hello my name is les brown I want to
talk to you I want to talk to you about
the mindset of the entrepreneur you know
it took a friend of mine 14 years to
convince me to do what I’m doing right
now I kept putting it off you know why
because I didn’t believe in myself I
don’t have a college education and I
felt that even though he believed in me
and I didn’t believe in myself I felt
inferior to people with college
education he kept saying to be less you
can do more than be a disc jockey I was
a radio personality in Columbus Ohio and
all the occasions that we got together
he would always continue to come back to
me again and again and again in fact I
just asked him a few weeks ago I said
look here tell me what would made you
stay in my ear and he said I just felt
it was my duty and you know sometimes in
life you have to believe in somebody’s
belief in you until your belief kicks in
now I don’t know you I can’t even see
you well here’s what I know about you
that you have something special you have
greatness within you I can say that to
you based upon my own experience if
anybody told me just getting started so
I don’t know what you do you might be
selling a product or service you might
have some skill or knowledge that people
need right now I don’t know what you do
but here’s what I know you don’t have to
be great to get started but you have to
get started
to be great if anybody told me just
having the courage to get started that
it was possible that I can earn more
that I can touch people’s lives that I
could do things that I didn’t even
realize that I could do I can just tell
you right now one of the things that you
have to do is just decide I’m gonna do
this I’m gonna make this happen
I remember once going to an event and
they had a variety of motivational
speakers there and one of the guys that
open for Zig Ziglar he was quiet he had
low energy he didn’t have any
personality in fact he was boring and
the audience as quiet as a graveyard
between funerals hit our liver going to
sleep and the audience woke me up with
polite applause and I said man he was
boring I did not know at that time I was
seated next to his brother-in-law and he
said you ought to be that boring and
make the kind of money you made I said
well how much did he break he said five
thousand dollars I looked at my watch I
said five thousand dollars I said I know
I could do that that you saw somebody do
something you say hey if they could do
it I can do it and from that time to
this time I’ll never forget something
that he said the speaker on the platform
he said I know that I don’t have
personality and passion and energy I
know that I’m boring is that but the
reason I’m standing up here and you’re
seated out there it’s because I
represent the thoughts you have rejected
for yourself whoa
man when he said that that hit me dead
between the eyes because I remember
saying to myself I can’t do that I don’t
have a college education I can’t do that
Mike I’ve never worked for AT&T Proctor
and Gamble McDonald’s Corporation IBM
Xerox I can’t compete with the guys
those guys out there I don’t have the
resources I don’t have a four color
brochure had all of these excuses I’ve
known one day I was talking to it and
the line went dead not calling back I
said hey Mike I said we lost the signal
he said we didn’t lose the signal I said
what happened he said I hung up I said
well why would you do that
he said you argue for your limitations
you get to keep oof
oh my god he said you better hope I win
this conversation I said okay talk to me
talk to me and and I tell you I’m so
glad he did that from that time to this
time I’ve traveled around the world from
that time to this time I went from
earning fifty dollars an hour to 25,000
dollars an hour because I got started
from that time to this time I went from
just speaking locally to speaking around
the world and getting over a hundred and
twenty five thousand dollars an hour I
had no idea there are things that you’re
going to be able to do that I has not
seen
ear has not heard there are things that
you have in you that you don’t even know
but until you gets out out outside of
your comfort zone you will never
discover it you have something special
you have greatness within you but in
order to manifest your greatness you’ve
got to put yourself in a perpetual state
of discomfort yes you’ve got to
challenge yourself you got to raise the
bar on yourself you’ve got to get busy
you’ve got to work your plan even if
you’ve got a job right now you’ve got to
work yourself out of it you’ve got to
have an exit date where you say hey I’ve
had it it’s time for me to do me to
pursue my dream to work my plan to
implement the things that I want for
myself and for my family and for for my
kids and and what is your legacy what do
you want to do for yourself in my case I
wanted to be able to take care of my
mother I’m adopted and I feel like a
prahalis could have said all that I am
and all that ever hope to be I owe to my
mother my mother adopted six kids and
along with me that made seven and she
was a domestic work on Miami Beach and I
said mama she said what is it Lesley one
day when I become grown I’m gonna buy
your home about you a big beautiful home
just like this I bought my mother the
first home 10,000 square feet had a 12
foot deep Olympic sized swimming pool on
a golf course and I would have never
been able to do that had I not got
started with my dream and so at the end
of the day you have something special
you watching this right now for a reason
because you have something of value this
is your time and as you begin to look at
yourself and look at your goals and look
at your dreams decide that you’re gonna
focus on your strengths what is it you
want to do and and decide that you’re
going to master that that you can say to
yourself I got this this this is my
space and and when you do that when you
find something that is your passion that
turns you on when you do that to the
best of your ability they said that
success is doing what you love to do you
do it so well that people uh pay you to
do it
that’s what I do as a speaker you know I
love to talk and it’s all five people to
pay me to talk to
it’s a you want to have a good time you
want to enjoy yourself and you want to
get out of your fear and and just become
bold
I believe leaping grow your wings on the
way down
absolutely well I don’t know what to do
well just get started if you you turn
right if you were running in the wrong
direction just turn around you be going
in the right direction just get started
