sults.

The results you see this week will be almost the same each and every time you do it.

So, why do people wait weeks, months, and sometimes years for results? Because they have been told that it takes 5-6 times of being in front of a customer before they respond, and because they think it just takes a long time to get in front of enough people, and other excuses. We’ll cover that in more detail in the future articles of the series on marketing. Just take my word for it, it may change a little after 5-6 times, but you won’t have to wait if you do it right. You will see the results NEXT WEEK. And if you are waiting week after week for results, you’ve already done it wrong and missing the boat. We’ll have to fix what’s wrong NEXT WEEK (not later) and get back on track. Those that are waiting week after week, or month after month are the 90% of the coaches that fail in their first year. Ok, I’ll get off mThis is article #2 in the series on Coaching as a business. Article #1 was "Is Your Coaching Business as Successful as You Thought It Would Be?" (See link at bottom of article to the previous article).

Most coaches don’t treat their coaching as a business, therefore they either never make it profitable, or they never make it successful enough to live on. Very few make even $20K in their first year. This is how to turn that around and make as much as you want.

I’m going to give you a formula to run your business. We’ve got to start with the end result in mind, and then build the step by step critical goals that will deliver the results. We’ve got to know where we’re going before we can build the roadmap to take you there.

• Marketing Activities deliver Number of Appointments needed
• Sales turns those appointments into the number of closed sales needed
• Production turns those closed sales into the Completed and paid for jobs that will deliver EXACTLY the number of dollars of revenue you WANT this year.

Sounds simple? Actually very few coaches (and small businesses of any kind) actually know what their key numbers are. Knowing what you want to end up with, and what the MEASURABLE steps along the way will give you the roadmap of how to get there. Let’s start with the end in mind. How many dollars would you like to make this year? $___________

Don’t answer with how many dollars you THINK you CAN make. Put down what you’d like to make. Be reasonable about it, but don’t hold back either.

What is your average customer worth? $__________

I’m rather amazed at the number of clients that don’t know this, and actually argue with me that there is no way they can give me that answer. Some responses are, “How can I tell you that? They are all different. I’ve got $10 customers, $100 customers, and $1000 customers.” I’m going to tell you: What you do not measure, you cannot manage. Therefore, if you aren’t defining a measurable target, and then measuring your progress toward that target, you aren’t managing your business, and that is one of the biggest mistakes unsuccessful coaches make. So, take your best shot. After all I asked for an AVERAGE. So what is the average customer worth? You can figure that. For some of my clients we’ll break that up into customer segments. That $10 customer is certainly different from the $100, or $1,000 customer. So, this is a good time to talk about what the average $100 customer looks like. How he is different from the $1,000 customer, and should we be focusing on one instead of the other? Who should we be building a business with that just might catapult our business forward because we worked with only one type of customer?

We can look at the average customer purchase (one time) and we can look at whether a customer buys from us several times over a year, in which case we may want to know what they are worth to us for the total purchases throughout the year.

To be able to hit our revenue target, how many customers do we need this year?

Just take the target revenue for this year and divide by the average customer worth? So far we’ve been talking about the target for the year. Now I’m going to ask you the same questions for NEXT WEEK.

