You already know this, but I’m saying it anyways – Business is the game of numbers. You need data! As Mr. Drucker relentlessly reminded, “You can’t manage what you can’t measure.”  Chief among the numbers to manage is profit.  When you’ve created your profit goals and you have the data, there are all types of levers […]

“Hitting paydirt” was the term in mining to celebrate finding gold after moving tons of “worthless” dirt. Question…was all that dirt really worthless? This short episode on personal growth is the reminder that in moving all the dirt of growing our business, there is huge reward. The reward is, the person you are becoming – The best […]

In the second episode of The Paydirt Podcast, we dig into (that’s funny right?) “Why I love Process” Because of course… “If you can’t describe what you’re doing as a process, you don’t know what you’re doing.” Thank you, Mr. Deming. Deming’s second quote always stings a little. “You’re systems are perfectly designed for the […]

Here it is – the first episode of The Paydirt Podcast! Today I’m talking about, “Why I love the Plantscape business” You made a wise decision when you started, joined or bought a Plantscape business. In no particular order…Plantscaping is, Elegant.  Elegant in so many ways! A business that can be standardized (what a beautiful word) […]

Top Line = Total Sales or Revenue.  The first line on the income statement There are three ways to Grow your business. Increase the number of clients Increase the average transaction value Increase the frequency of repurchase Selling is Growing Your Topline, Yes – and yet, it doesn’t always mean adding new customers 9 Ways […]

Telling is not selling – Selling is asking questions The Discovery Appointment is where you diagnose your prospect to find their pain.  You are learning how John Smith sees the world – and what keeps him up at night. Imagine you go to the Doctor, and tell him about a pain in your stomach.  Then, […]

What is the difference? Sales person vs Order taker Professional Salespeople know how to make it rain, order takers wait for the rain to come Reactive vs Proactive Makes things happen vs Waits for things to happen Waits for the phone to ring vs Making other peoples phone ring Going after new sales vs Waiting […]

Never Make a Cold Call.  What is your Warm Call process? Cold calls are so…um, COLD Two episodes ago – Selling is a System Systems have steps – the steps are Interrupt, Engage, Educate, Offer, Close We’re talking about that first Step – the Interrupt Is it going to be a cold interrupt or a […]

“Wait what Brad?  Of course I know what I sell.” I sell insurance I sell kitchen remodels I sell landscape services I sell web design We have a section in our sales training manual – a separate module – “What Exactly Do We Sell” We are a Plantscape Company – – – you would think […]

Selling is a system – a process.  You have to have a Process first before you can make it better with Process Improvement. If you can’t describe what you’re doing as a process – you don’t know what you’re doing – Deming There is a selling system – that is the same exact as the […]

You’ve heard this before. Why is that a problem? When your mind hears something you’ve heard before… It shuts down It says, “oh that” and it wanders off PROBLEM is… you think that because you’ve heard it before – you Think you’re doing it. You think that the amazing truth is actually transforming your life […]

Have you ever had a new idea or a goal that excites you… but not enough time to execute it? Get the book by Dan Sullivan and Dr. Benjamin Hardy. Entrepreneurs and business owners and creatives will always have more ideas than time.  That can create overwhelm unless, you learn to ask, Who Not How […]

It’s the Marketing of the “work” that creates success & life transformation and not just the creation and the doing of the work The transformation is for the creator and doer of the Work, And for the recipient of the work. The seller and the buyer The teacher and the student The author and the […]

The Power of Full Engagement. Managing Energy, not time, is the key to peak performance and Personal Renewal The power of full engagement This is true: we all have the same 24 hours in a day This is not true: we all bring the same amount of energy to the day Yes, time management is […]

Here is the last element of your franchise prototype operation. You, the business owner are consistently working ON the business, not in it. Working ON the business for you should be a Blast! Your business is known for excellence – you are making money and your company culture is healthy – you are healthy. And […]

“The sole purpose of business is to CREATE and KEEP customers.” – – Peter Drucker I like how he says – sole – the sole purpose.  It is the most important thing You heard it last week when I talked about marketing and new customer acquisition. The week, the tenth element of a Franchise Prototype business […]

“The sole purpose of business is to CREATE and KEEP customers.” – Peter Drucker I learned a lot about business from Dan Kennedy – and his specialty was marketing.  He would make some very strong statements, and one of my favorites was, “You are not in the _________ business, you are in the marketing business.” And […]

The Big Idea:  Business Growth and Personal Growth are  inextricably linked (in a way that’s impossible to separate) As you work hard to grow your business, you can not help but grow yourself.  Your bigger business forces you to become a bigger person. Or As you work hard to grow your self – your bigger […]

The key word here is differentiation. You are not just different – you are strategically different – and you have gained a unique place in the market. A strategic competitive advantage. It’s called a USP – a Unique Selling Proposition To be competitive and stay competitive – you have to continually innovate. Shaun White, is […]

Why is a predictable customer experience so important to creating a successful franchise prototype business? Because… You want people to keep coming Back A Franchise Prototype is – a Predictable Business That means… You have steady flow of income You have eliminated the feast or famine roller Coaster Therefore, the way to create a predictable […]