You Must A-S-K to G-E-T

***After you read this post, be sure to visit me at my new                                        home here.***

That's right, folks.  You don't get what you don't ask for, but when polled, professionals rank "asking for business" right up there with getting a root canal or delivering a speech, naked, in Macy's window, at Noon time. In fact, most would rather do the latter. (How do I know? I just do.)

Rather than asking for the business, they make assumptions. They assume their friends, family, contacts and strategic partners somehow magically just know what they do, who they do it for, and that they'd gladly take on new business, especially the new business of their friends, family, contacts and strategic partners (and their contacts).

Umm, no. That's not at all how it works.

If you want new business, you've got to ask for it. If you want a referral, you need to make it known you are looking for a referral.

Would you go through P. Terry's Drive-Thru, skip the ordering part, and just show up at the window to pay? Of course not. You say, "I want a Number 1 with cheese, a chocolate shake and curly fries with extra ketchup." Otherwise, you're just a crazy person at the window.

Stop making assumptions and start asking for business. It's simple. You say, "I'm a CPA. I do tax returns for companies with revenues between $100K and $2M, and I would enjoy doing your returns for you."

You could even throw in, "No is an okay answer, but I just had to ask."

Will you get a "NO!"? Maybe. But so what. Find out why getting more "no's" can lead to more "yes'es".

Still not convinced you want to put yourself out there? Let's flip it around. Have you ever hired a friend to do work for you? After, perhaps, they went out on a limb and asked for your business? You were thrilled, right? To have someone you know, like and trust taking care of you, most likely way better than some stranger would have ... 

Were you horrified when they asked for your business? Of course not. You were most likely grateful. 

If you're going to make an assumption, make it a positive one: assume your new client will be grateful to have you in their corner.

That's how your friends and contacts are going to feel, because you're going to take great care of them after they hire you.

Remember: 

Related Articles:

Find Your Limits and Push Past Them {Go for No!}
A Different Way to Ask for Referrals {Paul Castain} 
It Doesn't Hurt to Ask  {Seth Godin}
"A" is for Ask (Or Don't Ask) {Honorée}
How to Get Everything You Really Want {Honorée}
R is for Referrals, Parts 1-8 {Honorée}

Tall Order! is a book that gets to the point. It helps you pinpoint what is going to get you the results you want, starting right now. Jeffrey Gitomer says, "Don't let the size fool you -- this book is compact dynamite! Buy this book!"

Honorée Enterprises, LLC. turns service providers into rainmakers, average producers into rock-stars, and dreams into reality. For more information on how we can specifically help you or your organization, click here. You can read all about Honorée here.

R is for Referrals, Part 1

A referral-only business is the end goal of any person desiring super achiever and earner status. The person who has a referral-only business has a team of marketers (a.k.a. strategic partners or really satisfied customers) out promoting their business on a regular basis, inspiring would-be clients to call or visit just in time to make their purchase. 

The perception of the referral-only business owner is that they are:

• in demand,
• excellent at what they do or sell, and
• probably more expensive than supposed competitors.  

Is this the reputation you have? Is this the position you're in right now in your business? Are you instead using methods of business building that are much less effective, such as: cold calling, door knocking, advertising, direct mail, and my personal favorite, hoping? Right now is truly the time to intentionally begin to build your team of marketers, and therefore your referral-only business.

Typically, you will have much more influence and control over referred clients, as they have been teed-up to move forward with their purchase, and most likely they are ready to buy right now. The quality of referral clients is statistically better, and typically you will have to spend less time selling them, and more time counseling them and building a relationship that actual began before they ever talked to you for the first time. 

What you may not know is that everyone has a built-in desire to help, i.e., refer you business. Different folks have different reasons for executing a referrals. Some do it because they can, to be nice or because they expect something in return, such as a referral fee, or referrals from you.

Here are important steps to creating your referral-only business, and we'll cover them in depth in the days to come:

1. Define what you give in return for a referral.
2. Build relationships that matter.
3. Make that known, along with your Ideal Client Profile, to your sphere of influence.
4. Position yourself as the go-to person for everything.
5. Get connected.
6. Stay connected.
7. Be a 1%-er in everything you do.
8. Repeat.

