You’re Measuring The Wrong Contacts With Your Clients and Prospects.

You’re Measuring The Wrong Contacts With Your Clients and Prospects.

Over the years I have ran over 13,000 sales meetings, made over 100,000 cold calls and have done over 2,000 stand up presentations. Most people think I’m all about quantity.

I’m a big believer in the hustle! I do believe in quantity, but you have to have the right amount of quality to crush it!

 

I recently had a conversation with a sales rep who took over a new territory for the now manager. The manager had some scheduled appointments. The two of them were meeting for the lunch appointment, but the manager thought it would be good to do a cold call before the meeting.

 

The cold call turned out to be to an unqualified office and a waste of time. They couldn’t meet with anyone and were told that nobody there would ever utilize their product. Now I’m

 

all for cold calling, but in today’s market place you can even make a qualified cold by know your customers and prospects.

Could this sales rep better utilized their time?

What I say isn’t that the Appointment Metric is dead, but companies and sales people need to evolve into the…

SALES FUNNEL METRIC

The Sale Funnel Metric states that you should measure quantity and quality. It takes 7 to 12 contacts to close most people. So you want to have a quantity of calls with the right quality of prospect or client. You start by…

REVERSE ENGINEERING YOUR NUMBERS

What is your sales target / goal? Daily, Weekly, Monthly, Quarterly and Yearly? How many appointments / calls to have the capacity to make? How much do you have to sell in every appointment? Now you need to figure out how many clients or prospects you can handle.

I want to introduce you to the 80/20 Farm Team Method.

Take your current clients that you serve and put them into the 80/20 Farm Team Method.

How this breaks down is your…

A Team

4% of your clients = 64% of your business.

B Team

16% of your clients = 16% of your business.

C Team

80% of your clients = 20% of your business.

Farm Team

The amount of prospects and clients you have time to service to make part of your A Team or B Team.

Identify how many A Team and B Team members you have?How much time do they take up? Meaning you only have so much capacity for meetings and phone calls. How many meetings are going to have with you A Team and B Team members?

How many appointments are left? These appointments are set aside for your Farm Team. Your Farm Team are your next A and B Team members. Take the amount of appointments you have left and divide by the number of meetings you need to close a prospect and that is how many prospects you should have on your Farm Team.Instead of just running appointment to run appointments and hit some metric.

 

You need to measure how many of your appointments are with you A Team, B Team and Farm Team.

I say that you should have 80% of your appointments with them.When you design your SALES FUNNEL METRIC you should also measure other contacts you make to close prospects or sell more to current clients.

You need to identify what are your….

ACTIONABLE INCREMENTS – these are the massive actions you take. What makes up this list are…

· Appointments· Calls· Emails· Direct Mail· Gifts

The APPOINTMENT METRIC is alive and well, but should not solely be base on amount. It needs to be based on quality.

Spend more time on the right prospects and clients and you’ll have more success.

I say MEASURE EVERYTHING. Maximize your time, Maximize your effort, Maximize your contact with the qualified…·

 
  • A Team Members

  • B Team Members

  • Farm Team Members

This is the start of your funnel. Next you have to identify the timing of the rotation of appointments, calls, emails, etc.

Start building you A Team, B Team and Farm Team and start increasing the Quality of the investment you make with your time and money.

DOMINATE THE COMPETITION!

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Do You Have an Exit Strategy For Your Business? It’s Never Too Early!

Do You Have an Exit Strategy For Your Business? It’s Never Too Early!

I had a business owner come in the other day with a ton of ideas on their plate. They wanted to buy a vacation home. They signed a deal with a large hotel chain and needed money for the deal. They had a bunch of ideas but didn’t know how to get there.

 

Where is “there” the big question.

 

When I asked what’s the end goal they said to sell my company.

 

But there wasn’t any specifics.

 

So, I asked…

 

When?

After some deliberation we came to an answer of 5 to 7 years.

 

How much?

We arrived at a $5 Million sale.

 

Then we reverse engineer the process.

I asked how much was their current company worth? (I knew the answer, but most business owner’s don’t know.) They were spot with the value of the company.

 

We reverse engineered the numbers on the house and they decided against the purchase.

 

Why?

 

When your dreams and vision is clear decision become easy!

 

Now we got to work…

 

We had to decide on how to fund the deal with the large hotel chain.

Do we use the business owner’s cash?

 

Or

 

Do we utilize bank financing?

I say keep your powder dry when you can use someone else’s money and not give up any ownership of your company.

 

We booked meetings with 5 banks.

