You, Inc. How To Attract Amazing Success Into Your Life And Business  AUTHOR:  John McGrath PUBLISHER:  LeadsPress  DATE O...
<ul><li>It’s an exciting time for business people. There have never been so many opportunities in the world of business as...
I.  Building A Foundation For Success Change Yourself If you find yourself underperforming in any or all of these areas, y...
I.  Building A Foundation For Success To succeed in life and business, you need a solid foundation for success. This means...
I.  Building A Foundation For Success Change Yourself If you find yourself underperforming in any or all of these areas, y...
<ul><li>Nine Strategies To Move Ahead Fast </li></ul><ul><ul><li>Be totally clear about what you want  </li></ul></ul><ul>...
II. You + Business <ul><li>The Five Worst Business Mistakes And How To Avoid Them </li></ul><ul><ul><li>Lack of clarity – ...
II. You + Business The Essential Mechanics Of Any World-Class Business Here are a few tips to get you started on building ...
II. You + Business <ul><li>B. Top Ten Time Management Strategies </li></ul><ul><li>Live your life in day-tight compartment...
II. You + Business <ul><li>Master the one-minute telephone call.  Most businesspeople spend the majority of their time on ...
II. You + Business C. Create The Right Structures and Systems This means putting the right people in the right places, and...
II. You + Business <ul><li>Ten Strategies To Turbocharge Your Business </li></ul><ul><li>See more qualified customers face...
II. You + Business <ul><li>Get aligned.   This means finding a common cause that everyone in the team could commit to. Thi...
<ul><ul><li>Your balance sheet at the end of the year depends on the quality and performance of management and leadership ...
<ul><ul><li>Avoid “Us Versus Them” </li></ul></ul><ul><ul><li>Watch out that arrogance, materialism or inequality does not...
<ul><ul><li>Recruit A World-Class Team </li></ul></ul><ul><ul><li>They always say that good people are hard to find, but t...
<ul><ul><li>Leading and Keeping A World-Class Team </li></ul></ul><ul><ul><li>The success or failure of a business usually...
<ul><ul><li>You can assemble a great team, but to keep it, you need to ensure that they feel fulfilled in the work they do...
<ul><ul><li>Getting Great Salespeople </li></ul></ul><ul><ul><li>Good salespeople have energy and passion, because selling...
<ul><ul><li>Recognize The Importance Of Prospecting </li></ul></ul><ul><ul><li>Good prospectors know that the phone is the...
<ul><ul><li>Six Major Sales Mistakes </li></ul></ul><ul><ul><li>You also need to avoid the following: </li></ul></ul><ul><...
<ul><ul><li>Overcoming Customers’ Fears and Objections </li></ul></ul><ul><ul><li>Customers often need emotional and intel...
BusinessSummaries.com is a business book Summaries service.  Every week, it sends out to subscribers a 9- to 12-page summa...
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You Inc

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You Inc

  1. 2. You, Inc. How To Attract Amazing Success Into Your Life And Business AUTHOR: John McGrath PUBLISHER: LeadsPress DATE OF PUBLICATION: 2006 NUMBER OF PAGES: 252 pages
  2. 3. <ul><li>It’s an exciting time for business people. There have never been so many opportunities in the world of business as there are today. We can all achieve more than ever before and in a much shorter timeframe than we previously could have imagined. </li></ul><ul><li>“ You Inc.” by John McGrath shows you how you can take advantage of these opportunities by creating the business of your dreams. This book offers major strategies and practical, easy-to-do tips on how to turn your current business – into a world-class success. </li></ul>THE BIG IDEA
  3. 4. I. Building A Foundation For Success Change Yourself If you find yourself underperforming in any or all of these areas, you need to realize that you can change, and quickly. Rapid change is possible. You can turn yourself around a lot quicker than you think. All it takes is an attitude change. Let go of all the negative self belief and doubt that tell you “you can’t do it.” Ask yourself what it is that holds you back and let go of it. Define Success For Yourself Define what success means for you. You can’t get there if you don’t know where you are going. Look at the various areas of your life – family, relationships, career, business, health, personal development and finances – and think about what you expect for yourself in these areas.
