How to beat the Grinch in 2020

How do you get the Grinch to go away?
Think about where you want to go, what you want to do and write it down, advises our friend Ruth King. The simple act of writing it down will propel you to do the goals even if you don’t think about it.
A student in Ruth’s BOSS (Business Owner’s Survival School) class wrote down his 1, 3, and 5 year goals and put them away.
Years later he found the goals. To his amazement he accomplished most of them without consciously thinking about them.
3 things you want to write down:

  1. What net profit per hour do you want in 2020? In other words, for each revenue generating hour how much gross and net profit do you want? The average business is open 2,000 hours a year, closing on New Years Day, Christmas and other holidays.
  2. What sales revenue do you want to generate in those days in 2020?
  3. Are you happy? If you are, what will you do to stay happy? If not, what will you commit to so that you achieve happiness.
    If you are not happy, then as the owner, your business suffers. Happiness is a precursor to business success.
    We share such ideas in “Uncover Your Inner Sales Genius.” For a complimentary copy, email JerryBellune@yahoo.com or call us at 803-359-7633.
    Copyright 2019, The Bellune Co., Inc.

Never forget the Scouts’ motto

Were you a Scout as a kid? If so, you will remember that famous motto – “Be prepared.” It’s not just for when you were young. It’s for business and for life.
Ace copywriter John Carlton reminds us that no matter how many good customers we have, it is smart to have a few more prospects in our pipelines at all times.
A perverse habit many entrepreneurs fall into is becoming too comfortable when things are going well, Don’t close your eyes to opportunities to serve new prospects. Providence may decide to rattle your smug little cage and teach you a lesson.
That happened to us the other day. We thought we had a big ticket proposal sold and an email came days before the deadline. The prospect decided to do something else. And we had to get someone else fast to take an annual publication’s back cover.
It can happen to you. Your client gets angry, dies or is dragged off to the hoosegow with no other prospects in your pipeline.
You need a plan for when things go bad. An escape hatch. Money for rainy days.
Start with long-term goals. How do you want the next 10 years to go? Where do you want to be when it’s time to retire? How much moolah will you need?
 We share such ideas in “Maverick Entrepreneurs’ Million Dollar Strategies.”
For a $20 personally autographed copy, contact us at 803-359-7633. Get an electronic copy from Amazon by clicking here.
Copyright 2019, The Bellune Co., Inc.

Can your business pass this financial test?

Our friend Ruth King says financial statements are our scorecard. We need them on time to properly price our offers, make good decisions to earn a profit, spot minor issues and resolve them before they become major crises.
A financial statement prepared by the company’s accountant quarterly is unacceptable. Boxes of receipts delivered to our accountants at the end of the year are unacceptable. Timely, accurate financial statements on the last business day of the month help you spot and fix minor problems before they become major ones. Our long term survival depends on them.
The first thing to do with financial statements is a quick review. If something looks wrong, question it and get it right before going any further. Is income up or down from this month last year? How about payroll and other expenses? Do you know why they differ? Is this a good or bad sign?
Calculate ratios which answer:

  1. Can we pay all of our bills?
  2. Are costs too high?
  3. Do we have a collections problem?
  4. A personnel productivity problem?
  5. Are we carrying too much debt?
    Ruth’s “The Courage to be Profitable” explains each ratio in detail. It’s available on Amazon. For an autographed copy, call her at 770-729-0258.
    We share such ideas in “Maverick Entrepreneurs’ Million Dollar Strategies.”
    For a $20 personally autographed copy, contact us at 803-359-7633 or email JerryBellune@yahoo.com . For an electronic copy click here to see the book on Amazon.
    Copyright 2019, The Bellune Co., Inc.