 

We need to find which bank will fund the deal with the hotel and also ant to fund another $500K to $1 Million acquisition in the next 90 days.

 

Most entrepreneurs are great at dreaming up concepts, bringing them to life and monetizing the idea. Where they fall short is managing the business, growing the business and managing the finances.

 

This is undeserved in the market place.

 

Most business owners turn to CPAs. Most CPAs don’t understand cost ratios within a business, M&A strategies, tax savings strategies or exit strategies.

 

The biggest help you need with your business is…

 

Creating where you want to end up.

And

Reverse engineering how to get there.

 

We have a distinct 5-point process we take business owners through to create an exact financial and action road map to success.

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Is Your Behavior In Line With Your Goals

Is Your Behavior In Line With Your Goals

Everywhere we turn our world is filled with misperceptions. For example, many people believe that gratification comes from materialistic things or a position of power. The misconception comes in when these things are attained and happiness doesn’t follow. In fact, the drive to achieve bigger, better, and more power is often the result of attaining what we originally wanted. It can become an addiction.

 

Think about this, when John D. Rockefeller, one of the richest and most powerful men in the world, was asked how much wealth was enough, he said, “Just a little more.” When we strive for wealth and power, we find ourselves unsatisfied by what we achieve. We always find ourselves wanting more.

 

It’s funny how it works sometimes. When we take the focus off our own pursuits, we can find that true gratification can be achieved by how we see the world around us. It’s ok to relentlessly pursue your financial goals, but don’t forget to Focus on the following five keys to gratification…

  • Expect the best in everything —- not the worst

  • Remain upbeat —- even when you get beat up

  • See solutions in every problem —- not problems in every solution

  • Believe in the process —- even when others don’t believe in it

  • Hold onto your goals and dreams —- even when others say, “it can’t be done”

If you do, you just might find that your happiness will not be measured by just wealth and power. No matter what happens to you, true gratification is found in your behavior and the decision to follow your instincts regardless of the financial outcome.

 

Remember this simple truth, “Our circumstances and our gratification are unrelated.”

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Phone

Tel: 312-330-5094

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Todd@LinkBizSolutions.com

10 Commandments to Dominate in Sales & Business

10 Commandments to Dominate in Sales & Business

#1 – Create a Vision

Many people I talk to don’t have a vision. I talked to a Vice President of a fortune 100 company and he didn’t have a clear 1, 3 or 5 year vision. A vision pulls you instead of having to kick yourself in the butt to get going everyday. When you have a strong visions decisions become easy.

 

#2 – Belief

I have seen more sales people over the past 20 years not believe they can hit their sales goal compared to those who believed.

 

#3 – Focus

We have so many things stealing our focus and our attention. We look at our phones dozens of times a day and our focus is being stolen. Are you focused in on what you want to accomplish? Or Are you talking about what you saw on social media.

 

#4 – Massive, Massive, Massive Action

I always set my mind with my visions, dreams and goals, but then I forget about them and get to work with massive action.

 

Utilize the idea of overload. When we overload ourselves with productive actions we become more productive.

 

Have big goals with short deadlines. I wrote my first book in 72 hours.

 

Parkinson’s Law says we take whatever we have to do and stretch to meet the time we have allocated. Whether you have a little to do or a lot to do you will get it done in the time allotted.

 

#5 – Be Comfortable with Being Uncomfortable

How many people go through hard things in life and become sick. Not saying things aren’t tough but do you have strategies and mechanisms to handle tough things. I think most emotions are unwarranted you and others have to deal with your emotions because you don’t have coping strategies. The person who can handle the most without caving to emotions will accomplish the most.

 

#6 – Be Obsessed

You want to be so obsessed people call you addicted. Addiction to positive things is a great addiction. I’ve been accused of working to hard, burning the candle at both ends and being insane. I know I’m on the write track when I hear those things.

 

#7 – Self Awareness

Be at cause for your success. It’s easy to point the finger at others, but you’re the only one in charge of your life and your success.

 

5 things you need to be self aware about…

Fear – Shows up as going back to default and comfort. Do you look at things and say they aren’t practical? That’s fear showing up.

 

Guilt – Do you say you can’t make more money or take a job because it’s going to take time away from your family? That may be warranted, but I often find that is misplaced guilt and holding you back.

 

Sadness – Something in our past that has caused us deep sadness, so now we say why try?

 

Anger – I had a business partner that everyone of his past business partners relationships ended badly. This clouded his judgement. He’s practically out of business because of holding on too tight.

 

Hurt – Maybe you were hurt in a past relationship or business deal. I see people make bad business decisions based on a past hurt they’ve experienced in business and now is holding them back. I see this so much with $1 million-dollar

 

business owners and sales people who just don’t push anymore.