Next time, we'll discuss what you might want to (or be able to give) in return for a referral. In the meantime, ponder where you would spend the extra minutes and hours you don't have right now because you don't have a referral-only business.

Make today your best yet, ~Coach Honorée

1%-er Actions

Who makes money in a down economy? Who succeeds when success seems impossible? Who has a great attitude no matter what? A 1%-er, that's who! Throughout my dozen years as a coach, I've identified many 1%-er actions, the ones that make all the difference in the size of one's business, the level of their success and, of course, their income.

The great news is that these actions aren't impossible, in fact, they're not even really difficult. But they do require focus, intention and determination.

Here's a list of some of the 1%-er actions I've identified. Stay tuned, in the coming days, week and months, I'll be spelling them out for you so that your success is all but guaranteed.

1%-ers:

1. Stay in solution.
2. Have an outstanding attitude.
3. Know their ideal client profile.
4. Market relentlessly to their potential ideal clients.
5. Are on time, every time.
6. Give no excuses.
7. Are all about results.
8. Keeping trying until...
9. Have excellent manners.
10. Go in the direction of the next level.
11. Are consistent.
12. Are intentional, intense and focused.

Are you a 1%-er? What are the actions you engage in on a regular basis that make all the difference?

Does Your Marketing Speak to Your Clients?

The basis for the successful application of proven marketing strategies is personal relationships. Regardless of the medium you're using to deliver your marketing message, what your message is or what kind of volume you're dealing with, you must keep one thing in mind. You're speaking to one person and only one person at a time when you send out your message. In all of your marketing, you are always speaking one-on-one with each of your prospective clients.

Think about this: when you read an ad, sales letter, or magazine advertisement, who's reading it? Who decides whether it's relevant to you? When you receive a postcard announcing the newest release of your favorite product or latest real estate listing, who is it addressed to?

That's right, the answers are you, you and you! Unless you have multiple personality disorder, that marketing piece is speaking directly to only one person. You.

Your Ultimate Marketing Goal: Building rapport and creating relationships. Only when you've accomplished this goal will you have the on-going size of business you desire.

The number one focus of any marketing strategy you engage in should be building long-term relationships with your prospects and clients.

Why? Because once these relationships are sufficiently nurtured, you can ethically build on them by providing your clients with many other beneficial products/services that solve their problems and fill a need. It also allows for them to say yes when the timing is truly right for them.

The fact is: if you really are providing your current clients a truly valuable product or service that improves their life in a measurable way, you are actually doing them (and any prospects in the same target audience) a great disservice by not giving them every opportunity possible to enter into a mutually beneficial business relationship with you.

When your marketing is always focused on building long-term relationships (instead of generating immediate sales like many businesses mistakenly do) you're building what's called a "relationship marketing funnel." It's the funnel that will channel an on-going stream of new and repeat sales into your business, along with organically self-replicating profits. Be sure to take care of some critical prerequisites before beginning to build your funnel:

1. You must know specifically what your clients' wants/needs are, and you must have a proven product or service that provides a solution to current challenges that exist for your clients. (There are not really any right or wrong ways to gather this information. But in my coaching with business owners around the country, there are just a dozen or so highly effective methods. However you choose to gather this critical data, be sure it is a maximum leveraging of your time, money and energy.)

2. Once you know exactly what your clients' needs are, you must focus exclusively on those needs (not your own). That means planning your approach... and then working that plan without any unjustified variance. This is where Strategic Partnerships can come in (more about that soon).

3. You must service your clients way beyond what any of your competitors are currently providing. "Satisfaction" in today's marketplace is not enough. You and your team must always be seeking to convert every client into a raving fan!

Now these may seem like simple principles to implement, but you would be amazed at how many business owners cannot accurately fulfill these prerequisites. Many business owners may "think" they know what their target market wants, how the people in that market want to be communicated with and what their true needs are. More often than not their assumptions are way off base. They have never done the research or planning necessary to find and take action on the requirements, and so their marketing efforts fall flat.

Bottom line: most business owners assume they know what their clients want and/or need. If you are willing to address these three fundamental prerequisites, and before you begin building your funnel, I can assure you that you'll experience the same growth my coaching clients do. You'll also be more profitable than you've ever dreamed possible.

