Information Marketing Association http://www.info-marketing.org/ Information Marketing Association Sun, 01 Mar 2015 12:26:51 GMT January 2015 Jump Start Coaching Call http://www.info-marketing.org/resources/jump-start-call-archive/item/january-2015-jump-start-coaching-call <div class="clear"> <div class="audio-player" style="width:300px;"> <div class="html5-audio-player" id="player-58687"> <div class="configuration {file:'http://media.info-marketing.org.s3.amazonaws.com/jumpstartcalls/IMAJanuary2015JumpStart.mp3',height:28,width:300,skin:'/flash/player/skins/glow/glow.xml',icons:false,controlbar:'on'}"></div> <p>To view multimedia content please make sure you have flash and javascript enabled in your browser.</p> </div> </div> </div> <div class="file"> <a class="" href="/resources/jump-start-call-archive/download/aHR0cDovL21lZGlhLmluZm8tbWFya2V0aW5nLm9yZy5zMy5hbWF6b25hd3MuY29tL2p1bXBzdGFydGNhbGxzL0lNQUphbnVhcnkyMDE1SnVtcFN0YXJ0Lm1wMw%3D%3D" title="Download Audio">Download Audio</a> </div> <div class="html clearfix clear"> <p><strong>Operator:</strong> Here is your host for today's call Robert Skrob. </p> <p><strong>Robert:</strong> Welcome to your Jump Start Coaching call. I am so glad to be here and this is your time answering your questions and helping you with your business. If you would like to get in the queue to ask a question all you have to do is press *1, that gets you into the queue then we'll take your question through this program. </p> <p>So how are things going? Would love to hear what your plans are for 2015 and what you're looking to accomplish and try to see if there's anything that I can do to help you grow your business. Shane, you had a comment you wanted to add? </p> <p><strong>Shane:</strong> (inaudible) </p> <p><strong>Robert:</strong> That's our operator Shane, but want to thank you for jumping in and asking a question. Again just hit *1 on your phone and that gets you into ask a question. </p> <p>I've got a really cool Best Practices in Information Marketing call coming up on February 10th, and it's all about maximizing the retention in your continuity programs and, you know, there's a lot of anxiety and concern over how much should we offer, how much content do we need to give, how we price these things, how we build continuity programs and there is a great program coming up on February 10th and remarkably enough your special guest is me of all people. I've invited David Dee to interview me and he is taking over the call and I am the guest and he is going to be the host and we're going to talk about membership marketing. So I think it's, of course I think, I'm excited about it. You may or may not enjoy it, but I'm going to have a blast because I'll get to be the guest and be able to answer Dave's questions. But today I answer your questions and all you got to do to ask your question and get into the queue is hit *1. We've got a couple in the queue already, so we'll get to those in just a moment. </p> <p>But as always these calls sometimes they last an hour or even more and other times we've wrapped within 20 minutes. It all depends on you and how many questions you have, so go ahead, jump off the fence and press *1 to ask a question. </p> <p>So we're going to go to Brandon in Chattanooga. Welcome Brandon. Nice to chat with you. </p> <p><strong>Brandon:</strong> Hello Mr. Skrob, how are you? </p> <p><strong>Robert:</strong> Excellent, thank you. Glad to have the opportunity to check in. </p> <p><strong>Brandon:</strong> Well thank you for all your help. As I've said before this has been invaluable. I launched the Academy for Professional Painting Contractors I don't know maybe a couple of months ago. We've got 12 members now in our continuity program which is an upfront charge of $700.00 and then an ongoing continuity of $300.00. And I started out with a little quarter page ad in about the only remaining trade publication for that specific niche and it generated a lot of leads. Then I found an excellent list of buyers that was just lying around. I had to do a little bit of research to put together the contact information, but the response rate for the little handwritten letters that I sent to them was around 10 percent. </p> <p>I'm in my second piece to that list. It's a piece of lumpy mail, so we had about a 10 percent response into the lead puddle for the free report and CD. I did not have any testimonials and it was converting at 13.5 percent. I've added a testimonial sheet and a testimonials montage in front of the interview so I'm hoping that that boosts response rates. If we could get it up to 15 or 16 I'd be happy, although it's making money as it is. In the next trade publication we're doing a half-page ad and they let me write an article which is a four-page spread in the magazine. </p> <p>So my question for you is this I've gotten some traction and I'm delivering the modules and I'm posting the calls what are some of the easiest ways that you have found to go back to unconverted leads who make it through the 21-day deadline funnel, they get three pieces of mail, an email every other day and one or two personal phone calls. Some of them convert, some of them don't. What have you found as being one of the easiest ways to go back to those unconverted leads to I guess get them either to convert them to the original program or perhaps do something differently specifically looking for something kind of quick and dirty because I'm pressed for time between this and client work. And then lastly, what have you found to stay in touch with those past leads with maintenance communication in between campaigns so they don't grow cold? </p> <p><strong>Robert:</strong> So Brandon you want the easiest not the most effective? </p> <p><strong>Brandon:</strong> Okay.  Give me the most effective. </p> <p><strong>Robert:</strong> You know, probably either way. I would launch a little webinar for the list and promote that, either a webinar or a teleseminar and get them out of passively receiving your information and into finding out more. And in a webinar you certainly could do a little bit of training, but for the most part that is about their pain and what the problems they face are. And as much as possible the success stories that your ten customers have experienced. </p> <p><strong>Brandon:</strong> Okay. </p> <p><strong>Robert:</strong> Within your ten how are you ... </p> <p><strong>Brandon:</strong> Hey it's 12 Robert. Don't be like downplaying my massive group. </p> <p><strong>Robert:</strong> That's the one piece I didn't write down. So in your 12 are you getting them to send you their stuff, their little sales letters and the little things that they do and their ... </p> <p><strong>Brandon:</strong> I've started asking them and I have got a couple of them, like I had a gentlemen who did a little, it's amazing you know one out of ten I got one on the phone that actually did what I wrote up for them to do and like he's looking at a $300,000.00 repaint commercial job. It's kind of a three-step campaign. I didn&rsquo;t send him the module yet because it ain't written. But I told him to do it and he's like he's found stuff. So I've got a couple of real gems in the group that are implementing quickly and those are the people that I've interviewed and got a testimonial montage from, but none of them are really far along or have seen a whole lot of traction yet except maybe this newest fellow because they're still kind of slow walking it. </p> <p><strong>Robert:</strong> So a couple of things. One, you want to highlight those success stories within your 12 as much as possible. </p> <p><strong>Brandon:</strong> Okay. </p> <p><strong>Robert:</strong> So within your coaching calls talk about what they've done and congratulate them and think of it when your son or daughter comes home with the first grade art project what do you do? </p> <p><strong>Brandon:</strong> Reward them. Put it up on ... </p> <p><strong>Robert:</strong> You got it. Put it up on the refrigerator. Your people are doing something that is completely outside their comfort zone. They're learning about something, they're taking a leap of faith for you, they believe in you and so they are trying something brand new and you want to take that work and stick it on the refrigerator. For them it makes them feel awesome. For the other 11 it gives them content, &quot;Oh, okay, I got to do that and then this will happen. Wow. Okay. I understand.&quot; And for you it gives you proof that what you teach really works. </p> <p><strong>Brandon: </strong>Very good. I'm going to do both of these things. I'm going to do a webinar and I'm going to send out an email asking them to send in any of their breakthroughs and stuff and I'll make sure I get that on my next call. </p> <p><strong>Robert:</strong> And what that also does is when you start talking about member one's breakthroughs then member five goes ahead and does something and sends it in because they want some of that too. </p> <p><strong>Brandon:</strong> Yeah. </p> <p><strong>Robert:</strong> And so it builds upon each other and you create a community of people who are engaged and excited about this. So when you have 12 it's actually easier to do this than when you have 1,200. So this is a good time. </p> <p>Now in your webinar, as much as possible make the webinar content about your client's breakthroughs. So teach by virtue of the client's success story. For instance, we've got Joe here out in Albany, New York and Joe joined the program just in November. He got a mailing just like everybody else but he responded and joined and look what he did. He created this marketing campaign and he got a $300,000.00 job and it's all because he tapped into the power of referrals or what have you. And so you're training while at the same time using those stories to prove that what you say works. </p> <p><strong>Brandon:</strong> Very good. I can definitely do that. What have you found, I guess moving to the other question, you've got these people on a list. I'm definitely going to put them all through a webinar next week, or maybe at the end of the next week and I'll try to mail out a postcard so they get something that's not just email from me and maybe even a text or something. I'll try to fax them whatever, and I'll try to make sure I remind them in more ways than just the email. I've got probably about a hundred people on that past list, maybe 150 now, it depends on where they are in the 21-day window. What do you do with folks that are just kind of hanging out there in your list that haven't, you know, they may buy at some point outside of these episodic kind of campaigns. Do you recommend or use any type of maintenance to keep these contacts warm and to keep the spam from ever showing up? </p> <p><strong>Robert:</strong> Do you have a printed newsletter for your 12? </p> <p><strong>Brandon:</strong> I do and I'm sending it out to the old folks too. I'm sending it out to everybody. </p> <p><strong>Robert:</strong> Well how many pages and what does it look like? </p> <p><strong>Brandon:</strong> It's just a, it's barely a newsletter Robert. It's like four pages. It's 11x7 folded into a 6x9 envelope. </p> <p><strong>Robert:</strong> I wouldn&rsquo;t knock that. That's as long as mine is. </p> <p><strong>Brandon:</strong> And I would say it's a very long and adequate sales letter or a very long and adequate newsletter then. </p> <p><strong>Robert:</strong> Yeah. A picture of perfection. </p> <p><strong>Brandon:</strong> Well I keep looking at Dan's and like I'm oh good God I can't, that's a bit too long. I don't think I can do that. I'm not trained for it. </p> <p><strong>Robert:</strong> Now Brandon, you know, also recognize that what Dan publishes what you see is not his first hand full of newsletters. Right? And how many newsletters have you published? </p> <p><strong>Brandon:</strong> I've been doing one in another group and this in this group for about seven or eight months. And I've written a lot in my life and I wrote a book and stuff, but I've never had to routinely generate a newsletter until now. </p> <p><strong>Robert:</strong> Do you think it's fair to compare your seventh newsletter with Dan's 300th? </p> <p><strong>Brandon:</strong> Probably not. </p> <p><strong>Robert:</strong> Yeah. So let's not, it's not fair and you deserve a whole lot better credit. I haven't seen it so but there certainly is no reason to believe just because it's not what you perceive Dan's to be that it's not good. I certainly congratulate you on getting it done. </p> <p><strong>Brandon:</strong> Well, I think you had said one time on an old call about the distance between an idea and doing something is infinity and the distance between doing something and it being perfect is barely noticeable. </p> <p><strong>Robert:</strong> I'll take that. I don't remember saying it, but I'll take it. </p> <p><strong>Brandon:</strong> You might as well. </p> <p><strong>Robert:</strong> The only thing that I would add to those newsletters or incorporate into what you're already doing is as much as possible make the newsletter about your members. And so it tells their stories, answers their questions, so if you're on a coaching call and a member asks a question such as if I get all these leads how do I follow up on them then that could turn into a great article. So you answer the question and then you go back and you write an article about it for your newsletter, you know, Brandon from Chattanooga called and he said, you know, I got all these leads and I followed your advice and I've got my program up to 12 people paying me $300.00 a month and now I have all these unconverted leads what do I do with them? Well, that would be a great article for me right? Because it proves that what I say works and it proves that people around me are having success and now it provides content. </p> <p><strong>Brandon:</strong> Well that's good because I kind of in a roundabout way did that when I interviewed them for the snippets of the testimonials for the montage. I told them that it was going to be for the newsletter, which it is, the next time I've got three of my oldest members which are like I don't know 35 days old, one of them is 60 days old, so I interviewed those and I'm going to highlight all three of those in the next newsletter and put their pictures and stuff in it. </p> <p><strong>Robert:</strong> And also now if you go back and look at Dan's newsletter you'll see that this is really what he's doing. You have a little monologue where he's really trying to connect with people's gripes, you know, gripes that maybe they've not even said out loud themselves, but they certainly share when he mentions them, and then he goes into not everybody follows any advice but here's one person that does. And he tells a little success story about a miraculous outcome and then he tells another one. And that is what he's doing is he's recognizing people who take action, who are maybe paying him money or be in coaching or what have you, and for all of the customers it provides content and for him it provides proof that what he says really works. </p> <p><strong>Brandon:</strong> Well that is extraordinarily helpful. All of this is good because I've toyed around with the webinar then I thought about maybe just dropping them through the whole funnel again. I was like, &quot;God, I don't like to go through all these auto responders again,&quot; so I'm going to try and see if I can just get some low hanging fruit out of a webinar about a spring enrollment promotion for the folks that aren't in the funnel and just see what shakes out of that and I'll try to do just some simple mail leading up to the webinar and what I get out of the webinar I get and then that way I don't have to go through all this aggravation. I may do that a couple of times a year, but I will see what I can shake out of the webinar. </p> <p><strong>Robert:</strong> And I would continue with the four-page newsletter for now and then, you know, when you've got a hundred members then you can, or maybe even 50, but maybe consider expanding it and making it for only the paid people, but for right now it's serving you very well to be able to serve that purpose of tending to the seeds that you've planted. </p> <p><strong>Brandon:</strong> Well this has been remarkably helpful. You got some things that I thought and that you confirmed and some things I had not thought about at all and as always I appreciate what a good job you do on these calls and I would say this for the listening audience, you need to read and listen to as much stuff as you possibly can and just do something and hope that it turns out all right because it seems so complicated to begin with but if you read enough of Robert's books, if you listen to enough of these past casts both call ins, you'll see the same answers to the same questions over and over again and the more products you buy and listen to it can be done and you can build them up at least get traction relatively quickly, but it's just it can be done. It can be done with just by the materials and the courses do what they say they do. You just have to do something with them. </p> <p><strong>Robert:</strong> Thank you for that. </p> <p><strong>Brandon:</strong> You've helped me out a lot with this and I don't think I'd of, if I had not have read your book and if I hadn't found everything there was no way that I could have, I've already done one information marketing company by accident the wrong way not knowing it was one. It was so nice to do this one and get a pulse quickly and then get some revenue. </p> <p><strong>Robert:</strong> Good. Well I'm so glad. Thank you Brandon. I appreciate you sharing. That was very nice. </p> <p><strong>Brandon:</strong> Put that in your testimonial pot and smoke it. </p> <p><strong>Robert:</strong> There you go. All right buddy. </p> <p><strong>Brandon:</strong> All right. We'll see you. </p> <p><strong>Robert:</strong> All right. Look forward to chatting with you next time. <br /> '<br /> <strong>Brandon:</strong> Thanks. </p> <p><strong>Robert:</strong> All right. Now if you have something gloriously nice to say to me or maybe just have a question, either one, you can hit *1 and get yourself in the queue. Up next we've got Fred Thompson from California. Welcome Fred. </p> <p><strong>Fred:</strong> Hello Robert. Can you hear me? </p> <p><strong>Robert:</strong> I can. How are you today? </p> <p><strong>Fred:</strong> I am fine thank you. Weather is nice here. </p> <p><strong>Robert:</strong> Glad to hear it. </p> <p><strong>Fred:</strong> I just wanted to mention let's start off on a positive note. I'm a new member to your IMA and I find that you provide a lot of good ongoing content that makes it worthwhile for me to stay in the monthly program. </p> <p><strong>Robert:</strong> Well thank you Fred. I appreciate you sharing that. </p> <p><strong>Fred:</strong> But to get to my question let me give you a little background as to what I'm doing. I'm a CPA. I specialize in tax reduction strategies for California real estate professionals. I want to offer an internet-based training session of approximately oh five hours over several days for a fee of somewhere around $500.00 and I'm going to offer a one-on-one coaching program for those that want or need more intensive training or a more intensive program. And the fee for that will start around $3,000.00 and go up depending on the complexity of the person's situation. As a lead generation, a lead conversion tool I intend to offer a free one to two hour training program for people to get them into the program, get them interested and then lead into the other programs. I guess my question is what do you think about that plan and the more specific question is I'm trying to find ways of coming up with some continuing value that I can provide to my customers for an ongoing monthly continuity program. What can I give them every month? </p> <p><strong>Robert:</strong> Are there other areas of tax that you do work in? </p> <p><strong>Fred:</strong> Well I do income tax returns. That's what I've historically done for the past like 30 years. I've done a lot of compliance work, tax preparation, audit representation, you're a CPA so you probably are familiar with what I've been doing. And now I'm trying to switch -- I kind of looked at this as a lead generation for my practice for just the general things I do in my practice, tax preparation and that kind of compliance work, but then I want to kind of get out of that and get more into the info marketing thing and provide a higher level of service. </p> <p><strong>Robert:</strong> You said you're doing a one to two hour training for lead generation or you're planning on it. </p> <p><strong>Fred:</strong> Right. </p> <p><strong>Robert:</strong> What are you using, I guess what is the marketing message so that these real estate investors want to come to this training? </p> <p><strong>Fred:</strong> I can show