It’s time to take advantage and accelerate your business results! Register for the 2017 Client Acquisition Mastery Workshop and receive our SUPER early-bird pricing of only 997 (for members) and only 1,897 (which includes your one-year membership to the AdvisorRoadmap Virtual Training Platform if you aren’t already a member).
Super early-bird pricing ends November 15th so register today by going to https://peopleskillsnetwork.com/.
In addition to rewarding the early-movers with the super early-bird pricing, the first 15 registrants will also receive VIP Workshop Benefits (Value = $1,860), which includes;
▪ 1:1 Coaching Session with Bill Bachrach (Value = $1,000)
▪ 1:1 Coaching Session with Anne Bachrach (Value = $600)
▪ VIP Welcome Reception (Value = $200)
▪ Package of Financial Road Maps (Value = $30)
▪ Values-Based Financial Planning book (Value = $30)
“I built my $1.5 fee-based business by implementing this powerful and repeatable process. I wish I had the process from the first day in business.” Sybil P.
When is the next Client Acquisition Mastery Workshop?
August 16th – 18th, 2017 in San Diego, CA
Check it out now by going to https://peopleskillsnetwork.com/.
Delegation is one of the many keys to success, but it is, surprisingly, one of the weakest points for many leaders. Believe it or not, there are A LOT of leaders in small business who do not know how to delegate effectively. There can be a number of reasons for having difficulty in the delegation department, most of them related to the inability of the leader to relinquish control. A lot of leaders want to be in control of everything, but don’t realize that this mentality can sap time and energy that could better be spent moving them to the next level of success.
If a leader fails to realize this, then they could very well use up all of their valuable time performing tasks that COULD be done by someone else. Since they are using their time on these things, the leader will usually suffer from an inability to grow, and will often feel pressured. They can also feel like nobody understands what is wanted or needed, and can begin to feel very alone in a professional sense.
“Surround yourself with the best people you can find, delegate authority, and don’t interfere as long as the policy you’ve decided upon is being carried out.” -Ronald Reagan
Key #1… Understand What It Means To Delegate
Delegating a job to someone underneath you is not always easy, especially at first… but it is an essential part of growth, and you will likely find that you will be unable to move forward with any kind of speed if you do not have what it takes to turn a project over to someone else. Having said this, it is important that you do not simply delegate to delegate. This decision must be made with great care and professionalism.
Delegating to the wrong person could be a catastrophe! However, if you do have the option to hand the project to someone below you who is capable of seeing it through to the end, then you will have the opportunity to TRULY realize how much power there is in the ability to pass things off to trusted employees or colleagues. This is what delegation is. You are giving something very important to someone who you trust, so that they can finish it for you. It is really that simple. You need to be able to communicate the needs of the project, as well as your need to be informed when certain milestones are reached.
Delegation, if executed correctly, can free you up to do the things that you have to do. Being able to step away from projects that could hold you back is a huge bonus! Just remember, however, that great care must be taken to ensure that you are choosing the right person for the job! Successful entrepreneurs are GREAT delegators.
“Managers help people to see themselves as they are.
Leaders help people to see themselves better than they are.”
Key #2… Surround Yourself with People You Can Trust
If you can’t trust anyone beneath you, then you are just going to cause more problems for yourself in the long run by attempting to put them in charge of anything. This is why it is SO important to have good, reliable people around you. Delegating relies upon the existence of responsible individuals who you can believe in and turn to in order to get things done quickly and efficiently.
Key #3… Don’t Micromanage
Staying informed and on top of the situation is one thing… but micromanaging is something else. Never try to micromanage a project that you have given to someone else. This will just interfere with workflow, and will also cause your subordinate to feel like they are not trusted or appreciated. If you cannot trust them to do the job, then don’t delegate to them. If you CAN trust them, then do yourself a favor and let them have the authority do their best for you.
Key #4… Learn To Let Go If There Is Nothing To Worry About
Delegating can be difficult for people who are always used to being in control. If you have good people underneath you whom you can trust, then try your best not to worry about the projects that you delegate out. Of course, if you feel that you need an update on the project, then get one… but if you truly believe that your assistance is not needed, then try to relax and just let your subordinates do their job. It can be difficult, but in the long run it will be good for you to get comfortable with delegation as you climb the next ladder of success!
