Three different levels of measuring business success
Break-Even One, Two, Three Page: 38
111. Business Budgets: Setting goals on what you will spend on business Forecasts, Receivables, Payables Page: 46
112. Expenses:Understanding the fixed & variable expenses of business
Fixed, Variable, Contingent Page: 54
113. Accounting: The most often used “tool of exchange”; never about the money
Abundance, Giving, Gratitude Page: 62
How “Business Smart” are you: Can You Help “Sand Sour”? Page: 70
“Stretch Your Business Mind” Page: 73
114. Ratios:Understanding the dynamic relationships of business “key” indicator
Systems, Relationships, Analysis Page: 74
115. Strategic Financials: Understanding how to get more from each dollar
Leveraging, Investing, ROI Page: 82
116. Financing:Creating the financial resources your need to succeed
Resourcing, Investing, Borrowing Page: 90
117. Leveraging:Understanding how to work geometrically with your resources
Strategy, Triangulation, Systems Page: 98
118. Transition:Transferring the business to a new owner
Selling, Partnering, Shares Page: 106
119. Succession:Transferring to Family; The road to peace for many generations
Training, Management, Transfer Page: 114
120. Financial Freedom: How Financial security will allow you to do what
Peace, Happiness, Joy Page: 122
How “Business Smart” are you:Can you Help the Prodigal Son Page: 130
“Stretch Your Business Mind” Page: 133
Table of Contents for Volume One, Volume Two, Volume Three: Page: 134 affilate make money online
Leadership Two
Leadership Two
Leadership Two
Mastery - Leadership Two
TABLE OF CONTENTS
LEADERSHIP “Business Development Modules & Lesson Plans”
From “Leadership” to “Business Financials”
How “Business Smart” Are You: Can you help Ruby Christmas? Page: 10
“Stretch Your Business Mind” Questions: Page: 13
1. Leadership: The ability to attract & organize others to achieve a specific result
Integrity, Credibility, Commitment Page: 14
14. Research: The critical information that you need to know in order to succeed
Facts, Data, Metrics Page: 22
15. Markets:Determining the size & benefit of the playing field
Who, What, Where Page: 30
28. Goals:Determining the Business Goals for the next three to five years
Revenue, Operations, Team Page: 38
29. Systems:Internal & External Communications
Clarity, Function, Enrichment Page: 46
41. Prices: The “price points” in which you will operate in the market Page: 54
Exchange, Perception, Benefits
How “Business Smart” Are You: Can You help Mr. BP Oil Slick? Page: 62
“Stretch Your Business Mind” Questions: Page: 65
42. Margins: The difference between your “costs” and the “sale price” Page: 66
Market, Economy, Perception
54. Strategic Thinking: Seeing, understanding & responding Page: 74
Nexus, Triangulate, Foresight
67. Advertising:Communicating your compelling message Page: 82
Engagement, Inform, Benefits
68. Attraction: Your “presentation” to draw your listener closer Page: 90
Cultural, Integrity, Affiliation
81. Client Acquisition: How to attract, sell to and keep customers/clients for life
Identify, Communicate, Attract Page: 98
Smart Strategies for Client Acquisition Page: 106
94. Management: Don’t criticize, condemn or complain support, love, encourage
Encourage, Delegate, Organize Page: 110
A Systemic & Strategic Approach to Management Page: 118
107. Business Financials: Understanding the critical numbers of your business
Income, Costs, Profits Page: 122
How “Business Smart” Are You: Can you Help “Joe Slick”? Page: 130
“Stretch Your Business Mind” Questions: Page: 133
Table of Contents for Volume One, Volume Two, Volume Three: Page: 134
I You We
Leadership Two
Business Ideas
Mastery - I You We
TABLE OF CONTENTS
I, YOU, WE “Business Development Modules & Lesson Plans”
From “I, You, We” to “Break Even Analysis”
How “Business Smart” Are You: Can You help Cher Beauty? Page: 10
“Stretch Your Business Mind” Questions: Page: 13
2. I You We: The Three Perspectives of Operating a Business
Responsibility, Delegation, Teamwork Page: 14
16. Advantages:Developing what makes you special & cool
Unique, Service, Benefits Page: 22
30. Strategies:Conceptual approaches to achieve a desired result
Dynamic, Thoughtful, Applicable Page: 30
43. Placement: The strategies & tactics of how you will be “seen” Page: 38
In-view, Value, Convenience
55 Time: “Be here now” to empower yourself and master “time” Page: 46
Now, Presence, Moment
69. Communication:Understanding communication theory Page: 54
Transmit, Process, Received
How “Business Smart” Are You: Can you help Barak Business? Page: 62
“Stretch Your Business Mind” Questions: Page: 65
82. Customers & Clients: Everyone’s favorite radio station is WIIFM
Serve, Benefits, Exchange Page: 66
83. Lead Generation: The art & science of identifying/contacting potential clients
Data, Identify, Communicate Page: 74
How to Acquire More Customers & Clients Page: 82
95. Human Resources: How to strategically work with the humans around you
Skills, Personality, Tribe Page: 88
96. Accountability: How to develop and encourage “results” and “teams”
Agreement, Assessment, Review Page: 96
108. Business Metrics: Defining & graphing the business performance indicators
Departments, Margins, Percentages Page: 104
109. Business Cash Flow: Applying financial metrics to secure cash
Time, Receivables, Capital Page: 112
110. Break-Even Analysis: Three different levels of measuring business success
Break-Even One, Two, Three Page: 120
How “Business Smart” Are You: Can You help Manny Football? Page: 128
“Stretch Your Business Mind” Questions: Page: 131
Table of Contents for Volume One, Volume Two, Volume Three: Page: 132
Business Ideas
Leadership Two
Business Ideas
Mastery - Business Ideas
TABLE OF CONTENTS
BUSINESS IDEAS “Business Development Modules & Lesson Plans”
From “Ideas” to “Business Budgets”