5 questions all business owners must ask

How do you build a business that rocks?
Our friend Ruth King told us that Jim Howard who published her book, The Courage to be Profitable, asks business owners:
• What is your reason for being in business? Why are you doing this?
• What does your customer get out of it? Your reasons have to be big enough for your customer and you to care.
• What is your offer? What can you provide them that they want or need?
Their wants may be different from their needs. Many of us get what we want rather than what we need. People buy on wants and justify it with their need later.
• How do you tell them about the value of what you have to offer?
You can’t build it and they will come. You have to build it, market it and tell them why they should need or want it.
• What pain will you fix? What pleasure can you give? Without pain or a dream to motivate them, they won’t respond.
• How do you retain them as clients?
You must be loyal to them and look out for their interests if you want them to become loyal and trust you.
Long-term maintenance plans and extended warranties with multiple benefits can build their trust in you.
That’s how you build a business that rocks. We share such ideas in Maverick Entrepreneurs’ Million Dollar Strategies.
For a $20 personally autographed copy, contact us at 803-359-7633. You can get an electronic copy from Amazon by clicking here.
Copyright 2019, The Bellune Co., Inc.

How to super-charge your motivation

Do you struggle with motivation? An executive recruiter friend keeps on his desk a photo of a fire truck-red Lamborghini he wants. This is no toy. The car costs $200,000. The photo goads him to achieve his daily goals and buy the car.
He knows exactly how many calls he will have to make, how many rejections he will have to take, how many contacts he must develop and how many executives he has to place to take care of all his other costs of feeding and clothing his wife and 4 rambunctious boys … and buy the Lamborghini.
I’ll bet you any amount of money you care to wager he will do it. He is highly motivated and that Lamborghini goads him.
The workaholic rules a few of us over-achievers live by say work should be its own reward. You and I both know it’s BS.
As you enjoy more success, the risks are greater and the prizes more lavish. You must be motivated to stay on top, achieve your goals and acquire your Lamborghini.
The way to burn out is to finish a grueling project and jump on the next one.
Take a break. Go to the Bahamas. Reward yourself with something you’ve always wanted. Donate to or volunteer for a cause you really believe in.
We share such ideas in “Maverick Entrepreneurs’ Million Dollar Strategies.”
For a $20 personally autographed copy, contact us at 803-359-7633 or email JerryBellune@yahoo.com . To get an electronic version, visit Amazon by clicking here.
Next: Can you pass this test?

Copyright 2019, The Bellune Co., Inc.

Productivity: How to double your productivity

Our friend Andrea Nierenberg shared with us these ways she makes her 24 hours each day more productive:

• Awaken 10 minutes early and you’ll be surprised to discover how much time you have created through those extra minutes.
You can start a project, connect online, write a note to people in your network, catch up on important reading or exercise.
Squeeze extra productivity out of your day.

  • Ask yourself these 5 questions:
  1. How much of my time is spent with clients or people in my network?
  2. Do I confirm appointments?
  3. Is my paperwork done completely?
  4. Am I willing to meet with people at their convenience instead of mine?
  5. Do I frequently have productive coffee and lunch meetings with my network?
  • To help yourself list.
  1. All the ways you waste time and how you will stop doing them.
  2. How you can be more productive.

Time can be your best friend and worst enemy. It keeps moving, so use it wisely.
Don’t multi-task. You’ll make mistakes.
When someone meets with you, give them your undivided attention. Always ask, “How much time do we need right now?”
We share such ideas in “Maverick Entrepreneurs’ Million Dollar Strategies.”
For a $20 personally autographed copy, contact us at 803-359-7633 or email JerryBellune@yahoo.com
Copyright 2019, The Bellune Co., Inc.

The best way to gain more customers

Our friend Ruth King told us about her friend who asked for referrals for their new air conditioning system. None of the sales people asked why the friends called.
Make sure your salespeople ask how prospects heard about or who suggested you. Then thank those who referred you.
Prospects who call your company on recommendations are passive referrals.
No one in your company solicited the referral. It came because of a great job you did and your happy customer referred others to you without being prompted. These referrals prove you did a great job and the customer was happy to mention you.
Active referrals come when you ask customers for them. Many do it through social media: “If you liked our service, please review us on Google, Yelp, etc.”
Active referrals can come from incentives. By offering a gift, product or service for referrals, some customers become de facto sales people for you.
Put a statement on the bottom of your invoices that says, “We grow our company through referrals from family and friends. If we did a great job, please let them know.
“If we didn’t, please let us know.”
We share such ideas in “Maverick Entrepreneurs’ Million Dollar Strategies.”
For a $20 personally autographed copy, contact us at 803-359-7633 or email JerryBellune@yahoo.com.
Copyright 2019, The Bellune Co., Inc.