Advanced principles of effective marketing communication:

Once you've fulfilled these three prerequisites, you'll be ready to start building your funnel by compiling messages that speak directly to your target audience. Truly effective messages that focus on the specific needs of the people in your niche market or target industry. Messages that speak directly to the diverse behavioral styles, motivational values, and learning modalities of each individual in that group.

You see, while it's true that each of us are as unique as a fingerprint - there are some observable similarities between human beings that you can leverage to accelerate the development of your funnel and the resulting growth in your business. Here are fourteen distinctions that should be considered when composing any marketing message. People fall into:

*Four main behavioral styles: Driver, Influencer, Steady and Compliant. *Six main motivational styles: Utilitarian, Theoretical, Individualistic, Social, Traditional and Aesthetic. *Four main learning modalities: Visual, Auditory, Kinesthetic and Digital.

In an article this brief, its not possible to go into full detail on these distinctions. However, I can tell you this: if your marketing only speaks from your style of communication, it's like trying to get home with three nearly flat tires on your car.

If you do make it, it's going to take you a lot longer than it has to, and certainly longer than you'd like it to! On the other hand, if you take the time to ensure that a part of every message in your marketing speaks in some small part to people of different communication styles - it'll be just like bolting a supercharger on your marketing engine.

The bottom line is, the more directly you can speak to the needs of your target market, and the more accurately you can communicate with each person within that niche in their own individual communication style -- the more effective your marketing will be.

Remember, when using the funnel, you're always building relationships with individuals, not with a group. Get started by taking action on the prerequisites I mentioned above. Then, when you're ready to make some serious improvements in the results your funnel generates, learn how to integrate the advanced distinctions into your marketing messages.

There are advanced courses you can take for this, or you can try it on your own. But either way you'll find effective communication can be more profitable than you've ever imagined.

Grow Your Brand as You Grow

I used to be the "CEO's Secret Weapon" until I realized that my sweet spot ~ and favorite kind of client to work with ~ is the service-provider-business-owner. That brand was "given" to me, and I didn't think it through entirely, I just thought it sounded great and went with it. Oh, the days of (business) youth!

Fast-forward a few years, and I took careful inventory of my brand and what I wanted it to convey then and in the future. It was time for a change for me, and re-branding is a big job! As you reflect on your brand, what it stands for and what it conveys, be sure cast an eye on the future. You don't want to "brand yourself into a corner." After writing "The Successful Single Mom" I noticed many single parents who have branded themselves as single parents and wonder if that's one of the things standing in the way of them not being a single parent.

Experts say you should re-evaluate your branding every 2-5 years to ensure it is fresh and communicates clearly your offering. Your brand should also reflect what you want your company to grow into. I loved Tony Robbins naming his business Robbins Research International at the very beginning, all while he was still washing his clothes in the bathtub. All of these years later, he clearly is international.

As this year winds to a close, take some time to evaluate your brand and your branding message. Perhaps its time for an upgrade and expansion.

How is Your Follow Up?

I received this email note from one of my readers. The names have been changed to protect the identity of the company and its founder. Please note that this CEO is confirming what I've said before: you must follow-up, follow-up, follow-up. Take this information to heart, and you may just prosper to greater heights sooner than you'd ever expect.

***

Hey Honoree!

Hope you're having a fantastic 2009! I just received your email after
getting off the phone with a person who wanted to know if I heard
about a local startup company (let's call them "XYZ Company"). I
thought you might be interested since it has to do with the power of
referral...

XYZ Company is a startup that approached me about 4 months ago. They
pitched their idea and I said, "Love it! Send me a formal proposal and
we'll go forward with it." Well, a week went by and I didn't hear back
from them. I followed up with a phone call and an e-mail. No
response. Another week went by and I attempted one last time to reach
them, no answer.

Uhhhhh, what's wrong with this picture? I'm the customer who WANTS TO
PAY and here I'm the one following up with THEM. They are wasting my
valuable time which leaves a bitter taste in my mouth.