How “Business Smart” Are You: Can you help “IBL”? Page: 10
“Stretch Your Business Mind” Questions: Page: 13
3. Ideas:Keeping your mind fresh and your eyes on the horizon.
Recognition, Creativity, Practicality Page: 14
4. Rule of Three: The Triangulation of energies and focus to achieve Success
Triangulation, Options, Default Positions Page: 22
17. Disadvantages: How do you “measure up” to the competition?
Competition, Size, Strength Page: 30
31. Tactics: The specific actions to implement strategies
Objectives, Specific, Practical Page: 38
44. Competition: Who else is playing the same game - the same field Page: 46
Comparison, Differentiation, Advantages
DEVELOPING COMPETITIVE STRATEGIES & TACTICS Page: 54
56. Appearance: What you need to “look like” Page: 58
Perception, Culture, Affinity
57. Identity: The recognition the characteristics of the leaders Page: 66
Personal, Integrity, Recognition
How “Business Smart” Are You: Can You help Monica? Page: 74
“Stretch Your Business Mind” Questions: Page: 77
58. Image:Developing & managing the indicia business perceived Page: 78
Company, Social, Culture
59. Branding: The communication of meaningful expressions Page: 86
Product, Benefits, Perception
70. Proposition:Creating a positive and special “attraction/offer” Page: 94
Call, To, Action
84. Lead Conversion: The art and science exchanging of money – products
Agreement, Exchange, Benefits Page: 102
97. Employees: Your best “assets”, or your worst “liabilities”, tread carefully
Team, Support, Agreement Page: 110
98. Independent Contractors: Developing outside resources for growth, success
Goals, Qualification, Services Page: 118
111. Business Budgets: Setting goals on what you will spend on business Forecasts, Receivables, Payables Page: 126
How “Business Smart” Are You: Can You help Pitt & Brad? Page: 134
“Stretch Your Business Mind” Questions: Page: 137
Table of Contents for Volume One, Volume Two, Volume Three: Page: 138
Site Content
Success Vision Focus
Business Initial Goals
Success Vision Focus
Mastery - Success Vision Focus
TABLE OF CONTENTS
SUCCESS “Business Development Modules & Lesson Plans”
From “Success” to “Accounting”
How “Business Smart” are you: Can you Help “Big Boy” Page: 10
“Stretch Your Business Mind” Page: 13
5. Success: The benefits and results of a successful life
Joy, Peace & Harmony Page: 14
6. Vision: What does the business look like when you call it successful?
Operations, Detail, Embrace Page: 22
7. Focus: The sequences of “intent” Page: 30
Importance, Relevance, Impact
18. Demographics:Objective criteria of your customers or prospective customers
Industry, Age, Financial Page: 38
32. Schedules: The specific dates and times to apply the tactics
Week, Day, Hour Page: 46
45. People:Choosing the right people to increase selling price Page: 54
Team, Integrity, Credibility
How “Business Smart” are you: Can Your Help “Bunny Boo” Page: 62
“Stretch Your Business Mind” Page: 65
60. Money: Know where the money comes from & where it is going Page: 66
Tracking, Numbers, Math
71. Products:People do not buy “products” Page: 74
Tangible, Benefits, Paradox
72. Services:People do not buy “services” Page: 82
Relationship, Benefits. Paradox
85. Paradox of a Sale: A successful sale is based upon “disagreement”.
Perception, Value, Exchange Page: 90
99. Community: We all live in a tribe...their health is our health
Responsibility, Affiliation, Social Page: 98
112. Expenses:Understanding the fixed & variable expenses of business
Fixed, Variable, Contingent Page: 106
113. Accounting: The most often used “tool of exchange”; never about the money
Abundance, Giving, Gratitude Page: 114
How “Business Smart” are you? Can You Help Sky Rocket Page: 122
“Stretch Your Business Mind” Page: 125
Table of Contents for Volume One, Volume Two, Volume Three: Page: 126
Business Mission
Business Initial Goals
Success Vision Focus
Mastery - Business Mission
TABLE OF CONTENTS
MISSION “Business Development Modules & Lesson Plans”
From “Mission” to “Strategic Financials”
How “Business Smart” are you? Can you Help Mr. Hammer Page: 10
“Stretch Your Business Mind” Page: 13
8. Mission: What customers/clients perceive and want from your business
Customers, Benefits, Allegiance Page: 14
19. Psychographics: Psychological indicators of your customers
Motivators, Fears, Benefits Page: 22
33. Costs: What is the “rate of exchange” to reach your goal?
Time, Talent, Treasure Page: 30
46. Position:Applying Demo-Psycho-Temporal-Cultural graphics Page: 38
Perception, Acceptance, Appreciation
47. Percentages:Understanding & Applying the “percentages” Page: 46
Relationships, Comparisons, Ratios
61. Nexus:Understanding “hubs” and “interconnectedness” Page: 54
Center, Connections, Linking
How “Business Smart” are you? Can you Help Mr. Duck Page: 62
“Multiple Choice Test” Page: 65
73. Benefits:People buy “perceived benefits” Page: 66
Exchange, Solutions, Answers
86. GADECK:Greetings, Approach, Discovery, Editing, Closing, Contract
Join, Reveal, Solve Page: 74
87. Target Marketing: Communicating your compelling message to a target
Culture, Communication, Delivery Page: 82
100. Family:Golden Rule: Treat others the way you wish to be treated
Commitment, Tribe, Love Page: 90
101. Delivery:Customers want both the “benefits” & “experience”
Expectation, Professional, Receipt Page: 98
114. Ratios:Understanding the dynamic relationships of business “key” indicator
Systems, Relationships, Analysis Page: 106
115. Strategic Financials: Understanding how to get more from each dollar
Leveraging, Investing, ROI Page: 114
How “Business Smart” are you? Can you Help Mr. Pig Page: 122
“Multiple Choice Test” Page: 125
Table of Contents for Volume One, Volume Two, Volume Three: Page: 126 affilate make money online
Business Initial Goals
Business Initial Goals
Business Initial Goals
Mastery - Initial Business Goals
TABLE OF CONTENTS
INITIAL GOALS “Business Development Modules & Lesson Plans”
From “Initial Goals” to “Financing”