them how to save money, reduce their taxes, put dollars in their pockets and keep it from the government. </p> <p><strong>Robert:</strong> Have you done any of these trainings before? </p> <p><strong>Fred:</strong> No. I have to create this whole thing. I have a lot of content, I have a website, I've created most of this content, I have a lot of material so I don't anticipate it's going to take me a lot of time to come up with the stuff. Currently I've been out just talking to real estate groups giving them educational like seminars, talks on tax saving strategies and what they can do and I think there's a big need for this and it's a little too hard to reach everybody on a one-to-one basis or even on a group basis so I feel I have to reach out to more people to find the number of people that actually are ready, willing and able to implement my strategies. </p> <p><strong>Robert:</strong> When you've done these, so you've gone and spoken at local RIAs or something like that and done a little training? </p> <p><strong>Fred:</strong> Yeah. </p> <p><strong>Robert:</strong> What's the reaction? Are they coming up to you to hire you? Have you signed up clients at RIAs? </p> <p><strong>Fred:</strong> I've signed up clients. I haven't done enough of them. I've done them sporadically. It's my dilemma. I have to get out of the mode of being too much of a doer in what I'm doing in my practice and do more marketing. Every time I go out and speak to a group I get at least one or two people that I can follow up on. The other day I talked to a little group of like 20 people and so I got three or four leads. </p> <p><strong>Robert:</strong> I think what I would probably do Fred is I would start with your one-on-one coaching product. You can't see this, but I put little air quotes around product. And if it's at those RIA groups they're accustomed to being sold something as part of attending the function and so my thinking is let's go ahead and formalize what you deliver for $3,000.00 and create a pitch so that whether it's on your website and you're simply directing them there or you give it in three minutes at the end of your presentation but go ahead and be very deliberate about selling that $3,000.00 package for now because those clients are going to create for you the internet-based product. And rather than going and speaking to 20 people and trying to sell ten of them a $500.00 product let's try to sell five of them a $3,000.00 product. </p> <p><strong>Fred:</strong> You know, that's historically been what I've been doing and I thought it might help to step down and have a lower level product for them to introduce them and then take them up. What you're saying is start from the top and go down. </p> <p><strong>Robert:</strong> I guess what I&rsquo;m saying is formalize the offer because like the words you used were I've got three people to follow up with and that gives me a headache. I'm thinking that you ought to tell them what you have to offer, pass out order forms and walk out with three credit cards that you can go to your office and charge for some sort of $3,000.00 engagement. </p> <p><strong>Fred:</strong> Right. </p> <p><strong>Robert:</strong> And this pitch of selling this, there's going to be nothing easier to sell than let me help do this for you. So we've got to get that pitch right before we're going to be able to get a pitch for a $500.00 product right. </p> <p><strong>Fred:</strong> Right. Okay. Well that's very helpful. This kind of changes my thinking around here. </p> <p><strong>Robert:</strong> So for your in-person presentation let's think of it as a sales letter and position that so that it builds need for this, so it talks about all the money that's wasted, it talks about all the time that's wasted, it talks about what can happen to you if you get audited. I imagine you're probably also minimizing some liability in what you're doing as well. And you talk about all these horror stories of clients that you've worked with over the years and then say, you know, what you need is this system and in this system I walk you step-by-step, look at your properties, I review what you're doing, I review your return and a lot of times there may be money on the table that you can get immediately and we're going to focus on doing whatever we can to reduce your taxes. Here is the form. I only have time to be able to take three of you and the first three we get are the ones that I'm going to be able to help with. </p> <p><strong>Fred:</strong> Good idea. Actually I look at this as a win-win. If I give them basically a money back guarantee if I can't save you more taxes than the cost of the program I'll give you your money back. </p> <p><strong>Robert: </strong>That's very generous. Yeah. No question. So I mean I don't know that you have to do that, but if you make it a no lose deal. </p> <p><strong>Fred:</strong> Right. </p> <p><strong>Robert:</strong> And now when I said that you'd only take three what you're trying to do is play musical chairs and so that they see, you know, so if there's a room of 20 then maybe you would say you'll only take three, but why don't we just make it 20 percent so that you have a rule of thumb. So if you're in a room of a hundred people then you say you can only take 20 then they're looking around going, &quot;Oh my goodness. There's only 20 slots and there's a hundred of us. Yeah I know half of them probably aren't interested, but geez there's probably more than 20. I better hurry up so I don't get locked out.&quot; </p> <p><strong>Fred:</strong> That's a good idea. Would it be worthwhile to set up a monthly an ongoing continuity program and if so what value can I provide every month? </p> <p><strong>Robert:</strong> Are you able to review transactions and kind of review what they're doing and make sure that everything is consistent, you know, minimizing taxes? </p> <p><strong>Fred:</strong> Well I could. I could just follow up. Part of my one-on-one program is implementation but I could take that another step and actually play like oh the teacher that's grading the paperwork. </p> <p><strong>Robert:</strong> So most CPAs they wait around until tax time and then they bill their client whatever they need to bill them. </p> <p><strong>Fred:</strong> Right. </p> <p><strong>Robert:</strong> What if you signed them up for continuity and that included whatever tax work they needed for the year? </p> <p><strong>Fred:</strong> As part of the continuity program? Yeah. Yeah. </p> <p><strong>Robert:</strong> Yeah. </p> <p><strong>Fred:</strong> Yeah. Yeah. </p> <p><strong>Robert:</strong> Because they know they need you. It's just that now instead of me paying you one time three grand to do my returns for my companies and my personal return now instead I just pay you $600.00 a month and when that comes around all of that's included and if I add an entity or drop an entity or what have you maybe I can call you, you know, we'd have some sort of conversations ongoing, maybe there's some sort of ongoing review of maybe you look at financial statements or something like that. But I think I would try to build it around that and now you've got them locked in so some other CPA doesn't come and poach your herd. </p> <p><strong>Fred:</strong> Actually I'm doing that with a lot of my clients. I'm transferring over to doing that. I offer a tax maintenance program and basically that's it. For a monthly fee I give them a telephone or consultations with me, I do their tax returns, I'll handle IRS or government correspondence and so forth, but I was wondering is there something I can do more? That's kind of a one-on-one thing. Is there something that I could do like you do every month you send out a newsletter and for a monthly fee actually the value that you're delivering is valuable training, valuable content, the interviews and so forth, I guess that's kind of what I was thinking about. Is there something like that I could do? </p> <p><strong>Robert:</strong> I don't know the answer off the top of my head. Where I would go to look for it is to engage with your clients and find out what are their problems and can I create content and breakthroughs that will be able to solve those problems? </p> <p><strong>Fred:</strong> Right. Okay. Well you've given me a lot of food for thought. </p> <p><strong>Robert:</strong> Yeah. So that's really what I would be, that's where the answer is. It lies in your customer's daily problems and frustrations, and by helping them solve those then that's what they're going to be interested in. And in terms of scaling the CPA work I wonder now are you performing all the services yourself? </p> <p><strong>Fred:</strong> I have been doing 90 percent of it which I need to get out of that, so I need to get my volume up so I can hire somebody else, get somebody else to do that work. </p> <p><strong>Robert:</strong> One of the nice things about having a few monthly, all the more reason that we need to get you paid in $3,000.00 or $4,000.00 hunks rather than trying to mess around with the $500.00 hunks right now. </p> <p><strong>Fred:</strong> Right. </p> <p><strong>Robert:</strong> And then get a few of these folks on this continuity program and now you've got monthly money coming in and hiring an associate is a lot easier because finding people, I mean I know what you do is fabulous magical work, but it's easy enough to find people to do actual CPA work. </p> <p><strong>Fred:</strong> Oh you're right. You're absolutely right. </p> <p><strong>Robert:</strong> And the magic is in what you're discovering which is how to go out and stand in front of a room of people and have them break out their checkbook at the end of the hour. </p> <p><strong>Fred:</strong> Yeah. Actually communicating the value that I provide or the value that anybody provides you communicate that value and find people that can use it. They'll open their checkbooks. </p> <p><strong>Robert:</strong> No question. Well Fred, good luck. Thank you. </p> <p><strong>Fred:</strong> All right. Thank you. </p> <p><strong>Robert:</strong> And keep up the good work. </p> <p><strong>Fred:</strong> Thank you. Look forward to your future information. </p> <p><strong>Robert:</strong> All right. And if you would like to jump in and ask a question just hit *1 on your phone and that gets you into the queue. Our next question comes from Paul in Nevada. Welcome Paul. </p> <p><strong>Paul: </strong>Hi Robert. Thank you. I'm Paul Markovich. I'm from Screen Popup (36:04) and I need some help on a strategy, a marketing strategy and some next steps until the next call, so I would like to get your feedback on some of these things. </p> <p><strong>Robert:</strong> Okay. </p> <p><strong>Paul:</strong> I'm a new member. I haven't been in very long. And what one of your previous callers just said I did the same. I've actually downloaded all the previous calls and I listen to at least an hour a day of the archives. I've also read your book twice now. But I need some help on a direction. So let me just give you a quick overview where I'm at and then I'd like to see if you could help me move into this IM side of things. </p> <p>About five years ago I wrote a book, an e-book on relationships and I ended up selling it. There wasn't very many sold, but during that process I realized I needed a popup to help convey a better message and maybe make a better offer. So I ditched the e-book and I created a popup service so that's been running now for four years. It's profitable and growing every year, but I got to say that this whole IM thing has really got me excited and I was excited originally, but I just couldn't make it work, so I wanted to know is it possible to create an internet marketing business around a web service? Is that possible? And if so, maybe can you just help me define how that strategy could look because I could definitely teach but it's a generic product right now. It actually can help do anything. It's an easy drag and drop system, leads get exported into Fusion Soft, Mail Chimp and a whole bunch of others, it's very simple to use, but I did find that most of the clients did some on ad creation and ad strategies, so I know that that's a problem for them and those that are good at it do very well and those that don't kind of just do moderate returns. </p> <p>So I'm looking for some answers around that, marketing strategy around an existing web business. </p> <p><strong>Robert:</strong> Now and what is your goal for this? What would be the best case scenario outcome? </p> <p><strong>Paul: </strong>  Well tremendous growth. I've had moderate growth every year but I haven't seen some of the successes that I hear about and I'd like to actually move to those kinds of lifestyles than a lifestyle of moderate growth. So I'm looking forward to add a lot of client. Now it could be just training if that's a direction you think is reasonable or it could just be to build the business up to several thousand users. So it could go either way. I'm open to either one. </p> <p><strong>Robert:</strong> And how much is the popup software? </p> <p><strong>Paul:</strong> Anywhere from $9.95 up to several hundred. It depends on how many impressions. So the $700.00 or $800.00 plans are about a million impressions a month. The $10.00 plans are about 5,000 impressions a month which is typical for a blogger or somebody starting out or a beginning entrepreneur. </p> <p><strong>Robert:</strong> So once I buy it there is an ongoing revenue stream for you if I implement it. </p> <p><strong>Paul:</strong> Yeah. That's in place right now, so that's been happening for four years. Yeah. So there's a client base in there, it's a recurring monthly as long as their credit cards don't fail and they continue to use the service they stay in, which many do. I have many clients over three years old right now. </p> <p><strong>Robert:</strong> Congratulations. That's a very good achievement. </p> <p><strong>Paul:</strong> Thank you. </p> <p><strong>Robert:</strong> I would need to know more about your numbers to be able to know okay, yeah, you ought to create and sell, so the answer is the same. The decision is do we, I guess the solution is the same it's just a matter of do we sell it as a stand-alone product or do we deliver it to our customers and prospects as a way of helping them better implement the program because the better they are the more they're going to utilize the software, the more they're going to stay and the more they actually pay in a given month because they're getting more impressions. </p> <p><strong>Paul:</strong> Right. </p> <p><strong>Robert:</strong> But the magic key here is actually very similar to what I had discussed with Brandon which is sharing the success stories amongst the members or customers. </p> <p><strong>Paul:</strong> Okay. </p> <p><strong>Robert:</strong> Do you actually know, do your stats tell you who's doing the best job? </p> <p><strong>Paul:</strong> Yeah. I could look that up very easily yes, and I have some of them do receive a one percent return on the ad and some get as high as 40 percent, so it's very, very impressive for the ones that actually master the system. </p> <p><strong>Robert:</strong> So sending out a newsletter article or an email to your customers and prospects the difference between one percent and 40 percent click on a popup that's pretty freaking awesome. </p> <p><strong>Paul:</strong> Yeah. </p> <p><strong>Robert:</strong> In terms of content. And yeah a lot of people would probably be willing to pay for that. For you you have to decide is is the potential bump of getting your folks that are at one percent helping them move up to five percent and the utilization, you know, maybe getting somebody that's not using it at all getting to embrace this because, &quot;Okay, now I understand. This seems a lot easier than it was before,&quot; that might be enough for you because... </p> <p><strong>Paul:</strong> So that's what I don't get. That's the part I don't understand. So would that be a concurrent paid revenue stream from another side of the business or is that just an asset to the existing business where it's not charged for it's more just an asset? </p> <p><strong>Robert:</strong> Really what we would need to do is do a little proforma, a financial statement and go okay, if we sold this as a stand-alone product what do we think we could get versus if we're going to go through all that hassle and work of trying to get people to pay for it versus if we just send it out and we're essentially delivering for free what Ryan Deiss sells for thousands of dollars a month and by the way we've got much better stats because we own the stat computer on what ads are working and what ads are not and we also have a whole heck of a lot more people testing it because it's not just -- you've got all these different users all investing money and driving ads and you're in the position of Google Analytics where they get to see exactly what's really working and what's not. And so I think I would if the numbers worked for you and the work wasn't that extensive I would like to see you try to use this information as a marketing tool to attract attention and drive utilization. </p> <p><strong>Paul:</strong> Which just let me put that back and make sure I understand that right. So keep the service as is, use the stats and the comparisons of existing clients to improve just the user base and that information would be free. </p> <p><strong>Robert:</strong> That would be what I would try to do. If we looked at the revenue model and it just doesn't pay then we got to have you charge for it. </p> <p><strong>Paul:</strong> Okay. </p> <p><strong>Robert:</strong> But my sense is heck if all we do is rather than him create a new money process instead figure out how to make the money process he's already invested in more effective, also if we can double or triple your subscriber base that makes this thing a lot more valuable to a potential acquirer than does the same customer base with a newsletter attached. </p> <p><strong>Paul:</strong> Okay. Perfect. And I actually am in some conversations right now about selling, although I don't think I'm going to do it. And I am noticing the exact same thing that you just mentioned that if I did have a larger client base this would sell easily to maybe a 3X model or 2, 2-1/2 model from my current revenue stream. So okay, I like that idea. So thanks. That will definitely move it in the right direction. </p> <p>Now I just want to get some firm steps before the next call if possible or maybe even over the next few weeks. I don't have a webinar and I really like that idea. Do you think that that's a great first step to get a webinar running immediately and do you think if it is do you think it should be a repetitive series of one, two and three or should I just run the same one every week? </p> <p><strong>Robert:</strong> Oh, if you're doing it every week then I think you need more than one. </p> <p><strong>Paul:</strong> Okay. So like an advanced series that kind of thing? Like advanced... </p> <p><strong>Robert:</strong> Yeah. Maybe it's, so with these popups is there three or four different aspects to making them work right?