I love start-ups!! But this year alone I've had three companies fail
to follow through on business that I am paying my dollars on.
THREE!!! Now, my company is growing even during a recession and I
attribute this success because we listen, follow up and deliver
outstanding quality in our work. I never expect our customers to
return calls or emails -- it's our job to follow up with them.

So next time someone asks you, "Honoree, how can I do better with my
business?" Ask them if they're following up with customers, proposals,
etc. It's amazing how many businesses fail to do this very simple
task. I'm also amazed how many come back a month or two later with
excuses. Excuses waste even more valuable time! In the words of
Nike, "Just Do It!"

LOL! OK, so enough ranting and raving. I just thought you might find this
info useful for your coaching and blog. Cheers to your success!

Your fan,
Kyle

July is National Cellphone Courtesy Month

Jacqueline Whitmore wrote the following article, which she has graciously allowed me to share with you. Enjoy! ~Honoree

*~*~*~*~*~*~*~*

National Cellphone Courtesy Month is an event I founded in 2002 with the intent to encourage the increasingly unmindful corps of cellphone users to be more respectful of their surroundings by using some simple cellphone etiquette principles! Here are some tips you'll want to mention on the show:

1. Be all there. When you're in a meeting, performance, courtroom or other busy area, let calls go to voicemail to avoid a disruption. In some instances, turning your phone off may be the best solution.

2. Keep it private. Be aware of your surroundings and avoid discussing private or confidential information in public. You never know who may be in hearing range.

3. Keep your cool. Don't display anger during a public call. Conversations that are likely to be emotional should be held where they will not embarrass or intrude on others.

4. Learn to vibe. Use your wireless phone's silent or vibration settings in public places such as business meetings, religious services, schools, restaurants, theaters or sporting events so that you do not disrupt your surroundings.

5. Avoid "cell yell." Remember to use your regular conversational tone when speaking on your wireless phone. People tend to speak more loudly than normal and often don't recognize how distracting they can be to others.

6. Follow the rules. Some places, such as hospitals or airplanes, restrict or prohibit the use of mobile phones, so adhere to posted signs and instructions. Some jurisdictions may also restrict mobile phone use in public places.

7. Excuse yourself. If you are expecting a call that can't be postponed, alert your companions ahead of time and excuse yourself when the call comes in; the people you are with should take precedence over calls you want to make or receive.

8. Send a message. Use Text Messaging to send and receive messages without saying a single word.

9. Watch and listen discreetly. New multimedia applications such as streaming video and music are great ways to stay informed and access the latest entertainment. However, adjust the volume based on your surroundings in much the same way that you would adjust your ringer volume. Earphones are a great way to avoid distracting others in public areas.

10. Alert silently. When using your phone's walkie-talkie feature, send the person you're trying to reach a Call Alert before starting to speak. If you're around other people, turn off your phone's external speaker and use the vibration setting to minimize any disturbance and to respect your contact's privacy.

Jacqueline Whitmore has established herself as a prominent presence in the etiquette industry and is a frequent guest on television and radio talk shows. In addition to being the author of “Business Class: Etiquette Essentials for Success at Work,” Jacqueline is the founder of National Cell Phone Courtesy Month and the founder of The Protocol School of Palm Beach. You can learn more about Jacqueline by visiting her website at www.etiquetteexpert.com or following her at www.Twitter.com/etiquetteexpert, or www.Facebook.com/JacquelineWhitmore.

"Brilliant Book" Review: Tribes, Seth Godin

Tribes: We Need You To Lead Us
by Seth Godin

Mr. Godin cranks out great books in scores. I've read almost all of his work, and this is the book that inspired me to take immediate action. I'm going to (continue to) create my own tribe and pass on his book.*

He defines a tribe as, "a group of people connected to one another, connected to a leader, or connected to an idea." We are all meant to be part of a tribe (or several). You are in a tribe if you have a shared interest and you communicate with others who have that same interest. You might be a Dead Head or use only Apple products. This resonates for me: I run with my iPod, talk on my iPhone, and work on my MacBook Pro. If there was an Apple car, I'd drive it!

Anyone in business should develop their own tribe, according to Seth. Not only does he make a strong argument for this, he tells you exactly how to do it. I am truly inspired and have already taken the first steps in my process. If you want to expand your company, business or practice, this book is truly leading-edge and will give you the edge as you move forward. You can order it here, and here's a link to his blog. Enjoy!

