When John Steinbeck took his famous trip across the US he occasionally met someone who noticed his New York license plates. The dialogue, he reported in Travels with Charlie, usually went something like this:

Local man:  ”New York, huh.”

JS: “Yep.”

Local man: “I was there in nineteen thirty-eight– or was it thirty-nine? Alice, was it thirty-eight or thirty-nine we went to New York?”

Alice:  ”It was thirty-six. I remember because it was the year Alfred died.”

Local man: “Anyway, I hated it.  Wouldn’t live there if you paid me.”

Well, I love New York.  Manhattan, that is.  The energy.  The architecture and the buildings. The parks, large and small.  And yes, even the subways.  (Maybe because I don’t need to take them every day.)

As you may know, I just came back from a week + in New York during which I got to meet some clients, customers and subscribers for the first time.

I organized a handful of 1-1 and small group meetings at Barnes and Noble Union Square, my old favorite hideout, Starbucks, Nat Sherman and various cafes and restaurants.

Some of the wonderful people I got to meet included:

Brij Singh, a former global manager of technology for Pepsi, and his wife Jesse.

Charlie Green, co-author with David Maister of “The Trusted Advisor,” and his friend Mark Hurwich, a talented coach and consultant.

Pat Lefler, a former marine and now a pricing strategist whose manifesto is currently featured on ChangeThis.com

Ray Schmitz, founder of LeadPlace an interesting startup in the real estate industry.

Tom Dawson, a real estate agent operating in Manhattan rental market – an unusually tricky market, as I learned.

Eugene Farber, a content marketing expert and recent arrival to NY from… somwhere else.

Matthew Stillman, a fascinating guy.  Every Friday he sets up a card table and two chairs in Union Square with a sign that says “Creative Approaches to What You Have Been Thinking About – Pay What You Like or Take What You Need.”  As you can imagine, he’s got lots of good stories.

Bill Silverman, a talented business coach from New Jersey.

Will Schatz, who’s running his family’s 50 year old real estate business over in Westchester..

Joe Carvelli from Retail Ingenuity, who helps retailers earn more with less inventory.

Eugene Nayvelt, smart and ambitious, from the GiveMeService small business network in New Jersey.

Tom Zeeb, who teaches people how to replace their income with real estate investing.  Tom and I met after more than a year of working over Skype. We each expected the other to be taller.

From the many conversations, I noticed again and again that there’s one question you must answer – or you’ll never have a simple marketing system that brings you a consistent flow of great clients.

Those who had the answer clear, were doing better.  The others, more of a struggle.  Because this question is so fundamental, that it influences and guides everything else you do.

If your answer is clear, your tactical steps will draw your ideal clients towards you.  If murky, you’ll be stuck, frustrated and going in circles.

What is that question?  It’s this:

What problem do you help solve?

A deceptively simple question.  Easy to ask, hard to answer.

In my two main coaching programs “12 Weeks to A Consistent Flow of Clients” and the “Plenty of Customers” group program, we spend a lot of time to answer this question – and a few others – very clearly.

If you already have some clients, but you know you should be doing much better; you know you should be able to add $100,000 or more to your income in the coming 12 months, then apply now for one of the free “Consistent Flow of Customers” strategy sessions I’ll be giving away this month.

Apply here:  http://dovgordon.net/freesession

Looking forward,

Dov

Over the past few weeks, we’ve talked about some very real problems that fester in almost every small business.

Don’t set big goals. Big goals keep you small.

I know that’s not what you hear from many, but here at the Alchemist Entrepreneur we’ve learned that the herd is usually wrong. And every now and then they run themselves off a cliff.

Also, we’re practical. And big goals don’t work. Even when clothed in charming corpora-babble and called a BHAG – big goals keep you where you are.

For years I followed the classic advice and set big goals. And it was during those same years that I found myself spinning my wheels. And whenever someone shares their really big goal with enthusiasm and faith – I know the wine in their cask has some maturation to go through.

What does help you move fast in the direction you want is a little secret prescription called “Rapid Growth Through the Optimization of Greed.”

Sounds sinister, I know. But that’s because most people assume that greed is evil.

But is it?