 

We live in a society where everyone feels bad for other people’s emotions. I’m not saying to not be empathetic, but understand many emotions are unwarranted. PUSH PAST THEM!

 

#8 – Remain Unsatisfied

There is no there in there. So you need to find the fire and burning desire deep down in side to push. I push to learn. I push to be prepared for all the great opportunities that come my way.

 

#9 – Time is a Figment of Our Imagination

 

I have 30 years before I slow down. People under estimate what they can do in 5 years, a decade or a life time and over estimate what they can do in 6 months or a year.

 

#10 – Never, Never, Never Stop!

It’s never enough phone calls you can make. It’s never enough meetings you can run. It’s never enough times you can get to the gym. It’s never enough studying you can do.

It’s never enough!

 

You want to have success? You want to reach another level? You want to reach another pinnacle?

 

DO THE 10 COMMANDMENTS ABOVE!

 

Be Great!

 

Matt Linklater

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The Accounting Firm You’ve Been Looking For

The Accounting Firm You’ve Been Looking For

Business Owners are Leaking $100s of Thousands Every Year Because of Rear View Mirror Accounting…

 

Review mirror accounting is the tax service most businesses receive. Your accountant does the same thing for you year in and year out without providing you real time forward planning to the business owner. If you want a CFO working side by side with you on a monthly and quarterly basis to analyze your financial situation and tax situation for the current year then this is for you!

Where Your CPA is Going Wrong? Here is what we hear from business owners… Twice in the past 2 days I’ve heard…

 

“Do they actually work for the IRS.”

 

Here is what most business owner’s don’t know about CPAs. The problem lies in what the license of a CPA means versus what a Business Owner’s expectations are. A CPA license is to provide assurance and attest services. Attest to what? To attest that your numbers are accurate to the IRS. This is a great service to make sure you’re compliant. This is exactly why we have CPAs on staff. But, we make sure we look beyond just what the credential is for and provide you with so much more.

It’s About MORE Than Just Providing Tax and Accounting Services to You.

 

See, you need Accounting and Tax, but you’re looking for more. Here are a fraction of the results we offer through our

Tax Credit Services

  • One client received $4,800 her first hire and another $42,000 during the year in Worker Opportunity Tax Credits.

  • A long-time client reduced her Merchant Processing Bill by $21,000 through Merchant Auditing.

  • A liquor store owner recovered $80K in Commercial Real Estate Cost Segmentation

  • R&D Tax Credits are available if you’re a Doctor, Engineer, etc.

These are Tax Credits offered by the US Government to incentivize Small Businesses that your current CPA doesn’t know about.

We find through Tax Credits and Advanced Planning our clients average a 35% reduction in their overall tax bill. In addition to the tax credits our average client gets $104K in Tax Free money through Tax Free Fringe Benefits. Recently we had a client that wanted to take his firm from $3 Million in revenue to $30 Million. So, we designed a forward projections model on how we as his “acquisitions team” can get him there in 18 months.

 

In another case we helped a Litigator put together an insurance strategy to insure against lost cases. We were also able to get him a tax reduction and increase his net worth by designing a “CHIC” he now owns. We also created a Roth IRA on steroids for him where he has the opportunity to put away $100K or more at a 21% tax rate. Drastically reducing his overall tax rate.

 

You’re Already paying for Tax Preparation, Tax Planning, IRS Representation, Sales Tax Services, Payroll and Financial Forecasts & Projections…

 

Why not get what you’ve always been looking for and haven’t been able to find… A Forward Looking CPA Working Side By Side with You as an Outsourced CFO!

We provide a complimentary review of what Tax Credits are available to you and what Advanced Financial Tools are available to provide Huge Monetary Savings.

 

The Result: We Increase Your Cash Flow by 35%!

 

Call our office Link Business Solutions to set up an initial call 312-330-5094 or email todd@linkbizsolutions with a couple of times that work for you.

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Become a Disciple of This To Create What You Want

The top 20% on average are statistically 16X better than the bottom 80%! How are they 16X better? How do they have 16X better results? They have better.... Discipline & Rituals Create your Vision...Establish Your Goals!Establish Your Reasons!Establish Your...

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Parenting is making tough choices even if they seem small!   Our lives are made up of a bunch of small choices that compound into results.   Those choices can be positive or negative...   If you choose to drink a can of coca cola per day you are consuming 9 teaspoons...

Contact

Phone

Tel: 312-330-5094

Email

Todd@LinkBizSolutions.com