Sell by the numbers for greater profits

Houston Rockets basketball coach Mike D’Antoni is passionate about 1.16.
That’s the number of points per possession they must score to be the best offense in basketball history, Ben Cohen writes in the numbers-driven Wall Street Journal.
D’Antoni has long been known for strategies that push the boundaries of his sport.
On points per possession, he decluttered the Rockets play book. If one play produces 0.8 points and another 1.2, why run the 0.8 plays. Run the 1.2 plays every time.
D’Antoni aims to average 1.16 points per possession. Anything above 1.16, he keeps. Anything less than that is thrown out.
His obsession with 1.16 drives the most unusual strategy in the National Basketball Association and why his team has taken the pursuit of peak efficiency to an extreme. They cut out all plays that don’t work.
What if you did that with your business?
Analyze which are your most profitable products and services. Concentrate on advertising and selling them.
Which customers produce your greatest profits? Concentrate on serving them and developing products and services that meet their needs and fulfill their dreams.
We share such ideas in “Maverick Entrepreneurs’ Million Dollar Strategies.”
For a $20 personally autographed copy, contact us at katie.lexchron@gmail.com or call 803-359-7633. For an electronic copy through Amazon click here.

Master the short game of business

The “short game” of golf is where you are near the green, chip onto it and putt your ball into the hole.
We’re not just talking golf when we consider the short game. We’re talking about the game of business, life and success.
You may lead great organizations or small businesses. You may be a veteran who feels the hot breath of eager young entrepreneurs on the back of your neck.
They may be able to drive the ball farther or make more sales calls a day. But when you are close to the green, you have an edge. You have more experience and you know the value of practice.
This bit of wisdom comes from Austin, TX, Country Club pro Harvey Penick. If you are a golfer, you should be familiar with his “Little Red Book” on golf.
Harvey maintains that older golfers can excel at the short game with practice. And he recommends you do it with only one ball, just as you would in playing a game.
He says it helps sharpen your focus.
This is true in business and life, too.

  1. The more we practice what it is that we do in life, the better we become.
  2. It helps for someone like Harvey to coach and teach us good practice habits.
  3. Practice keeps us sharp and focused.
    That’s where golf and life are alike.
    We discuss such ideas in, “Maverick Entrepreneurs’ Million Dollar Strategies.”
    For a $20 personally autographed copy, contact us at 803-359-7633.
    Copyright 2019, The Bellune Co., Inc.

Avoid the No. 1 networking mistake

Most people we meet at networking events make a sad mistake. They think they’re so special they have to tell you all about themselves, what they do, etc.
This isn’t networking. It’s word-vomiting all over some poor soul who deserves better.
Our friend Andrea Nierenberg, the Networking Queen, wrote recently about how to introduce yourself at such events.
Her advice is sound. I only would add this suggestion: Make it about them. Showing your interest in other people is a sincere compliment. So few people know to do it that it sets you above the crowd.
We must seize the initiative and ask them first: “What do you do?”or “What brought you here today?” or “How might I be of help to you?” You get the idea.
It is critical that you learn about them:

  1. What line of work they are in.
  2. Why they came to this event.
  3. What you may have in common.
    Find out about their needs or wants you may help them with. That’s a plus.
    This makes an almost instant connection. Your personal interest delights them.
    You will find out if they are someone who needs what you do or can refer you something.
    When they ask, “Now tell me what you do,” you have a good idea of what to say that will build their confidence in you.
    These are the kinds of ideas you will find in “Maverick Entrepreneurs’ Million Dollar Strategies.” For a personally autographed $20 copy, call us at 359-7633.
    Copyright 2019, The Bellune Co., Inc.