The ancient Jewish sages observed that “He who has 100 wants 200.”

That’s brilliant because in one simple statement they’ve described the reality of human nature and also prescribed a process for growth.

They didn’t say “He who has 100 wants 1,000,000.”   That would simply be stating the obvious: People want more.

They also didn’t say “He who has 100 wants 110.” That would have lacked the powerful prescription I’m about to spell out for you.

We humans are wired to want more. To be more. To create more. Wanting more is neither good nor bad. It is what you make of it.

Who doesn’t want to win the lottery? Instant riches. The ability to do what you want. When you want. With people you love and care about.

We imagine that more is always better. But the statistics of lottery winners and those who inherit sudden wealth are pretty grim.

More money is only better when anchored to more maturity.

Why big goals don’t work.

Big goals don’t work because you don’t really believe you can achieve them. And so our Tragic Hero says “I’m going to earn a million dollars this year.”  But it is so far out, that he doesn’t have a clue how to make it happen.

A goal without a simple, clear-cut plan, a process, for its achievement is a mere fantasy.

And “fantasy goals” take a very tangible toll.

Since he doesn’t really know what to do, and lacks the true belief that he can achieve it, he’s afraid to act. This non-action (busyness is not action) erodes his self confidence. Which further increases his fear. So he doesn’t invest in himself and in his ideas. He says “When I get results, then I’ll invest.” But the way of the world is “When you sow, you’ll have something to reap.”

Without the guidance of a mentor and without the requisite tools, nor a clear plan for how to get to the 1,000,000, our Tragic Hero stays stuck.

He starts with 100. And he remains with 100. Such is the fate of “He who has 100 and wants 1,000,000.”

The secret prescription for Rapid Growth Through the Optimization of Greed:

Now let’s look at our Triumphant Hero – the person who has 100. And all he wants is 200.

He honestly knows it’s attainable. He also may not know exactly how. But he knows that if he commits to it fully, eventually, he’ll figure it out.

He’ll seek out and hire mentor. He’ll invest in training. He’ll make sure he has the tools – the ingredients to bake a 200 cake.

Sure, he is afraid. But fear is part of growth. And it’s a different fear. He acts in the face of this fear. He builds a real plan. And every step he implements builds his confidence.

Pretty soon he’s at 200. He’s grown. He’s more mature, too.

And here’s the magic – now he wants 400!

Our Triumphant Hero repeats the process. And before long, he’s at 1,000,000.

And that’s the Secret Prescription for Rapid Growth Through the Optimization of Greed.

Be careful who you share this with. Most won’t understand. They’re looking for something flashy and this sure ain’t flashy.

But if you ‘got’ what I’m sharing, hold it tight and live it. And as you ascend from 200 to 400, and from 1600 to 3600, you’ll attract other Triumphant Heros who are earlier in their journey. And they’ll be grateful for your wisdom.

—-

So, what do you think?  Please share below.

You know that end of the day ache – where you look at the time, shake your head and mutter “Geez, the day’s gone. And I hardly got anything done!”

Ever feel that way after a week? A month?

Ain’t a good feeling. I used to feel it all the time.

Comment below and tell me if you disagree, but it seems to me that for small business folks, the single biggest time waster is… all the little decisions you need to make each and every day.

Should I go to that networking event? What should it say on my business cards? Do I need a new website? Is it important for me to be active on Facebook? Where should I invest in my personal development? Is this prospect worth my time? Should I place this ad? Oh, I need to make that call. I’ll make it as soon as I answer this email…

Flit from one thing to the next, and pretty soon the day, week and then the month is gone. And you feel that ache because you’re working hard, but it’s not adding up.

And you know what’s worse? When you treat that ache with a time management rub-down. That’s like madly pressing reset, when the darn thing ain’t plugged in. Time management only helps if you’re priorities are clear. If you’re flitting, you’re priorities are confused.

If this is your problem, the only real answer is your very own marketing and selling system. A process you build that brings you a consistent, predictable flow of new clients.

I don’t know if you ever thought about it, but consider this: As you build a system, you’re deciding what your priorities will be. And since your system is something you’ll be doing again and again, you make that decision ONCE and it serves you for YEARS.

