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For today's podcast I have a very special guest, Mark Warren! Mark is a highly skilled Senior Home Inspector for ABA Inspecting & Consulting and has been in the business for fifteen years. He is also a licensed Electrician and is EPA certified in Heating & Air Conditioning. He and I first met three years ago at Masterminds. Since then he has become a great friend and mentor of mine! What You Are Going to Learn In This Episode In this interview Mark is giving us his personal account of how he realized he needed to hire, the process of hiring, the characteristics to look for, and questions to ask in order to hire the right people for his business. Awesome, powerful golden nuggets of information! The Realization Mark was doing so many home inspections (2-3 per day, 12-hour work day!) that he was getting completely burnt out and frustrated. "I can't do no more! But I want to do more to create more!" He shared his frustration at the Masterminds meeting and was hit with the question, "Why aren't you hiring?" Epiphany struck him like lightening. This was the moment he realized he couldn't produce more business alone. He needed the help of others. Process The hiring process is a scary thing! How do you find the right person for your business?? Mark's "plan of attack" is R.I.S.K.: Recruit Mark started handing out hundreds of business cards every day! The back of each card had key questions for prospective employees. Other ways to recruit are Facebook ads, passing out flyers, email blasts, etc. The more hiring advertisements you put out, the more inquiries you will receive, and the bigger selection you have to find the individual who best suits your business. Indoctrinate Inform the inquiring individual about your company; the culture, what you do, and what you expect of them. Right away this lets the person know what they are getting into and what you are looking for. Select "The process will prune out the people." Make the selection process ugly and set the bar high! An ugly process quickly separates the right person from the wrong person. The right person person will get up every morning excited to work as hard as they can! They will be your most committed and productive employee, and they want to see your business do better. Kaizen Kaizen is a Japanese term meaning "constant and never ending improvement." Work toward excellence every day in your employees. Your vibe attracts you

Perry Marshall's book is an amazing read if you want to find out where your business is coming from. Perry has a calculator that's free for everyone to use and see how much your business is worth. We used this calculator for our fan page when each fan was worth $5. This meant we should have been earning $500,000 a month but this wasn't the case. We were losing out on $450,000 a month, $1,000,000 every two months, and $6,000,000 every year due to us actually only bringing in $50,000 per month. Our fan profit has gone up to $7 dollars since then and we now have 300,000 fans. Using the rule we should be receiving $1.2 million dollars a month and $25 million dollars every year. What You're Going to Learn in This Episode: How much your business is worth How much each customer is worth Think of this like a baseball game - you can either sit in nosebleed seats, green seats, suites, ect. All of which have different prices ranging from $23 to $20,000. All of the people who attended this event saw the exact same game, no one saw a different game. The venue only holds 60,000 fans but the other fans may be watching at home or in a bar. Everyone is still buying food and drink to watch the game, which still gets included in these factors. The average fan may be worth $50 or $60 - 16 dollars for their meal, 6 dollars for a drink, ect. What items have the highest conversions? As the prices get lower, the conversion gets higher and vice versa. Some people are willing to buy 3 or 4 dollar items and others go for the 3000 dollar items. Look at the calculator and see how much your buyer is worth! You can figure out where you need improvements. Get Perry Marshall's 80/20 Book !

Have you ever wondered why McDonald's only sells the popular McRib for so long? Or why Starbucks brings out the Pumpkin Spiced Latte in October and no other months? This is because the months that they bring out these exciting products are their slow months. They sell some of their best sellers only on the odd occasion to drive the customers in.   What You're Going to Learn in This Episode: How to keep your customers buying your products How to keep your customers excited How to make your funnels work like the McRib How do we make the McRib work with our funnels? That's what I'm going to tell you all in today's podcast! It's very simple and it's all about offering your customers more of what they're interested in so you'll achieve more sales.  

I’m going to be sharing with you all two exercises that will make your phone ring. All of the people getting into contact with you will be wanting to buy your products – I promise! What You're Going to Learn in This Episode: Ways to get your phone ringing Getting more sales Finding the customers who "disappeared"  Being more personal and understandable towards your customers When those customers who go to your store, looks at the items, click to add them to the basket, go to the card, fill out the order form, type in their personal information, but disappear when filling out the payment information – they’re the people this is for. Where did they go? That’s what you’re going to find out and get them to purchase the items! You need to create a sequence to get them back. The best time to send this email is 24 hours after they were filling out some of their information on your site, because this is probably when their free-time is. Get them to call you and get your phone ringing! Some people prefer giving information to a live person and not on the Internet. Be understandable with them if their life just got in the way whilst on the site, because we all know this can happen!