*If you want to a chance to read Tribes, now's your chance! Seth's call-to-action was to pass on his book. I have my copy (courtesy of my recent trip to Zappos.com) ready to give to an enthusiastic reader. Leave a comment on my blog here for your chance to receive my copy with my compliments.

Exceptional Business Courtesy

I got a phone message last week: "Honoree, I think I have some good news for you. Please call me back." I did exactly that, about 10 minutes later (note: I'm never too busy for good news!). The caller was my merchant services rep, Dena. She had been reviewing my account and found a way for me to save between 20-25% on my monthly transaction and processing fees. This would amount to a savings anywhere between $100 and $1000 or more, depending on the month and the number and amount of charges I run through.

Its no accident I've been working with Dena for more than a decade. This is the third time in that time she has renegotiated my fees, without my having to ask. She then called me with the good news and the simple and easy 1-2-3 steps I needed to do to take advantage of the new savings.

When was the last time you reviewed your clients list and looked for ways to (a) save them money or (b) make them more money? How are you proactively serving your clients while simultaneously protecting your own livelihood?

Now is the time to set time aside to do just that. Block out an hour or two this week to identify the top 20% of your clients ~ and then do everything you can for them. You will be pleasantly surprised about what it does for you. This is a true win-win situation and those are the best kind.

Don't Be a Turtle!

Today could be the best business day of your life! It just depends on how you're spending it. I'm observing lots of people "being turtles" (crawling into their shells and waiting for the storm to pass and the noise to stop). What does that mean for you? They aren't making cold calls, follow-up calls, setting appointments or pounding the pavement. Problem is, when the storm passes, those turtles will be poised for ... exactly nothing! What are you poised for?

On the flip side, there are those that are creating their futures right now! Are you one of them? Are you a 1%-er? Are you out there MSH (making sh*t happen), eating the low-hanging fruit, capitalizing on opportunities and setting yourself up for success when the sun comes out again?

Now is the time to downshift into 4th gear, grit your teeth and go for it! There are insurance policies being bought, homes being listed and sold, wealth being invested and estate plans being created. Business is still being transacted and if you're in the right place at the right time, in front of your potential clients and strategic partners on a regular basis, they will think of you when their time is right.

New Time + Old Activities = Success

I didn't get a chance to post yesterday due to some excitement around here. I attended a meeting and heard something there I've been hearing a lot lately, "I'm here networking and upping my marketing efforts because for a long time I didn't have to. Now I do, so here I am." The days of living off the fat of the land seem to be over for the time being and folks are getting back to work. Its interesting to watch!

I have two suggestions, one for now and one for later.

For now: revisit what brought you business and got you into momentum in the first place. You probably did things like: attend networking meetings, write articles, speak to groups, meet people for lunch or coffee or even tour their offices, follow-up on every lead, make a consistent solid effort, and be extra friendly.

For later: when the economy is better and there's cash flow galore, keep doing the above.

Note: I have several clients who prospered like crazy in the past several years. I suggested they do a few things: (a) save some of the cash, (b) row their boat with both oars [oar 1: marketing, oar 2: servicing clients], (c) work smart, (d) work consistently, and (e) repeat. Now those clients are in the catbird's seat. They have reserves (which equal peace of mind), they have a steady flow of business and they are optimistic and focusing on what's going to happen in the future ... and they are expecting great things.

You can, too. Go for it!

Marketing Madness

Its Thanksgiving (my favorite holiday of all time) in two days, so I'll be brief.

I got wind of a company today that slashed its marketing budget by 80%. Now that I've picked my jaw up off the floor, here's my recommendation to you: now is the time to spend more on marketing and do more networking than you have ever done before. In order to create business, clients and revenue, you must be more focused, more productive and more intentional than you have ever been before. If you don't have a plan, you don't have an abundance of cash, clients and connections, then spend 2-3 hours this very weekend getting yourself ready for 2009 by creating a clear vision and putting together a solid plan of action.

I've heard from more than one source that the formula for success is 98% inner preparation (creating a vision and plan) and 2% outer action (plan execution). Click here to download a complimentary copy of my 100 Day Plan. If you want help in making sure it gets done, I'm standing by ...