The best part about this is that you no longer feel dragooned by the marketing plumbers and colorful but hollow method-specific experts, all telling you to do something else.  Because you’re own system will be proving them wrong every day.

It’s nice to be one of the knowing.  You roll your eyes – and get back to what actually works.  Sadly, you can’t convince the marketing plumbers and their rabid fans.  You can only serve as an example, and those who’ve been seeking will soon come to learn what you’ve learned.

But I digress…

And so, let’s face it.  If you’re working hard and it’s not adding up, then:

you owe it to yourself to take get a copy of

“How to Systematically and Consistently Attract First-Rate Customers.”

Today – and through Thursday, April 19th, you can save $50 when you purchase the Platinum option and use this coupon code: AprilSave50

I’m so confident that this Manual will open your eyes and bring you clients like nothing you’ve seen before, that if you buy it and do the exercises, and you’re disappointed, I’ll not only refund your money – I’ll add an extra $100.   Read the details here.

Plus – when you order today, email me and request the following two additional bonuses:

Get your copy of Platinum version and I’ll send you the following two recordings – free:

Bonus # 1: ”How to Elegantly Control Your Next Sales Conversation”

This was a teleseminar I did near the end of 2011. You can’t buy it.  But you get it free when you get a copy of the Manual.  But only today and through April 19th.

Bonus # 2: Advanced Training on the sales conversation. This is a recording of a private coaching session I did with a 1-1 client. It turned out to be an advanced training on the sales conversation. And my client gave me permission to share it with my other clients and customers.

Order now and I’ll send you these two recordings as well. In addition to everything you’ll read about here on the sales page.

This bonus package expires with the coupon code on April 19th, 2012.

A grab-bag of good ideas will never be as valuable to you as a simple process.

Not 1 in 100 understand what I just said. So pay close attention to this story:

A $20,000,000 manufacturing company needed a new strategy. They coughed up many tens of thousands of dollars to an international consulting firm and waited.

The Consultants rolled up their sleeves and got to work. They interviewed suppliers, employees and customers. They watched. Asked questions. And scribbled notes.

After three months, the big day had arrived. Time to deliver their “strategy.” And this they did, in the form of a 52 page book.

The CEO looked at it and shook his head. “We can’t use this,” he concluded. “All they did was take all the ideas we already had and put them in a book!”

(It’s almost certainly the corporate consultants – not the street-smart solo guys – who are responsible for that famous joke about a consultant taking your watch to tell you the time.)

The “strategy” was a collection of good ideas. Things they could do. But listen carefully. The company didn’t need any more good ideas. They needed help choosing a very few of good ideas to implement!

It worked out OK in the end. The CEO found me and for tens of thousands more, I walked them through a process that actually helped them make a decision.

Notice the difference: I walked them through a PROCESS that helped them make a few important DECISIONS. They then knew exactly what to DO without being distracted by second guessing and shiny objects.

And all this was etched out in just seven pages.

Yes, a simple seven page process was far more valuable than 52 pages of good ideas.

If you’re good at what you do, but struggle to create a consistent flow of clients, then I bet your problem is the same.

Too many good ideas, no simple process.

It’s all them marketing plumbers out there waving their favorite shiny object at you. Each uses up more of your time and takes you in another direction. And many are actually good ideas.

BUT too many good ideas keep you going in circles. You don’t need more good ideas. You need a process. A process that helps you decide what few things you really should be doing.  So you can get to work and do them well.

Now, if you really ‘get’ what I’m saying here, that’s excellent.

But if you’re even a little unclear, go listen (or relisten) to my most popular free teleseminar: “The 5 Steps to A Consistent Flow of Clients.”

You can get it here for free.

After you’ve listened you’ll understand what a marketing process really is. And how to start building yours.

After you’ve listened, post a comment below and tell me what you think.

Dov Gordon

A tale of two women entrepreneurs.  Both bought “How to Systematically and Consistently Attract First-Rate Customer” – also called “The Manual.” (save $50 on the Platinum version TODAY with this coupon code: AprilSave50  Expires April 19th, 2012.)

