Now Is The Time To Do It Differently
“Help! – I Can’t Get Out Of The Box I Put Myself In!”

The fast food industry got the idea for drive-in windows from banks. I guess there was a McDonalds executive sitting at the bank drive-through one day who thought, “I don’t think we can fit the milkshakes in these tubes, but…” Netjets, the leader in fractional jet ownership, now owned by Warren Buffet, owes its birth to the vacation time-share industry. The microwave in your kitchen was not originally intended to go there; its original manufacturer, Litton, believed no consumer would buy it and built them only for restaurants. When was the last time you heard of Litton? What does this tell you? That successful businesses live or die by cross-industry ‘borrowing’ of ideas, that inspiration more often comes from outside the box than from within. Ordinary businesses stay ordinary, their owners eking out only ordinary incomes – and working too hard for them – as long as those owners foolishly and stubbornly, mentally stay in their own tiny backyard. Breakthroughs come from bringing fresh ideas found outside one’s own business in and applying them in new ways. You choose to limit or expand your income by the way you reject or embrace ideas found far afield from your present modus operandi and industry norms.

WE HAVE ARRANGED A SPECIAL FREE GIFT FROM DAN FOR YOU including a 2-Month Free Membership in Glazer-Kennedy Insider’s Circle, newsletters, audio CDs and more: for information and to register, visit:

www.FreeGift.com

The vast majority of ordinary businesspeople with ordinary incomes and never-ending ordinary complaints about how hard they work but how little they gain, about being unable to compete with the bigger and cheaper…have this in common: they get their hands on powerful information like that in this very publication and waste their time and energy in the non-creative activity of finding all the ways it can’t and doesn’t apply to them. Some people have such teeny, tiny, calcified, crippled imaginations they can only appreciate an example precisely matched to them – oh, that won’t work for me because her place sells pizza and I sell Chinese food, and hers is in a medium sized city and I’m in a small town, and it rains a lot where she is but it’s sunny here; you have to show me an example from a Chinese restaurant in a small town where it’s hot and dry. Fools stay stuck in the very limiting “But My Business Is Different” box, thereby negating the value of 99% of every successful strategy, example, model they see or are presented with.

Your www.FreeGift.com Is Only A Click Away!

My client list is, fortunately, chock full of people who think in very opposite ways. They get rich by finding the non-obvious opportunities. Living creatively. Adapting tried-and-true winning strategies from somewhere else to where they are. They attack each issue of my newsletter, each book I suggest to them, with yellow hi-liter and bias for action, not closed mind. They are willing, even eager to “re-imagine” their businesses while others have Bilbo Baggins’ (The Hobbit) attitude: not interested in adventures – they make you late for dinner. Space here does not permit telling you such client stories, but I’d invite you to get a peek, viewing the half-hour TV show at www.In12Months.com, free of charge.

Claim Your www.FreeGift.com Now!

One of the most successful marketing strategies of all time is called ‘gift with appointment.’ Today, it brings new patients into dentists’ offices, affluent investors to financial advisors’ seminars, new home buyers to developments and resort communities, and is in play in hundreds of fields, helping to create millions of sales appointments every week. To the best of my knowledge, it came from a woman named Estee Lauder. I wonder how many people from how many different fields ignored it for how long, because: “Nothing having to do with selling lipsticks and perfumes could possibly apply to MY business. MY business is different.”

Articles © 2009/Glazer-Kennedy Insider’s Circle LLC. All rights reserved.

Expert: Gene Kelly

Expert Interview Of The Month – Gene Kelly

Gene’s Call Reveals…

• How He Got Started In The Business And Types Of Trades Taught
• How AMS Was ‘Stumbled’ Upon
• The Best Methods Of Attracting Leads To Teleseminars
• Driving Traffic – Online vs. Offline Marketing – Or Both?
• How Effective Are Webinars/Teleseminars For Securing Orders/Sign-ups

Currently This Webinar Contains AUDIO ONLY. The Visual Webinar Portion Will Be Posted Shortly.

