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Leadership

Business 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

Business Research

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

Business Goals

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

Prices in Business

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

 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

Business Marketing

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

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

business management

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

Strategic Financials

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

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

You and others

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

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

Success Mastery

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 Mission

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

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

Business Attitude

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

Business Models

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

Business Plans

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

Market Advantages

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

Success Vision Focus

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

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

Business Strategic Thinking

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

Business Processes

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

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 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

Target Marketing

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

Business Expansion

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 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

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

Financial Freedom

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