</p> <p><strong>Paul:</strong> There's actually quite a bit now. It's four years of development. I'm actually an engineer at heart here so I'm breaking free of the engineeringitis so I'm moving into marketing. That's really where I think the passion for my next stage of my life is. Yes, there's a ton of things in there besides any sort of custom java script that you'd want to build in to make any sort of animation or any presentation happen there's all sorts of on exits, on loads, time, many, many combinations of things and it's actually overwhelming to the new user that gets in there. Just even just training somebody on the service would probably take a month if I did it over four webinars. So I could do that. Just base it on that and teach, you know, purely as a teaching element. </p> <p><strong>Robert:</strong> I think that it would be, I mean if it's not there already you certainly need to teach folks how to use it and maybe it's even, you know, we can help teach your virtual assistant to do this. And maybe even if you want another revenue stream work with a VA company that you can refer customers to that will give you a piece of the revenue on an ongoing basis. But that's a little distraction. Sorry. I think you definitely need training on the system. </p> <p><strong>Paul:</strong> Okay. I only have currently, I mean there is plenty of You Tube videos there but I think a webinar series would be far superior to what exists currently because they don't seem to take the time to watch all the videos and I don't think I would either. </p> <p><strong>Robert:</strong> Right. </p> <p><strong>Paul:</strong> I know I'm much more plugged into a webinar. At least I was when I watched yours and others similar, so I wanted to take you up on that. All right. So that sounds like a good short-term direction. </p> <p><strong>Robert:</strong> I think the first thing I would do is a webinar to your unconverted leads. </p> <p><strong>Paul:</strong> Okay. </p> <p><strong>Robert:</strong> And that would be the newest most powerful techniques of what's working on internet marketing today because those people who are your unconverted leads are not necessarily sold on popups. We can't assume that they think popups are wonderful. But they probably are, you know, internet marketing geeks who if you were going to say this works, this doesn't then that would be pretty cool. </p> <p><strong>Paul:</strong> Okay. I see. And that's not something I've done in the past. I have definitely not done that. </p> <p><strong>Robert:</strong> The other thing is run over to Amazon and buy one of the books that are called <em>Eat This Not That</em>. </p> <p><strong>Paul:</strong> Okay. </p> <p><strong>Robert:</strong> And they have a dining out one, there's a whole series of these things, and what they do is they show you that if you're at TGI Friday's you should not eat the Jack Daniel's wings but instead you should eat the dinner salad. And it's not quite that ridiculous but I think that that sort of tone and whimsy would be really cool here. And that gives you a whimsy template that an engineer can follow and you don't have to be all that creative. </p> <p><strong>Paul:</strong> Okay. </p> <p><strong>Robert:</strong> You can show a picture of an ad that's killing it and maybe you'd change the URL or maybe you change a little the what it is so that you're not giving away trade secrets if you're concerned about that and then you show an ad that's not working and then there's a little paragraph why. And I think internet marketers are going to be so freaking excited about that that they would want lots of it. </p> <p><strong>Paul:</strong> Okay. Great. </p> <p><strong>Robert:</strong> And even if initially that's a PDF, if you want to save yourself having to do actually do the webinar just send the thing out as a PDF initially and then do a webinar and you just like pull up the slides and talk about it, you know, this is what is working here and this is why, but do this not that I think would be a brilliant little application for you. I'd love to see that. </p> <p><strong>Paul:</strong> Okay. I'll take you up on that and I'll pick up that book immediately. And what is the length of these webinars if I move to that direction this week? Am I shooting for 20 minutes, 40 minutes, does it matter? Can I go ten minutes? </p> <p><strong>Robert:</strong> No, I think I would do something more like an hour. </p> <p><strong>Paul:</strong> Oh really? Okay. </p> <p><strong>Robert:</strong> Yeah. Because what you're doing is you are, so by highlighting what's working of people who are using your platform you are proving that your platform is the way to get new clients. And so if somebody is willing to spend half a day listening to that by all means let's talk to them about it because all they're doing is learning how wonderful your platform is. </p> <p><strong>Paul:</strong> Okay. Got it. </p> <p><strong>Robert:</strong> But I would think something between 60 and 90 minutes and I would not hesitate, I think that you want to ask them and invite them to buy, you want to make sure they understand the benefits. You know, weave into do this not that some unique things that maybe only your platform does. So maybe you're the only one that has video instead of static images or you're the only one that does something or another and you weave those stories into your do this not that. </p> <p><strong>Paul:</strong> Got it. </p> <p><strong>Robert:</strong> And now you have defined the what they need to do as something that can only be done on your platform. </p> <p><strong>Paul:</strong> Okay. </p> <p><strong>Robert:</strong> Which is why I like doing it. See Paul, I don't know your numbers and so that was why I was kind of hesitant of saying yeah, go all in with just using this information to promote your business, but one of the nice things about going all in is that you're doing this to market your business so if all roads lead to Paul in Springing Popup so be it. You don't have to be fair and unbiased. This is all about Paul, and to the extent that they learn something they can apply somewhere else is beside the fact. You want them to learn and understand that, &quot;Oh wow. I need that feature. Oh, interesting, I have to have that feature. I want to be able to do that,&quot; and then they go back and look at if they're using some other screen popup system that doesn't do that then they know they got to call Paul. </p> <p><strong>Paul:</strong> Got it. Got it. Okay. That's excellent Robert. Thank you. That's pretty fantastic. </p> <p><strong>Robert:</strong> Yeah. </p> <p><strong>Paul:</strong> Okay. I got two quick ones. I think you've given me enough work here for the next month which is perfect. As far as an accountability group I did post a similar question which I just asked you on the forums and I noticed that many people were in there so I'm casting out. Hello people. Please come join me. I do want to form an accountability group if you don&rsquo;t have one Robert that would just allow some meeting of the minds weekly and get some feedback because I do need some feedback on these things. So Robert, do you do that right now? Do you have an accountability group? </p> <p><strong>Robert:</strong> Peak Performers is a terrific program and certainly recommend you taking a look at that. And also feel free there are a lot of folks, there haven't been a lot of posts in that forum, but there are a lot of people who are signed up to receive the notices, so kind of what happens is as soon as somebody starts then there's feedback. So if you actually take your do this not that thing and post it on the forum and say, &quot;Hey I created this as a way of promoting my business. This is what Robert told me to do on the January Jump Start call, give me your feedback,&quot; I'd have to say you'd probably get some feedback. So when the notices really are asking for input on something specific you're going to get it because there are a lot of people who are kind of mailboxers who may not be logging in but they're getting the notices via email. </p> <p><strong>Paul:</strong> Okay. Perfect. Okay. And then my last question, I think it was last month, but I may not be thinking correctly on when this one happened, but is the A-Z Blueprint something you're following right now or was that some archive call that I listened to that was many years ago. Were you referring to that recently? </p> <p><strong>Robert:</strong> The A-Z Blueprint is a current benefit for paid members of IMA. </p> <p><strong>Paul:</strong> Oh, okay. Because I looked for it for sale on GKIC and I couldn't find it. I didn't find it on your site. And then I thought well maybe I made that up. </p> <p><strong>Robert:</strong> Now see I know GKIC has a, or had a version of A-Z to that they were selling. They may not be offering it at the moment. </p> <p><strong>Paul:</strong> No, it's not for sale now. </p> <p><strong>Robert:</strong> Okay. As an IMA member if you are a paid member you don't get it during the free trial but after the free trial then you'll receive that for the first, you get it in six increments over the first six weeks after you begin paying membership. </p> <p><strong>Paul:</strong> Oh, okay, because that explains the email that you sent out that said if I'd like to join earlier go ahead and feel free to do so and I didn't understand the benefit of joining earlier during the trial, so I think that explains it completely now. Okay. </p> <p><strong>Robert:</strong> So yeah, I try to sell you out of the trial. </p> <p><strong>Paul:</strong> Yeah, I saw that. You don't need to sell me out I want to be in. </p> <p><strong>Robert:</strong> Well, no, I try to sell you, so you're in a free trial so I try to dangle the A-Z so that, it does two things and I'll be very specific, or actually it does three things. One by having that benefit, I never liked in continuity programs where you get the same thing after you start paying as you do in the free trial. I always like some sort of thing that you look forward to that makes it yeah, this is worth paying. So it gives a unique and new benefit that actually is dribbled out over six weeks and it's six weeks because you can't absorb it all, and anyway but it's really six weeks because then that bridges over at last two months because it starts the first time you pay and then it goes over the second month you pay too, so that's why it's six weeks. So that's what it is. It's an additional enticement to go ahead and pay. </p> <p>Number two, it does get ten percent of all the free trial members to go ahead and opt out of the free trial and begin paying at some point before the free trial is over. </p> <p><strong>Paul:</strong> Wow. Fantastic. Fantastic. </p> <p><strong>Robert:</strong>  There's three emails in that sequence, they go out at two weeks into the free trial, four weeks and six weeks. So a ten percent opt out and into paid immediately. </p> <p>The third thing it does is, I can't say it eliminates complaints, but it takes complaints like I didn't know I was in a free trial. It takes that complaint down from four or five a month to maybe once a year or twice a year somebody will go, &quot;I didn't know I was in a free trial,&quot; because now I've tried to sell you out of the free trial and into paid membership three times. It becomes very difficult to say, &quot;I didn't know I was in a free trial,&quot; and I can tell you on that basis it would be worth it alone. If it didn't do anything else just eliminating that because the stress and anxiety and all that thing that those calls create on the staff, we always took care of them and some of them of course are people that knew they were in a free trial they just didn't want to be paying, and then there might be very legitimate ones that didn't completely understand what they were doing, but nonetheless that email sequences fixes that problem. So that's why I do it and it's a nifty little, you know, I loaded that up on the website probably 2008 and I wrote those three emails in 2008 and those things have been working for me eliminating those calls and enticing folks to stay for several years now. </p> <p><strong>Paul:</strong> Wow. That's fantastic. Well congratulations. </p> <p><strong>Robert:</strong> Thank you. </p> <p><strong>Paul:</strong> And thank you for the clarity too because that was one part that I wasn't sure about. All right Robert, I really appreciate everything you've offered here and I think I need to go to work right now, so thank you so much and for all these calls as well. </p> <p><strong>Robert:</strong> Awesome. Well thank you so much for dialing in. </p> <p><strong>Paul:</strong> Okay. I'll see you next time. </p> <p><strong>Robert:</strong> All right. Well thank you very much for coming in today for their Jump Start Coaching call. I appreciate you participating. Thank you so much Brandon, Fred and Paul. Appreciate you asking questions. Appreciate everybody else that was coming in and dialing in just to listen. Thank you for participating. Also, I want to make sure and remind you that your Best Practices in Information Marketing call for February is all about membership retention. More of these kind of sneaky things that I was just describing to Paul about having that benefit that you have as part of the free trial. I can tell you I don't know anybody else who's ever copied that approach and I've talked about it a couple of times to some pretty smart marketers. Nobody's done it. But that's what this call on the 10th is going to be about is some of the fascinating things that we've done to retain members in continuity that folks just aren't using and doing themselves. </p> <p>And then your next Jump Start Coaching call is February 24th at the same time. So we'll see you then. Thank you very much for calling and I look forward to talking to you next time. </p> </div> Sat, 28 Feb 2015 16:14:49 GMT http://www.info-marketing.org/resources/jump-start-call-archive/item/january-2015-jump-start-coaching-call Dan Kennedy's February 2015 Information Marketing Special Report http://www.info-marketing.org/community/news-and-updates/item/dan-kennedys-february-2015-information-marketing-special-report <div class="assets"> <div class="facebook-like"> <iframe src="http://www.facebook.com/plugins/like.php?href=http://www.info-marketing.org/community/news-and-updates" scrolling="no" frameborder="0" style="height: 24px; width: 100%; margin-bottom:1.5em" allowTransparency="true"></iframe> </div> <h3>Resources</h3> <ol> <li> <a class="" href="/community/news-and-updates/download/L2ZpbGVzL2FjY291bnRzL2ltYS9hc3NldHMvZmlsZXMvZGFuLWtlbm5lZHktaW5mby1sZXR0ZXIvRGFuLUtlbm5lZHlzLUZlYnJ1YXJ5LTIwMTUtSW5mb3JtYXRpb24tTWFya2V0aW5nLVNwZWNpYWwtUmVwb3J0LWFzLWEtUERGLWZpbGUucGRm" title="Dan-Kennedys-February-2015-Information-Marketing-Special-Report-as-a-PDF-file.pdf">Dan-Kennedys-February-2015-Information-Marketing-Special-Report-as-a-PDF-file.pdf</a> </li> </ol> </div> <div class="html clearfix clear"> <p>Dan Kennedy's February Information Marketing Special Report was jammed packed with resources to help you build your information marketing business.  </p> <p>Here is a quick summary of the topics included:</p> <ul> <li>You can&rsquo;t run it successfully &ldquo;By The Numbers&rdquo;</li> <li>Loss prevention is the only really effective strategy</li> <li>How much &ldquo;white mail&rdquo; you get and how you handle it is the crystal ball in which you can see your future</li> <li>The four white mail metrics to measure and use to track the health of your business</li> <li>Where wealth really comes from within information marketing and it&rsquo;s not from either &ldquo;information&rdquo; or &ldquo;marketing&rdquo;</li> </ul> <p>As a member of the Information Marketing Association you are welcome to download the attached PDF file.  This page is active through April 31, 2015.</p> </div> Sat, 28 Feb 2015 16:10:45 GMT http://www.info-marketing.org/community/news-and-updates/item/dan-kennedys-february-2015-information-marketing-special-report How to Transform Your Continuity Retention from Months to Years http://www.info-marketing.org/resources/info-marketing-library/archive/item/how-to-transform-your-continuity-retention-from-months-to-years <div class="audio-player" style="width:260px;"> <div class="html5-audio-player" id="player-58671"> <div class="configuration {file:'http://media.info-marketing.org.s3.amazonaws.com/bestpracticescalls/IMA%20-%20Best%20Practices%20-%201502.mp3',height:28,width:260,skin:'/flash/player/skins/glow/glow.xml',icons:false,controlbar:'on'}"></div> <p>To view multimedia content please make sure you have flash and javascript enabled in your browser.</p> </div> </div> <div class="file"> <a href="http://media.info-marketing.org.s3.amazonaws.com/bestpracticescalls/IMA%20-%20Best%20Practices%20-%201502.mp3" title="Download Audio">Download Audio</a> </div> <div class="file"> <a href="/files/accounts/ima/assets/files/best-practices-call-transcripts/IMA-BestPractices-1502-TranscriptBooklet.pdf" title="Download Transcript">Download Transcript</a> </div> </div> <div class="html clearfix clear"> <p align="left">Why do members retain their association memberships for years or even decades while they drop out of continuity with an info-marketer within a few months? The answer is because &ldquo;value&rdquo; as most info-marketers define it is only 1/5 of the reason members join and belong to something. This program focuses on all the reasons why members join and how to transform your continuity program retention with some easy-to-implement secrets that aren&rsquo;t well known outside the association world. You don&rsquo;t need to create an association to benefit from these tactics. You can simply apply them within your current continuity programs to transform your member retention. </p> <p><a href="http://www.info-marketing.org/resources/info-marketing-library/archive/item/how-to-transform-your-continuity-retention-from-months-to-years">Read More &#187;</a></p> </div> Sat, 28 Feb 2015 16:06:44 GMT http://www.info-marketing.org/resources/info-marketing-library/archive/item/how-to-transform-your-continuity-retention-from-months-to-years Open Coaching Call for IMA Members - March 2015 http://www.info-marketing.org/community/news-and-updates/item/open-coaching-call-for-ima-members-march-2015 <div class="html clearfix clear"> <p> To help info-marketers grow their businesses, avoid obstacles and get their questions answered, Robert Skrob is hosting a special telecoaching call for all IMA members. This call is an open question and answer format. In this format Robert is able to provide detailed answers to ensure members have everything they need to succeed. This is your time, dedicated to helping you make money fast within the information marketing business.</p> <table border="0" cellpadding="0" cellspacing="0" width="100%"> <tbody> <tr> <td valign="top" width="25%"> <p align="center"> <strong>Call Date</strong></p> </td> <td valign="top" width="25%"> <p align="center"> <strong>Call Time</strong></p> </td> <td valign="top" width="25%"> <p align="center"> <strong>Phone Information</strong></p> </td> <td valign="top" width="25%"> <p align="center"> <strong>Listen Online</strong></p> </td> </tr> <tr> <td valign="top" width="25%"> <p align="center"> March 24, 2015<br /> (Future IMA call dates;<br /> mark your calendar now.)<br /> April 21, 2015<br /> May 26, 2015</p> </td> <td valign="top" width="25%"> <p align="center"> 3:00 pm, Eastern<br /> 12:00 noon, Pacific<br /> 8:00 pm, GMT<br /> 6:00 am, 25/03/15, Sydney</p> </td> <td valign="top" width="25%"> <p align="center"> At 3:00 p.m. Eastern,<br /> dial 512-879-2260,<br /> Enter pass code 726012#<br /> (Music plays until the call begins.)</p> </td> <td valign="top" width="25%"> <p align="center"> Instead of using your phone, listen live<br /> over the Internet at:<br /> <a href="http://bit.ly/IMAonline">http://bit.ly/IMAonline</a></p> </td> </tr> </tbody> </table> </div> Sat, 28 Feb 2015 16:00:57 GMT http://www.info-marketing.org/community/news-and-updates/item/open-coaching-call-for-ima-members-march-2015 Business Insights Teleseminar - March 2015 http://www.info-marketing.org/community/news-and-updates/item/business-insights-teleseminar-march-2015 <div class="html clearfix clear"> <h3>Dan Kennedy: Generating New Customers and Big Money Through Your Own Events</h3> <p>The oldest form of information marketing continues to be the most profitable opportunity to generate new customers, ascend current members to higher level programs and generate revenue for your business.  Dan Kennedy will reveal the insider secrets he&rsquo;s learned from 45 years of speaking and putting on events for himself and his clients.  In this program you&rsquo;ll learn how and when to use events.  Plus, how to structure events to give your attendees the best experience while also maximizing the revenue opportunity for yourself.  This program is a detailed look at the most powerful media in the information marketing business today.  Send any questions or comments you have to Robert Skrob at RS@Info-Marketing.org to be included in the discussion. Plus, you are welcome to call in to pose your question or comment live during the call. </p> <table border="0" cellpadding="0" cellspacing="0" width="100%"> <tbody> <tr> <td style="padding-bottom: 0pt;" valign="top" width="25%"> <p align="center"> <strong>Call Date</strong></p> </td> <td style="padding-bottom: 0pt;" valign="top" width="25%"> <p align="center"> <strong>Call Time</strong></p> </td> <td style="padding-bottom: 0pt;" valign="top" width="25%"> <p align="center"> <strong>Phone Information</strong></p> </td> <td style="padding-bottom: 0pt;" valign="top" width="25%"> <p align="center"> <strong>Listen Online</strong></p> </td> </tr> <tr> <td valign="top" width="25%"> <p align="center"> March 10, 2015<br /> (Future IMA call dates;<br /> mark your calendar now.)<br /> April 14, 2015<br /> May 12, 2015</p> </td> <td valign="top" width="25%"> <p align="center"> 3:00 pm, Eastern<br /> 12:00 noon, Pacific<br /> 8:00 pm, GMT<br /> 6:00 am, 11/03/15, Sydney</p> </td> <td valign="top" width="25%"> <p align="center"> At 3:00 p.m. Eastern,<br /> dial 512-879-2260,<br /> Enter pass code 726012#<br /> (Music plays until the call begins.)</p> </td> <td valign="top" width="25%"> <p align="center"> Instead of using your phone, listen live over the Internet at:<br /> <a href="http://bit.ly/IMAonline">http://bit.ly/IMAonline</a></p> </td> </tr> </tbody> </table> </div> Sat, 28 Feb 2015 15:59:09 GMT http://www.info-marketing.org/community/news-and-updates/item/business-insights-teleseminar-march-2015 IMA Ezine Week 8 of 2015 | It’s all about future gain http://www.info-marketing.org/community/news-and-updates/item/ima-ezine-week-8-of-2015-its-all-about-future-gain <div class="html clearfix clear"> <style media="screen" type="text/css"> <!