The first who we’ll call “Sue” recently emailed me saying “As anticipated, not only have I not completed the exercises in your Manual, but also I have not managed to find time to go into the Oasis Forums at all…”

From previous conversations, I know she’s busy with admin, inventory, bookkeeping and shot-in-the-dark marketing tactics.  Too busy to make ten minutes to look around the Oasis and learn from the great discussions there.  Too busy to make ten minutes to write some quick answers to the first exercise the The Manual.

The second woman is Rifka Lebowitz, a financial planner.  A year ago she bought “How to Systematically…” and made time to read it, do the exercises and post her work to the Oasis Forums for feedback and help.  She joined the live bonus Q&A calls I do for Oasis members.  And then she had a baby and disappeared.  From time to time I wondered what ever happened to her.

Last week I saw her at the bank.

“I really need to thank you,” she said.  ”Because of your Manual, my business has completely turned around.”

“Really?  Tell me more!”

“I implemented some – not everything in  your book.  And I would have done better if I had implemented everything.  But even the few things I did implement made a huge difference.  And my business has really taken off to a point where I am where I want to be!

“In the Oasis you said to me ‘Well, if you help people with money, why don’t you help businesses?’  And I said ‘I don’t know…’  I didn’t think I wanted to.  But then I decided to go with businesses.  And as soon as I made the decision, a few of them literally fell in my lap.  But I had done all the work from the Manual focused around businesses…”

“My conversion rate of prospects to clients is much higher than it was because of what I learned about how to lead the sales conversation.  And the business clients can afford to pay me what I want to be paid.”

“As a mother, I’m working very part time, not even half time, and it’s going really, really well.”

*

“Sue,” on the other hand, is waiting for clients to fall into her lap.  Then she expects to have time to do the work.  Rifka made a few minutes to do the work, and now she has clients “falling into her lap.”

What about you?

Look around.  There are millions and millions of people who are essentially saying “I’m too busy.  When my clients come, then I’ll have time to build a marketing and selling system.”  Laughable.

But then there are a few who really want the Lifestyle of Options, as Tom Zeeb calls it.  Rifka is one of them.  People like her jump at the opportunity to get the help they need to build their consistent flow of clients.  And then the clients “fall into their laps.”

If you’re like Rifka – and willing to put in a bit of work to get what you want – go today and get your copy of “How to Systematically and Consistently Attract First-Rate Customers.”

Use this coupon code to take $50 off.  Expires April 19th, 2012.   Code:   AprilSave50

Special Bonus if you order today: 

Get your copy of Platinum version and I’ll send you the following two recordings – free:

Bonus # 1:  ”How to Elegantly Control Your Next Sales Conversation”  

This was a teleseminar I did near the end of 2011.  You can’t buy it.  But you get it free when you get a copy of  the Manual.  It’s material that I share in this seminar that helped Rifka enroll more of her prospects as clients.

Bonus # 2:  Advanced Training on the sales conversation.  This is a recording of a private coaching session I did with a 1-1 client.  It turned out to be an advanced training on the sales conversation.  And my client gave me permission to share it with my other clients and customers.

Order now and I’ll send you these two recordings as well.  In addition to everything you’ll read about on the sales page.

Here’s an overview of what you’ll get.  Click to read and order.

Your ideal clients are drawn to you when you are calm, clear and confident. When they see that you’re not winging it.  And not hungry for a sale.

They see you know what you’re doing. That what you sell is the result of experience and thought. And that they can put it to their advantage.

But what if you need more confidence?  What’s the quickest, surest way to become calm, clear and confident?

You must always know your top priorities.

If you wake up in the morning and you don’t know exactly what you should do that day, you’ll be reacting. Responding. Second guessing. Flitting from one thing to the next.

And when your day is over you’ll marvel, with disappointment and anxiety about how little you got done.

Time management is not the answer. Time management assumes you know what your priorities should be.  But most people don’t.

When your priorities are clear, you feel and exude confidence because you’re working hard on the few things that really move you forward.  And your confidence grows.

And that’s why you should get a copy of my program on “How to Systematically and Consistently Attract First Rate Customers.” (The “Manual” for short.)