Happy Thanksgiving!

Networking Know-How #2: Pre-Event Preparation

The one crucial must-have for any networking event is business cards. In fact, its a great idea to have at least a dozen cards on you at any time.

Always keep them in a case until you’re ready to use them - making your case a conversation piece is even better. You want to avoid giving out a card that's bent, unclean or (horror!) has been written on. Visit the Executive Gift Shop for a nice assortment of cases. A nice business card case makes a lovely gift as well, especially for someone who has just joined a new company or been promoted.

At any event or in any situation, put your cards in one pocket and the cards you receive in another. You will avoid "card confusion" and the appearance of being disorganized and unprofessional.

If you don't have your business card, especially when someone asks for it, it simply lowers your credibility in the eyes of the person asking. Because I'm a giver, here's what you say when you're fresh out: "I've been more popular today than I anticipated. May I have your card and I will send you one of mine?" You will save face (mostly) and have the opportunity to impress your new contact with a follow-up note (handwritten, of course).

Super-Saver-Strategy: Put an extra box of cards in your car, just in case. I have a box in my home office, at my office and in my car. That way, when I run out, I have a few ways to replenish.

Excepted from Work the Room, my popular seminar for companies and organization who want the networking edge in business. Is someone on your staff among the 95% of people who say they are shy and avoid networking at all costs? This seminar will change the way you feel about networking - and network in the future - in just 90 minutes. Email me for more information: honoree{at}coachhonoree{dot}com.

Market Mentality: Pull Back or Be Proactive?

After my 50th conversation about how bad the market is over lunches, business group meetings and client conversation, I thought it was time for some words of hope and encouragement ... and a few action steps for good measure.

What I hear is most everyone talking hard times and lack - and getting more and more of what they're talking about. What I'm observing is a nice percentage of companies, firms and even solo service providers doing a great deal of business, not just surviving but really thriving right now. I'm pretty sure these same companies are continuing to focus on what they want, executing their plans and being diligent about taking the market share no-one else is even thinking about right now. How about you?

A colleague and client of mine pointed me to this study published at Penn State a few years ago giving merit to the idea that executing - and continuing to execute - your already-in-place, calculated, strategic (dare I say intentional) marketing plan is the key ingredient to your future business success ... during and after this recession.

While your competition scales back in fear, lays off key players, and stops most if not all marketing activities while hoping to ride out the storm, you can reach out with gusto and grab an even larger market share than was available even 3-6 months ago.

Here are some additional moves that will yield bottom-line increasing results:

• Dial for dollars. If you've slowed down (at all), use your time wisely by reaching out to folks who haven't heard from you in awhile. As my successful colleague Greg Jones says: if you're complaining about not being busy, then you have plenty of time to talk with him about his services.
  
• Gather 4-6 colleagues over lunch, share your ideal clients profiles and use your bench strength to gather referrals and new business opportunities.
• Brochures in the supply room? Boxes of business cards in your desk? They aren't generating business where they sit - be proactive in your distribution of marketing materials.
• Crystallize your ideal client profile (email me if you'd like an exercise to help with the crystallizing) and categorize your clients into 3 groups: (1) ideal, (2) OK but not perfect and (3) fire at once. Cultivate more ideal clients, give your not perfect clients more love and attention so they have the opportunity to step up to being ideal, and fire the rest (counterintuitive, I know ... you'll be making room for more of what you want).
• Network like a mad fool - and do it with intention and lots of strategy. Don't go anywhere without (a) being clear who else is going to be there and (b) having a plan for following up and creating rich relationships.

Now is the time to take advantage of all the hard-times talk, thrive through this time and position yourself for the future. Go for it!

STMA 100-Day Group Coaching

14 Weeks of Intensive Group Business Coaching with the Short-Term Massive Action (STMA) 100-Day Action Program Business Coach that will change your business forever!

STMA™ - Short-Term Massive Action Group Coaching Your 100-Day Action Coaching Program for Accelerated Success

Have you wondered what it would take to jump-start your business and take it to a whole new level? Perhaps you are struggling with the basic challenges every business owner and service professional faces – procrastination, time management, disorganization, people “problems”, executing strategic plans (or even creating them!), balancing personal and professional life -- and there are, of course, many others.