-- body { font-family: Verdana, Arial, Helvetica, sans-serif; font-size: 11.5px; line-height: 20px; margin-top: 0px; } p { font-family: Helvetica, Arial, "Trebuchet MS", Verdana; font-size: 12px; line-height: 20px; color: #1A1A1A; } h1 { font-family: Helvetica, Arial, "Trebuchet MS", Verdana; font-size: 20px; font-weight: bolder; color: #006699; text-transform: uppercase; } h3 { font-family: Helvetica, Arial, "Trebuchet MS", Verdana; font-size: 15px; font-weight: bold; color: #232323; line-height: 20px; letter-spacing: 0.01em; } table.wrapper { background-color: #FFFFFF; border: 1px solid #999999; } .header { font-family: Helvetica,; font-size: 18px; color: #FFFFFF; background-color: #A00526; } .issue { font-family: Helvetica, Arial, "Trebuchet MS", Verdana; font-size: 14px; color: #FFFFFF; font-weight: normal; width: 750px; background-color: #A00526; padding-top: 2px; padding-bottom: 3px; padding-left: 5px; } td.footer { height: 61px; padding-bottom: 0; background-color: #334364; } td.footer p { font-family: Arial; font-size: 10px; font-weight: normal; color: #ffffff; line-height: 14px; margin: 0; padding: 0; } .style1 { font-size: 12px; font-family: Helvetica, Arial, "Trebuchet MS", Verdana; line-height: 20px; color: #232323; } .style2 { color: #FFFFFF; font-family: Helvetica, Arial, "Trebuchet MS", Verdana; font-size: 14px; } table.col2boxes1 { background-color: #E9E9D6; border: 1px solid #666666; } table.col1boxes1 { background-color: #F1F1F1; border: 1px solid #666666; } --> </style> </div> <div class="html clearfix clear"> <table border="0" cellpadding="0" cellspacing="0" class="wrapper" style="width: 750px;"> <tbody> <tr> <td align="left" class="issue" colspan="5"> February 24th, 2015| Week 8 of 2015</td> </tr> <tr> <td valign="top" width="506"> <table align="center" border="0" class="col1boxes1" style="width: 490px;"> <!-- content --> </table> <table border="0" cellpadding="0" cellspacing="0" height="870"> <tbody> <tr> <td height="auto" valign="top" width="5"> <table cellpadding="0" cellspacing="0" height="auto" style="background: #F1F1F1; border: 1px solid #666;" width="487"> <tbody> <tr> <td class="content-copy" style="padding: 0; color: #000; font-size: 14px; font-family: Georgia; line-height: 20px; text-transform: none;" valign="top"> <table border="0" cellpadding="0" cellspacing="0"> <tbody> <tr> <td class="floated-copy" style="padding: 0 5px; color: #000; font-size: 12px; font-family: Arial; line-height: 20px;" valign="top" width="100%"> <h1> <img alt="pres bar" height="50" src="http://www.info-marketing.orghttp://www.info-marketing.org/files/accounts/ima/assets/images/email/pres_bar.png" width="487" /></h1> <table border="0" cellpadding="0" cellspacing="0"> <tbody> <tr> <td class="floated-copy" style="padding: 0 5px; color: #000; font-size: 12px; font-family: Arial; line-height: 20px;" valign="top" width="100%"> <p> <strong><em><img align="right" alt="robert graphic" height="205" src="http://www.info-marketing.orghttp://www.info-marketing.org/files/accounts/ima/assets/images/email/robert_caricature.gif" width="235" /></em></strong>As selfish people, we are always thinking about what we want. We want our customers to complete surveys, to confirm their opt-ins and to upgrade their memberships.</p> <p> Our customers are selfish people, too. While they may like us and may be willing to do us a favor, they are much more interested in doing themselves a favor.</p> <p> Every time you need a favor from your customers, whether it&#39;s completing a survey, RSVPing for an event or bringing in a completed form to facilitate your on-site event registration, you must always ask by telling them how the action will benefit them. The survey is so you can provide training suited to their tastes. They are RSVPing to ensure there is a seat reserved for them. And they are printing and keeping up with their forms to speed up their time in the registration line on site. The fact that each of these may help you in your business is irrelevant; instead, always talk in terms of what your customer has to gain by doing these favors for you.</p> <p> In his book<em> Influence: The Psychology of Persuasion</em>, Robert B. Cialdini says one of the triggers to influence people is reciprocity. If you give something of benefit to a person, even if they didn&#39;t want it, they are more likely to give you what you want.</p> <p> I tried this once with a survey I wanted my customers to complete. I emailed everyone a bonus report as a gift for completing the survey. It was a terrific bonus, and I got a lot of appreciative notes and positive comments about the gift. However, I received few completed surveys. There was no reason to, they already had the gift.</p> <p> So I decided to tweak Cialdini&#39;s theory of reciprocity. The next time I told my customers I&#39;d give them the gift after they completed the survey, and I received 12 times more responses by withholding the gift than I did by giving it to them in advance. People are always motivated more by the prospect of future gain than they are by reciprocity for what they&#39;ve already received.</p> <p> I see this in the association world all the time. Associations will attempt to convince you to become a member based on the great breakthroughs they have already achieved. For instance, they&#39;ll ask you to renew your membership for 2015 based on the great breakthrough law they got passed in 2014. That may be nice, but it&#39;s not very compelling. Before members pay their dues for 2015, they want to know what they have to gain in 2015. Appreciation for past results isn&#39;t enough to motivate them to get out their wallets and pay you money.</p> <p> I&#39;m always trying to figure out how I can word my request so it sounds like people are doing themselves a favor by giving me what I want. I recommend you try it. While finding the right words is often a challenge, it becomes a mindset that will serve you well. Everyone around you is more likely to give you what you want when they understand how it will benefit them.</p> <p> How do you ensure your customers see their self-interest in helping you? Do you agree with me, or do you have a different perspective to add? Visit the page <a class="inf-track-76437" href="http://associationmarketing.com/future-gain/">It&#39;s all about future gain</a>, and scroll down to the bottom of the page to leave me a comment. I read every comment and reply when appropriate.</p> <p> <br /> Best wishes</p> <p> <span class="style2"><img alt="robert signature" height="53" src="http://www.info-marketing.orghttp://www.info-marketing.org/files/accounts/ima/assets/images/email/RobertSkrobSignature.gif" width="175" /></span><br /> &nbsp;</p> </td> </tr> </tbody> </table> <p> <img alt="" height="50" src="http://www.info-marketing.orghttp://www.info-marketing.org/files/accounts/ima/assets/images/email/best_practices_bar.gif" width="487" /></p> <table border="0" cellpadding="0" cellspacing="0"> <tbody> <tr> <td class="floated-copy" style="padding: 0 5px; color: #000; font-size: 12px; font-family: Arial; line-height: 20px;" valign="top" width="100%"> <h3> Successful Coaching Program Blueprint</h3> <p> There are a lot of pieces that need to come together to create a successful coaching program, how do you price your program, what is essential to provide even though it&#39;s not convenient for you to create, what do you include to keep members engaged and what should you give new members to welcome them and get them started in your program. This call will focus on all those coaching program details and more. We&#39;ll also discuss coaching program levels as well as a system for filling your coaching program with new members, even if you are just getting started. While this call covers a lot of the key components for coaching programs, it&#39;s an advanced call for experienced info-marketers.</p> <p> Here is a quick summary of what we covered on this call:</p> <ul> <li> Coaching program levels you&#39;ll want to work towards as well as what you should have when you begin.</li> <li> A system for filling your coaching program with new members, even if you are just getting started.</li> <li> Essential elements every coaching program launch should include</li> <li> The inconvenient truths, what you must do to grow a successful long-term coaching program that most people like the least.</li> <li> Creating monthly income from your coaching program so you start the month with your overhead paid, everything else can become profit.</li> </ul> <p> Listen to the audio program or read the transcript by visiting <a class="inf-track-76439" href="http://www.info-marketing.org/resources/best-practices-calls/item/successful-coaching-program-blueprint">Successful Coaching Program Blueprint</a>. Feel free to add comments and your own experience within the comments box at the bottom of the page.</p> <h3> &nbsp;</h3> </td> </tr> </tbody> </table> </td> </tr> </tbody> </table> </td> <td height="1000" valign="top"> <table cellpadding="0" cellspacing="0" height="auto" style="background: #fff; margin: 0 0 0 10px;" width="225"> <tbody> <tr> <td valign="top"> <table cellpadding="3" cellspacing="0" width="220"> <tbody> <tr> <td class="content-copy" style="padding: 6px; background: #E9E9D6; border: 1px solid #666; color: #000; font-size: 12px; font-family: Arial; line-height: 20px; text-transform: none; text-align: left;"> <h3> <img alt="interview directory bar" height="50" src="http://www.info-marketing.orghttp://www.info-marketing.org/files/accounts/ima/assets/images/email/interview_bar.png" width="209" /></h3> <h3> Experts For Your Monthly Calls</h3> <p> Many of our members need great people to interview for their monthly &quot;CD of the Month&quot; or &quot;Monthly Teleseminars&quot; for their own subscribers. To make it easy to find great people to interview the Information Marketing Association created the <a class="inf-track-76443" href="http://www.info-marketing.org/community/interview-directory">IMA Expert Interview Directory</a>.</p> <p> This is a directory of other IMA members who make themselves available for interviews. The directory notifies you if they have products and in many cases gives you a link to where you can listen to a sample interview.</p> <p> If you need a few guests for your monthly calls, check out the <a class="inf-track-76445" href="http://www.info-marketing.org/community/interview-directory">IMA Expert Interview Directory</a>. Or, if you want to make yourself available for interviews visit the directory and click the <span class="style7">Update my Interview Directory Information</span> at the right of the page to create/update your listing.</p> </td> </tr> <tr> <td style="padding: 0 0 0 20px;"> &nbsp;</td> </tr> <tr> <td class="content-copy" style="padding: 6px; background: #E9E9D6; border: 1px solid #666; color: #000; font-size: 12px; font-family: Arial; line-height: 20px; text-transform: none; text-align: left;"> <h3> <img alt="member blog bar" height="50" src="http://www.info-marketing.orghttp://www.info-marketing.org/files/accounts/ima/assets/images/email/member_resources_bar.png" width="209" /></h3> <h3> IMA Easy Content Library</h3> <p> Are you looking for one last article for your newsletter? Would you like to have a guest column every month? Would you like to add a bunch of additional content to your website?</p> <p> As an IMA member, you have access to the <a class="inf-track-76447" href="http://www.info-marketing.org/resources/easy-content-library">Easy Content Library</a>. This is a resource library of articles contributed by other IMA members that you can use in your own publications.</p> <p> You can insert these articles into newsletters, products or even books as content. As long as you maintain the author&rsquo;s attribution at the bottom of each article, you are welcome to use them.</p> <p> Check out the <a class="inf-track-76449" href="http://www.info-marketing.org/resources/easy-content-library">Easy Content Library</a> today. It&rsquo;s filled with a lot of great articles to read, and they may spark ideas for blog posts or other content.</p> </td> </tr> <tr> <td style="padding: 0 0 0 20px;"> &nbsp;</td> </tr> <tr> <td class="content-copy" style="padding: 6px; background: #E9E9D6; border: 1px solid #666; color: #000; font-size: 12px; font-family: Arial; line-height: 20px; text-transform: none; text-align: left;"> <p> <img alt="DirectPay graphic" height="100" src="http://www.info-marketing.orghttp://www.info-marketing.org/files/accounts/ima/assets/images/email/direct_pay.gif" width="202" /></p> <p> All credit card processors are NOT created equal! The moment our relationship begins, we fully dedicate ourselves to the success of your enterprise so you have time to develop the real art of your business. PPS will set you up with a customized merchant account so your clients can purchase your products and services more conveniently. With our real-time processing, the funds will seamlessly be deposited into your account. You can offer your clients more payment methods, automate transactions and much more!</p> <p> Practice Pay Solutions and IMA have teamed up for this superior offering. For more information, please visit <a class="inf-track-76451" href="http://www.info-marketing.org/resources/members-only-discounts/item/payment-processing-with-directpay">Payment Processing With DirectPay</a></p> </td> </tr> </tbody> </table> </td> </tr> </tbody> </table> </td> </tr> </tbody> </table> </td> </tr> </tbody> </table> </td> </tr> </tbody> </table> <table cellpadding="0" cellspacing="0" width="100%"> <tbody> <tr> <td valign="top"> <table align="center" cellpadding="0" cellspacing="0" width="750px"> <tbody> <tr> <td align="center" bgcolor="#334364" class="copyright" height="80" style="color: #FFF; font-family: Verdana; font-size: 10px; text-transform: none; line-height: 20px; padding: 8px;" valign="top"> <br /> <h3> About the Information Marketing Association</h3> <p> Successful authors, self-publishers of books, individuals who sell home study courses, personal and business coaches, newsletter publishers and seminar promoters turn to the Information Marketing Association for the critical insights on the business side of running a successful information marketing business. The IMA is a community of information publishers working together to build successful long-term businesses, make more money and help more people.</p> <p> &copy; 2015 Information Marketing Association Inc. All Rights Reserved<br /> 8430 W. Bryn Mawr Ave. &nbsp;Suite 500 Chicago, IL 60631. Member Support: RS@Info-Marketing.org</p> </td> </tr> </tbody> </table> </td> </tr> </tbody> </table> <p> &nbsp;</p> </div> Tue, 24 Feb 2015 05:00:00 GMT http://www.info-marketing.org/community/news-and-updates/item/ima-ezine-week-8-of-2015-its-all-about-future-gain IMA Ezine Week 7 of 2015 | Reduce the frustration of your team http://www.info-marketing.org/community/news-and-updates/item/ima-ezine-week-7-of-2015-reduce-the-frustration-of-your-team <div class="html clearfix clear"> <style media="screen" type="text/css"> <!-- body { font-family: Verdana, Arial, Helvetica, sans-serif; font-size: 11.5px; line-height: 20px; margin-top: 0px; } p { font-family: Helvetica, Arial, "Trebuchet MS", Verdana; font-size: 12px; line-height: 20px; color: #1A1A1A; } h1 { font-family: Helvetica, Arial, "Trebuchet MS", Verdana; font-size: 20px; font-weight: bolder; color: #006699; text-transform: uppercase; } h3 { font-family: Helvetica, Arial, "Trebuchet MS", Verdana; font-size: 15px; font-weight: bold; color: #232323; line-height: 20px; letter-spacing: 0.01em; } table.wrapper { background-color: #FFFFFF; border: 1px solid #999999; } .header { font-family: Helvetica,; font-size: 18px; color: #FFFFFF; background-color: #A00526; } .issue { font-family: Helvetica, Arial, "Trebuchet MS", Verdana; font-size: 14px; color: #FFFFFF; font-weight: normal; width: 750px; background-color: #A00526; padding-top: 2px; padding-bottom: 3px; padding-left: 5px; } td.footer { height: 61px; padding-bottom: 0; background-color: #334364; } td.footer p { font-family: Arial; font-size: 10px; font-weight: normal; color: #ffffff; line-height: 14px; margin: 0; padding: 0; } .style1 { font-size: 12px; font-family: Helvetica, Arial, "Trebuchet MS", Verdana; line-height: 20px; color: #232323; } .style2 { color: #FFFFFF; font-family: Helvetica, Arial, "Trebuchet MS", Verdana; font-size: 14px; } table.col2boxes1 { background-color: #E9E9D6; border: 1px solid #666666; } table.col1boxes1 { background-color: #F1F1F1; border: 1px solid #666666; } --> </style> </div> <div class="html clearfix clear"> <table border="0" cellpadding="0" cellspacing="0" class="wrapper" style="width: 750px;"> <tbody> <tr> <td align="left" class="issue" colspan="5"> February 17th, 2015 | Week 7 of 2015</td> </tr> <tr> <td valign="top" width="506"> <table align="center" border="0" class="col1boxes1" style="width: 490px;"> <!-- content --> </table> <table border="0" cellpadding="0" cellspacing="0" height="870"> <tbody> <tr> <td height="auto" valign="top" width="5"> <table cellpadding="0" cellspacing="0" height="auto" style="background: #F1F1F1; border: 1px solid #666;" width="487"> <tbody> <tr> <td class="content-copy" style="padding: 0; color: #000; font-size: 14px; font-family: Georgia; line-height: 20px; text-transform: none;" valign="top"> <table border="0" cellpadding="0" cellspacing="0"> <tbody> <tr> <td class="floated-copy" style="padding: 0 5px; color: #000; font-size: 12px; font-family: Arial; line-height: 20px;" valign="top" width="100%"> <h1> <img alt="pres bar" height="50" src="http://www.info-marketing.orghttp://www.info-marketing.org/files/accounts/ima/assets/images/email/pres_bar.png" width="487" /></h1> <table border="0" cellpadding="0" cellspacing="0"> <tbody> <tr> <td class="floated-copy" style="padding: 0 5px; color: #000; font-size: 12px; font-family: Arial; line-height: 20px;" valign="top" width="100%"> <p> <strong><em><img align="right" alt="robert graphic" height="205" src="http://www.info-marketing.orghttp://www.info-marketing.org/files/accounts/ima/assets/images/email/robert_caricature.gif" width="235" /></em></strong>Tammy was at her wit&#39;s end. Not only was she trying to keep up with two jobs, but she also had to take care of two Labrador Retrievers.</p> <p> In 2006, shortly after starting the Information Marketing Association, Bill Glazer and I had an idea: Let&#39;s provide training for info-marketers&#39; staff. Because info-marketers are preoccupied with marketing, maybe if we trained their staff we could make sure the info-marketers received the benefit from the training in business systems and finance without them having to participate in the training themselves.</p> <p> I arranged to attend a Dan Kennedy Platinum Mastermind meeting. Dan invited his Platinum members to bring staff members for a special day-long mastermind meeting that I led.</p> <p> Eighteen staff members from around the country attended the mastermind session. The attendees represented a wide range of business sizes. One info-marketer brought two staff members out of the 31 who run his operation. Another brought his only staff person.</p> <p> One thing really stood out: Each team was trying to figure out the same problems without the benefit of learning from everyone else&#39;s experiences. Their problems would start when their info-marketer boss would come back from a meeting and say &quot;I&#39;ve got a great idea. This is going to be huge. I need you to implement this ...&quot; They&#39;d patch together the notes the info-marketer had taken at a seminar, mastermind or coaching meeting. Often they didn&#39;t have a clear vision of the goal, much less the most efficient way to implement the strategy.</p> <p> Yet they had persevered and gotten the job done. As we went around the room, the group was able to find huge breakthroughs for each other. No matter the size of the team, there were so many different ways of solving the same problem that we were quickly able to identify efficiencies.</p> <p> Have you ever heard of the word<em> schadenfreude</em>? It means taking pleasuring in the misery of others. There was a lot of <em>schadenfreude</em> going on that day.</p> <p> One info-marketer, the one with 31 employees, had brought his manager. They had all sorts of organizational problems. No one was communicating, everyone worked in silos and there was competition for attention from their info-marketing boss. Others openly discussed their paychecks bouncing because their boss spent too much money in Las Vegas. Then it was Tammy&#39;s turn. (I&#39;m protecting Tammy&#39;s identity by changing her name, even many years later.)