Key #5… Reward Subordinates for A Job Well Done
If you have delegated a job to a subordinate and have returned to find it done and done well, do not hesitate to offer due praise. This will help to build your employee’s confidence, and will also strengthen their desire to do a good job for you. Being positive and thankful will encourage them to continue to do their best, which is EXACTLY what you want!
What Can You Do?
Go through each of these keys, and figure out how they might apply to you in your situation. Since you are probably already successful, you might already know more than a thing or two about delegation… but remember that you can never learn too much! More knowledge can lead to better ways of doing things, which will, in turn, lead to increased sales, happier employees, and better profits in the long run!
There are many factors that go into building a successful business. However, one of the most important, yet one of the most ignored, is focusing on creating client satisfaction. Create a client-centered business and you’ll ensure that your business gets only rave reviews, while setting it up for success.
Are your clients’ interests at the core of your business? If not, your business will remain at a standstill for years to come. Many business owners have the perception that they run a client-centered business, but in reality, they have gotten into a bad habit of putting their own personal interests in front of their clients’. Yes, it is true that you should have a personal interest and passion for your business, but your interest is not what drives sales. Meeting your clients’ needs and delivering stellar client service is what drives sales and generates revenue.
Smart business owners know that running a client-centered business is necessary in order to stay ahead of the competition. After all, when you focus your efforts on client satisfaction, your clients will become your biggest free marketing tool. Not only will they become lifetime clients, but they will also refer you to friends, family members, and colleagues any chance they get. Word of mouth, any successful business owner will tell you, is the most powerful marketing tool available.
In addition, once you build a large base of loyal clients, you can begin to scale back on marketing costs because your loyal client base will peddle your business for you! High client satisfaction helps pave the path to business growth and success.
Filling the Gap
In order to ensure client satisfaction, you must offer the services that your clients seek. A novel idea is only a novel idea. There must be a market for your idea and clients in need of it.
While you can offer many of the other standard services your competitors offer, you should not rely solely on them. Why would you? If you do just settle for offering what everyone else is selling, there’s nothing to differentiate you from your competition. At that point, you’re almost forced to compete on price to acquire clients. If people perceive you as a commodity, it is hard to differentiate your business and receive what you deserve and want. How do you get past this? You get past it by identifying the services that your clients really want, but no one else is offering. Maybe you will offer more client service options or something that is just a little better than everyone else. It doesn’t always have to be a big difference to create a big separation between you and others.
If you are already running your own business, and your clients are sharing their honest feedback with you, it’s bad business sense to ignore what your clients are telling you they want! It may not seem like it, but what they are providing you is very valuable information.
The market research business draws big money for one main reason: there are people and businesses eager to know what clients need and want! They are not only very willing to pay for the information, they are also very willing to provide exactly what clients need and want! Take note when a client offers you feedback, because you have a golden opportunity to give them exactly what they need and want! The importance of this cannot be emphasized enough – when you know what your clients need, you can create a client-centered business and deliver what they need – growing your business.
By focusing in on niche markets that aren’t being served, you can satisfy clients by offering them the services that they need, but are not currently available. This separates you from your competition and frees you from competing solely on price. In fact, thanks to the rules of supply and demand you can even charge a premium for these services because they’re so scarce!
Regardless of your industry, performing market research is important in offering the right products. What’s the first thing most modern-day shoppers do when they’re in the mood to make a purchase? They perform an internet search on the product or service to do some comparison shopping. You can use this to your advantage to identify what your clients are after but just aren’t able to get anywhere else.
Given the popularity of online services, it is important to be sure your business has an online presence so when potential clients search for services like yours, they can find you. Remember, the key is to fill the gap and focus on creating a stellar client-centered business.
If you’re focused on client satisfaction, then all of your clients will likely become lifetime clients and become a free source of marketing when they eagerly refer their friends, family, coworkers, and everyone they know to you. If your clients aren’t eagerly referring you to everyone they know, then maybe you need to evaluate how you can be even more client centered so when you ask (and even when you don’t), they are happy to introduce you to a lot of people who can use your products and services. Continue to be open to making changes that can enhance being client-centered and you will improve the opportunity to be successful. When you run a client centered business, you will run a business set up for success.
© Anne M. Bachrach. All rights reserved.