Our product interview this month is with Gene Kelly. Gene provides teleseminars, webinars and “at home video training” for trades such as Gunsmithing, Welding, Locksmithing, Machining and many more traditional trades.

If you haven’t been able to catch any of the 2010 Winter Olympics this year you’ve missed a good opportunity to experience the passion and dedication that these young athletes put into their sports. Through their outstanding achievements we can learn many lessons from these individuals. As business owners and entrepreneurs, we should be practicing some of the same principles top athletes use in their day to day training.

The first thing that is so evident is the passion they carry for their sport. These individuals have not only given up most of their adolescent and teen years for their sport but they go at it with a determination that is second to none. They love what they do and it is evident in how they perform. Remember back in the school days when you always got higher marks in the subjects that you loved? “Do what you love and love what you do.” This makes your job so much easier. If the business that you do is your passion you will be more successful at it.

The second thing is their commitment to the program. They train for hours every day, repeating the same “perfect practice” techniques. Have you ever heard the saying “It’s not practice that makes perfect, but perfect practice that makes perfect”.

Focus is the key. The need to be able to get out and focus when the day of competition arrives. Without focus it’s too easy to get distracted by crowds and outside activity. Don’t let your competition or the state of the economy or negativity, create a loss of focus. Without focus you will not be able to complete any one task efficiently. A young figure skater who lost her mother just 3 days before having to skate her first program credits her bronze medal win to the fact that she had to completely focus in those few minutes on the ice. She had to forget all of the great distractions around her (including the roaring crowds) for those few minutes and perform to the best of her ability what she’d trained all these years to do.

Another thing that winning athletes have is a coach and a mentor. Even athletes that are at the top of their sport employ coaches to keep them on top of their game. Someone to continually watch and fine tune what they’re doing and keep them current on what is happening in their particular sport. Having a mentor to look up to, who has accomplished great things in your particular area of expertise, helps you to strive for greatness too. As business owners we often don’t have anyone to look to for a second opinion or to ensure that we are continually practicing the right things. This is where belonging to a Mastermind group helps. Hearing what others successes and accomplishments are often buoys us up and keeps us motivated and confident that we’re moving in the right direction.

Teamwork is not only important in sport but in business as well. Building a team of like minded individuals is crucial when growing your business. Each member of your team will bring his or her own strengths and individual talents but each person should be striving to work together for the same end result. Without a team that works together you set yourself up for failure. I remember asking a very successful sales manager once how she managed to have such a great sales team. She told me that her number one hiring criteria was that the individual had to be a “team player” first. Everything else was secondary. She actually released her top sales producer because she wasn’t getting along with the other members of the team which would ultimately result in spending more time fixing personnel problems than selling. Once this person was gone, everyone else stepped up their game. The greatest hockey teams credit their success to their ability to work so effectively as a team.

One of the most important qualities that top athletes have is their commitment to excellence. In our own business we should strive for no less. In everything that we say, do and provide to our customers, it should be the best that we can give. Your clients will recognize it because the clients you want to have will be practicing it themselves in their own business. Clients will feel your passion, your dedication and your perseverance in your voice, your written communication and in what you deliver. Never deliver anything less than what you consider to be the very best!

Believe it or not, print ads are still providing a tremendous return on investment. In days of old businesses relied on the phone book and local papers to advertise. With the internet, more and more people have gone to online methods of advertising as it is generally more cost effective. But does it always work and is it reaching everyone you need it to be reaching?