</p> <p> Tammy was completely flustered. She had worked for her boss in another business, a business they still operated. Then her boss created an info-marketing business she had to run as well. She had no experience with info-marketing, had never run merchant services before and knew nothing about this world. Yet she was on board and wanted to see her boss succeed. She was willing to do whatever it took to help him out--including walking his two Labrador Retrievers.</p> <p> Tammy made everyone else in the room feel better. As bad as they thought their lives were, Tammy made them realize they had it pretty good. At least they weren&#39;t picking up after dogs.</p> <p> Because of the success of that first meeting, Bill Glazer and I expanded the staff training program into a half-day session at the 2007 Info-Summit. This expanded further to a full day at the 2008 Info-Summit.</p> <p> The concept was simple; provide a baseline education and a vendors list for info-marketing staff. We kept the info-marketer bosses out; they were locked out of the room. This way the staff could talk and share freely. Plus, the info-marketers really need to stay focused on marketing and business development anyway.</p> <p> Those staff training sessions were a huge success. I always intended to turn the recordings into a product, but it would require a lot of editing. In between my training sessions, there were a lot of interactive discussions. This was great for the people in the room but not useful or relevant to someone who would be listening to a recording. I got busy with other projects and didn&#39;t get around to editing the recordings into a product.</p> <p> Then, I had a coaching call with an info-marketer who had a good team but was having trouble training his staff on how to create systems. I had all of the materials and examples he needed at my fingertips, right within the handouts of my staff training program.</p> <p> So, it finally happened. I had to turn my program into a product to make it available for you. Simple, I thought. I&#39;d take the time to rerecord all the videos so they would be pure, good content. How hard could that be?</p> <p> It was a huge task! I went through every slide and added a lot of content because laws have changed since I originally gave the presentations. It took me several weeks to get everything up-to-date. In spite of it all, I finally completed the project.</p> <p> The work paid off. The finished product is a little under 4 hours long, and it&#39;s arranged so your team members can quickly access the information they need, when they need it. If you need a new employee training program today, it&#39;s there. If tomorrow you want a team member to be responsible for protecting your intellectual property, there is quick access to those resources.</p> <p> <em>Schadenfreude</em> has its moments of voyeuristic interest, but it begins to get tedious, so I&#39;ve removed all of that and given you the best of the best training, organized for easy access. I&#39;m making it available to you for a special introductory price, for a limited time.</p> <p> If you are looking for a resource to train your staff to create systems for your business, protect your work products and run your business more effectively, check out <a class="inf-track-76417" href="http://www.ReliefForStaff.com">www.ReliefForStaff.com</a>. There&#39;s special pricing for this month, but only if you are one of the first 30 to grab your copy of the program. With it, you&#39;ll have training for your staff. And, best of all, the dogs are optional.</p> <p> <br /> Best wishes</p> <p> <span class="style2"><img alt="robert signature" height="53" src="http://www.info-marketing.orghttp://www.info-marketing.org/files/accounts/ima/assets/images/email/RobertSkrobSignature.gif" width="175" /></span><br /> &nbsp;</p> </td> </tr> </tbody> </table> <p> <img alt="" height="50" src="http://www.info-marketing.orghttp://www.info-marketing.org/files/accounts/ima/assets/images/email/best_practices_bar.gif" width="487" /></p> <table border="0" cellpadding="0" cellspacing="0"> <tbody> <tr> <td class="floated-copy" style="padding: 0 5px; color: #000; font-size: 12px; font-family: Arial; line-height: 20px;" valign="top" width="100%"> <h3> Solve Your Hardest Business Problems and Scale-up With Speed and Confidence</h3> <p> There is a simple recipe to solve all of the problems in your business. Getting work done, finding the right employees, ensuring you are focused on the right goals and managing cash so you have what you need to grow. This program will focus on overcoming the obstacles that plague most business owners and the simple recipe you must make to overcome and thrive in business today. While this program is high-level it is also helpful for anyone who owns a business today and is struggling with all the opportunities, problems and decisions you must make to succeed.<br /> <br /> Here is a quick summary of what we covered on this call:</p> <ul> <li> The barriers most business owners face when trying to grow their company.</li> <li> The 4 key decisions that determine if you&#39;ll &quot;scale-up&quot; and make your company successful</li> <li> The framework for dominating your industry and solidifying your place as #1 provider within your market</li> <li> The ingenious single piece of paper that makes it easier for you and your people to make the right decisions quickly.</li> <li> How to put &quot;The Meeting Rhythm&quot; to work in your business to improve communications, culture and get employees to adopt the &quot;owner&quot; mentality.</li> </ul> <p> Listen to the audio program or read the transcript by visiting <a class="inf-track-76419" href="http://www.info-marketing.org/resources/best-practices-calls/item/solve-your-hardest-business-problems-and-scaleup-with-speed-and-confidence">Solve Your Hardest Business Problems and Scale-up With Speed and Confidence</a>. Feel free to add comments and your own experience within the comments box at the bottom of the page.</p> <h3> &nbsp;</h3> <h3> &nbsp;</h3> </td> </tr> </tbody> </table> </td> </tr> </tbody> </table> </td> <td height="1000" valign="top"> <table cellpadding="0" cellspacing="0" height="auto" style="background: #fff; margin: 0 0 0 10px;" width="225"> <tbody> <tr> <td valign="top"> <table cellpadding="3" cellspacing="0" width="220"> <tbody> <tr> <td style="padding:0 0 10px 0;" width="270"> &nbsp;</td> </tr> <tr> <td class="content-copy" style="padding: 6px; background: #E9E9D6; border: 1px solid #666; color: #000; font-size: 12px; font-family: Arial; line-height: 20px; text-transform: none; text-align: left;"> <p> <img alt="DirectPay graphic" height="100" src="http://www.info-marketing.orghttp://www.info-marketing.org/files/accounts/ima/assets/images/email/direct_pay.gif" width="202" /></p> <p> All credit card processors are NOT created equal! The moment our relationship begins, we fully dedicate ourselves to the success of your enterprise so you have time to develop the real art of your business. PPS will set you up with a customized merchant account so your clients can purchase your products and services more conveniently. With our real-time processing, the funds will seamlessly be deposited into your account. You can offer your clients more payment methods, automate transactions and much more!</p> <p> Practice Pay Solutions and IMA have teamed up for this superior offering. For more information, please visit <a class="inf-track-76423" href="http://www.info-marketing.org/resources/members-only-discounts/item/payment-processing-with-directpay"> Payment Processing With DirectPay</a></p> </td> </tr> <tr> <td style="padding: 0 0 0 20px;"> &nbsp;</td> </tr> <tr> <td class="content-copy" style="padding: 6px; background: #E9E9D6; border: 1px solid #666; color: #000; font-size: 12px; font-family: Arial; line-height: 20px; text-transform: none; text-align: left;"> <h3> <img alt="events bar" height="50" src="http://www.info-marketing.orghttp://www.info-marketing.org/files/accounts/ima/assets/images/email/news_bar.png" width="209" /></h3> <h3> News to Share with IMA Members?</h3> <p> Robert is hoping to share your news with other members. Do you have any successful product launches, seminars or first tele-seminar series that you&rsquo;d like to share? Let Robert know at <a href="mailto:RS@Info-Marketing.org">RS@Info-Marketing.org</a>.</p> </td> </tr> <tr> <td style="padding: 0 0 0 20px;"> &nbsp;</td> </tr> <tr> <td class="content-copy" style="padding: 6px; background: #E9E9D6; border: 1px solid #666; color: #000; font-size: 12px; font-family: Arial; line-height: 20px; text-transform: none; text-align: left;"> <h3> <img alt="events bar" height="50" src="http://www.info-marketing.orghttp://www.info-marketing.org/files/accounts/ima/assets/images/email/buyers_guide_bar.png" width="209" /></h3> <h3> Faster Implementation =<br /> Faster Profits for You</h3> <p> One of the toughest challenges can be finding vendors who &quot;get it.&quot; It is difficult because oftentimes you must first educate vendors about your info-marketing business and its needs before you can outline your project for them.</p> <p> For the last three years, members of the IMA have nominated their vendors for the <a class="inf-track-76425" href="http://www.info-marketing.org/resources/buyers-guide"> IMA Buyer&#39;s Guide</a>. This is a quick reference directory to help you find the best vendors in the info-marketing industry.</p> <p> You should always do your due diligence before hiring any vendor, but this list will give you a head start toward finding one that will meet your needs, help you implement faster and get you from the project planning stage to the profit stage as quickly as possible.</p> <p> Check out the <a class="inf-track-76427" href="http://www.info-marketing.org/resources/buyers-guide"> IMA Buyer&#39;s Guide</a> today.</p> </td> </tr> <tr> <td style="padding: 0 0 0 20px;"> &nbsp;</td> </tr> <tr> <td class="content-copy" style="padding: 6px; background: #E9E9D6; border: 1px solid #666; color: #000; font-size: 12px; font-family: Arial; line-height: 20px; text-transform: none; text-align: left;"> <h3> <img alt="IMA Health Insurance Plans" height="100" src="http://www.info-marketing.orghttp://www.info-marketing.org/files/accounts/ima/assets/images/email/ima_health.gif" width="202" /></h3> <p> One of the largest barriers for small business owners and their employees is the rising cost and burden of health care, which is why the Information Marketing Association is proud to offer its members the opportunity to take advantage of IMA Health Plans. We offer you comprehensive, affordable health insurance coverage for individuals and companies, with as much as 42% savings over other insurance plans.</p> <p> The Information Marketing Association is pleased to provide our members with a national group and individual health insurance program with average health insurance savings of 42%. The IMA Health Plans&rsquo; Benefits Program is issued and underwritten by JLBG Health, one of the largest health insurance carriers in the nation.</p> <p> Please visit <a class="inf-track-76429" href="http://www.info-marketing.org/resources/members-only-discounts/item/affordable-health-insurance-from-ima-health-plans"> Affordable Health Insurance</a> for more information about this IMA members&rsquo; only benefit.</p> </td> </tr> <tr> <td style="padding: 0 0 0 20px;"> &nbsp;</td> </tr> <tr> <td class="content-copy" style="padding: 6px; background: #E9E9D6; border: 1px solid #666; color: #000; font-size: 12px; font-family: Arial; line-height: 20px; text-transform: none; text-align: left;"> <h3> <img alt="interview directory bar" height="50" src="http://www.info-marketing.orghttp://www.info-marketing.org/files/accounts/ima/assets/images/email/interview_bar.png" width="209" /></h3> <h3> Experts For Your Monthly Calls</h3> <p> Many of our members need great people to interview for their monthly &quot;CD of the Month&quot; or &quot;Monthly Teleseminars&quot; for their own subscribers. To make it easy to find great people to interview the Information Marketing Association created the <a class="inf-track-76431" href="http://www.info-marketing.org/community/interview-directory">IMA Expert Interview Directory</a>.</p> <p> This is a directory of other IMA members who make themselves available for interviews. The directory notifies you if they have products and in many cases gives you a link to where you can listen to a sample interview.</p> <p> If you need a few guests for your monthly calls, check out the <a class="inf-track-76433" href="http://www.info-marketing.org/community/interview-directory">IMA Expert Interview Directory</a>. Or, if you want to make yourself available for interviews visit the directory and click the <span class="style7">Update my Interview Directory Information</span> at the right of the page to create/update your listing.</p> </td> </tr> <tr> <td style="padding: 0 0 0 20px;"> &nbsp;</td> </tr> </tbody> </table> </td> </tr> </tbody> </table> </td> </tr> </tbody> </table> </td> </tr> </tbody> </table> </td> </tr> </tbody> </table> <table cellpadding="0" cellspacing="0" width="100%"> <tbody> <tr> <td valign="top"> &nbsp;</td> </tr> <tr> <td valign="top"> <table align="center" cellpadding="0" cellspacing="0" width="750px"> <tbody> <tr> <td align="center" bgcolor="#334364" class="copyright" height="80" style="color: #FFF; font-family: Verdana; font-size: 10px; text-transform: none; line-height: 20px; padding: 8px;" valign="top"> <br /> <h3> About the Information Marketing Association</h3> <p> Successful authors, self-publishers of books, individuals who sell home study courses, personal and business coaches, newsletter publishers and seminar promoters turn to the Information Marketing Association for the critical insights on the business side of running a successful information marketing business. The IMA is a community of information publishers working together to build successful long-term businesses, make more money and help more people.</p> <p> &copy; 2015 Information Marketing Association Inc. All Rights Reserved<br /> 8430 W. Bryn Mawr Ave. &nbsp;Suite 500 Chicago, IL 60631. Member Support: RS@Info-Marketing.org</p> </td> </tr> </tbody> </table> </td> </tr> </tbody> </table> <p> &nbsp;</p> </div> Tue, 17 Feb 2015 05:00:00 GMT http://www.info-marketing.org/community/news-and-updates/item/ima-ezine-week-7-of-2015-reduce-the-frustration-of-your-team IMA Ezine Week 6 of 2015 | Are you in the ‘popular’ crowd? http://www.info-marketing.org/community/news-and-updates/item/ima-ezine-week-6-of-2015-are-you-in-the-popular-crowd <div class="html clearfix clear"> <style media="screen" type="text/css"> <!-- body { font-family: Verdana, Arial, Helvetica, sans-serif; font-size: 11.5px; line-height: 20px; margin-top: 0px; } p { font-family: Helvetica, Arial, "Trebuchet MS", Verdana; font-size: 12px; line-height: 20px; color: #1A1A1A; } h1 { font-family: Helvetica, Arial, "Trebuchet MS", Verdana; font-size: 20px; font-weight: bolder; color: #006699; text-transform: uppercase; } h3 { font-family: Helvetica, Arial, "Trebuchet MS", Verdana; font-size: 15px; font-weight: bold; color: #232323; line-height: 20px; letter-spacing: 0.01em; } table.wrapper { background-color: #FFFFFF; border: 1px solid #999999; } .header { font-family: Helvetica,; font-size: 18px; color: #FFFFFF; background-color: #A00526; } .issue { font-family: Helvetica, Arial, "Trebuchet MS", Verdana; font-size: 14px; color: #FFFFFF; font-weight: normal; width: 750px; background-color: #A00526; padding-top: 2px; padding-bottom: 3px; padding-left: 5px; } td.footer { height: 61px; padding-bottom: 0; background-color: #334364; } td.footer p { font-family: Arial; font-size: 10px; font-weight: normal; color: #ffffff; line-height: 14px; margin: 0; padding: 0; } .style1 { font-size: 12px; font-family: Helvetica, Arial, "Trebuchet MS", Verdana; line-height: 20px; color: #232323; } .style2 { color: #FFFFFF; font-family: Helvetica, Arial, "Trebuchet MS", Verdana; font-size: 14px; } table.col2boxes1 { background-color: #E9E9D6; border: 1px solid #666666; } table.col1boxes1 { background-color: #F1F1F1; border: 1px solid #666666; } --> </style> </div> <div class="html clearfix clear"> <table border="0" cellpadding="0" cellspacing="0" class="wrapper" style="width: 750px;"> <tbody> <tr> <td align="left" class="issue" colspan="5"> February 10th 2015 | Week 6 of 2015</td> </tr> <tr> <td valign="top" width="506"> <table align="center" border="0" class="col1boxes1" style="width: 490px;"> <!-- content --> </table> <table border="0" cellpadding="0" cellspacing="0" height="870"> <tbody> <tr> <td height="auto" valign="top" width="5"> <table cellpadding="0" cellspacing="0" height="auto" style="background: #F1F1F1; border: 1px solid #666;" width="487"> <tbody> <tr> <td class="content-copy" style="padding: 0; color: #000; font-size: 14px; font-family: Georgia; line-height: 20px; text-transform: none;" valign="top"> <table border="0" cellpadding="0" cellspacing="0"> <tbody> <tr> <td class="floated-copy" style="padding: 0 5px; color: #000; font-size: 12px; font-family: Arial; line-height: 20px;" valign="top" width="100%"> <h1> <img alt="pres bar" height="50" src="http://www.info-marketing.orghttp://www.info-marketing.org/files/accounts/ima/assets/images/email/pres_bar.png" width="487" /></h1> <table border="0" cellpadding="0" cellspacing="0"> <tbody> <tr> <td class="floated-copy" style="padding: 0 5px; color: #000; font-size: 12px; font-family: Arial; line-height: 20px;" valign="top" width="100%"> <p> <strong><em><img align="right" alt="robert graphic" height="205" src="http://www.info-marketing.orghttp://www.info-marketing.org/files/accounts/ima/assets/images/email/robert_caricature.gif" width="235" /></em></strong>I get frustrated when I hear about the social structure in high school. But then I realize it is the same everywhere else, if you let it.</p> <p> When my daughter, Samantha, was in high school, she had several classmates she had known for many years. They went to elementary and middle school together. But she doesn&#39;t talk to them. Confused, I asked her why.</p> <p> She told me, &quot;They are &#39;populars,&#39; and I&#39;m not. I hang out with the band.&quot; Definitions can be interesting. According to high school social vernacular, &quot;populars&quot; doesn&#39;t mean these students are well known or well liked; it means they are full of themselves. Samantha is looking for people who are more accepting of each other, and that&#39;s the band kids.</p> <p> I don&#39;t like this because I want everyone to like my daughter, and I want her to be the most popular kid in the school. More important, I don&#39;t want her to limit her own choices and experiences by predetermining she&#39;s going to exclude people based on which group they are in. Yet I do the same thing.</p> <p> In the late 1990s, I was well known in the association world. (The association world is made up of the people who run associations.) After I learned about info-marketing, I thought to myself, &quot;Association people don&#39;t get it. I&#39;m going to start hanging out in the marketing world, or more specifically, the Dan Kennedy world. I&#39;m going to be part of planet Dan.&quot; I shut myself out of a lot of experiences I could have had because of a false feeling of superiority.</p> <p> Because we are so busy, we have to assign people to categories. In the end, all of the categories are simply subcategories of these two: important and not important.</p> <p> Certain people end up in the important: spouse, kids, boss, clients, Steve Jobs. Others end up in the not important and can be ignored: pestering salesperson, the loser who keeps hanging around me at the office and Kim Kardashian. Our customers do the same thing; they are making these judgments about us!</p> <p> The good news? In business we get to create our own identity. In fact, it&#39;s essential to establish our identity.</p> <p> This is why it&#39;s so important for you and me to become big characters. That is how we can differentiate ourselves as someone important, someone to be listened to.</p> <p> You establish yourself as someone important by doing important things--publishing a newsletter, providing knowledge, producing a white paper or a special report, writing a book, becoming the chief spokesperson for your business.</p> <p> In other words, become a big character.</p> <p> Be the master of your public image, command attention and never bore your audience of customers and potential customers.</p> <p> I tried to teach this lesson to my daughter. I told her she can be a &quot;popular&quot; anytime she wants; all she has to do is behave with confidence and share your personality. But that feels phony to her and more than a little scary.</p> <p> I understand. It doesn&#39;t come naturally to me either. I was taught to let my actions speak for themselves. Yet if you do that, it&#39;s too easy for your prospective customers to sort you into one of the &quot;not important&quot; categories.</p> <p> You don&#39;t have to be phony. Everything you do should reflect your personality and refer to your own successes. &quot;But what if I don&#39;t have any successes?