How “Business Smart” are you? Can you help Tom sell balls? Page: 10
“Short Essay Questions” Page: 13
9. Initial Goals: The first set of goals for your business S.M.A.R.T.
Importance, Achievement, Results Page: 14
20. Cultural Graphics: Each “culture” requires a different approach and language
Tribe, Identity, Esteem Page: 22
21. Temporal Graphics: The “timing” of when your customers buy from you
Season, Sequence, Perception Page: 30
34. Issues: Known business concerns that do not cause “pain”
Awareness, Complacency, Acceptance Page: 38
35. Problems: Known business concerns that cause acceptable “pain”
Discomfort, Fear, Attitude Page: 46
36. Needs: Known business concerns that cause unacceptable “pain”
Crisis, Pain, Action Page: 54
48. Metrics:Applying your “numbers” to comparative analysis Page: 62
Analysis, Detail, Focus
How “Business Smart” are you? Can you help Mr. Grease? Page: 70
“Stretch Your Business Mind” Page: 73
62. Legal: It is important to understand legal options/requirements Page: 74
Compliance, Requirements, Responsibility
Bonus Time: Going Deeper into Legal Entities Page: 82
74. Say:Choosing carefully what you say…intention Page: 90
Words, Thoughts, Communications
75. Think: What do you want your listener to “think” Page: 98
Curiosity, Reaction, Belief
76. Do: What do you want your listener to “do” after they “think” Page: 106
Motivation, Agreement, Action
88. Referral Systems: Create a reciprocal, sustaining & profitable referral network
Integrity, Credibility, Revenue Page: 114
How to Give and Receive Better Referrals Page: 122
102. Customer Satisfaction: Be nice, be professional, satisfy them or lose them
Acceptance, Acknowledgement, Appreciation Page: 126
116. Financing:Creating the financial resources your need to succeed
Resourcing, Investing, Borrowing Page: 134
How “Business Smart” are you? Can you help Superman? Page: 142
“Short Essay Questions” Page: 145
Table of Contents for Volume One, Volume Two, Volume Three: Page: 146
Attitude Skills
Attitude Skills
Business Initial Goals
Mastery - Attitude Skills
TABLE OF CONTENTS
ATTITUDE “Business Development Modules & Lesson Plans”
From “Attitude” to “Leveraging”
How “Business Smart” are you:“Can you Help “Tommy Boy”? Page: 10
Multiple Choice Test Page: 13
10. Attitude: The Entrepreneurial “point of view” that creates Business Success
Now, Service, Grace Page: 14
11. Skills:Characteristics, Attributes & Talents of business ownership/leadership
Competence, Excellence, Results Page: 22
22. Trust:Customers will only buy from you if they trust you.
Time, Qualifications, Tribe Page: 30
23. Uniqueness: The “one of a kind” or “few of a kind”
Distinct, Valuable, Appreciated Page: 38
37. Products: Those tangible items you sell to solve the clients’ “IPN”
Customers, Perceptions, Benefits Page: 46
49. Process:Understanding the effects of “how” affects your prices Page: 54
Sequence, Dynamics, Strategy
How “Business Smart” are you: “Can you Help Goldilocks”? Page: 62
Multiple Choice Test Page: 65
50. Distribution: The “where” and “how” to locate your product Page: 66
Range, Distance, Costs
63. Implementation: Time to put your feet in the stirrups and ride Page: 74
Application, Courage, Work
77. Language:Determining the “ears” of your listener Page: 82
Psychographics, Communication, Comprehension
89. Strategic Alliances: The reciprocity of specific WIIFM referral network
Respect, Reciprocity, Referrals Page: 90
103. Sales Forecasting: The ability to accurately predict future sales and expenses
Identity, Understanding, Interchange Page: 98
Sales forecasts are based on three types of information Page: 106
104. Business Footprint: The “eco-cost” of your business…social responsibility
Environment, Resources, Sustainable Page: 110
117. Leveraging:Understanding how to work geometrically with your resources
Strategy, Triangulation, Systems Page: 118
How “Business Smart” are you:“Can you Help Snow White”? Page: 126
Multiple Choice Test Page: 129
Table of Contents for Volume One, Volume Two, Volume Three: Page: 130
Business Model
Attitude Skills
Business Model
Mastery - Business Model
TABLE OF CONTENTS
BUSINESS MODEL “Business Development Modules & Lesson Plans”
From “Model” to “Succession”
How “Business Smart” are you:“Can you Help Captain Kirk”? Page: 10
Multiple Choice Test Page: 13
12. Model:Determining the economic viability of your business
Customer, Exchange, Pro Forma Page: 14
“Sample Business Models” Page: 22
24. Benefits: It is the “hole” not the drill
Resolution, Achievement, Result Page: 26
38. Answers: The information that you know will “respond” to the clients’ “IPN”
Knowledge, Communication, Impact Page: 34
51. Frequency: How often will you have to create “events”? Page: 42
Quantity, Capacity, Requirements
52. Efficiency: How many “events” will you need day/week/month? Page: 50
Time, Cycles, Capability
64. Expansion:Developing more success & business other locations Page: 58
Influence, Duplication, Multiplication
65. Marketing:Communicating your “message” effectively. Page: 66
Language, Benefits, Perception
Writing a Marketing Plan Plan: 74
How “Business Smart” are you:“Can you Help Winnie the Poo”? Page: 78
Stretch Your Mind Page: 81
78. Call: A timely question to your listener Page: 82
Curiosity, Request, Disagreement
79. To: The question is specifically designed for your listener Page: 90
Psychographics, Identification, Graphics
90. Broadcasting:Sending out the message to “all” to hear, see and feel
General, Communication, Engage Page: 98
91. Web Presence:Maximizing what your interest “presence” will create for you
Internet, Social, Visible Page: 106
105. Sales Development: Combining Systems, Strategies & Tactics for sales
Presentation, Benefits, Delivery Page: 114
118. Transition:Transferring the business to a new owner
Selling, Partnering, Shares Page: 122
119. Succession:Transferring to Family; The road to peace for many generations
Training, Management, Transfer Page: 130
How “Business Smart” are you:Can you help “Little Bo Peep”? Page: 138
Stretch Your Mind: “Quick Marketing Plan” Page: 141
Table of Contents for Volume One, Volume Two, Volume Three: Page: 142
Business Plans
Attitude Skills
Business Model
Mastery - Business Plans
TABLE OF CONTENTS
BUSINESS PLANS “Business Development Modules & Lesson Plans”
From “Business Plans” to “Financial Freedom”