How many customers do we need to produce NEXT WEEK? ____________

Why next week? Far too many people make excuses about their business. The usual one is: “It takes months to build a business.” I’m going to tell you this, and listen very closely because it may just be one of the most important things you will ever learn about your business:
• It does not take months to get results.
• The results you see this week will be almost the same each and every time you do it.
So, why do people wait weeks, months, and sometimes years for results? Because they have been told that it takes 5-6 times of being in front of a customer before they respond, and because they think it just takes a long time to get in front of enough people, and other excuses. We’ll cover that in more detail in the future articles of the series on marketing. Just take my word for it, it may change a little after 5-6 times, but you won’t have to wait if you do it right. You will see the results NEXT WEEK. And if you are waiting week after week for results, you’ve already done it wrong and missing the boat. We’ll have to fix what’s wrong NEXT WEEK (not later) and get back on track. Those that are waiting week after week, or month after month are the 90% of the coaches that fail in their first year. Ok, I’ll get off my
The Criminality of Transition
Lecture given at the Netherlands Economic Institute (NEI) on 18/4/2001Human vice is the most certain thing after death and taxes, to paraphrase Benjamin Franklin. The only variety of economic activity, which will surely survive even a nuclear holocaust, is bound to be crime. Prostitution, gambling, drugs and, in general, expressly illegal activities generate c. 400 billion USD annually to their perpetrators, thus making crime the third biggest industry on Earth (after the medical and pharmaceutical industries).Many of the so called Economies in Transition and of HPICs (Highly Indebted Poor Countries) do resemble post-nuclear-holocaust ashes. GDPs in most of these economies either tumbled nominally or in real terms by more than 60% in the space of less than a decade. The average monthly salary is the equivalent of the average daily salary of the German industrial worker. The GDP per capita – with very few notable
es into the Completed and paid for jobs that will deliver EXACTLY the number of dollars of revenue you WANT this year.

Sounds simple? Actually very few coaches (and small businesses of any kind) actually know what their key numbers are. Knowing what you want to end up with, and what the MEASURABLE steps along the way will give you the roadmap of how to get there. Let’s start with the end in mind. How many dollars would you like to make this year? $___________

Don’t answer with how many dollars you THINK you CAN make. Put down what you’d like to make. Be reasonable about it, but don’t hold back either.

What is your average customer worth? $__________

I’m rather amazed at the number of clients that don’t know this, and actually argue with me that there is no way they can give me that answer. Some responses are, “How can I tell you that? They are all different. I’ve got $10 customers, $100 customers, and $1000 customers.” I’m going to tell you: What you do not measure, you cannot manage. Therefore, if you aren’t defining a measurable target, and then measuring your progress toward that target, you aren’t managing your business, and that is one of the biggest mistakes unsuccessful coaches make. So, take your best shot. After all I asked for an AVERAGE. So what is the average customer worth? You can figure that. For some of my clients we’ll break that up into customer segments. That $10 customer is certainly different from the $100, or $1,000 customer. So, this is a good time to talk about what the average $100 customer looks like. How he is different from the $1,000 customer, and should we be focusing on one instead of the other? Who should we be building a business with that just might catapult our business forward because we worked with only one type of customer?

We can look at the average customer purchase (one time) and we can look at whether a customer buys from us several times over a year, in which case we may want to know what they are worth to us for the total purchases throughout the year.

To be able to hit our revenue target, how many customers do we need this year?

Just take the target revenue for this year and divide by the average customer worth? So far we’ve been talking about the target for the year. Now I’m going to ask you the same questions for NEXT WEEK.

How many customers do we need to produce NEXT WEEK? ____________

Why next week? Far too many people make excuses about their business. The usual one is: “It takes months to build a business.” I’m going to tell you this, and listen very closely because it may just be one of the most important things you will ever learn about your business:
• It does not take months to get results.
• The results you see this week will be almost the same each and every time you do it.
So, why do people wait weeks, months, and sometimes years for results? Because they have been told that it takes 5-6 times of being in front of a customer before they respond, and because they think it just takes a long time to get in front of enough people, and other excuses. We’ll cover that in more detail in the future articles of the series on marketing. Just take my word for it, it may change a little after 5-6 times, but you won’t have to wait if you do it right. You will see the results NEXT WEEK. And if you are waiting week after week for results, you’ve already done it wrong and missing the boat. We’ll have to fix what’s wrong NEXT WEEK (not later) and get back on track. Those that are waiting week after week, or month after month are the 90% of the coaches that fail in their first year. Ok, I’ll get off m
Vitapurity Omega 3 Fish Oil – What is the Difference between Vitapurity Omega 3 Fish Oil and Others
If you search for omega 3 fish oil supplements online, you will come across hundreds of manufacturers and online stores that sell many different kinds of fish oil supplements. Some of them may have higher fatty acid content, while others may have a balanced concentration of fatty acids and vitamins. This is acceptable, as long as these products satisfy your body needs and cure your illnesses. But what makes each of these companies different from one another? It’s the purity level of fish oil that they process and supply to their customers.Vitapurity omega 3 fish oil differs from other products in the level of purity it has. Any company that claims to produce the purest fish oil possible employs different methods and procedures of purifying oil extracted from different animal sources. The most popular of these processes is molecular distillation. It is also known as high vacuum distillation and the apparatus needed to conduct
0 customers, $100 customers, and $1000 customers.” I’m going to tell you: What you do not measure, you cannot manage. Therefore, if you aren’t defining a measurable target, and then measuring your progress toward that target, you aren’t managing your business, and that is one of the biggest mistakes unsuccessful coaches make. So, take your best shot. After all I asked for an AVERAGE. So what is the average customer worth? You can figure that. For some of my clients we’ll break that up into customer segments. That $10 customer is certainly different from the $100, or $1,000 customer. So, this is a good time to talk about what the average $100 customer looks like. How he is different from the $1,000 customer, and should we be focusing on one instead of the other? Who should we be building a business with that just might catapult our business forward because we worked with only one type of customer?