&quot; you ask. First of all, I doubt that&#39;s entirely true, and second, go create them! Demonstrate your knowledge and ask someone for the opportunity to turn what you know into a success demonstration. This will give stories you can talk about.</p> <p> These stories will enable you to be true to yourself, to prevent you from being phony. And they will demonstrate to your audience that you are important.</p> <p> You and I must refuse to accept the labels our markets put on us. We frequently have to &quot;blow up&quot; those labels by being different and commanding attention.</p> <p> If you&#39;ve been all about Topic X for the last two years, maybe it&#39;s time to start talking about Topic Y. Be unexpected, entertaining and different.</p> <p> You must forge a new identity in your market. Always be yourself (but make it interesting), keep it unique and make it bold. You&#39;ll not only transcend the high school labels, but within your market, you&#39;ll also transcend Kim Kardashian.</p> <p> What do you think? Have you created a new identity in your market this year? Or do you need to forge a new identity in the next year? Visit the page <a class="inf-track-76399" href="http://associationmarketing.com/popular-crowd/">Are you in the &#39;popular&#39; crowd?</a>, and scroll down to the bottom of the page to leave me a comment. I read every comment and reply when appropriate.</p> <p> <br /> Best wishes</p> <p> <span class="style2"><img alt="robert signature" height="53" src="http://www.info-marketing.orghttp://www.info-marketing.org/files/accounts/ima/assets/images/email/RobertSkrobSignature.gif" width="175" /></span><br /> &nbsp;</p> </td> </tr> </tbody> </table> <p> <img alt="" height="50" src="http://www.info-marketing.orghttp://www.info-marketing.org/files/accounts/ima/assets/images/email/best_practices_bar.gif" width="487" /></p> <table border="0" cellpadding="0" cellspacing="0"> <tbody> <tr> <td class="floated-copy" style="padding: 0 5px; color: #000; font-size: 12px; font-family: Arial; line-height: 20px;" valign="top" width="100%"> <h3> Accomplishing More With a Team and Getting It Done Right the First Time</h3> <p> We all have experienced the frustration of delegating a project to an employee or a vendor only to find ourselves disappointed. The project delivered wrong, after deadline or not at all. &quot;Why can&#39;t I find someone who cares?&quot; While finding the right person may be a science, delegating, motivating and monitoring that person is an art. The good news is all of these are skills you can learn, and we cover them in detail on this month&#39;s program. These skills will help you grow your business faster and make more money.</p> <p> Here is a quick summary of what we cover on this call:</p> <ul> <li> The ultimate business leverage, using the work of others to implement your ideas</li> <li> Why so many businesspeople are disappointed with the work they get from employees and how to prevent that from happening to you</li> <li> How to find team members who &quot;get it&quot;</li> </ul> <p> Listen to the audio program or read the transcript by visiting <a class="inf-track-76401" href="http://www.info-marketing.org/resources/best-practices-calls/item/accomplishing-more-with-a-team-and-getting-it-done-right-the-first-time">Accomplishing More With a Team and Getting It Done Right the First Time</a>. Feel free to add comments and your own experience within the comments box at the bottom of the page.</p> <h3> &nbsp;</h3> <h3> &nbsp;</h3> </td> </tr> </tbody> </table> </td> </tr> </tbody> </table> </td> <td height="1000" valign="top"> <table cellpadding="0" cellspacing="0" height="auto" style="background: #fff; margin: 0 0 0 10px;" width="225"> <tbody> <tr> <td valign="top"> <table cellpadding="3" cellspacing="0" width="220"> <tbody> <tr> <td style="padding:0 0 10px 0;" width="270"> &nbsp;</td> </tr> <tr> <td class="content-copy" style="padding: 6px; background: #E9E9D6; border: 1px solid #666; color: #000; font-size: 12px; font-family: Arial; line-height: 20px; text-transform: none; text-align: left;"> <h3> <img alt="interview directory bar" height="50" src="http://www.info-marketing.orghttp://www.info-marketing.org/files/accounts/ima/assets/images/email/interview_bar.png" width="209" /></h3> <h3> Experts For Your Monthly Calls</h3> <p> Many of our members need great people to interview for their monthly &quot;CD of the Month&quot; or &quot;Monthly Teleseminars&quot; for their own subscribers. To make it easy to find great people to interview the Information Marketing Association created the <a class="inf-track-76405" href="http://www.info-marketing.org/community/interview-directory">IMA Expert Interview Directory</a>.</p> <p> This is a directory of other IMA members who make themselves available for interviews. The directory notifies you if they have products and in many cases gives you a link to where you can listen to a sample interview.</p> <p> If you need a few guests for your monthly calls, check out the <a class="inf-track-76407" href="http://www.info-marketing.org/community/interview-directory">IMA Expert Interview Directory</a>. Or, if you want to make yourself available for interviews visit the directory and click the <span class="style7">Update my Interview Directory Information</span> at the right of the page to create/update your listing.</p> </td> </tr> <tr> <td style="padding: 0 0 0 20px;"> &nbsp;</td> </tr> <tr> <td class="content-copy" style="padding: 6px; background: #E9E9D6; border: 1px solid #666; color: #000; font-size: 12px; font-family: Arial; line-height: 20px; text-transform: none; text-align: left;"> <h3> <img alt="member blog bar" height="50" src="http://www.info-marketing.orghttp://www.info-marketing.org/files/accounts/ima/assets/images/email/member_resources_bar.png" width="209" /></h3> <h3> IMA Easy Content Library</h3> <p> Are you looking for one last article for your newsletter? Would you like to have a guest column every month? Would you like to add a bunch of additional content to your website?</p> <p> As an IMA member, you have access to the <a class="inf-track-76409" href="http://www.info-marketing.org/resources/easy-content-library">Easy Content Library</a>. This is a resource library of articles contributed by other IMA members that you can use in your own publications.</p> <p> You can insert these articles into newsletters, products or even books as content. As long as you maintain the author&rsquo;s attribution at the bottom of each article, you are welcome to use them.</p> <p> Check out the <a class="inf-track-76411" href="http://www.info-marketing.org/resources/easy-content-library">Easy Content Library</a> today. It&rsquo;s filled with a lot of great articles to read, and they may spark ideas for blog posts or other content.</p> </td> </tr> <tr> <td style="padding: 0 0 0 20px;"> &nbsp;</td> </tr> <tr> <td class="content-copy" style="padding: 6px; background: #E9E9D6; border: 1px solid #666; color: #000; font-size: 12px; font-family: Arial; line-height: 20px; text-transform: none; text-align: left;"> <p> <img alt="DirectPay graphic" height="100" src="http://www.info-marketing.orghttp://www.info-marketing.org/files/accounts/ima/assets/images/email/direct_pay.gif" width="202" /></p> <p> All credit card processors are NOT created equal! The moment our relationship begins, we fully dedicate ourselves to the success of your enterprise so you have time to develop the real art of your business. PPS will set you up with a customized merchant account so your clients can purchase your products and services more conveniently. With our real-time processing, the funds will seamlessly be deposited into your account. You can offer your clients more payment methods, automate transactions and much more!</p> <p> Practice Pay Solutions and IMA have teamed up for this superior offering. For more information, please visit <a class="inf-track-76413" href="http://www.info-marketing.org/resources/members-only-discounts/item/payment-processing-with-directpay">Payment Processing With DirectPay</a></p> </td> </tr> <tr> <td style="padding: 0 0 0 20px;"> &nbsp;</td> </tr> <tr> <td class="content-copy" style="padding: 6px; background: #E9E9D6; border: 1px solid #666; color: #000; font-size: 12px; font-family: Arial; line-height: 20px; text-transform: none; text-align: left;"> <h3> <img alt="events bar" height="50" src="http://www.info-marketing.orghttp://www.info-marketing.org/files/accounts/ima/assets/images/email/news_bar.png" width="209" /></h3> <h3> News to Share with IMA Members?</h3> <p> Robert is happen to share your news with other members. Do you have any successful product launches, seminars or first tele-seminar series that you&rsquo;d like to share? Let Robert know at <a href="mailto:RS@Info-Marketing.org">RS@Info-Marketing.org</a>.</p> </td> </tr> <tr> <td style="padding: 0 0 0 20px;"> &nbsp;</td> </tr> <tr> <td style="padding: 0 0 0 20px;"> &nbsp;</td> </tr> </tbody> </table> </td> </tr> </tbody> </table> </td> </tr> </tbody> </table> </td> </tr> </tbody> </table> </td> </tr> </tbody> </table> <table cellpadding="0" cellspacing="0" width="100%"> <tbody> <tr> <td valign="top"> &nbsp;</td> </tr> <tr> <td valign="top"> <table align="center" cellpadding="0" cellspacing="0" width="750px"> <tbody> <tr> <td align="center" bgcolor="#334364" class="copyright" height="80" style="color: #FFF; font-family: Verdana; font-size: 10px; text-transform: none; line-height: 20px; padding: 8px;" valign="top"> <br /> <h3> About the Information Marketing Association</h3> <p> Successful authors, self-publishers of books, individuals who sell home study courses, personal and business coaches, newsletter publishers and seminar promoters turn to the Information Marketing Association for the critical insights on the business side of running a successful information marketing business. The IMA is a community of information publishers working together to build successful long-term businesses, make more money and help more people.</p> <p> &copy; 2015 Information Marketing Association Inc. All Rights Reserved<br /> 8430 W. Bryn Mawr Ave. &nbsp;Suite 500 Chicago, IL 60631. Member Support: RS@Info-Marketing.org</p> </td> </tr> </tbody> </table> </td> </tr> </tbody> </table> <p> &nbsp;</p> </div> Tue, 10 Feb 2015 05:00:00 GMT http://www.info-marketing.org/community/news-and-updates/item/ima-ezine-week-6-of-2015-are-you-in-the-popular-crowd December 2014 Jump Start Coaching Call http://www.info-marketing.org/resources/jump-start-call-archive/item/december-2014-jump-start-coaching-call <div class="clear"> <div class="audio-player" style="width:300px;"> <div class="html5-audio-player" id="player-58389"> <div class="configuration {file:'http://media.info-marketing.org.s3.amazonaws.com/jumpstartcalls/IMADecember2014JumpStart.mp3',height:28,width:300,skin:'/flash/player/skins/glow/glow.xml',icons:false,controlbar:'on'}"></div> <p>To view multimedia content please make sure you have flash and javascript enabled in your browser.</p> </div> </div> </div> <div class="file"> <a class="" href="/resources/jump-start-call-archive/download/aHR0cDovL21lZGlhLmluZm8tbWFya2V0aW5nLm9yZy5zMy5hbWF6b25hd3MuY29tL2p1bXBzdGFydGNhbGxzL0lNQURlY2VtYmVyMjAxNEp1bXBTdGFydC5tcDM%3D" title="Download Audio">Download Audio</a> </div> <div class="html clearfix clear"> <p><strong>Robert:</strong> Welcome, this is Robert Skrob and this is your Jump Start Coaching Call. You know what? I did start the call a few minutes early. I saw that there were so many of you that have already dialed in and there's no reason to keep you waiting. Let's go ahead and get started. No reason for me to be waiting over there and you to be waiting listening to music. This is your Q&amp;A call, so to get yourself into the queue to ask your question just hit *1 on the phone. Our crackerjack operator Shane will take your name and city and then get your questions in the order that it's received. And, you know, it is a little unusual that we get started early, but you know what? I just, you know, sometimes we do unusual things and mix it up. And that is just really what you get for calling in early is the chance to get in to ask your question before everybody else does. That way you can get in and ask a question and beat the rush so to speak. So if you'd like to take advantage of the opportunity to beat the rush all you got to do is hit *1 on your phone and that gets you into the game to ask your question. </p> <p>One of the things that I've been working on a lot with information marketers and particularly it's focused on continuity programs and building continuity, and one of the things that I have found is most information marketers think of continuity as simply kind of like a product transaction but that it happens every month. And that is fine as far as it goes, they think that, okay, well if I provide x-value then I'm going to be able to keep my members, maybe they're staying with me for eight months, but if I provide x-times 2 or x-squared value that maybe I'm going to be able to keep them for 16 months. And frankly that's not true. </p> <p>The key to doubling your retention and your continuity is not to deliver more stuff either on a monthly basis or over the course of the program but instead deliver different things. One of the things that I discovered in the association industry is that while you certainly need to provide good information and good content but what members stay in for really isn't the content it's their connection to others. It is the ability to get recognition, the opportunity to advance themselves to be able to learn. And those are the things that will really massively change the retention in your continuity programs. </p> <p>If you create them with that in mind one of the secrets is that you don't have to deliver nearly as much stuff. You know, I have folks that they're delivering a printed newsletter, they're getting on the phone twice a month, they're doing one-on-one coaching, they have all this stuff they're doing in order to try to keep their members in continuity. It's almost like this continuity treadmill they're trying to keep up with and run as fast as they can. </p> <p>Now the benefits of continuity are pretty awesome. You see all this stuff about product launches, well doing a continuity program is like having a product launch every month, you get all the profit and revenue on a monthly basis rather than any kind of one-time event, but there are things when you know these sorts of things from the start and you focus on connecting your members with each other at the very beginning and then you focus on providing them recognition and letting them know hey what you did was good here, maybe provide a copy, you know, put a copy of their stuff in your newsletter and send that out or show it during one of your webinars they love that. And that is one of the key things that is going to keep them in longer than the content itself and it is magic and want something that would really bind them into your continuity program. </p> <p>So if you would like to get into the game just press *1 on your phone and we will now go to Mark in UK. Welcome Mark. </p> <p><strong>Mark:</strong> Hi Robert. How are you doing? </p> <p><strong>Robert:</strong> Fabulous, thank you. Great to chat with you Mark. </p> <p><strong>Mark:</strong> Yeah. Thanks so much Robert. You might remember we exchanged a couple of emails and you said it would be more appropriate to ring in. Is that correct? </p> <p><strong>Robert:</strong> Beautiful. Glad that you did. </p> <p><strong>Mark:</strong> Okay. Fantastic. Here's some a couple of questions. I need a little bit of clarification on starting off with teleseminars. So the problem Robert, the question or clarification I've got, and I think I might have answered my own question as I've been sort of fumbling through and trying to do some research on this, is to obviously get the pain points that customers are wanting in the info product that I can deliver or the teleseminar series. So I've got a subject or a topic and one of the questions I had is is it best to have very broad topics within the same area and then delivering those over five weeks or choosing one topic that's a little bit more niche orientated and then breaking that down over the five weeks? So in other words, going broad or going a little bit narrow, what's the best method? </p> <p><strong>Robert:</strong> My preference is to go narrow. The main reason -- and most folks are fearful that that will somehow limit them, and just because you focus your very first product on a particularly small market segment doesn't mean that you can't expand out with the very next campaign. What it does is it helps you start, you get paid, you are moving forward and when your business is much bigger and you have four or five different products and you'll still have this one very specific thing for this very specific niche and there's nothing wrong with continuing to sell that. It's so much less expensive to start in a much more narrow niche because the media is generally cheaper and you're talking to fewer people so that you can have a much bigger reach so they're all going oh my gosh, I see this Mark guy everywhere. He must really be something. Well, you're something because you simply picked a smaller group of people to target so you're able to target them more frequently and get their attention and get them to pay attention and become your customer. </p> <p><strong>Mark:</strong> Right. Okay. That makes perfect sense. So that leads onto another question or a follow-up question really. I know you sort of advocate teleseminars over webinars but the content that I'll be delivering is more on a sort of more teaching based where they need to sort of see screenshots or a little sort of walk-through, so would you recommend sort of printing lots of things with a pdf document that you send prior to the event or would you prefer the webinar to exchange in place of a teleseminar basically? </p> <p><strong>Robert:</strong> If you've got a good reason to do a webinar then go for it. My preference for teleseminars is only to keep life easy. But if there is a real teaching reason that the comprehension and the communication is going to be more effective via webinar then I'm all for it. Go for it. Do the webinar. That's perfectly fine. </p> <p><strong>Mark:</strong> Right. Okay. So I thought the webinar, well the advantages of a webinar is you've got all the slides ready to package up for a product haven't you, whereas with a teleseminar you've got a little bit less material to package up. </p> <p><strong>Robert:</strong> Yeah, perhaps. The other thing is you're delivering via video rather than audio, so it's just a little more work to record it. Most often the easiest way to record a webinar that you're giving is to have some third party log on to the webinar and record it using some sort of screen capture software. If you're on a Mac then that would be Screen Flow and if you're on a PC that would be Camtasia. The built-in recording systems that Go to Webinar or some of the others have they don't give you really a quality file that you would really need to be able to use to put that on a DVD or something. </p> <p>So those little bitty logistic things are kind of a pain, but if you've got a real technical reason then go for it, do a webinar. No problem at all. I do them all the time. I get it. </p> <p><strong>Mark:</strong> Right. Excellent. Okay. So within the same kind of questioning as well, if you do a teleseminar or a webinar do you recommend recording them before in an afternoon when you have them look at a common sort of screen and then delivering it but then obviously staying on record and then you do a live Q&amp;A at the end? Is that how you do them? Or do you do the live teleseminar when people are actually logging in or dialing in? </p> <p><strong>Robert:</strong> When I have time when I'm doing these sorts of trainings I will try to record them in advance and then that way I feel like it comes off better, I'm more relaxed, and also if I misstate something or something's not clear I can go in there and tweak it or change it or re-do it. So I have found that I prefer to do them in advance. Now playing that it can often be a pain in the butt to try to make that work technically because the systems, you've got to connect your computer audio to the phone in order to broadcast and stuff, so it is technically a whole lot easier just to get on there and do it, but if you've got the technical piece down then yeah, recording them in advance is -- I like to do it when I have time. </p> <p><strong>Mark:</strong> Right. Okay. I'm probably going to have to try all that and give it a go in an afternoon some day and see how it works. So then from there if you wouldn't mind then Robert, so once you get a teleseminar series underway where you're in a week, so I've got  both of the books are through the Entrepreneur Press, <em>Start Your Own Information Marketing Business</em> and <em>The Official Get Rich Guide</em>, so I've been going through both of those. </p> <p><strong>Robert:</strong> Awesome. </p> <p><strong>Mark:</strong> So when you're two or three weeks into your, once you know what to market in and you're two or three weeks into your teleseminar series or webinar what things should you be thinking of? Should you be thinking of an actual product and then sort of promoting that or should you be thinking of other things?  