Anne M. Bachrach is known as The Accountability Coach™. She has 23 years of experience training and coaching. Business professionals who utilize Anne’s proven systems and processes work less, make more money, and have a more balanced and successful life. Anne is the author of the books, Excuses Don’t Count; Results Rule!, and Live Life with No Regrets; How the Choices We Make Impact Our Lives, and The Work Life Balance Emergency Kit. Get Your Free High-Content Book from Amazon today: 10 Power Tips for Getting Focused, Organized, and Achieving Your Goals Now, by going to http://www.accountabilitycoach.com/free-e-book-10-power-tips/. Join the FREE Silver Inner Circle Membership today and receive 10% off on all products and services, in addition to having access to assessments and resources to help you achieve your goals so you can experience a more balanced and successful life (http://www.accountabilitycoach.com/coaching-store/inner-circle-store/).
In a survey of business professionals, when asked they consistently feel they waste approximately 2 hours a day, which translates to 10 hours a week, etc. Let’s not focus on how much time is actually wasted as the focus needs to be on what you can do with the wasted time to generate even more money, work less, or do other things you really want to do.
Using a time log to help you know where you are actually spending your time during the day is beneficial. Periodically use this time log to help you continue to be time efficient. This tool can be utilized by everyone on your team. Simple instructions come with the sample document to help you know how to complete the time log.
To download my complimentary Time Log Sample and help you be even more time efficient so you are in a higher probability position to achieve your goals, go to: http://www.accountabilitycoach.com/time-log/.
Leverage the New DOL Fiduciary Standard Rule as a Springboard to Exponentially Grow Your Business With Ideal Clients – Web Class
Join Bill Bachrach for a complimentary how-to webinar to learn how you can not only survive but THRIVE in the new DOL Fiduciary Standard World. Register at http://insurancewebx.com/exponentially-grow-your-business-gain-ideal-clients-by-leveraging-the-new-dol-fiduciary-rule/
In the latest issue of FA Mag, Ric Edelman wrote an article where he said, “Many Advisors Won’t Survive The DOL Rule…within 10 years, half the advisors in the industry will be gone. And the DOL rule is a big part of the reason. Advisors need to find a different value proposition.”
Scary, right? Well bluntly, only for those advisors who suck. Savvy advisors will use it as a springboard to exponential business growth.
During this very timely webinar, Bill will:
- Focus on the 2 most important implications every FA must understand about the DOL Fiduciary Standard.
Hint: being an RIA does NOT insulate you from the new, higher standards.
- How to leverage this opportunity to steal (“rescue” if you prefer) the best clients from advisorswho don’t get it and acquire more Ideal Clients.
- Introduce you to a repeatable process to master client acquisition for BIGGER, BETTER, and FASTER results.
This webinar will be packed with crucial, action-able content on the front end and plenty of time for Q&A on the back end.
Don’t miss this opportunity to create your competitive business advantage. April 10 isn’t that far away…..
When: Monday, September 26th
What Time: 11:00am PST / 12:00pm MST / 1:00pm CST / 2:00pm EST
Duration: 60+ minutes (Includes Q & A Time)
Reservations will be taken on a first-come, first serve basis.
Have you ever procrastinated on something before? Have you ever wondered why you procrastinate on some things and not others? For those of you who are familiar with procrastination, the issue is how can you stop procrastinating and start taking action? Before you read over some common tips, first try and analyze your own circumstances. Remember that most cases of procrastination are caused by some primary motivations. First, the person may be carrying self-limiting beliefs. When a person has a self-limiting belief he or she will make excuses on why the idea for change wouldn’t work and why it’s not even worth trying. You might say that procrastination is the last resort to avoid taking action.
Why Do People Procrastinate?
There are also two types of procrastinators to consider.
- The first can be called a relaxed procrastinator. This person tends to view their responsibilities (or perhaps their opportunities) in a negative light. They then try and avoid these responsibilities by redirecting their energy into other tasks—usually mundane tasks that offer nothing else but a quick distraction from the more important goal. You could say that this type of procrastination is a form of denial. The person may not even want help from others because they are only craving instant gratification. This is the type of person that may dream of better things but decide in the end that it’s not worth pursuing because they don’t want to do the real work. It is much easier to do less or just a little than all the work the goals require to achieve it. It is easier to do the easy things first and put the harder, but more impactful things off until some other time.