How “Business Smart” are you: Can you Help “Jack & Giant”? Page: 10
“Stretch Your Business Mind” Page: 13
13. Plans:Understanding the Structure of a Business Plan
Goals, Strategies, Tactics Page: 14
25. Visibility: To play successfully, you must first be seen
Presence, Energy, Graphics Page: 22
26. Integrity: Being recognized for a shared set of values
Upside, Inside, Between Page: 30
27. Credibility: Being perceived as doing what you say you will do
Reliability, predictability, Trust Page: 38
39. Services: Those services you offer to solve the clients’ “IPN”
Clients, Relationship, Improvement Page: 46
40. Solutions: The systems & strategies you offer to eliminate the clients’ “IPN”
Resolution, Benefits, Perception Page: 54
How “Business Smart” are you: Can You Help “Sand Sour”? Page: 62
“Stretch Your Business Mind” Page: 65
53. Opportunity: A compelling message to a Targeted Audience Page: 66
Benefits, Perception, Arena
66. Meetings:Getting a check, another meeting, or curiosity or pain Page: 74
Money, Meeting, Curiosity
80. Action: Stating clearly what you want them to do “next” Page: 82
Response, Acceptance, Exchange
Steps to Implementing a “Call to Action” Plan Page: 90
92. Internet Strategies: Understanding ballet while rafting on a category 5 river
Optimization, E-Commerce, Strategy Page: 92
93. Social Networks: People will buy from those who have visibility & credibility
Online, Reputation, Community Page: 100
106. Love: It is only through truth, freedom, grace, & love that we find peace
Grace, Forgiveness, Blessing Page: 108
120. Financial Freedom: How Financial security will allow you to do what
Peace, Happiness, Joy Page: 116
How “Business Smart” are you: Can you help The Prodigal Son? Page: 124
“Stretch Your Business Mind” Page: 127
Table of Contents for Volume One, Volume Two, Volume Three: Page: 128
Site Content
Markets Advantages
Trust Uniqueness Benefits
Success Vision Focus Two
Mastery - Markets Advantages
TABLE OF CONTENTS
How “Business Smart” Are You: Can you help Ruby Christmas? Page: 10
“Stretch Your Business Mind” Questions: Page: 13
1. Leadership: The ability to attract & organize others to achieve a specific result
Integrity, Credibility, Commitment Page: 14
2. I You We: The Three Perspectives of Operating a Business
Responsibility, Delegation, Teamwork Page: 22
3. Ideas:Keeping your mind fresh and your eyes on the horizon.
Recognition, Creativity, Practicality Page: 30
14. Research: The critical information that you need to know in order to succeed
Facts, Data, Metrics Page: 38
15. Markets:Determining the size & benefit of the playing field
Who, What, Where Page: 46
16. Advantages:Developing what makes you special & cool
Unique, Service, Benefits Page: 54
28. Goals:Determining the Business Goals for the next three to five years
Revenue, Operations, Team Page: 62
How “Business Smart” Are You: Can you Help “Joe Slick”? Page: 70
“Stretch Your Business Mind” Questions: Page: 73
29. Systems:Internal & External Communications
Clarity, Function, Enrichment Page: 74
30. Strategies:Conceptual approaches to achieve a desired result
Dynamic, Thoughtful, Applicable Page: 82
31. Tactics: The specific actions to implement strategies
Objectives, Specific, Practical Page: 90
41. Prices: The “price points” in which you will operate in the market Page: 98
Exchange, Perception, Benefits
42. Margins: The difference between your “costs” and the “sale price” Page: 106
Market, Economy, Perception
43. Placement: The strategies & tactics of how you will be “seen” Page: 114
In-view, Value, Convenience
How “Business Smart” Are You: Can You help Mr. BP Oil Slick? Page: 122
“Stretch Your Business Mind” Questions: Page: 125
Table of Contents for Volume One, Volume Two, Volume Three: Page: 126
Success Vision Focus Two
Trust Uniqueness Benefits
Success Vision Focus Two
Mastery - Success Vision Focus Two
TABLE OF CONTENTS
How “Business Smart” Are You: Can You help Cher Beauty? Page: 10
“Stretch Your Business Mind” Questions: Page: 13
4. Rule of Three: The Triangulation of energies and focus to achieve Success
Triangulation, Options, Default Positions Page: 14
5. Success: The benefits and results of a successful life
Joy, Peace & Harmony Page: 22
6. Vision: What does the business look like when you call it successful?
Operations, Detail, Embrace Page: 30
7. Focus: The sequences of “intent” Page: 38
Importance, Relevance, Impact
8. Mission: What customers/clients perceive and want from your business
Customers, Benefits, Allegiance Page: 46
9. Initial Goals: The first set of goals for your business S.M.A.R.T.
Importance, Achievement, Results Page: 54
18. Demographics:Objective criteria of your customers or prospective customers
Industry, Age, Financial Page: 62
How “Business Smart” Are You: Can you help Barak Business? Page: 70
“Stretch Your Business Mind” Questions: Page: 73
19. Psychographics: Psychological indicators of your customers
Motivators, Fears, Benefits Page: 74
20. Cultural Graphics: Each “culture” requires a different approach and language
Tribe, Identity, Esteem Page: 82
21. Temporal Graphics: The “timing” of when your customers buy from you
Season, Sequence, Perception Page: 90
30. Strategies:Conceptual approaches to achieve a desired result
Dynamic, Thoughtful, Applicable Page: 98