What's the logical sort of step for that? </p> <p><strong>Robert:</strong> Two things. One, I would in your emails that you're sending to your list, to your buyers, you know, each week you'll want to send them an email that promotes what you're going to teach in that week's webinar and then generally after the webinar itself you've got to send them another email that gives them their download instructions on where they can watch it if they weren't able to participate live. Within those emails I would welcome folks to send you questions. So that way you're not doing it on the webinar itself because the webinar itself you want it to be an evergreen product and five years from now you're not going to want people emailing you questions because you'll be too busy for that. </p> <p>But today, and there's no reason why not, and it's an awesome opportunity to learn, so in those emails that go before, I'll promote what's in the course, these are the things that I'm teaching, hey, if you have any questions before let me know, I'd be happy to incorporate them into the program. </p> <p>And then when the email goes out it's like I hope you enjoyed that webinar. I'm very presumptive in my message that they were all on the program, like &quot;Man, that was a great program. Thank you for dialing in. I appreciate you participating and if you have any questions after just send me a quick email and I'd be happy to help you.&quot; And wherever possible, and that's even in my pitch for these types of webinars I'll even tell them, and if I'm going to do it I'll tell them you'll get email support throughout the training. I may as well make that a benefit of the training, but the reason I do it not just to provide a benefit, but I do it so I can learn like where did I really miss? You know, sometimes, a lot of times it's pretty mundane stuff and I go well, you can just go to the 25th minute because I gave a 15-minute riff just on your exact question. There's a lot of times it's boring and stuff that you really covered already but then every now and then it's, &quot;Ooh, that is a really good question and I didn't talk anything about that. Huh. I better incorporate that into the next module in order to make sure that I cover that topic.&quot; </p> <p>So a lot of times they illuminate blind spots that you had no idea existed but for those questions. It's kind of almost like having a little bit of proof readers for you. It's just like a beta tester. But by having that avenue back and forth you're able to -- and actually one of the biggest cases for this crowd one of the things that happened is I built the Info Marketing Pyramid product. There's a webinar at infomarketingpyramid.com and that very same thing happened to me. I got a bunch of questions after Module 1 and so I was, &quot;Oh, geez,&quot; and so I planned a whole another 15 minute opening to Module 2 that I hadn't planned before but I got all of those questions and so I could tell I needed to re-emphasize and clarify a couple of points. And so now that's in there for the product forever because four years ago when I created that thing I made myself available for Q&amp;A. </p> <p><strong>Mark:</strong> Right. Makes sense. It's a good strategy. Yeah. Okay. Excellent. So would that not replace the question, the Q&amp;A at the end of the webinar replaces or it could be couldn't it? It could completely replace that so you wouldn't have to do a Q&amp;A, or would you prefer to do, would advise doing both? </p> <p><strong>Robert:</strong> You could do both. I prefer doing the email. </p> <p><strong>Mark:</strong> Yeah. </p> <p><strong>Robert:</strong> Because it's technically easier and also that allows me to broadcast the webinar and then I don't have to worry about them trying to figure out how to get back on and get into control of the slides and unfreezing the screen. </p> <p>The other thing, what was really your real question was what is next on your webinar? Do you mind if I answer that? </p> <p><strong>Mark:</strong> Yes. </p> <p><strong>Robert:</strong> Okay. The easiest thing to sell is a coaching program. And also the coaching program is going to be your highest margin and it's also going to be the easiest thing to sell. And third it's going to be an easier way for you to get results from the program. </p> <p>A lot of times you'll see testimonials about, &quot;Oh man, I used Joe's system and I was able to get xyz results.&quot; Well, it's presented as part of the product sell and yeah they used the product, but really what helped them get those results was the coaching that they received in order to help them implement that product. And so a lot of times a lot of your best testimonials that you'll receive to be able to promote this product are going to be by offering some sort of coaching program. </p> <p><strong>Mark:</strong> Right. Okay, that makes sense. Yeah. And I saw it in your book as well. I noticed that when I was reading it through, so that's great. Excellent. So final sort of question, I don't want to hold the line for anybody else there Robert so I really appreciate your help on that one piece. Kind of making it a little bit more clear for me which is great. </p> <p>In terms of software have you got any recommendations, Go to Webinar, or are they all pretty much similar in terms of what, but then I would probably go for a webinar I would imagine. I think I'm more leaning towards a webinar. A recorded webinar. </p> <p><strong>Robert:</strong> Yeah. If you've got a, do you mean in terms of technology platforms? </p> <p><strong>Mark:</strong> Yes, exactly, yeah. </p> <p><strong>Robert:</strong> Yes. I use Go to Webinar and that seems to work just fine. It has its quirks. It's kind of a pain. What I understand is they are going to accommodate more video in the future. Right now it's just slides and you can't really show a video. The refresh rate of the screen is so slow that a video is not going to communicate, but if all you have is slides and audio it's really hard to beat Go to Meeting [Webinar]. It's inexpensive. As platforms go it's one of the easier to use. There certainly are flaws but it's getting better all the time and it is by far the biggest one. </p> <p><strong>Mark:</strong> Right. That's fantastic. Thanks ever so much for your time there Robert. I really appreciate that. </p> <p><strong>Robert:</strong> Well, I appreciate you calling and thank you. And again I really want to hear how this comes out, so please call next month and if you have any other questions I'd be happy to answer and I just really would love to get an update on how things are going, either call or please send me an email. I'd love to hear more. </p> <p><strong>Mark:</strong> Fantastic. Thanks ever so much Robert. You have a good day. Thank you. </p> <p><strong>Robert:</strong> All right. Thank you for calling Mark. Appreciate it. And if you would like to jump in the game and ask a question all you got to do is hit *1 on your phone and I'd be happy to answer questions for you just like I did Mark from the UK. And our next question comes from Fred over in San Mateo. Welcome Fred. </p> <p><strong>Fred:</strong> Yes. How are you Robert? </p> <p><strong>Robert:</strong> Excellent. Glad that you're here. </p> <p><strong>Fred:</strong> Well, I understand you're a reformed CPA. </p> <p><strong>Robert:</strong> Unfortunately I am actually still a CPA. Can you imagine I maintain my license? </p> <p><strong>Fred:</strong> Good for you. I'm a CPA. I'm trying to reform myself. </p> <p><strong>Robert:</strong> I still maintain my license for my mother. She wants me to have something to fall back on if all this marketing stuff were to fall through for some reason. </p> <p><strong>Fred:</strong> Don't quit your day job, huh? </p> <p><strong>Robert:</strong> Well, congratulations on your reform. I've been working through all the undoing of the training for years. So how can I help you? </p> <p><strong>Fred:</strong> Well, in the last few years, well three or four years, I'm focusing on providing value rather than just doing tax returns and focusing on the getting paid for the dollars per hour you spend. So I'm going to fixed billing and I am focusing on tax reduction strategies and I'm zeroing in on realtors just to specialize. So I contact these realtors by going through their association and so forth and my ultimate goal was to do a one-on-one tax coaching session with them, but looking at your information marketing thing it looks like a really neat way to do this would be through the information marketing platform would be like to, and here's what I'm thinking is to initially go out to exhilarate interest offer a free one-hour teleconference or something like that and then upsell them to maybe a three or four or five hour paid program for a couple hundred dollars. I haven't figured out how much it would be. </p> <p>And then ultimately to move them into a one-on-one coaching program because it seems like the information marketing platform would allow me to draw my potential clients from a bigger pool and then to maybe get some kind of a continuity program with them. So I'm kind of looking for feedback. I'm more of a people person. I had to discipline myself to do the tax returns and stuff and it's all that technical junk and I really want to get rid of that and have somebody else do it and I'd rather work with people in the high level strategies. So your comments, suggestions would be appreciated. </p> <p><strong>Robert:</strong> So your target market is realtors. </p> <p><strong>Fred:</strong> Yes. </p> <p><strong>Robert:</strong> What are the problems that realtors have that you would be helping to solve? </p> <p><strong>Fred:</strong> Well, I work primarily with upfront structuring, how they organize their business, whether they're incorporated, hire your spouse, hire your children to distribute the taxable income to other family members, to medical reimbursement plans, you know there are a number of things and they're always changing because the tax code changes. But my basic selling strategy so far has to been to see if I can get a look at somebody's tax return and they're in business they have the right factual situation I can usually look at their tax return and realize that with just a couple of strategies I can save them $10,000 to $20,000 a year. And then I go in and my charge is like $2,500 or $3,000 to $4,000 for the coaching session and I basically sell them at, &quot;Hey, it's basically free because otherwise you're going to give the money to the government.&quot; </p> <p><strong>Robert:</strong> And so the problem you solve is that they are paying too much in taxes? </p> <p><strong>Fred:</strong> Paying too much in taxes and they're afraid of tax audits. Yes. And that's my unique selling proposition right there. Paying too much in taxes, afraid of tax audits, I can help. </p> <p><strong>Robert:</strong> The key is that whatever you are offering that you are offering it based on their frustrations, their fears and rather than on the services that you provide. You started telling me all about the structure, you started telling me about kind of the -- even when you started explaining it you went into corporate structure issues, and corporate structure is vitally important but that is not a problem they have. Corporate structure may be one of the potential solutions they have to a problem but it's you can't start talking about corporate structure. You can talk about the liability, you're over taxed or some of those other things that corporate structure fixes, but whenever you are -- the key whatever you provide, and I think that's the biggest piece of the info marketing that it is this very laser-like focus on your customers' problems and focusing and positioning what you have as the single best solution, out of all their potential solutions the single best in helping them solve it. </p> <p><strong>Fred:</strong> Yeah. </p> <p><strong>Robert:</strong> So as long as you are laser focused on their problems then yes I think it makes complete sense to offer this as some sort of information marketing business where you are doing outreach to them. You're offering the solutions to their problems. All they've got to do is give you their contact information and then that gives you an opportunity to follow up with them with some sort of ongoing email messaging and so that you're able to keep in contact with them. </p> <p><strong>Fred:</strong> In one of your books, I can't remember the name of it, but one of your two books you were talking about the different strategies to get into the information marketing business and this was like the last one I jumped right over to that and then I guess somebody had a business and they were already offering a coaching program so they started offering a one-one-one, a seminar leading up to the coaching program. </p> <p><strong>Robert:</strong> Yes. </p> <p><strong>Fred:</strong> So that's really what turned on a light bulb in my little brain. </p> <p><strong>Robert:</strong> Yeah. And now the realtors that you're talking to are you mostly focused on local ones, are you regional or I guess who would you focus on originally or to start with? </p> <p><strong>Fred:</strong> Well, I'm a member of a couple of the realtors associations. I know a lot of realtors, so I've been focusing on them because it's like low hanging fruit. Eventually, I mean I would like to pull from a wider audience and eventually go nationwide because these are, you know, they're strategies that anybody can benefit from and frankly I think it's a small percentage of people that are actually, there are a lot of realtors that are kind of marginal, they don't make a lot of money, so I'm just guessing the percentage of realtors that can benefit from what I'm doing and with really what I'm paid for is maybe I don't know, one, two, three, four percent. So to get the volume I want I'm going to have to pull from a bigger pool so to speak. </p> <p><strong>Robert:</strong> Well, also you can position your thing as what new realtors need to do. The nice thing about that niche in particular is that there is a steady flow of new entrance into that market. Every month new ones graduate from realtor schools and getting that list is pretty easy to do and recent graduates from the real estate school and promoting to them that these are the five problems that they didn't tell you about in real estate school and this is how you solve all of them, you know, the potential tax liability, the potential personal liability that you might incur, all of these things that they didn't tell you about this is how you simply participate in this program and this helps take care of all those potential liabilities. </p> <p><strong>Fred:</strong> I might even find that let's say a four or five-week program is better, is more lucrative than the one-on-one coaching. </p> <p><strong>Robert:</strong> It's more scalable for sure. </p> <p><strong>Fred:</strong> Yeah. Okay. </p> <p><strong>Robert:</strong> The one-on-one coaching is easier to sell because that's what people more readily understand is, &quot;Okay, I'm going to talk to this guy and he's going to help me.&quot; The product is more scalable and it's simply a matter of proof and the more proof you have that the product and the system works the more of it you'll be able to sell and the less of yourself you'll have to sell. </p> <p><strong>Fred:</strong> Right. Okay. Well, that helps quite a bit. It just reaffirms the direction I'm going in. </p> <p><strong>Robert:</strong> Sweet. </p> <p><strong>Fred:</strong> Thank you. </p> <p><strong>Robert:</strong> Well, it's a pleasure speaking with you and glad that you called in today. </p> <p><strong>Fred:</strong> Thank you again. </p> <p><strong>Robert:</strong> All right. Thanks Fred. And if you would like to get into the game and ask a question all you got to do is hit *1 and that gets you into the queue. And our next question comes from Baba Toonday (sp) in Bowie, Maryland. Welcome. </p> <p><strong>Baba:</strong> Good afternoon Robert. </p> <p><strong>Robert:</strong> How do I properly pronounce your name? </p> <p><strong>Baba:</strong> Baba Toonday. </p> <p><strong>Robert:</strong> Baba Toonday. All right. Thank you. </p> <p><strong>Baba:</strong> Well, I'm a long-time listener. This is my first time calling. I'm just kind of have like a heavy chest on where I've been reading both books, I have both of them and I've been a student of yours for a little bit. But reading there's been no where to leave my hands first I have so many niches that I want to tackle in the sense that I was once a restaurant manager which I won several awards. But I got tired of long hours without seeing my kids. So I went into nursing which I've been a nurse since 1997 and I've won several awards. I've mastered some different (inaudible 33:00) procedure, you know, ways to do some things. </p> <p>So anyway, so I want to get into the coaching aspect of the, you know, I want to form my own tribe in terms of nursing in the health care field anyway. So I want to target the nursing homes in terms of teaching their directors of nursing or the owners directly, you know, at these assisted living in how to get the best from their employees, you know, creating good employees or developing good employees so which is sort of a coaching area. </p> <p>But, you know, I wanted to go ahead and write all these letters out but each time I always say, well, it actual get some kind of lead way from you first, so you know I wrote some but I haven't mailed it out yet, you know, in terms of checking it to see the kind of response that I would get because as you said even before you even make the product you can get people to pay you ahead on time, but you know, I do teach all the lifesaving skills but I didn't know which way to which point to either go into the restaurant area or the healthcare area which is a developing world class employees to give customer service the best. </p> <p><strong>Robert:</strong> Well I think both of them are really very good niches. There certainly are a whole lot of restaurants and the nursing home niche is growing at a very fast rate. Of those two the nursing homes seem to be the most interesting to me as much because that seems to be your more recent experience. And then two, they're going to be easier to reach than a restaurant owner or manager and then also so many of the restaurants now are going to chain that you'll be dealing with corporate people versus the owner of the restaurant. There certainly are a whole lot of independently owned restaurants but, you know, on a percentage basis they're becoming a smaller and smaller slice of the pie every day. </p> <p><strong>Baba:</strong> All right Robert. Now thank you for that, you know, I thought that will be the path I guessed already that you will advise me to go that route because in writing this letter I want to include my awards which, you know, I won the best nurse in 2008 and just last month or two months ago I won the national award with the National Gerontological Nursing Association, I want to include those in these letters to give me credibility in terms of to those people to discriminate in my favor, you know, about hiring me to coach their nurses to give the best care to their clients. What do you think? </p> <p><strong>Robert:</strong> I think that is smart. But even more importantly what are the real deep seeded fears that these folks have that an administrator of a nursing home has? </p> <p><strong>Baba:</strong> I think that is true in terms of because I deal mostly with elderly citizens and it's mostly not looking out for them and falling and dealing with dementia clients, Alzheimer's and there are ways to deal with these people and get a better result and they'll be able to do things because it's the skill that I've perfected so much and but that's what won me this award, you know, and I was able to teach it while I was being presented the award. And those are the ones that I have been doing this in just a while. You need to let other people know how to do these things, you know, so and when many people are beginning to say that I just say, well I read one email that, not email, like a copy that I was reading like telling somebody to avoid lawsuit so I don't know how to put that in there though that to avoid lawsuits why don't you learn how to train your nurses to avoid lawsuits