What's Your USP?

Your "USP" (Unique Selling Proposition) is what sets you apart from your professional competition. What do you do when you're "just" a realtor, mortgage broker or financial advisor? I had that question posed to me by a realtor in Tennessee ... "everyone's a realtor ... how do I set myself apart?"

I made a few suggestions, which I believe transcend into all professions.
  1. Notice the challenges you have with other "professionals" and do the opposite of what they're doing ... such as: failing to return phone calls or respond to emails in a timely fashion. I'm a huge fan of Guerin Senter (Firebird Financial) - and his "how to operate a business" philosophy. When he started Firebird, he gave himself two rules: (1) do what I say I'm going to do and (2) call people back. Its a sad day when that's a high standard that others simply fail to reach. Take the time to set your own standard and do your best to live up to it.
  2. Get on the cutting edge - then take the leader's position. If your competitor's website is "fine", make yours extraordinary. The latest in technology is mobile marketing - you can connect with your clients on a personal level through a device they have with them 24 hours a day: their cell phone. If you don't know what a WAP site is (a website built specifically for mobile devices) find out more here. You can use WAP sites to drive traffic (and streams of income) right back into your company. Blogging isn't the newest in technology - blogging effectively, however, can make all the difference to your bottom line. These are just two examples of things you can do to set yourself apart. Be on the lookout for others.
  3. If you need 200 clients but you only have 80, you "feel" to potential clients you like you need them. Instead, create the mindset that you have a booming, prosperous business with a 198 clients ... and if you take on one or two more, you'll be completely full! Doesn't that feel differently to you? It will to your potential clients as well. This will require you to consciously focus on the positive possibilities and take consistent action toward the achievement of your goals, which means you will be unable to focus on the fear (you'll simply be much too busy). Instead of convincing your potential clients why they should hire you, let them convince you why you need to "let them hire you." You don't have time to work with everyone - or just anyone. You take on only the best, most friendly and incredibly qualified clients (right?). When that is the picture you create in your head about your business, it won't be long until that picture is your reality.
In the end, your USP is really your Unfair Selling Position - its you going for it, being authentic, creating what you want and giving the client what he wants.

Success & the Single Mom

Success & the Single Mom
Your 100-Day Action Coaching Program for Creating the Life You Want – Now!

Whether you are a single mom by chance or by choice, have you wondered what would have to happen in order for you to “get your groove back” … to feel healthy, centered and even optimistic again? During and after my divorce, I asked myself the questions: How do I raise a healthy, happy, well-adjusted child? How do I run a business, eliminate financial stress and feel like I am fulfilling my purpose for being on this planet? How do I heal myself and open myself up to a new love?

You have perhaps been struggling with the basic challenges every single mom faces – feeling helpless, overwhelmed or even depressed, having a lack of support, getting it all done and getting some sleep, balancing your personal and professional life -- and there are, of course, many others.

If the questions and challenges above resonate with you, perhaps this Program is just what you need to uncover your true self and unleash what’s truly possible for you, your children and your future.

For a select group, I’ve created the 100-Day Action GROUP Coaching Program for Single Moms to help you get – and stay – on your path to future success. This Program is for a specific woman: one who is a single mom, who wants to regain her sense of self, sanity and a higher self-esteem, who wants to jump-start her momentum and create success, balance and fulfillment in every area of her life … and she wants it the sooner the better. If this is you or someone you know, keep reading (and pass it on)!

I know this Program works because it is one that I used personally during my separation and divorce six years ago. My life now is truly wonderful and was created – mentally first – several years ago as I discovered the tools, strategies and processes I am now sharing through this Program.

The Program will help you to:
1. Identify your Point A – where you are now, and your Point B – where you want to go and the results you want to create. With this clarity, you will move more effortlessly forward toward your dreams and goals.
2. Raise your self-esteem.
3. Help you to create the support system you need.
4. Get you out of your own way.
5. Help you identify ways to work smarter, not harder.
6. Create unstoppable momentum, more life balance, more business and more money than ever before (and you ever thought possible!), and more time with your children.
7. Get and stay on track.
8. Maintain integrity, balance and fulfillment.
9. Become the fabulous woman you know you are already!
10. Be the mom you are meant to be.

Here’s how it works:

We will have 8 (eight) group coaching sessions over the course of 100 days:
1. Day 1 of 100: A group, in-person session with all participants. We’ll review your goals and desired outcomes, including your shiny new 100-Day Action Plan, and we’ll discuss your current challenges and how to navigate them.
2. Six (6) pre-scheduled group calls.
3. Session 8, Day 100 of 100 – Review of the past 100 Days.