We can look at the average customer purchase (one time) and we can look at whether a customer buys from us several times over a year, in which case we may want to know what they are worth to us for the total purchases throughout the year.

To be able to hit our revenue target, how many customers do we need this year?

Just take the target revenue for this year and divide by the average customer worth? So far we’ve been talking about the target for the year. Now I’m going to ask you the same questions for NEXT WEEK.

How many customers do we need to produce NEXT WEEK? ____________

Why next week? Far too many people make excuses about their business. The usual one is: “It takes months to build a business.” I’m going to tell you this, and listen very closely because it may just be one of the most important things you will ever learn about your business:
• It does not take months to get results.
• The results you see this week will be almost the same each and every time you do it.
So, why do people wait weeks, months, and sometimes years for results? Because they have been told that it takes 5-6 times of being in front of a customer before they respond, and because they think it just takes a long time to get in front of enough people, and other excuses. We’ll cover that in more detail in the future articles of the series on marketing. Just take my word for it, it may change a little after 5-6 times, but you won’t have to wait if you do it right. You will see the results NEXT WEEK. And if you are waiting week after week for results, you’ve already done it wrong and missing the boat. We’ll have to fix what’s wrong NEXT WEEK (not later) and get back on track. Those that are waiting week after week, or month after month are the 90% of the coaches that fail in their first year. Ok, I’ll get off m
What Does Success Look Like?
While we are well into the 21st century too many are still thinking about their business as they did in the 1990's.The face of business has changed and the Internet is a BIG part of that change. Today, anyone with a connection to the Internet and the ability to choose an opportunity wisely can succeed online.Can you see the vision?The common thinking about doing business online says "if you have a website people will flock to your site and make you rich". Right?Not exactly.The key to success online is to choose the RIGHT opportunity for you. If you don't, you could be overlooking thousands of unearned dollars and never experience the true joy a successful work-from-home business provides.In an Internet crowded with opportunity, what does a world-class opportunity look like?Whether one offers products, services, or a mix of the two, all world-class 21st Century opportunities have thes
erage customer purchase (one time) and we can look at whether a customer buys from us several times over a year, in which case we may want to know what they are worth to us for the total purchases throughout the year.

To be able to hit our revenue target, how many customers do we need this year?

Just take the target revenue for this year and divide by the average customer worth? So far we’ve been talking about the target for the year. Now I’m going to ask you the same questions for NEXT WEEK.