Despite reports to the contrary, print advertising is not dead. Yellow Page directories and local papers are still more commonly used for local industries such as local restaurants, doctors, dentists, auto repair, lawyers, contractors etc. I know myself, I live in a small town and when my furnace broke down recently I looked for help in the yellow pages. I wanted someone local so they could get to me quickly (January in Canada without heat is not fun) and if there were additional problems, I could get them back here just as quickly. I also didn’t want to be paying unnecessary travel costs for someone to come from another town. I live in quite a remote area that doesn’t have high speed internet. Although I have satellite service because I work from home; many of our neighbours are farmers, stay at home moms or work locally in the car plant. These people generally do not have internet service in their homes and will look to the local paper or the phone book to find services they need and local businesses. This is not to say that if I were looking for a special cosmetic procedure or tooth implants or even looking for a car, that I wouldn’t want to investigate options in other communities. Often for more specialized services we lean toward wanting more options to choose from. For day to day services people tend to want to deal locally. I know I personally like to put my money back into the community by using as many local services as I can.

Online advertising and the internet is important and continually growing but it is important not to spend all of your ad dollars online. You could be missing out on a huge amount of potential customers. We always give our customers the choice of how they find us or get information from us by advertising both on and offline and then giving them the vehicle to search for the information in both ways; either a toll free hotline recorded message or a webpage. Most North American households have some kind of phone service but not everyone has a computer and/or internet connection. People often see advertisements while they’re on the road and call into them while it’s top of mind. I know several years ago I found a painter (who ended up being a general contractor and doing lots of work on my home) because he had a sign on his truck. I was looking for a local painter and there he was at a red light beside me. He not only got the job of painting my whole house but because he had the resources to do other things, he got the other general contracting jobs in my home as well. I ended up being a long time customer that calls whenever I need something around the house done. I have also recommended him to several of my friends and family members and all this because of a sign on his truck. Often people want to use a local business as well so they can get references from people that live in the area. What may work in some areas might not work in others so again it’s important not to rule out this audience.

There are still people like me that like to sit down with their morning coffee and read the paper. This gives me the opportunity to see who’s doing what in the area. I take notice of any new businesses coming into the community and often there is a story on them. I have many seniors in my family; parents, aunts, uncles that are still using the yellow pages to find all of their services (except for the odd one like my mother, who at 80 prides herself on being very internet savvy).

When placing an unbranded type of ad in a local paper, the formula for writing ads is simple. Identify the problem your ideal prospect is having. Agitate that problem by using emotionally driven descriptive examples that they can relate to and give them the solution! Always give them a way to get what they need (whether that’s free information or contacting you directly) and make sure you are using a system that can track your offline advertising efforts.

If you’re placing a branded yellow page ad, it should include things such as; details about your experience, licenses etc. It should include any logos, trademarks or brand names, guarantees, illustrations and your location. You should also make sure your information is complete such as a catchy headline, the services you provide, payment options etc. Differentiate yourself from your competitor. Again, make sure you use tracking numbers so that you know where your leads are coming from.

While there is lots of progress in the world of advertising, some things never change and you can’t completely rule out print advertising!

Many small business owners are asking why newsletters are so important. What does it mean to their business? Why is it necessary?

There are some key reasons to be sending out a monthly newsletter and why monthly newsletters have contributed to the success of many businesses.

It’s more important than ever these days with the poor economy and stiff competition to stay in front of your customers and prospects at all times and to be building trusting relationships. With a monthly newsletter, you can do this in a fun, non threatening way.

Monthly newsletters are a great way to stay in touch with your client base or to further educate prospective customers. Buying during a bad economy (especially big ticket items) can be a very emotional undertaking. The more your prospect is educated and trusts and understands how you can help them and what your company is all about, the more comfortable they will feel when choosing who they want to buy from and deal with.

You can trigger referrals by including a referral contest in your newsletter. Perhaps give away a gift certificate or a free dinner at a popular restaurant in your area. Have a quiz to see how much they know. Make it fun. Include jokes and general items of interest.

You can get more people into your business or have the opportunity to up-sell by including coupons for dollars off of their next purchase of product or a procedure. It’s a great way to introduce new services, technology and techniques.

It’s an effective tool for giving updates or changes to your business and industry in general. For example, you may be moving to a bigger location or expanding your existing location, you may have a new employee or you may be introducing workshops or seminars or, you may be having a special event. You might be teaming up with someone else of interest in your industry that complements what you do. It’s a great way to introduce other people of importance that you may be doing work with, or are being educated by, or that you’re associated with. Have an “Expert” of the month and publish one of their articles. Have a “Customer of the Month” and share their success story.