- The second type of procrastinating personality is known a “tense-afraid” type. This person is not motivated by instant gratification or laziness; rather they seek to avoid anxiety. They are easily overwhelmed by responsibility and pressure. It doesn’t help that they tend to have no concept of time, can struggle with self-esteem, and are unsure about their long-term goals. When a person is unsure about their long-term goals, then setting short ones and following through on them can be twice as difficult. The goals they do come up with are often highly unrealistic and the result is just more stress—the normal anxieties associated with life, plus the anxiety that comes from putting off important issues.
If you have a problem with procrastination, then first try analyzing your present circumstances. Determine first, if you are happy with the ways things are progressing. If not, then agree that it is time to make some changes. Reevaluate the goals you have and start setting more goals. Then create a progressive plan that gets you to where you want to be (personally and professionally) and within a timeframe that is doable.
4 Tips For Overcoming Procrastination
Now that you have objectively analyzed your circumstances and procrastinating tendencies, it’s time for you to go on the defensive and tackle this self-defeating habit.
Tip1: Start on the most basic level by treating your body and mind to a system of reward and punishment. When you complete a goal as stated, reward yourself. When you procrastinate, you get nothing. Not only does this train your mind to work harder, it also provides motivation for when you work—to get to the finish line and claim your reward! You might create different levels of rewards. The more you accomplish, the bigger the reward. The reward should be on par with the achievement. For example, if you have a revenue goal of earning $10,000 within a certain period of time and you hit that goal, you don’t want to go out and buy something that costs $11,000.
Tip 2: Another tip that might prove helpful is to try and break down large projects. Some people’s natural inclination is to avoid large projects; they seem very daunting at first glance. However, once you break large projects into smaller pieces, it is easier to get started and manage. Take one day’s worth of activity and break it apart into smaller goals.
Tip 3: It will also help to prioritize your assignments. Make a list of all your things-to-do and put them in order of importance. The activities that have the highest probability of helping you achieve your goals would be ranked as the most important. Now as you finish each task you can cross off items as you complete them. This will help you organize your workload.
Tip 4: Don’t underestimate the advantages that enlisting a friend, acquaintance, or peer might bring. When you get someone else involved, you are essentially tag teaming your way to success. Two heads are always better than one, especially when you are accountable to that other person. Fighting such a battle on your own can be difficult, but when you bring in someone else to help fend off the threat of procrastination, your odds are improved. For the best results, find another person to work with and work towards a solution together. Make a pledge to one another that you will both help each other with your goals, reporting to each other on a regular basis. You could work out a system where you each perform a weekly task at the time same time. Maybe at the end of each week, you have a small discussion, reviewing your efforts so far and your commitment to the next things on your list.
Remember that procrastination never pays off for anyone, whereas when you take certain action—even if it’s unsuccessful—you can always learn from the outcome. Most people who suffer from this condition are not selfish, nor do they have a clinical disorder. They are simply everyday people with big dreams who need a little push in the right direction. Maybe it’s time you reevaluate their life and your deeper motivations. You can rely on this person to help you and you help them to overcome procrastination and achieve all your goals and ultimately enjoy what is important to you.
This article can also be found and read at https://www.linkedin.com/pulse/4-tips-overcoming-procrastination-anne-bachrach?trk=hp-feed-article-title-like.
Referral / Prospect Tracking Spreadsheet – SAMPLE – Free Download – Great Way to Track Your Opportunities!
In my work with business professionals, I find that they often say to me that they have prospects that they haven’t followed up with (for whatever reason), or they lost track of some of the referrals people gave them. First of all, it’s hard to believe that someone wouldn’t have a process for tracking their referrals/prospects because that is potential revenue – but apparently this happens and probably more than it should. So I came up with a simple tracking spreadsheet to help my clients better know who they have in their pool of prospects so they know where they are at in their pipeline, and they don’t lose anyone (or drown them) on the way.
To download my complimentary referral tracking spreadsheet and help you increase your revenue, go to http://www.accountabilitycoach.com/referral-tracking-workbook/.
I thought you would appreciate a recent email I received from John Lee Dumas. He said:
IDEAS ARE NOTHING WITHOUT EXECUTION.
Anyone can have an AH-HA moment…but what are you going to do with it?
If you’re like most people…nothing.
Nothing until someone does something amazing with a similar idea and you elbow your friends and say, ‘I HAD THAT IDEA LIKE 2 YEARS AGO.’