31. Tactics: The specific actions to implement strategies
Objectives, Specific, Practical Page: 106
32. Schedules: The specific dates and times to apply the tactics
Week, Day, Hour Page: 114
33. Costs: What is the “rate of exchange” to reach your goal?
Time, Talent, Treasure Page: 122
How “Business Smart” Are You: Can You help Manny Football? Page: 130
“Stretch Your Business Mind” Questions: Page: 133
Table of Contents for Volume One, Volume Two, Volume Three: Page: 134
Trust Uniqueness Benefits
Trust Uniqueness Benefits
Trust Uniqueness Benefits
Mastery - Trust Uniqueness Benefits
TABLE OF CONTENTS
How “Business Smart” Are You: Can you help “IBL”? Page: 10
“Stretch Your Business Mind” Questions: Page: 13
10. Attitude: The Entrepreneurial “point of view” that creates Business Success
Now, Service, Grace Page: 14
11. Skills:Characteristics, Attributes & Talents of business ownership/leadership
Competence, Excellence, Results Page: 22
12. Model:Determining the economic viability of your business
Customer, Exchange, Pro Forma Page: 30
“Sample Business Models” Page: 38
13. Plans:Understanding the Structure of a Business Plan
Goals, Strategies, Tactics Page: 42
22. Trust:Customers will only buy from you if they trust you.
Time, Qualifications, Tribe Page: 50
23. Uniqueness: The “one of a kind” or “few of a kind”
Distinct, Valuable, Appreciated Page: 58
24. Benefits: It is the “hole” not the drill
Resolution, Achievement, Result Page: 66
How “Business Smart” Are You: Can You help Monica? Page: 74
“Stretch Your Business Mind” Questions: Page: 77
25. Visibility: To play successfully, you must first be seen
Presence, Energy, Graphics Page: 78
26. Integrity: Being recognized for a shared set of values
Upside, Inside, Between Page: 86
27. Credibility: Being perceived as doing what you say you will do
Reliability, predictability, Trust Page: 94
37. Products: Those tangible items you sell to solve the clients’ “IPN”
Customers, Perceptions, Benefits Page: 102
38. Answers: The information that you know will “respond” to the clients’ “IPN”
Knowledge, Communication, Impact Page: 110
39. Services: Those services you offer to solve the clients’ “IPN”
Clients, Relationship, Improvement Page: 118
40. Solutions: The systems & strategies you offer to eliminate the clients’ “IPN”
Resolution, Benefits, Perception Page: 126
How “Business Smart” Are You: Can You help Pitt & Brad? Page: 134
“Stretch Your Business Mind” Questions: Page: 137
Table of Contents for Volume One, Volume Two, Volume Three: Page: 138
Strategic Thinking Two
Identity Image Branding
Trust Uniqueness Benefits
Mastery - Strategic Thinking Two
TABLE OF CONTENTS
How “Business Smart” are you: Can you Help “Big Boy” Page: 10
“Stretch Your Business Mind” Page: 13
41. Prices: The “price points” in which you will operate in the market Page: 14
Exchange, Perception, Benefits
42. Margins: The difference between your “costs” and the “sale price” Page: 22
Market, Economy, Perception
43. Placement: The strategies & tactics of how you will be “seen” Page: 30
In-view, Value, Convenience
44. Competition: Who else is playing the same game - the same field Page: 38
Comparison, Differentiation, Advantages
DEVELOPING COMPETITIVE STRATEGIES & TACTICS Page: 46
54. Strategic Thinking: Seeing, understanding & responding Page: 50
Nexus, Triangulate, Foresight
55 Time: “Be here now” to empower yourself and master “time” Page: 58
Now, Presence, Moment
56. Appearance: What you need to “look like” Page: 66
Perception, Culture, Affinity
57. Identity: The recognition the characteristics of the leaders Page: 74
Personal, Integrity, Recognition
58. Image:Developing & managing the indicia business perceived Page: 82
Company, Social, Culture
How “Business Smart” are you: Can Your Help “Bunny Boo” Page: 90
“Stretch Your Business Mind” Page: 93
59. Branding: The communication of meaningful expressions Page: 94
Product, Benefits, Perception
65. Marketing:Communicating your “message” effectively. Page: 102
Language, Benefits, Perception
Writing a Marketing Plan Page: 110
66. Meetings:Getting a check, another meeting, or curiosity or pain Page: 114
Money, Meeting, Curiosity
67. Advertising:Communicating your compelling message Page: 122
Engagement, Inform. Benefits
68. Attraction: Your “presentation” to draw your listener closer Page: 130
Cultural, Integrity, Affiliation
69. Communication:Understanding communication theory Page: 138
Transmit, Process, Received
70. Proposition:Creating a positive and special “attraction/offer” Page: 146
Call, To, Action
How “Business Smart” are you? Can You Help Sky Rocket Page: 154
“Stretch Your Business Mind” Page: 157
Table of Contents for Volume One, Volume Two, Volume Three: Page: 158
Business Process
Identity Image Branding
Identity Image Branding
Mastery - Business Process
TABLE OF CONTENTS
How “Business Smart” are you? Can you Help Mr. Hammer Page: 10
“Stretch Your Business Mind” Page: 13
34. Issues: Known business concerns that do not cause “pain”
Awareness, Complacency, Acceptance Page: 14
35. Problems: Known business concerns that cause acceptable “pain”
Discomfort, Fear, Attitude Page: 22
36. Needs: Known business concerns that cause unacceptable “pain”
Crisis, Pain, Action Page: 30
37. Products: Those tangible items you sell to solve the clients’ “IPN”