You can have a special interest story from one of your clients talking about their experience with your company and the product/service they bought. People love to hear about what’s going on in any business they are interested in and there’s always a story there to talk about.

Essentially, your customers and prospects will know what’s new in your business on a monthly basis. How often have you gone somewhere else for a service or item because you didn’t know your existing supplier had it? Think of the dollars they lost because you went somewhere else.

It will help to keep your database of contact information up to date.

Keep these things in mind when putting out a newsletter:

• Keep your audience in mind and give them information that’s pertinent to them
• Secondly, it should be educational
• Have a few good core articles, a message from you, tidbits, industry news, cartoons etc.
• Special offers should be included
• There should be a section that prompts them to refer a friend
• In today’s economy, more and more people are using their coupons. Be sure to include one.
• Keep it clean and simple and stick to your deadline (build in a cushion for unexpected delays)
• Get customer feedback. It’s important to be putting what they’re looking for in front of them.

Newsletters are one of the least expensive advertising and marketing tools. Some companies offer great inexpensive templates that you can follow or you can take a crack at it and create something unique yourself. Good luck and I hope to get a copy of your newsletter soon!

Feel The Fear and Go For It!

Many people live their lives in horrible situations because of the fear of change or fear of the unknown. They become paralyzed by it. How many people do you know that live in bad relationships, have jobs they hate or never do the things they’ve dreamed of because they’re afraid of the unknown?

Your feelings are contagious. If you’re feeling hesitant or scared, often you give off that feeling. If you’ve ever been in with a pack of dogs or seen a herd of horses; their mood is contagious. You will rarely see in a herd of horses one munching lazily on grass while the others are running around in fright. Your energy will impact others so make sure you are not letting your own fears affect others around you and keeping your business from moving forward.

Let fear take you to the next level. Let it motivate and challenge you. Harness your fear and let it work to your advantage. In this new economy many people are faced with the fear of having to start a new career or start a business. This can be daunting especially if you’ve worked for the same company for many years. The things that might be going through your mind are; what if I fail, what if I don’t make enough money, what if no one likes what I have to offer? These are all common fears that most people face but don’t let them get in your way.

Choose to think about what you have and all that you’ve accomplished in the past. All of your experiences have been there to teach you something. Surround yourself with positive, successful people and learn from them. They were all afraid at one time too. If you’re starting a new business choose what you love, take the time to investigate all of your options and educate yourself on all that starting a new business entails. We all fear the unknown. If you are as educated as you can be in your options and have prepared yourself to the best of your ability then the fear of starting something new won’t be as daunting. There are many coaches, mastermind groups and new business community groups that can help you along. Take advantage of their wisdom.

Even if you feel terrified move your feet and take that step forward. Don’t wait to feel comfortable to take action. You may be waiting a long time. Fear can be your ally or it can be your enemy. Survive your fear and keep moving forward. The many rewards of starting a new business that you’re passionate about can send your fear heading for the hills.

Expert: Michael McLean

Expert Interview Of The Month – Michael McLean

This Interview Reveals…

• How he tripled the size of his father’s small town insurance agency in just 36 months!
• How the lack of experience in this industry worked for or against him
• Some of his biggest challenges when taking on the business
• Philosophy on ‘Testing’
• What describes a typical day and where he focus’ most of his time
• An inside look at the ‘Referral Rewards’ program for Clients
• What attributes to the high closing ratio
• The recipe for staying in touch with clients and prospects
• The types of tools and systems being used to help automate some of the processes in his business
• How much attitude has to do with success in this business

Currently This Webinar Contains AUDIO ONLY. The Visual Webinar Portion Will Be Posted Shortly.

This Expert call is with Michael McLean. A Renegade Insurance Marketer; known as the ‘No BS Insurance Guy’ and President & CEO of McLean Insurance in Perth, Ontario. Join Michael as he shares his biggest challenges when getting into the business and how he overcame them, and how he’s gone on to teach others just like him how to do the same.