How many customers do we need to produce NEXT WEEK? ____________

Why next week? Far too many people make excuses about their business. The usual one is: “It takes months to build a business.” I’m going to tell you this, and listen very closely because it may just be one of the most important things you will ever learn about your business:
• It does not take months to get results.
• The results you see this week will be almost the same each and every time you do it.
So, why do people wait weeks, months, and sometimes years for results? Because they have been told that it takes 5-6 times of being in front of a customer before they respond, and because they think it just takes a long time to get in front of enough people, and other excuses. We’ll cover that in more detail in the future articles of the series on marketing. Just take my word for it, it may change a little after 5-6 times, but you won’t have to wait if you do it right. You will see the results NEXT WEEK. And if you are waiting week after week for results, you’ve already done it wrong and missing the boat. We’ll have to fix what’s wrong NEXT WEEK (not later) and get back on track. Those that are waiting week after week, or month after month are the 90% of the coaches that fail in their first year. Ok, I’ll get off m
The Web's Press Releases Paradox
On one side, a great number of press releases services ask for articles that count at least several hundred words, meaning several thousand of signs. On the other side, Google Adwords allow ninety-five signs to summarize one's whole purpose.What is the solution? Just read press releases, they give you the answer. First of all, a spectacular title with a maximum of ten words preferably easy-money or instantaneous-success or secrets-for-richness or income-without-work oriented... Then a compelling first paragraph that depicts a first-class ticket to success with no struggles, no risks, no failures. Just to make the reader go on, dream on. Finally the bulk of the press release. Frequently the most entertaining part of numerous press releases. The author begins with a speech about himself, his believes – some more words gained with the development of the personal reasons behind these be
sults.
• The results you see this week will be almost the same each and every time you do it.

So, why do people wait weeks, months, and sometimes years for results? Because they have been told that it takes 5-6 times of being in front of a customer before they respond, and because they think it just takes a long time to get in front of enough people, and other excuses. We’ll cover that in more detail in the future articles of the series on marketing. Just take my word for it, it may change a little after 5-6 times, but you won’t have to wait if you do it right. You will see the results NEXT WEEK. And if you are waiting week after week for results, you’ve already done it wrong and missing the boat. We’ll have to fix what’s wrong NEXT WEEK (not later) and get back on track. Those that are waiting week after week, or month after month are the 90% of the coaches that fail in their first year. Ok, I’ll get off my soapbox. Now, answer the question. How many customers do we need NEXT WEEK. Just divide the yearly number of customers by 52 weeks. Simple.

How many customers do we have to close a sale with this week? __________

That answer should be obvious. We have to sell the same number of people week to week that we are producing, or delivering our coaching service to. We are just selling them, or closing them, usually a little sooner than when we are coaching them.

How good are you at sales? If you talk to 10 people how many will buy?_______. Change that to a percent _________%

If you answer isn’t up to about 50%, then ask yourself a couple of questions.
• Am I talking to the right people?
• Am I saying the right things to these people?
• Do I need help in increasing my sales close ratio?

How many appointments do you need in a week? ________

Take the number of sales you need to close in a week divided by the percent of sales closes to get the number of appointments needed in a week. If you need 3 closed sales this week, and have a sales close ratio of 50%, then you need 3/.5=6 appointments. Moving on to marketing/lead generation—Where are these people coming from? Create a list of all of the lead generation activities you are doing, how much are you doing in each of the activities, and what is the response rate? It might look a little like this. Activity---------Qty ------Response-- # Leads Generated

Direct Mail---1000 pcs-------5%------------50

Email---------1000------------1%-----------10

How much of each activity is needed to generate exactly the number of appointments needed next week?___________ Now, your job if you decide to take it is

• to manage those numbers,
• to deliver exactly those results each and every week,
• and if those numbers fall below target, then fix it by increasing the activity, or by changing something (marketing—what you say, how you say it, and who you say it to), sales (what you are saying and how).

You are in full control, but the key here is that YOU MUST deliver these numbers each and every week. Look for the next article in this series: Coaching as a Business Series – Marketing/Lead Generation That Will Blow Them Away Come back next week to get the next article in the series. Next week, we will talk about how to develop effective marketing for your coaching, how you can achieve even better response rates than you have been doing, and even better than AVERAGE marketing by 5-10 times.

This is article #2 in the series on Coaching as a business. Article 1 was "Is Your Coaching Business as Successful as You Thought It Would Be?"