Customers, Perceptions, Benefits Page: 38
38. Answers: The information that you know will “respond” to the clients’ “IPN”
Knowledge, Communication, Impact Page: 46
39. Services: Those services you offer to solve the clients’ “IPN”
Clients, Relationship, Improvement Page: 54
40. Solutions: The systems & strategies you offer to eliminate the clients’ “IPN”
Resolution, Benefits, Perception Page: 62
47. Percentages:Understanding & Applying the “percentages” Page: 70
Relationships, Comparisons, Ratios
How “Business Smart” are you? Can you Help Mr. Duck Page: 78
“Multiple Choice Test” Page: 81
48. Metrics:Applying your “numbers” to comparative analysis Page: 82
Analysis, Detail, Focus
49. Process:Understanding the effects of “how” affects your prices Page: 90
Sequence, Dynamics, Strategy
50. Distribution: The “where” and “how” to locate your product Page: 98
Range, Distance, Costs
51. Frequency: How often will you have to create “events”? Page: 106
Quantity, Capacity, Requirements
52. Efficiency: How many “events” will you need day/week/month? Page: 114
Time, Cycles, Capability
53. Opportunity: A compelling message to a Targeted Audience Page: 122
Benefits, Perception, Arena
How “Business Smart” are you? Can you Help Mr. Pig Page: 130
“Multiple Choice Test” Page: 133
Table of Contents for Volume One, Volume Two, Volume Three: Page: 134
Identity Image Branding
Identity Image Branding
Identity Image Branding
Mastery - Identity Image Branding
TABLE OF CONTENTS
How “Business Smart” are you? Can you help Tom sell balls? Page: 10
“Short Essay Questions” Page: 13
44. Competition: Who else is playing the same game - the same field Page: 14
Comparison, Differentiation, Advantages
DEVELOPING COMPETITIVE STRATEGIES & TACTICS Page: 22
45. People:Choosing the right people to increase selling price Page: 26
Team, Integrity, Credibility
46. Position:Applying Demo-Psycho-Temporal-Cultural graphics Page: 34
Perception, Acceptance, Appreciation
56. Appearance: What you need to “look like” Page: 42
Perception, Culture, Affinity
57. Identity: The recognition the characteristics of the leaders Page: 50
Personal, Integrity, Recognition
58. Image:Developing & managing the indicia business perceived Page: 58
Company, Social, Culture
59. Branding: The communication of meaningful expressions Page: 66
Product, Benefits, Perception
How “Business Smart” are you? Can you help Mr. Grease? Page: 74
“Stretch Your Business Mind” Page: 77
60. Money: Know where the money comes from & where it is going Page: 78
Tracking, Numbers, Math
69. Communication:Understanding communication theory Page: 86
Transmit, Process, Received
70. Proposition:Creating a positive and special “attraction/offer” Page: 94
Call, To, Action
71. Products:People do not buy “products” Page: 102
Tangible, Benefits, Paradox
72. Services:People do not buy “services” Page: 110
Relationship, Benefits. Paradox
73. Benefits:People buy “perceived benefits” Page: 118
Exchange, Solutions, Answers
How “Business Smart” are you? Can you help Superman? Page: 126
“Stretch Your Business Mind” Page: 129
Table of Contents for Volume One, Volume Two, Volume Three: Page: 130
Site Content
Lead Generation and Conversion
Lead Generation and Conversion
Lead Generation and Conversion
Mastery - Lead Generation and Conversion
TABLE OF CONTENTS
How “Business Smart” are you:“Can you Help “Tommy Boy”? Page: 10
Multiple Choice Test Page: 13
68. Attraction: Your “presentation” to draw your listener closer Page: 14
Cultural, Integrity, Affiliation
69. Communication:Understanding communication theory Page: 22
Transmit, Process, Received
70. Proposition:Creating a positive and special “attraction/offer” Page: 30
Call, To, Action
81. Client Acquisition: How to attract, sell to and keep customers/clients for life
Identify, Communicate, Attract Page: 38
EXTRA CREDIT: What are SMART STRATEGIES? Page: 46
82. Customers & Clients: Everyone’s favorite radio station is WIIFM
Serve, Benefits, Exchange Page: 50
83. Lead Generation: The art & science of identifying/contacting potential clients
Data, Identify, Communicate Page: 58
How to Get More Customers and Clients Page: 66
84. Lead Conversion: The art and science exchanging of money – products
Agreement, Exchange, Benefits Page: 72
How “Business Smart” are you: “Can you Help Goldilocks”? Page: 80
Multiple Choice Test Page: 83
85. Paradox of a Sale: A successful sale is based upon “disagreement”.
Perception, Value, Exchange Page: 84
86. GADECK:Greetings, Approach, Discovery, Editing, Closing, Contract
Join, Reveal, Solve Page: 92
94. Management: Don’t criticize, condemn or complain support, love, encourage
Encourage, Delegate, Organize Page: 100
EXTRA CREDIT:
A SYSTEMIC & STRATEGIC APPROACH TO MANAGEMENT Page: 108
95. Human Resources: How to strategically work with the humans around you
Skills, Personality, Tribe Page: 112
96. Accountability: How to develop and encourage “results” and “teams”
Agreement, Assessment, Review Page: 120
97. Employees: Your best “assets”, or your worst “liabilities”, tread carefully
Team, Support, Agreement Page: 128
98. Independent Contractors: Developing outside resources for growth, success
Goals, Qualification, Services Page: 136
How “Business Smart” are you:“Can you Help Snow White”? Page: 144