  4. 5. I. Building A Foundation For Success To succeed in life and business, you need a solid foundation for success. This means cultivating a positive attitude, letting go of self doubt, taking care of your health, setting your goals, finding your passion, and doing the hard, persistent work to change and get ahead. Anyone Can Succeed The biggest obstacle to achieving success is your own negative self-belief. So the first foundation of success is to believe that you can, and deserve, to succeed. Dare to dream and take risks. If you don’t, you may never experience positive change in your life. Think positive thoughts at every moment. Define Success For Yourself Define what success means for you. You can’t get there if you don’t know where you are going. Look at the various areas of your life – family, relationships, career, business, health, personal development and finances – and think about what you expect for yourself in these areas.
  5. 6. I. Building A Foundation For Success Change Yourself If you find yourself underperforming in any or all of these areas, you need to realize that you can change, and quickly. Rapid change is possible. You can turn yourself around a lot quicker than you think. All it takes is an attitude change. Let go of all the negative self belief and doubt that tell you “you can’t do it.” Ask yourself what it is that holds you back and let go of it. Analyze yourself honestly Find out what you need to change within yourself to make yourself fit for success and do it. This includes managing your health. You need to manage your food intake, exercise regularly, get the right amount of sleep, manage your stress, and maintain balance in your life.
  6. 7. <ul><li>Nine Strategies To Move Ahead Fast </li></ul><ul><ul><li>Be totally clear about what you want </li></ul></ul><ul><ul><li>Know that anything is possible </li></ul></ul><ul><ul><li>Surround yourself with great people and BIG thinkers </li></ul></ul><ul><ul><li>Always do what you promise to do </li></ul></ul><ul><ul><li>Set high standards for yourself and others and don’t accept anything else </li></ul></ul><ul><ul><li>Focus on what matters and what you can control </li></ul></ul><ul><ul><li>Put in place systems that deliver every time </li></ul></ul><ul><ul><li>Take action now – momentum leads to greatness </li></ul></ul><ul><ul><li>Keep doing whatever it takes until you achieve your outcome – this entails passion, energy and persistence </li></ul></ul>I. Building A Foundation For Success
  7. 8. II. You + Business <ul><li>The Five Worst Business Mistakes And How To Avoid Them </li></ul><ul><ul><li>Lack of clarity – or not knowing where you’re headed </li></ul></ul><ul><ul><li>Fighting fires rather than building firebreaks - or getting mired in the details instead of putting systems that do the work so you can concentrate on the big picture </li></ul></ul><ul><ul><li>No plan </li></ul></ul><ul><ul><li>No accountability </li></ul></ul><ul><ul><li>Poor time management </li></ul></ul><ul><li>How do you avoid these mistakes? Be clear about what you want to achieve for your business, design a business plan, ensure accountability, and manage your time well. The key to a good business plan is brevity, so make sure your business plan is short and to the point, can be easily understood by the rest of your team, something that can fit into a powerpoint slide and can be easily learned by heart. Put in place mechanisms that would hold people accountable. </li></ul>
  8. 9. II. You + Business The Essential Mechanics Of Any World-Class Business Here are a few tips to get you started on building your business, putting systems in place, and starting operations. A. Invest in advance of growth This means setting your goals or imagining where you want your business to be, and then backtracking through all of the steps you would have to take to get there. So if you want to increase your profit by 500%, you need to ask yourself: How would my business look if it were doing five times the revenue and profit? And then ask: What would the systems need to be? What technology needs to be put in place? What would the people look like? What would the energy of the office be? This means getting organized: hold key meetings to discuss your goals, create plans, projects, and to-do lists, gather and collate information, and create the systems. It’s a good idea to craft a one-page business plan for each part of your business – to make sure your plan and goal are clear and easy to read.