For a select group of individuals, I have created the STMA™ (Short-Term Massive Action) 100-Day Action Coaching Program for Accelerated Success to help you get – and stay – on track! This Program is for anyone who wants to jump-start or keep their momentum, and create success in every area of their life faster and easier than ever before, and is excited at the prospect of having the benefits of their own personal mastermind group as an added bonus!

I know this Program works because it is one that I’ve used personally - in addition, there are over 250 graduates of this program, many who have completed more than 5 consecutive 100-day programs.

The STMA™ Group Coaching 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.
2. Step up your level of intensity, intention, attention to detail and sense of urgency.
3. Stay on task and accountable, moving toward your goals and objectives.
4. Make business development a priority, identifying activities that bear short and long-term fruit.
5. Work smarter, not harder. You will work less, yet create better results.
6. Create unstoppable momentum, more life balance, more business and more money than ever before (and you ever thought possible!).
7. Begin to master skills that will upgrade the way you run your business now and in the future.
8. Maintain integrity, balance and fulfillment.
9. Network with the brightest minds in the business world – your fellow STMA™ participants!

Here’s how it works:
1. You receive your STMA™ 100-Day Program Manual. You will have the opportunity to answer the Point A questions and create your 100-Day Action Plan. You will have a pre-start call with your coach and fellow group members.
2. Day 1 of 100 – First call, review of goals and desired outcomes, including your 100-Day Action Plan.
3. 6 Calls scheduled over the course of 100 Days. Prior to these calls, you will have the opportunity to complete your Coaching Call Maximizer.
Call content:
Session 2: Getting Organized & Effective Time Maximization
Session 3: Intentional Strategic Marketing
Session 4: People* Management (Family, Friends, Co-workers & Clients)
Session 5: Identifying & Magnetizing Your Ideal Clients and Strategic Partners
Session 6: Consistent, Effective & Efficient Marketing
Session 7: Keeping the Momentum

4. Day 100 of 100 Celebration Call. You will identify your progress to your original vision, goals and purpose.
5. Post-STMA Review Call – a comprehensive review of the past 100 Days. You will have the opportunity to assess and evaluate your progress over the course of the Program and set yourself up for future success.
6. You will have the option to begin another STMA™ 100-Day Group Program, step up to Private Coaching, have “a la carte” (when you need it) coaching, or take a break from coaching.

Additionally, you will have the option to submit a Weekly Progress Sheet on Fridays or over each weekend for review and additional support.

Ready to get started? Questions? Reach out to me at 702.353.5100 at your earliest convenience.

Look forward to hearing you on the call!

Honorée
Inspiration * Motivation * Transformation

Strategic Marketing

Who's thriving in this market? The folks who strategically market their goods and services consistently and intentionally. Where do you find an abundance of clients - no matter what the economy is doing? Here is where you most likely can find the low-hanging fruit:

• Clients. The people you have served in the past or are serving currently. Staying in touch regularly is wise - touching base just to say 'hi' is enough. Do your current clients utilize all facets of what you have to offer? Do they have all of their business with you? If not, Go for No! by asking for the additional business.
  
• Internal Marketing. Unless you're a sole practitioner, you have colleagues who may or may not have an accurate view of your skill set, abilities and available services. Just dipping into the Rolodexes of your partners, co-workers and colleagues should yield enough business to keep you busy for quite some time. Schedule lunches, cocktails, dinners and social events to create the friendships that will yield more business.
• External Marketing. Have you identified 10-12-15 strategic partners - those who have your same target market yet are not in competition with you? When one of my clients, friends, or colleagues need a product or service, I can almost always reach into my network and connect them with a friend who can help them immediately - and who will take great care of them because of the introduction. In order to thrive, you simply must be in constant contact with other business professionals. As the great book by Harvey Mackay says: Dig your well before you're thirsty.

I will admit it seems quite boring to be consistent in your marketing - and the results are anything but boring. The great news is that very few people actually do it - so just by showing up and continuing to show up, you will set yourself apart from your competition. And that's exactly what this type of market calls for ...