Today we’re going to be talking about stuffers – physical ones. If you’re not doing stuffers within your business, you’re missing out on a lot of sales! Or maybe you are doing stuffers but just not the right way… What You're Going to Learn in This Episode: The importance of stuffers Giving your customers extra offers Collecting your buyer information Carl White shared an awesome story with me about a stuffer. A woman was selling sewing machines on QVC; who was never allowed to contact the buyer or have any of the buyers’ information. Carl wanted to help her with this and a stuffer in the sewing machines. They decided to include a letter that had details of an other item the woman was selling. Of course, this stuffer worked and the customers were buying the additional item being a sewing kit. They've ended up bringing in roughly $300,000 a month just from this extra product! Stuffers are so crucial for on-going of sales! Make sure you use them, collect your buyers’ information, and offer them more products that'll be no brainer deals!

As a kid I was learning my personality skills by working in a restaurant - I learned skills to handle the different people that would come in. There were two older ladies that were twins and they’d regularly come into the restaurant. None of the workers would want to serve them as neither of them tipped. Being a waitress/waiter, you work for tips and you want to receive them. I decided I wanted to be the first one to get a tip from them. I cleared their table, re-filled their drinks – trying to give them the best service they’ve ever had. I queried why they never tipped us and it was because we were all working too fast. With no surprise, they didn't tip on that visit but I kept in mind what they said to me. I served them when they came in the following week and I purposely took more time getting their food and drinks. When they were finished and left, I went over to their table and they left a dollar bill! I ran to everyone and said “I’m the first to receive the twin tip!” This tip meant more to me than any other tips I received because I knew I had accomplished something! Some people never ask or figure out what they’re doing wrong in their businesses - so make sure you ask how you can improve. It's really important to always find out what people are looking for. What is your audience looking for? What are your buyers wanting to buy? Even calling your customers to follow up on the items they purchased - did they like them? You'll never know until you ask!

I'm going to be telling you all a story in today's podcast and it's an AWESOME one. We were talking to a few of the students at one of our events. Some of the questions we asked were: What are you currently doing? Your background? Interests? How have you made a living with or without a job? Is your business earning you more money than your actual job? How much money are you making? The student who stood out to me the most makes $155,00 a year on gum ball machines. Yes, you read that right - gum ball machines. As soon as he told me this, I was super intrigued so I'm going to tell you all about how he did it!  

Everything is negotiable! Yes, everything! Why should you negotiate? Negotiating builds sales, what works, what doesn't work, ect. It's also a way to achieve or feel achievement. The negotiation process is training you on what’s to come later on in your life. For example: Deals or wholesaling. What You're Going to Learn in This Episode: I’ve had a fair few negotiations in my life. A while back, I went to have a look at a Maserati and I was talking to the car dealer about a test drive. It turns out that they didn’t actually do test drives because the buyers would normally just come along and purchase them. So my first negotiation in this situation was a test drive. I eventually got one so that was the first negotiation complete. I was only able to drive the car for approximately 8 minutes and that 8 just wasn’t enough time, so here’s where the second negotiation comes in… I asked to take the Maserati home for the day! The seller was a bit uncomfortable about my request at first but in the end I did get the keys! There was more than one negotiation made and they were all pretty easy to do - there’s always a way around things! You just need to train yourself to negotiate throughout your day to day life. When was the last time you negotiated? Go out today and negotiate things that you think are non-negotiable - you'll be surprised with the outcomes!

Today's podcast is all about affirmations. I'm sure you all have many set passwords for all of your online accounts. They may include your birth date, your pet's name, your children's name, ect. It occurred to me the other day that all of my passwords are affirmations. I didn't realise this sooner until I gave out one of them to a client. Having your password as something like ‘imawesome15’ is saying to yourself that you are awesome and you’ve achieved lots – what a cool thing? When I gave out this password, I didn't want my client to judge me but the complete opposite happened! He replied with: you ARE awesome! What You're Going to Learn in This Episode:  So when your password next needs changing, use an affirmation instead of adding an extra number! Telling yourself little things like 'I'm grateful', 'I'm kind', 'I'm smart', 'I'm profitable' all amazingly help filter through your daily progress. Why don't you try it and see the results?

This podcast is all about celebrating your wins – small wins, big wins and amazing wins. Even the simple things like you've made your first dollar or created your first Facebook ad, you should celebrate! What You're Going to Learn in this Episode To achieve your goals is like walking up a flight of stairs. You’ll have to climb, you may skip a step or two and you may even possibly take a stumble. Before your huge celebration for reaching the top, have a couple of celebrations for the small goals you achieved throughout your way there.