You will be assigned to and work with a buddy for additional support and to stay on track!

Investment: This Program is provided at no cost. (Future programs will be priced at $497 per person.) In return, you commit to attend each session, do each and every homework assignment and allow me to use you as a case study in my upcoming book, Success and the Single Mom.

Class limited to 24 people.

To be considered for participation, take our survey here prior to June 3rd.

For more information, contact me at honoree@corpron.com or 702.353.5100.

Its the little things ...

This is what greeted me at The Four Seasons Las Vegas during a recent visit. Every time I go, even on back-to-back days, their fresh flower displays are lovely, elegant and replenished daily. A nice touch - and a definite qualification for an Exceptional Business Courtesy Award!

Shortening the Sales Cycle

Do you need clients now? I am in conversation with many professionals who, in this challenging market, desire to expand their client base in the immediate future. The rub is that closing the deal can take time. Here are a few tips for shortening the cycle and getting to "yes" faster.
  • Identify your ideal client. Spend 15-30 minutes to clarify the positive qualities and characteristics of exactly who you want to work with going forward. Start with things like, "they allow me to do my job, they pay my bill (gladly), they refer new business to me, they are fun and easy to work with." You may also wish to determine ideal age, profession, etc.
  • Look for the low-hanging fruit. Who has said, in the immediate or even long-range past they would be interested in your products or services? Could you be providing more services to your existing clients? Would other members of your office or firm have clients you could do work for? Make a Master Contact List and reach out systematically, consistently, and with intention - schedule a lunch, coffee or in-office meeting to discuss the possibilities.
  • Create a business by referral. The easiest business to close quickly is the client that's been teed up and is ready to press the "go" button. What professionals interface with your ideal potential clients? You need to closely align yourself with those who offer ancillary services to yours and are not in competition with you. You can create relationships that yield fast, effective results based on the principle of win-win.
  • ASK. As Mark Victor Hansen says, you must a-s-k to g-e-t. If you're one of my many clients who has "nice person's disease" you may not want to be a "bother." The truth is, you offer valuable services and products (this is a given) and when you truly believe other's lives are better when they use them, you're doing them a disservice by not offering!
Coach's note: There are individuals selling the services you offer and the products you sell - right now. There is plenty of business being transacted, no matter what the state of the market. That individual might as well be you.

Go for it!

Save Money by Hiring an Assistant

I’ll start right now with a universal observation. Regardless of someone’s position, I’ve noticed each and every person neglects to delegate the many simple and time-consuming tasks that are keeping them running from morning until night, while feeling ineffective and highly stressed.

Coach’s Insight: You won’t miss the money, you’ll always miss the time! Here’s a simple tactic to help you get a handle on your time.

It makes perfect sense to pay someone else $15 an hour to cut the grass (wash the car, clean the bathroom, make copies, run errands) if you can’t stand cutting the grass. This is especially true since you make far more than $15 per hour! I have uncovered many high-level CEOs actually making their own copies, sending faxes and going to the supply room for more paper clips!
The solution to making a long-term shift in how you execute your day (especially if, right now, you’re not in agreement with me) is to do some simple math. You make $200 per hour for your services – divided by 60 minutes, making each and every minute worth $3.33. Your assistant makes $18 per hour, or 30 cents per minute. The same five minutes you’re making copies (costing your $16.65) instead of asking your assistant to do it ($1.50) is wasting $15.15. Not a big number, right? This is, I’m sure, the amount of loose change in your car. Stay with me.

Waste five minutes every hour, eight hours a day, all year and you’ve wasted …

$30,300. Or just about what you’re paying your assistant.

What!? You don’t have an assistant? I’ll address that in a future blog …

Its your assistant’s job to … um, assist you! If you take a moment to reflect on each and every task you’re doing, I would guess a number of them include activities you could delegate to someone else. I’ve discovered the lion’s share of executives are wasting about 30-40% of their time. How about you?

Spend fifteen minutes making a list of all of the tasks you’re doing that your assistant can do (so you can focus on revenue generation) and immediately begin to delegate those tasks. The question to ask yourself is: “Do I need to do this or can someone else do it?” Trust me, in the long run, you won’t miss the money. You will be so glad you’re no longer doing those tasks -- you’ll be more effective and efficient, which means you’ll make much more money (and have the time to enjoy it!).