Expert Interview Of The Month – Jack Keeter

Interview with Jack Keeter Reveals…

• How To Become Successful in 2010
• Keys To Getting Started
• Does ‘Attitude’ Really Matter?
• Setting Attainable Goals
• What To Do To Stand Out Against Other Advisors
• How To Convert Prospects To Appointments

Currently This Webinar Contains AUDIO ONLY. The Visual Webinar Portion Will Be Posted Shortly.

This month’s Industry Expert call is with Jack Keeter. A successful Financial Advisor and President of Jack Keeter & Associates he is an expert in “thinking outside the box” when it comes to networking and prospecting strategies.

Expert Interview Of The Month – Justin Bell

Interview with Justin Bell Reveals…

• How eCommerce Can Help You In Your Business.
• Reasons & Benefits Why People Decide To Pursue An eCommerce Solution.
• Are There Industries That Favor This Solution More Than Others?
• Insight Into What Makes Our eCommerce Solution Easy-to-use & Quick To Set-up.
• Explanation On What The Process Is During The Implementation Phase
• Do You Need A Merchant Account & How Do You Arrange One?
• How Many Products Can Someone Sell On Their Account? Is There Any Limit?
• Don’t Have Anything To Market? Learn More About The Automated eCommerce Affiliate Program!

Currently This Webinar Contains AUDIO ONLY. The Visual Webinar Portion Will Be Posted Shortly.

Our product interview this month is with Justin Bell. Justin is the Director of Client Services for 1ShoppingCart. Justin has many years of experience (on both the technical, sales and service side) doing business Online and answers some of the most commonly asked questions about selling on the internet and E-commerce.

We’re always trying to capture the attention of our customers and prospects and that’s not always easy to do, but today I have GREAT NEWS…

It’s the perfect solution to coming up with OUTRAGEOUS marketing ideas that demand attention. I’ve arranged for you to receive a FREE copy of the #1 Best-Selling book written by my friend…OUTRAGEOUSLY Successful Marketing Strategist BILL GLAZER

The FREE Book it titled: OUTRAGEOUS Advertising that’s OUTRAGEOUSLY Successful…PLUS he’s giving away 3 OUTRAGEOUS Bonuses including an INSTANT download of his most OUTRAGEOUS award-winning sales letter that has been used successfully in 57 business categories and counting (I bet you could use it in your business too!)

That’s right, you read it correctly

I’ve arranged for my friend BILL GLAZER to give you a FREE copy of his #1 Best-Selling book…

You can also buy it on Amazon, but when you grab it for FREE on Bill’s website he is going to donate $2.00 for every book to the charity of your choice

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I’ve known Bill for a long time and he is known as “The King of OUTRAGEOUS Advertising” because he’s created so many OUTRAGEOUS (and outrageously successful) advertising campaigns for his own businesses and for others….Over the years, I’ve personally learned many OUTRAGEOUSLY successful marketing lessons from him.

And his NEW book is incredible…He has done something that’s NEVER been done before…He has created a book for the 99% of business owners who are dissatisfied with the results they get from their current advertising.

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• How to apply OUTRAGEOUS Advertising to ANY Business
• How OUTRAGEOUS Works Online & Offline
• The Most POWERFUL Marketing Tool (and how to use it)
• How to Harness the POWER of Testimonials
• How to use PREMIUMS to SkyRocket Response
• How to use Holidays in your Advertising
• Dozens of Really OUTRAGEOUS Real-Life Examples (that you can use right away)

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To Your Success,
Mike Kowalski

P.S. For a LIMITED TIME, my friend OUTRAGEOUSLY Successful Marketing Strategist BILL GLAZER is giving away his #1 Best-Selling book titled: OUTRAGEOUS Advertising that’s OUTRAGEOUSLY Successful for FREE….I suggest you grab your copy before he comes to his senses and removes this offer by visiting…

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