Sure you did.
No, seriously, I’m sure you did.
But guess what?
Your execution score was a ZERO, so you lose.
What’s YOUR idea to help you more quickly make progress towards the achievement of your goals?
Now, what’s your EXECUTION score?
Goal Setting 101: Most People Aim at Nothing in Life… and Hit with Amazing Accuracy by Dr. Alessandra
There is an old saying: “Most people aim at nothing in life . . . and hit with amazing accuracy.” It is a sad commentary about people, but it is true. It is the striving for and the attainment of goals that makes life meaningful.
People who have no goals feel emotionally, socially, spiritually, physically, and professionally unbalanced. This can only cause anxiety. People who have goals make decisions that affect the direction of their life positively, which is a sign of strength. Goals create drive and positively affect your personality.
Most people, when asked, “What are your goals in life?” say something like, “To be happy, healthy, and have plenty of money.” On the surface, this may seem fine. As goals leading to actions, however, they just do not make it. They do not have the key ingredients necessary to make them effective, workable goals.
Your goals must be something you want to do rather than something you think you should do. Know your reasons for having the goal. Whether you want to achieve something for status, money, or good health is secondary as long as you want it badly enough to work hard for it.
We tend to focus on ideas and actions from a positive framework. Rather than saying, “I will not smoke today,” phrase it differently, “I will breathe only clean air today” which is a statement that serves the same purpose and is more positive.
Writing a goal down causes effects that are a bit difficult to explain. It does, nonetheless, prove effective. Written goals take a jump in status from being nebulous thoughts. Perhaps their being written serves as a visual reminder and thus continually reconfirms their importance. When things are “put in writing”, they become official in our minds. A written goal strengthens our commitment to accomplish it.
Do not set your goal by saying “I will increase my sales next year.” You need to be specific to avoid the lack of commitment that comes with being vague. A more workable and motivating goal would be, “I will increase my sales next year by 10 to 15 percent.” This revised statement defines the increase that you are striving for as well as the range of the desired increase. Giving yourself some leeway is more realistic than expecting to hit your goal at exactly 15 percent.
A goal must motivate you to work harder than you have in the past. It must move you forward. Set your goals just beyond your reach so that you will have to stretch a bit.
Everything is relative to time and space. What is unrealistic today may be totally within reason five years from now. In any field, we never really know what the upper limits are.
How, then, do we define realistic? For our purposes, the best definition must come from you and your values. You must ask yourself, “What price am I willing to pay to accomplish this goal?” You should always weigh the payoffs and the sacrifices involved before coming to a conclusion. Realistic is ultimately your decision.
Now that you know the rules for setting goals, you can apply them to the goals you set for yourself. Here is an explanation of each of the areas you need to complete while working toward your goals:
Determine whether your goal meets all the requirements of the rules listed above. If it does, then write it down as clearly as possible.
This is a time to guard against negative assumptions and self-defeating thoughts. Remember the definition of realistic. An obstacle blocks you only if you let it. Write down innovative ways to overcome obstacles.
Why do you want to achieve the goal? What kind of payoff is motivating you?
You need to carefully list the action steps you will take to bring you closer to your goal. The smaller the increments, the easier they will be to accomplish. A German proverb says, “He who begins too much, accomplishes little”. As the American Dental Association is fond of saying, “Don’t bite off more than you can chew.”
State your deadline range, such as, “between March 15 and April 1st.” Think carefully about the amount of time you need. Too little time will increase pressure and frustrate you. Too much time may reduce your drive.
Goals should be described in terms of the final outcome of an activity rather than as the activity. This is part of being specific. Instead of saying “I will be running more in four to six months,” you could say, “I’ll be running three miles instead of two miles in four to six months.” How will you measure this? Probably by having one-third more blisters on your feet.
The dividends reaped by investing in yourself are unlike any other found in the financial world. When you clarify your values and set goals in all the major areas of your life–mental, physical, family, social, spiritual, professional, and financial– the right roads appear in front of you like mirages in the desert, yet they are real. Choices become infinitely easier to make because you are aiming at something specific and you have taken a giant step toward hitting your goals…with amazing accuracy.
You can review this and more blog posts by Dr. Tony Alessandra at http://assessments24x7.com/blog/goal_setting_aim_accuracy/.