  9. 10. II. You + Business <ul><li>B. Top Ten Time Management Strategies </li></ul><ul><li>Live your life in day-tight compartments. this means only focus on what you have to do today. Never look beyond today, so you don’t feel overwhelmed by what you have to do for the whole week, month or year. </li></ul><ul><li>Develop a morning ritual. To get momentum early, do something positive in the first hour or two after you wake up, whether it be exercise, having breakfast, holding a morning meeting, etc. </li></ul><ul><li>Have an Ideal Week in place. Plan an ideal week so you can set time for your core activities and fit all other activities around them. </li></ul><ul><li>Super Seven outcomes each day, week and month. Create a list of top seven outcomes you want to achieve this month, week and day. </li></ul><ul><li>Chunk your tasks into 30-60 minutes bites. Break down major tasks into manageable 30-60 minute bites. </li></ul>
  10. 11. II. You + Business <ul><li>Master the one-minute telephone call. Most businesspeople spend the majority of their time on the phone so you need to become an expert at getting off the phone quickly. </li></ul><ul><li>Determine and eliminate the five most common distractions. If a coworker drops in on you 10 times a day, you need to tell him/her that it might be better to meet after work. </li></ul><ul><li>Say NO to things that are not important. This is hard, but you need to do it to be able to say YES to the things that are important to you and your business. </li></ul><ul><li>Be specific about outcomes and issues. Develop some dialogue that will help you and your team get specific about making decisions and setting goals. </li></ul><ul><li>Never leave the scene of a decision without taking action. People get paralyzed by the fear of making the wrong decision. Recognize that some of your decisions will be wrong, but it’s more dangerous not to decide at all. </li></ul>
  11. 12. II. You + Business C. Create The Right Structures and Systems This means putting the right people in the right places, and creating good systems and mechanisms for them to work. When you’ve got the right structures and systems in place, you can move from working in the business to working on the business. You have a team of people reporting to you about what’s happening in their areas, so you are free to focus on the big picture. In any business, there are three key roles – sales, marketing, and operations. Make sure you have bulletproof systems for all three. Even if you have a small business, and you’re in charge of much of the work, create an organizational chart and fill in a name for every position. Then ask yourself: If I were to build my team in the near future, what would be the key position they could that would free me up? Then maybe you could recruit someone in operations so you can work more in sales.
  12. 13. II. You + Business <ul><li>Ten Strategies To Turbocharge Your Business </li></ul><ul><li>See more qualified customers face to face. Those are people who are in the position to do business with you right now, or people who are ready to buy. </li></ul><ul><li>Send information in advance of meetings. You can drastically improve your sales if before meeting a customer you send him/her something meaningful, like an information package on your products/services. </li></ul><ul><li>Expand your Rolodex. The people you get to know, the way you treat them, and the quality of your relationships with customers, employees and suppliers, are all critical in building a business. </li></ul><ul><li>Utilize technology. Technology allows you to do an increasingly greater volume of business, so take advantage of any that will move your business forward. </li></ul><ul><li>Take more shots. The more openings you take advantage of, the more chances you get of finding something valuable. So take more risks. </li></ul>
  13. 14. II. You + Business <ul><li>Get aligned. This means finding a common cause that everyone in the team could commit to. This can happen by crafting a company vision and mission. </li></ul><ul><li>The Positive Feedback Loop. This is the loop you create when you do a great job with a customer, who spreads the word to some other people, who then come to you. If they’re satisfied, they in turn spread the word to more people, which means more sales for you. </li></ul><ul><li>Don’t let perfect get in the way of better. This means you can’t always have everything perfect, but this should stop you from making small changes to make things better right now. </li></ul><ul><li>The inspired profit mechanic. This means keeping your eye on the goal of making profits. While making your business grow, getting more customers, improving your brand, etc, always remember that the end goal is to make profit. </li></ul><ul><li>The importance of continually re-inventing your business. To be successful in business requires constant review and reinvention. Ask yourself: What should you stop doing – poor recruiting, poor service delivery, etc? </li></ul>