in terms of to propose to deal with dementia and Alzheimer's patients. I think that would get my foot into the door and to let them know what I know. </p> <p><strong>Robert:</strong> I think that that is an excellent way. And then also you begin the conversation with about their chief fear or concern or frustration and then you talk about how you were able to solve that within the places that you've worked and how you were able to solve that better than anybody else who's tried to solve this problem in the past and how you can show them how to solve it within their own facility. </p> <p><strong>Baba:</strong> Okay. </p> <p><strong>Robert:</strong> And you certainly can talk about your background and achievements and you certainly should, but the ones that will matter most to the prospects are the achievements around their chief fears and concerns. </p> <p><strong>Baba:</strong> Oh, thank you. Thanks Robert. Thank you very much. I'll let you know how it turns out because I'm just, you know, I've been doing this for a little bit. I'm not getting any younger any more so I want to do something on the side and so I really thank you very much, I really do. </p> <p><strong>Robert:</strong> Well, I certainly encourage you to continue because I&rsquo;m excited. You're helping provide care for folks that really need it and it's really of a patient care perspective. This is not reducing liability or lawsuits because of some legal maneuvering. This is reducing lawsuits by providing better care. So I absolutely encourage you in what you're doing. Congratulations. </p> <p><strong>Baba:</strong> Thanks Robert. </p> <p><strong>Robert:</strong> All right. Thank you very much. If anyone else would like to get in the queue this is the time. Just go ahead and hit *1 and then you'll be able to get in the queue and ask your question and I'd be happy to help you. I do want to let you know the next Jump Start Coaching Call is going to be on January 29th at 3:00 Eastern and Noon Pacific, so if you didn't get your question asked at this time then you are welcome to ask it on January 29. And then our next Best Practices call is going to be on January 15. That call is really very special. </p> <p>There's a book called <em>Tribal Leadership</em> that I have actually been recommending to all of my clients and even friends for the last year now and I'm actually interviewing the author of <em>Tribal Leadership</em>, one of the coauthors Dave Logan, and I'm very excited about it. The book itself is all about how to manage your team, how to get folks that are within your organization, within your company on the same page and help them become more productive by working together. It's a brilliant really kind of a big game changer in the leadership space. </p> <p>But one of the things that I found was also the strategies that I've been using for many years in order to build membership organizations and you can use the same things that Mr. Logan teaches about getting your folks on the same page. A quick for instance, you know what we're all out for ourselves, right? Well in some organizations they see a company victory as really a personal victory. If the company reports a success or the company hits a target they feel like they were a little bit a part of that. Well there is a very specific process to help people feel like an organization success is a personal success. And those are the types of things that I've been using for years within membership organizations that really Mr. Logan was the first one to talk about those topics. He talked about it in the context of doing people within an organization, but it's the same thing. So it's going to be very interesting. </p> <p>You'll have Dave Logan talking about tribal leadership and his book and then I'm going to be talking with him and translating that to membership organizations so it's really like you get two calls in one; one how to run your team and how to make that more effective, and two, how to build a membership organization that folks really join, really grow and those continuity programs are pretty cool. So that's two calls in one and the date on that is January 15, 3:00 Eastern, Noon Pacific. So go ahead and dial in for that. You'll definitely want to be there. </p> <p>And if you'd like to participate in today's call by asking a question all you need to do is hit *1. In the meantime we're going to go to Stephan in Champagne, Illinois. Welcome Stephan. </p> <p><strong>Stephan:</strong> Hey how's it going? This is Stephan. How you doing today? </p> <p><strong>Robert:</strong> Stephan, glad that you're here. Welcome. </p> <p><strong>Stephan:</strong> Thank you. This is my first call with this group and I'm really enjoying the conversation and the ideas being generated already, so it's a really valuable call. I can see that. </p> <p><strong>Robert:</strong> Thank you. </p> <p><strong>Stephan:</strong> So I just wanted to share with you what I'm working on and bounce it off of you and see if you have any ideas or suggestions on how I might improve about going about it or if something I might be missing on it (inaudible 44:55). </p> <p>I've got a program that is actually more in the realm of success mindset. It's a program of 13 lessons around skills of everything from having a positive attitude, planning, setting your goals, your purpose, your vision, you know, strategies like effective journaling, what else, forgiveness, gratitude, having an attitude of gratitude, you know, just different aspects of the mindset of success and personal growth. And I've launched it before under its original concept where it's designed to just basically be a live form of teaching and with a live Q&amp;A live teaching, but realizing where this can go I'm redoing it into where it can be more of an evergreen type product and promotion tied in one. </p> <p>I've taken the first few lessons and split them out where four of them will be grouped as their own thing and be included as a bonus with the purchase program being eight of the lessons and the regeneration being one of the core lessons, the purpose vision and goals lesson. So that lesson will actually be the lead generation and then I'm going to try a couple of different approaches with it. One is I'm going to do it as a teleconference call, you know, recorded call, with a lesson but have it where it's scheduled and people sign up for it on a, structured on a scheduled time for it. </p> <p>And then also taking that lesson and splitting it apart into three different lessons, one on purpose, one on vision and one on goals going a little bit more in depth on each of those and setting that up as a video series to sign up for on demand to try a different approach and then also doing it as a worksheet, like a single worksheet, white paper type thing. So to try different approaches with the lead generation, but the model of them is whichever lead generation you come into with the free lesson then the offer is for the program, the eight lessons with the bonus of the additional lessons, and then the automatic forced continuity program into my lowest level monthly or bi-monthly, I'm sorry semi-monthly, twice a month, coaching teleconference program that also has an email group. </p> <p>So that's kind of the model overall and I just wanted to see what kind of ideas you had on that if there's something else I should try, something I should do differently. Most of the promotion on it would be I'm going to start out with Facebook ads until I can get, until I get a good feel for that and then I'll scale it up into LinkedIn and then I'll also do some off (inaudible 48:02) once I get some proof of which, testing which ads are going to work and such. </p> <p><strong>Robert:</strong> Who is your target customer? </p> <p><strong>Stephan:</strong> It's really people who are already, I realize that people who are actually into personal growth, into self-development are a small number of people even though a lot of people everybody can benefit from it, the people who actually participate in those programs participate in multiple programs. So as I'm filtering and targeting people who are already fans of and have participated in other programs, you know, fans of Napoleon Hill, fans of (inaudible 48:43), and fans of Tony Robins, those type of things. </p> <p><strong>Robert:</strong> And you said you launched this or you sold this in the past? </p> <p><strong>Stephan:</strong> Yeah. I did it a year ago with a teaching partner and we did it at five calls and we launched it to people we already had relationships with through doing a live event. We'd included it in sponsorship packages so the sponsors had members of their staff they could send to it. We included a certain number of seats with that. She had some individual coaching clients that she included it with and we also did it just as a small step program within a few different groups and people that we had in our lists and we got a decent response to it just doing it that way. But I wanted to take it to the next level and automate it and then have it bridge into the coaching program. </p> <p><strong>Robert:</strong> And you're looking to scale and expand beyond that? </p> <p><strong>Stephan:</strong> Yeah. This is just the first. I mean I've got too many ideas stacked on all of them so this was just like I said this was sitting here the program's already in hand, it's easy to launch, it's easy to get out the door. Then once that's up and running as a proof of concept I can start building other programs on top of it and scaling it up. My coaching program I have the model I put together has multiple levels on that so this will just be the first level into the coaching program, the upsell from that could go into the second level which can eventually go to a third or fourth level and then of course there will be additional programs I'll be developing. </p> <p>What I do is I help entrepreneurs, business owners focus on achieving their success through developing their mindset, their marketing and their leadership. And so everything I do focuses on those things with a strategic application angle to it, and through a combination of information marketing, a live event and very sensible coaching. </p> <p><strong>Robert:</strong> I think that the two keys when selling what you're selling which is any sort of personal development sort of program is one, focus on solutions to your customers' problems. So I totally believe in the magic and the effectiveness of journaling and mindset and the things that you're describing and completely support it as a product, but trying to sell journaling is an unbelievably difficult concept to sell. I mean Jim Maroon tried it for years and I'm not sure if he made a dent or not. </p> <p>But selling the ability to focus and, well, not even that so much as the solution to the swirl of all these things hitting you at one time and you walk in the office and it's this constant battle and then you leave and you're totally exhausted because all you've been doing is fighting with customers, fighting with employees, fighting with vendors and it's nothing but your daily life is a constant battle I've got the solution is kind of more where you have to meet them because that's what their life is like. That's their problem. And then so always selling to their problems and then two, meeting them where they are that they may not be ready for journaling on day one, they may need a couple of steps before they're going to be where they believe in you enough that they're going to go, &quot;Okay, I'll take the time to give this a shot.&quot; It's certainly not as much as believing in you, it's as much about believing in themselves really as you undoubtedly know. </p> <p><strong>Stephan:</strong> Yeah, you're spot on with that. I mean it's, believe me I'm not, journaling is not something that I jumped onto, you know, in fact I have to force myself to do it because it's not necessarily my strength there, you know, where I naturally think, &quot;Oh, I should journal about this.&quot; No, I have to force myself to do it and then the like (inaudible 53:30). So no I get what you're saying too. It's not leading with the tactic, it's not leading with the, you know, this is the how, it's leading with the this is your greatest pain point and your frustration and I&rsquo;m going to show you how to solve it and then you might be surprised by what reaction you need to solve it because it's something like this and yeah, I get that. </p> <p><strong>Robert:</strong> But talking to them about their problems has been a little bit of the theme for today, but that is the key. Those problems are the key that unlocks their attention and interest in what you have to offer. </p> <p><strong>Stephan:</strong> Yeah, and like for example right now of course with it being the end of the year it's a great time to talk about purpose, vision and goals because people are setting goals for the next year and you can easily tie into the whole idea of you setting goals for next year, but are you actually going to achieve them? How did you do on last year's? What are you going to do differently to make sure this is the year you actually get your goals implemented? You're actually going to -- is your life just continuing on, another year is gone. Is there something driving this? Is there a bigger purpose to it, you know, what's your life plan look like? You don't have one? Well, how do you expect to get better results, you know? And that type of thing. </p> <p><strong>Robert:</strong> And I guess I would even -- you started that little riff with, &quot;Oh, so you're setting goals,&quot; and I guess my only thing with changing that, my only suggestion on all of that would be I don't know that we can presume that they are.</p> <p><strong>Stephan:</strong> That is true. </p> <p><strong>Robert:</strong> I would almost start with should you set goals? You know, why bother setting goals? You know, a lot of people think, &quot;Why bother setting goals, you know, if I&rsquo;m not going to achieve them anyway.&quot; Are they right? And I almost see it as one of those kind of Facebook, you know, one of those viral posts where people share, you know, should you be setting goals? Why or why not? You know, that is like, &quot;Oh, okay, I wonder is this going to help confirm for me that I shouldn't be setting goals because it's a waste of time or is this going to help me how to make this goal setting more effective,&quot; because that is where a lot of your customers are is they've given up on themselves, they've given up on this concept of goal setting. And it made it work, &quot;Yeah, I can make goals, but ugh, why? It's just a waste of time and it just gets me anxious about something and I just need to get on...&quot; </p> <p><strong>Stephan:</strong> It's not going to work out anyway. Yeah. </p> <p><strong>Robert:</strong> Exactly. </p> <p><strong>Stephan:</strong> &quot;Because I&rsquo;m a victim of the environment and the economy and all of this other stuff. It's all going to get in the way. I can't do anything about it anyway so why bother?&quot; Yeah. </p> <p><strong>Robert:</strong> &quot;It's all so stupid. I mean we just got to be realistic about things.&quot; And so that's where our customer is and so that's where we have to meet them is should you set goals, you know, what cynical people say about goal setting and how it works. Those types of meeting them exactly where they are and not over estimating how interested they are to these tools that can really be very powerful to them and help them release the cynicism, believe in themselves and really get the results that they're looking for in their life. </p> <p><strong>Stephan:</strong> Man, that's a good reminder and that's such a valid point. I mean I'm proof (inaudible 57:23). I mean when I started on my own journey into personal development, personal goals, I mean I was the guy who said you know, &quot;I don't need to know this crap. I mean I viewed the whole genre like in <em>Wedding Crashers</em>, when Owen Wilson says, &quot;I'm going to go kill myself (inaudible 57:37).&quot; Yeah that's what I thought the whole thing was. I'm like, &quot;Well, I'm not about to kill myself. I don't need this stuff.&quot; And being that cynical about it and thinking it I knew the answers already and so, you know, that reminder to go back to that space where you're coming from with that and then you've been there and you almost have to, I don't want to say it that way, but you almost have to trick people into realizing that, you know, you almost have to trick people into doing it before they realize they need to do it, you know. I don't mean trick, but you know what I mean, like you almost, you have to get past that, you have to get past that block that they have. </p> <p><strong>Robert:</strong> I call it meeting them where they are and helping them understand that yeah, they really have everything that it takes. That you are enough. And once they believe that, &quot;Okay, I'm willing to believe in it. Let's try it.&quot; Then you can roll out the whole thing, but until they say I believe in me, I'm ready to try, then telling them about journaling and telling about all that other stuff and they just it's like, &quot;I don't know. It's a bunch of woo woo stuff. It means nothing. That's not for me. Maybe it's helpful for others, but that's not for me. I'm all about the real world and real world results. That's for the woo woos.&quot; </p> <p><strong>Stephan:</strong> Yeah. &quot;My life is different, my business is different.&quot; Yeah. </p> <p><strong>Robert:</strong> Exactly. Well, Stephan thank you. I am completely with you and I'm excited to hear what you do. This is the right time of year to be launching your stuff as you just described and my goodness there's a lot of folks that you'll be able to help. </p> <p><strong>Stephan:</strong> Thanks Robert. This is just the first one, so this is just the low hanging fruit easy one to get back up and do it, so we'll start with it and then I've got some other ones to keep going with. So I appreciate your insight, appreciate your help and I look forward to more. </p> <p><strong>Robert:</strong> All right. Thank you. Well, that is it for our Jump Start Coaching call today. Thank you so much for participating and thank you for calling in. I think we've had one heck of a year, a lot of great breakthroughs this year, a lot of great businesses that we got launched thanks to these calls and thanks to the work that you've done in your own business and I absolutely hope you have a fabulous holiday season and a Happy New Year. I'm excited about what 2015 has in store for you and I can't wait to hear about your success stories. </p> <p>And again if we didn't get to your question or you have more questions then just give me a call. The next Jump Start Coaching call is on January 29 at 3:00 Eastern, Noon Pacific. Can't wait to hear more. Looking forward to talking with you in 2015. Thanks a lot. Talk with you next month on your Jump Start Coaching call. </p> </div> Tue, 03 Feb 2015 20:31:16 GMT http://www.info-marketing.org/resources/jump-start-call-archive/item/december-2014-jump-start-coaching-call Dan Kennedy's January 2015 Information Marketing Special Report http://www.info-marketing.org/community/news-and-updates/item/dan-kennedys-january-2015-information-marketing-special-report- <div class="assets"> <div class="facebook-like"> <iframe src="http://www.facebook.com/plugins/like.php?href=http://www.info-marketing.org/community/news-and-updates" scrolling="no" frameborder="0" style="height: 24px; width: 100%; margin-bottom:1.5em" allowTransparency="true"></iframe> </div> <h3>Resources</h3> <ol> <li> <a class="" href="/community/news-and-updates/download/L2ZpbGVzL2FjY291bnRzL2ltYS9hc3NldHMvZmlsZXMvZGFuLWtlbm5lZHktaW5mby1sZXR0ZXIvRGFuLUtlbm5lZHlzLUphbnVhcnktMjAxNS1JTkZPLU1hcmtldGluZy1MZXR0ZXItYXMtYS1QREYtZmlsZS5wZGY%3D" title="Dan-Kennedys-January-2015-INFO-Marketing-Letter-as-a-PDF-file.pdf">Dan-Kennedys-January-2015-INFO-Marketing-Letter-as-a-PDF-file.pdf</a> </li> </ol> </div> <div class="html clearfix clear"> <p> Dan Kennedy&#39;s January INFO-Marketing Letter was jammed packed with resources to help you build your information marketing business.</p> <p>Here is a quick summary of the topics included:</p> <ul> <li>Uh-oh American entrepreneurialism is on the decline</li> <li>Can &ldquo;coaching&rdquo; be sold, front-end?</li> <li>An ap description of social media&rsquo;s burdens</li> <li>&ldquo;Fitbit&rdquo; and Kin: the new &ldquo;personal management tool&rdquo; category</li> <li>How to <u>KNOW</u> if you are doing it right</li> </ul> <p>As a member of the Information Marketing Association you are welcome to download the attached PDF file.  This page is active through March 31, 2015.</p> </div> Tue, 03 Feb 2015 20:28:34 GMT http://www.info-marketing.org/community/news-and-updates/item/dan-kennedys-january-2015-information-marketing-special-report-