Imagine what your day will be like once you’re using it:

You wake up and you know exactly what to do when.  And clients result!

How?  Because you have about two dozen simple fill-in-the-blank-exercises. And when they’re all filled in, you have a simple system that brings you a steady, consistent, predictable flow of your ideal clients.

You would do the first worksheet. Then you’d post your work to my private Oasis forums. I would then review your work. Give you feedback and make sure you know exactly what your next step should be.

The you’d get on the free QA call each month, the one exclusively for Oasis members. I and other smart entrepreneurs working the same program, will answer your questions and make sure you always know your most valuable next steps.

Nothing can be that easy, can it?

‘Course not. You need to do some work!  But you’re already working hard. It’s just feels scattered because you’re not really sure about what your marketing priorities need to be!

The Manual will change all that for you.

The people you know who exude confidence are the people whose priorities are clear. And the best clients are attracted to confidence.

Get yours here:  http://dovgordon.net/am/aaa-sales-system.php

It’s fully guaranteed.  Take it for a test drive.

Any questions?  Comments?  Use the form below.

Dov Gordon

Yesterday, on a Q&A call for my private coaching clients, one member, “Frank,” mentioned that he’d finally began using an email marketing system.

“That’s great,” I said. “But is that the critical 10% for you at this time?”

In the world of the Alchemist Entrepreneur, we strike at the roots where everyone is hacking at the leaves. We focus intensely on the few things that will give you a big result, fastest.

Now, Frank is still testing his message with his market. He still needs to have more one-on-one conversations with the people he wants as clients. After he’s made more sales face-to-face, he’ll be ready to systematize and automate his marketing.

Our brains, and the world around us, are wired to confuse us. To fog up our lenses so we take one wrong turn after another. To get us working hard on everything besides the critical 10% that makes you look brilliant 90% of the time.

This is why it’s so important to work with a mentor and to be part of a community of people on a similar path to your own.

Look back at your week so far. Have you been working hard, with focus, on the critical 10% that rapidly brings you more clients, income and life choice? Or, do you need a bit of help?

Early next week you’ll have the opportunity to apply for one of the approximately five free “Consistent Flow of Customers” strategy sessions that I’ll be offering in March. Watch your inbox for details.

Oh, and I’d love to hear your reactions to this in the comment section below.

Dov Gordon

Joel, a friend with an office down the hall, just came back from New York. He’s from London, lives in Israel and this was his first time in the Big Apple. He went with his wife and their three year old.

As they emerged from Penn Station onto a crowded Manhattan sidewalk, their little boy’s eyes opened wide with wonder. Those buildings. They’re so TALL!  He’d never seen anything like it.

Even Joel was amazed. “It’s just like in the movies,” he said. “Ambulance sirens. Really tall buildings and lots and lots of people.”

But those of us who grew up there – we’ve lost that sense of wonder, if we ever had it.

And that’s the way life is. What gets you excited at three brings on a yawn at seven. And what’s fascinating at seven is borrrrrring at ten.

We’ve conquered those worlds. Time for new terrain.

It’s also true about fear. What scared you at three doesn’t scare you today.

If you were scared of the dark, one day you found yourself in that dark room and realized that there was nothing to be afraid of. Or maybe you were terrified of your bike. But when you finally got the balancing thing worked out, suddenly you could go far fast. That opened up a world of possibility, didn’t it?

Overcoming fear frees you up to experience new wonders. Which sets you up for new fears to overcome – so you can experience new wonders.

THAT is living: Doing what scares you until it no longer does. And then using that new-found freedom to experience a new wonder.

As an entrepreneur, you have this opportunity more-so than your employed friends and family. They’re bound and restricted by bosses and mindless corporate “this-is-how-we-do-it-here’s.”

Today, a single fear that, more than any other, is keeping you stuck. What it is? Make up your mind to over come it because that’s the only way to experience that new sense of wonder, amazement and thrill that means you’re alive.

You’re as free as you make up your mind to be. Your life will be as rich as the fears you overcome and the wonders you experience.

—

If you liked this, please share it with your friends on Facebook and Twitter.   And I’d love to hear your opinion in a comment below.

Dov Gordon