  14. 15. <ul><ul><li>Your balance sheet at the end of the year depends on the quality and performance of management and leadership in the business. If you’re not happy with your team, take responsibility for the situation. Ask yourself what you can do to improve it. </li></ul></ul><ul><ul><li>Set An Example </li></ul></ul><ul><ul><li>As a leader, you need to take the lead in defining the company mission and values. This is usually the statement of what you want your company to be, achieve, and do. You also have to set an example for the company’s values, which can include integrity, honesty, openness, passion, innovation or efficiency. </li></ul></ul><ul><ul><li>You are also in charge of making sure there is clarity about roles and responsibilities in the team. At the same time, you need to get the staff thinking beyond their daily work tasks to “How else can I add value to the company?” </li></ul></ul><ul><ul><li>III. You + Leadership </li></ul></ul>
  15. 16. <ul><ul><li>Avoid “Us Versus Them” </li></ul></ul><ul><ul><li>Watch out that arrogance, materialism or inequality does not infiltrate the management/leadership level, as this will create discord in the company, or an “us versus them” mentality between employees and management. Ensure transparency, fairness and open communication. Minimize office politics. </li></ul></ul><ul><ul><li>Create A World-Class Corporate Culture </li></ul></ul><ul><ul><li>This is the energy that a company puts out there. And as a leader, you are responsible for creating the buzz that can catalyze and cultivate a great corporate culture. For this, you need to have a high level of energy yourself. Always try to be in the best frame of mind, greet everyone, from the receptionist to senior managers the same positive way. Make an effort to get to know everyone, even if you have a big business. </li></ul></ul><ul><ul><li>If you want to improve your corporate culture, a few small tweaks can get you started. This includes giving recognition and rewards for a job well done, and doing mentoring (set up a buddy system of old and new staff, for example). </li></ul></ul><ul><ul><li>III. You + Leadership </li></ul></ul>
  16. 17. <ul><ul><li>Recruit A World-Class Team </li></ul></ul><ul><ul><li>They always say that good people are hard to find, but the truth is, you get as many good people as you deserve. </li></ul></ul><ul><ul><li>First of all, you need to make the best quality recruitments. Look for these things in any potential employee: </li></ul></ul><ul><ul><ul><li>Passion – these are people with excitement, enthusiasm and energy </li></ul></ul></ul><ul><ul><ul><li>Determination – these are people who can face challenges </li></ul></ul></ul><ul><ul><ul><li>Flexibility – these are people with an ability to adapt to change </li></ul></ul></ul><ul><ul><ul><li>Ambition – these are people who want to get ahead, but don’t mistake it for arrogance or one-upmanship. </li></ul></ul></ul><ul><ul><ul><li>Balance – these are people who are prepared to work hard, but also have a life outside of work </li></ul></ul></ul><ul><ul><ul><li>Integrity— these are people who uphold honesty and truthfulness </li></ul></ul></ul><ul><ul><ul><li>Clarity – these are people who know where they are going, what they want and what they expect </li></ul></ul></ul><ul><ul><ul><li>Responsibility – these are people who are able to manage themselves and their work, and won’t blame others for their mistakes. </li></ul></ul></ul><ul><ul><ul><li>Personality – these are people with a pleasing disposition </li></ul></ul></ul><ul><ul><li>III. You + Leadership </li></ul></ul>
  17. 18. <ul><ul><li>Leading and Keeping A World-Class Team </li></ul></ul><ul><ul><li>The success or failure of a business usually comes down to the behavior of an individual or small group, because the culture of a business arises from the habits of leadership. </li></ul></ul><ul><ul><li>So if you want your business to grow, you’ve got to grow. This means doing the following: </li></ul></ul><ul><ul><ul><ul><li>Get to know your people. Walk around, talk to employees, listen to what they have to say. Make sure everyone has an opportunity to talk to you face to face. </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Manage your talent. If you’re a business owner or manager, 90% of your job is talent management, because 90% of your problems and successes will come from people. This means assembling the best team possible and keeping them on board. </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Focus on three key groups: your people/staff, your customers, and your shareholders. Make sure all of these groups are engaged, excited about what they are doing (and about your company), and understand their value to the company. </li></ul></ul></ul></ul><ul><ul><li>III. You + Leadership </li></ul></ul>