Stretch Your Mind Page: 147
Table of Contents for Volume One, Volume Two, Volume Three: Page: 148
Target Marketing
Lead Generation and Conversion
Lead Generation and Conversion
Mastery - Target Marketing
TABLE OF CONTENTS
How “Business Smart” are you:“Can you Help Captain Kirk”? Page: 10
Multiple Choice Test Page: 13
71. Products:People do not buy “products” Page: 14
Tangible, Benefits, Paradox
72. Services:People do not buy “services” Page: 22
Relationship, Benefits. Paradox
73. Benefits:People buy “perceived benefits” Page: 30
Exchange, Solutions, Answers
74. Say:Choosing carefully what you say…intention Page: 38
Words, Thoughts, Communications
75. Think: What do you want your listener to “think” Page: 46
Curiosity, Reaction, Belief
76. Do: What do you want your listener to “do” after they “think” Page: 54
Motivation, Agreement, Action
85. Paradox of a Sale: A successful sale is based upon “disagreement”.
Perception, Value, Exchange Page: 62
How “Business Smart” are you:“Can you Help Winnie the Poo”? Page: 70
Stretch Your Mind Page: 73
86. GADECK:Greetings, Approach, Discovery, Editing, Closing, Contract
Join, Reveal, Solve Page: 74
87. Target Marketing: Communicating your compelling message to a target
Culture, Communication, Delivery Page: 82
88. Referral Systems: Create a reciprocal, sustaining & profitable referral network
Integrity, Credibility, Revenue Page: 90
How to Give and Receive Better Referrals Page: 98
89. Strategic Alliances: The reciprocity of specific WIIFM referral network
Respect, Reciprocity, Referrals Page: 102
101. Delivery:Customers want both the “benefits” & “experience”
Expectation, Professional, Receipt Page: 110
102. Customer Satisfaction: Be nice, be professional, satisfy them or lose them
Acceptance, Acknowledgement, Appreciation Page: 118
How “Business Smart” are you:Can you help “Little Bo Peep”? Page: 126
Stretch Your Mind: “Quick Marketing Plan” Page: 129
Table of Contents for Volume One, Volume Two, Volume Three: Page: 130
Business Expansion
Lead Generation and Conversion
Strategic Alliances
Mastery - Business Expansion
TABLE OF CONTENTS
How “Business Smart” are you: Can you Help “Jack & Giant”? Page: 10
“Stretch Your Business Mind” Page: 13
51. Frequency: How often will you have to create “events”? Page: 14
Quantity, Capacity, Requirements
52. Efficiency: How many “events” will you need day/week/month? Page: 22
Time, Cycles, Capability
53. Opportunity: A compelling message to a Targeted Audience Page: 30
Benefits, Perception, Arena
64. Expansion:Developing more success & business other locations Page: 38
Influence, Duplication, Multiplication
65. Marketing:Communicating your “message” effectively. Page: 46
Language, Benefits, Perception
Writing a Marketing Plan Page: 54
66. Meetings:Getting a check, another meeting, or curiosity or pain Page: 58
Money, Meeting, Curiosity
78. Call: A timely question to your listener Page: 66
Curiosity, Request, Disagreement
How “Business Smart” are you: Can You Help “Sandy Sour”? Page: 74
“Stretch Your Business Mind” Page: 77
79. To: The question is specifically designed for your listener Page: 78
Psychographics, Identification, Graphics
80. Action: Stating clearly what you want them to do “next” Page: 86
Response, Acceptance, Exchange
Steps to Implementing a Marketing “Call to Action” Plan: Page: 94
89. Strategic Alliances: The reciprocity of specific WIIFM referral network
Respect, Reciprocity, Referrals Page: 96
90. Broadcasting:Sending out the message to “all” to hear, see and feel
General, Communication, Engage Page: 104
91. Web Presence:Maximizing what your interest “presence” will create for you
Internet, Social, Visible Page: 112
92. Internet Strategies: Understanding ballet while rafting on a category 5 river
Optimization, E-Commerce, Strategy Page: 120
93. Social Networks: People will buy from those who have visibility & credibility
Online, Reputation, Community Page: 128
How “Business Smart” are you:Can you Help the Prodigal Son Page: 136
“Stretch Your Business Mind” Page: 139
Table of Contents for Volume One, Volume Two, Volume Three: Page: 140
Strategic Alliances
Strategic Financials
Strategic Alliances
Mastery - Strategic Alliances
TABLE OF CONTENTS
How “Business Smart” Are You: Can you help Ruby Christmas? Page: 10
“Stretch Your Business Mind” Questions: Page: 13
74. Say:Choosing carefully what you say…intention Page: 14
Words, Thoughts, Communications
75. Think: What do you want your listener to “think” Page: 22
Curiosity, Reaction, Belief
76. Do: What do you want your listener to “do” after they “think” Page: 30
Motivation, Agreement, Action
77. Language:Determining the “ears” of your listener Page: 38
Psychographics, Communication, Comprehension
78. Call: A timely question to your listener Page: 46
Curiosity, Request, Disagreement
79. To: The question is specifically designed for your listener Page: 54
Psychographics, Identification, Graphics
80. Action: Stating clearly what you want them to do “next” Page: 62
Response, Acceptance, Exchange
How “Business Smart” Are You: Can You help Cher Beauty? Page: 70
“Stretch Your Business Mind” Questions: Page: 73
87. Target Marketing: Communicating your compelling message to a target
Culture, Communication, Delivery Page: 74
