I Need More Money
About This Show
Matt Manero combines his business brilliance with more than 20 years of hands-on experience in transportation equipment finance. Today, he is a CEO leading four companies that generate over $100,000,000 per year in business with a base of more than 10,000 clients. Matt launched his first business, Commercial Fleet Financing, Inc., in 1995 with a phone, a folding table and the unyielding confidence of a single client, a trucker. Fast forward 20 years: Commercial Fleet Financing, Inc. made Inc. magazine’s Top 500/5000 list of fastest growing companies in America in 2014.
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When it comes to nature, bears are the toughest competitors out there. You need to emulate their model in your own business. Bears are the strongest natural example of pursuing your business with a deeper level of GRIT. Here’s why (and it all starts with salmon): Salmon swim upstream and return to the parts of the river where they were born. Many animals hunt the salmon as they swim, including bears. The strongest and toughest bears go to the part of the stream that causes the most trouble for the salmon to cross: the waterfall. The stream runs hard here. The rocks are slippery and dangerous. The hardiest bears know that because of the danger, this part of the stream is the least crowded. Here the salmon jump high to clear the waterfall. The bears sit poised and wait for the salmon to jump, then reach out and catch them in midair. Unlike the other bears downstream, these Gritty bears take a large, juicy bite out of the salmon and throw the dead salmon back into the stream. These bears know that because they have risked the most, they reap the biggest reward: salmon after salmon, mouthful after mouthful. Abundance. The next group of bears are also smart. Although they are not as Gritty as the first group, they know that the other side of the salmon is still available for them, so they sit and wait a little further downstream. When the half-eaten salmon comes their way, they grab it and eat the other side. The competition is a little fiercer at this mid-level location, but the salmon are still plentiful. These bears too throw the salmon away and it floats downstream further. At the bottom of the stream where the rapids end and the water moves slowly, the rest of the animals wait. Here, the foxes, coyotes, birds and rats fight for salmon skeletons. This group fight over the crumbs. The work is hard because the bones have little meat left and the competition is stiff. Sound familiar? Are your customers the skeletons of the market? Are your business dealings so low-level that your competition doesn’t want them and that’s why you are stuck with them? Force yourself to move upstream to find better customers, better employees and more abundance. Find customers who have bigger businesses, more needs, and the ability to provide you with more revenue. I have told this story so many times in my company that a member of my sales team presented me with a miniature grizzly bear for my desk. I keep it in front of me always, as a reminder that I want to be the Gritti