  18. 19. <ul><ul><li>You can assemble a great team, but to keep it, you need to ensure that they feel fulfilled in the work they do. This means ensuring that your people continue to grow, improve their skills and live up to their potential. </li></ul></ul><ul><ul><ul><ul><li>Come up with self-assessment tools and ask the team to go through them. Self-assessment and other evaluation tools help you and your employees identify your strengths and areas for improvement, and find ways for effectively improving them. </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Be consistent in how you treat your people. Be careful not to favor others too much, even though they may be generating more revenue or doing more work. It’s important to recognize good work, but you must put in place a consistent rewards and recognition system for this. </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Give praise at random and publicly, but criticize in private. The best way to deliver criticism effectively is to sandwich it between praises. Start with a positive statement about something they’ve done or are doing well. Then ask questions around the issue; give the person a chance to bring the problem up himself/herself. </li></ul></ul></ul></ul><ul><ul><li>III. You + Leadership </li></ul></ul>
  19. 20. <ul><ul><li>Getting Great Salespeople </li></ul></ul><ul><ul><li>Good salespeople have energy and passion, because selling is really all about transferring your beliefs, passion and energy for your product/service to your customer. </li></ul></ul><ul><ul><li>Good salespeople know self-management. Because big-ticket item sales environments are not highly-supervised, your salespeople should know how to create their own systems for good time and self management. </li></ul></ul><ul><ul><li>Good salespeople today are no longer into hard-sell, because most customers don’t buy it anymore. A salesperson with a consultative approach, one who treats customers as equals, one who listens and can customize a solution to their problems, can be more successful. </li></ul></ul><ul><ul><li>IV. You + Sales </li></ul></ul>
  20. 21. <ul><ul><li>Recognize The Importance Of Prospecting </li></ul></ul><ul><ul><li>Good prospectors know that the phone is their friend. Depending on your business, you should do one to two hours of phoning prospects every day. Create a prospecting list. Draft and rehearse a prospecting script. Make prospecting appointments. This will make you stop putting off prospecting and actually doing it. </li></ul></ul><ul><ul><li>Don’t be put off by the thought of being rejected. You need to remind yourself that the no’s you get along the way are part of the road to yes and your ultimate success. </li></ul></ul><ul><ul><li>Review Your Strategy </li></ul></ul><ul><ul><li>Always ask yourself: what worked today? What’s not right yet? Do a quick review with every sales appointment. Think about the objections the customers made that you didn’t have an appropriate response for. What could you have done differently. If you can, ask the customer if you didn’t get the sale, what was it that made them decline your offer. </li></ul></ul><ul><ul><li>IV. You + Sales </li></ul></ul>
  21. 22. <ul><ul><li>Six Major Sales Mistakes </li></ul></ul><ul><ul><li>You also need to avoid the following: </li></ul></ul><ul><ul><li>Not following through on promises made </li></ul></ul><ul><ul><li>Not keeping in touch </li></ul></ul><ul><ul><li>Not handling and resolving conflict </li></ul></ul><ul><ul><li>Not setting and managing expectations </li></ul></ul><ul><ul><li>crisis management versus time management </li></ul></ul><ul><ul><li>blaming and excuses </li></ul></ul><ul><ul><li>The Last Three Feet: Making A Great First Impression </li></ul></ul><ul><ul><li>Usually, you make an appointment to see a prospective customer, wait in line to see them, until they find the time to see you. Those last three feet you walk from the time they see you and you get to share their hand are crucial. </li></ul></ul><ul><ul><li>You need to make sure you give the best impression. Don’t look messy and disorganized. Don’t be tired. Don’t smell of alcohol or garlic. And don’t blow it. You’ve got to make immediate impact, create immediate rapport, and get straight to the issue. </li></ul></ul><ul><ul><li>IV. You + Sales </li></ul></ul>
  22. 23. <ul><ul><li>Overcoming Customers’ Fears and Objections </li></ul></ul><ul><ul><li>Customers often need emotional and intellectual support when making decisions. You need to help them get over the fear of making the wrong decision, as well as their doubts about your product/service. </li></ul></ul><ul><ul><li>One great way you can provide this support and overcome objections and fears of customers is giving list of all your previous clients with phone numbers to potential customers and tell them they can call anyone if they have questions or doubts about you or your product/service. </li></ul></ul><ul><ul><li>IV. You + Sales </li></ul></ul>
  23. 24. BusinessSummaries.com is a business book Summaries service. Every week, it sends out to subscribers a 9- to 12-page summary of a best-selling business book chosen from among the hundreds of books printed out in the United States. For more information, please go to http://www.bizsum.com. ABOUT BUSINESSSUMMARIES

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