88. Referral Systems: Create a reciprocal, sustaining & profitable referral network
Integrity, Credibility, Revenue Page: 82
How to Give and Receive Better Referrals Page: 90
89. Strategic Alliances: The reciprocity of specific WIIFM referral network
Respect, Reciprocity, Referrals Page: 94
90. Broadcasting:Sending out the message to “all” to hear, see and feel
General, Communication, Engage Page: 102
91. Web Presence:Maximizing what your interest “presence” will create for you
Internet, Social, Visible Page: 110
92. Internet Strategies: Understanding ballet while rafting on a category 5 river
Optimization, E-Commerce, Strategy Page: 118
93. Social Networks: People will buy from those who have visibility & credibility
Online, Reputation, Community Page: 126
How “Business Smart” Are You: Can you help “IBL”? Page: 134
“Stretch Your Business Mind” Questions: Page: 137
Table of Contents for Volume One, Volume Two, Volume Three: Page: 138
Strategic Financials
Strategic Financials
Strategic Financials
Mastery - Strategic Financials
TABLE OF CONTENTS
How “Business Smart” Are You: Can you Help “Joe Slick”? Page: 10
“Stretch Your Business Mind” Questions: Page: 13
97. Employees: Your best “assets”, or your worst “liabilities”, tread carefully
Team, Support, Agreement Page: 14
98. Independent Contractors: Developing outside resources for growth, success
Goals, Qualification, Services Page: 22
99. Community: We all live in a tribe...their health is our health
Responsibility, Affiliation, Social Page: 30
100. Family:Golden Rule: Treat others the way you wish to be treated
Commitment, Tribe, Love Page: 38
101. Delivery:Customers want both the “benefits” & “experience”
Expectation, Professional, Receipt Page: 46
102. Customer Satisfaction: Be nice, be professional, satisfy them or lose them
Acceptance, Acknowledgement, Appreciation Page: 54
109. Business Cash Flow: Applying financial metrics to secure cash
Time, Receivables, Capital Page: 62
How “Business Smart” Are You: Can you help Barak Business? Page: 70
“Stretch Your Business Mind” Questions: Page: 73
110. Break-Even Analysis: Three different levels of measuring business success
Break-Even One, Two, Three Page: 74
111. Business Budgets: Setting goals on what you will spend on business Forecasts, Receivables, Payables Page: 82
112. Expenses:Understanding the fixed & variable expenses of business
Fixed, Variable, Contingent Page: 90
113. Accounting: The most often used “tool of exchange”; never about the money
Abundance, Giving, Gratitude Page: 98
114. Ratios:Understanding the dynamic relationships of business “key” indicator
Systems, Relationships, Analysis Page: 106
115. Strategic Financials: Understanding how to get more from each dollar
Leveraging, Investing, ROI Page: 114
116. Financing:Creating the financial resources your need to succeed
Resourcing, Investing, Borrowing Page: 122
How “Business Smart” Are You: Can You help Monica? Page: 130
“Stretch Your Business Mind” Questions: Page: 133
Table of Contents for Volume One, Volume Two, Volume Three Page: 134
Financial Freedom
Strategic Financials
Strategic Financials
Mastery - Financial Freedom
TABLE OF CONTENTS
How “Business Smart” Are You: Can You help Mr. BP Oil Slick? Page: 10
“Stretch Your Business Mind” Questions: Page: 13
77. Language:Determining the “ears” of your listener Page: 14
Psychographics, Communication, Comprehension
89. Strategic Alliances: The reciprocity of specific WIIFM referral network
Respect, Reciprocity, Referrals Page: 22
90. Broadcasting:Sending out the message to “all” to hear, see and feel
General, Communication, Engage Page: 30
91. Web Presence:Maximizing what your interest “presence” will create for you
Internet, Social, Visible Page: 38
92. Internet Strategies: Understanding ballet while rafting on a category 5 river
Optimization, E-Commerce, Strategy Page: 46
93. Social Networks: People will buy from those who have visibility & credibility
Online, Reputation, Community Page: 54
103. Sales Forecasting: The ability to accurately predict future sales and expenses
Identity, Understanding, Interchange Page: 62
EXTRA CREDIT
Sales forecasts can be based on three types of information: Page: 70
How “Business Smart” Are You: Can You help Manny Football? Page: 74
“Stretch Your Business Mind” Questions: Page: 77
104. Business Footprint: The “eco-cost” of your business…social responsibility
Environment, Resources, Sustainable Page: 78
105. Sales Development: Combining Systems, Strategies & Tactics for sales
Presentation, Benefits, Delivery Page: 86
106. Love: It is only through truth, freedom, grace, & love that we find peace
Grace, Forgiveness, Blessing Page: 94
117. Leveraging:Understanding how to work geometrically with your resources
Strategy, Triangulation, Systems Page: 102
118. Transition:Transferring the business to a new owner
Selling, Partnering, Shares Page: 110
119. Succession:Transferring to Family; The road to peace for many generations
Training, Management, Transfer Page: 118
120. Financial Freedom: How Financial security will allow you to do what
Peace, Happiness, Joy Page: 126
How “Business Smart” Are You: Can You help Pitt & Brad? Page: 134
“Stretch Your Business Mind” Questions: Page: 137
Table of Contents for Volume One, Volume Two, Volume Three: Page: 138 affilate make money online