doing what you supposed to do get dizzy
and you’ll be surprised of the
breakthrough you’ll be surprised how
things begin to come together for you I
had no idea I had no idea so I want to
leave this with you you have something
special the world is waiting there are
customers that are waiting for your
services for your product for your ideas
for your skills for your expertise it’s
time for you to show up absolutely stand
up for your dream stand up for your
business
make it happen this is mrs. made me
Brown’s baby boy you got greatness
within you that’s my story and I’m
sticking to it
hello my name is les brown once again I
want to talk to you about the mindset of
the entrepreneur and I want to talk to
you about telling you a story see as an
entrepreneur you would have to tell your
story every time that I speak as an
entrepreneur I have to tell my story and
and why is that important because people
do business with people they know like
and trust so when you tell your story
people get a chance to know you I was
talking to a friend of mine today and
and she’s going to give a presentation
in Jamaica says it tell me your story so
she said well I I was an assistant
principal for 25 years I said and what
do you do now she said well I’ve retired
and I’m refire I said what do you mean
by that she said well I retired from
being an assistant principal but to me
retirement means fading away so now I’m
an author I’m a speaker I teach people
how to put together travel packages I’m
a travel agent and and I help people to
begin to add more adventure to their
lives that’s it very good and so then
she won
to talk about her education I said well
first of all I said here’s what I want
you to know as an entrepreneur and this
is what you’re doing you’re gonna be
talking to people to attract customers
I said let me give you some points about
what it is you need to do in order to
attract more customers and for people to
want to say I want to do business with
you as this number one start off telling
them who you are and why you do what you
do and why is this important because
when people hear you speak as an
entrepreneur when you are presenting
yourself
people are asking three questions who
are you what do you have and why should
I care
so I told Cynthia I said Cynthia if I
were you here’s how I would open up
hello how many of you have goals you
want to achieve
raise your hands very good let me share
something with you one of the things
that I want you to do right now is think
about your goals I used to be an
assistant principal for over 20 years
and I decided after return I was not
just going to fade away I wanted to do
something else and I put together travel
groups for people to travel around the
world to live their dreams and now I’m
an author and I’m a sneaker and this is
something that I enjoy doing this is
something that turns me on what turns
you on
because what I want to do is show you
how you can begin to see the world on
your terms from a perspective that will
add more zest to your life Helen Keller
said life is either a daring adventure
or it’s boring and so my husband and I
we are looking for people who want to
live a daring life who are looking for
some adventure and I said you got to
make it exciting for people and give
them an experience see as as an
entrepreneur we’ve got to be strategic
with our story and we’ve got to be
experiential strategic what do you mean
because what we’re doing is distract
dispute and inspire people already have
a mindset about what it is that they
want when you tell your story as an
entrepreneur about your product about
your skills or about your business
you’re disrupting the story that’s
already in their head maybe about
somebody else that they’re already
dealing with or they’re looking at
someone else and so what you want to do
is interrupt that’s
with your story so they don’t look any
place else so they’ll know that you are
the one and through your presentation
you dismantle their belief system and
begin to encourage them in the process
of your presentation to create a thirst
for you for what it is you do there’s no
saying you could take a horse to the
water you can’t make them drink however
through telling your story strategically
and experientially that that you will
begin to not only expand their minds
about the possibilities about what it is
you provide but you create a thirst for
what it is that you provide where they
want to that’s what you want to create
the want away they want to do business
with you I never forget I was gonna hire
a guy to be my CPA and at the door when
he greeted me he shook my hand and the
way he turned and walked down the hall
he said I’m excited about how we’re
gonna take your business to the next
level
he had already closed but we hadn’t even
pull out the contract yet but there was
a mindset and a steered of I got you
buddy you’re up in my space right now I
own this space and so as an entrepreneur
when you tell your story you want to
tell it with confidence and you want
when you speak you want to have a level
of confidence and competence about what
it is that you are speaking on you want
to know your story you want to know the
story about your competition you want to
know the marketplace so when the person
speaks to you they know this is who you
are
you got this and when you do that let me
share something with you
they leave there as mother Teresa would
say in a spirit of I know I’m in the
right place they leave they’re ready to
write a new chapter in their lives with
you as their strategic partner because
you’re going to take their business to
the next level your story is important
one of the things that I love most about
dealing with technology and kajabi and
telling a story that what it took me
years to do it take you a fraction of
that time now getting started looking
for ways in which you can take your game
to the next level
being unstoppable and relentless looking
for ways in which you can win how you
can snatch victory from the jaws of
defeat being the kind of person that’s
always looking for ways in which you can
push the envelope on yourself that’s the
name of the game today and this arrow
what the late Peter Drucker calls the
error of the three C’s accelerated
change overwhelming complexity and
tremendous competition you got to run
just to stand still if you’re serious
about winning you’re gonna be looking
for ways in which you can study and know
your customers extremely well and and
begin to look at how is it that you can
provide the kind of service that make
you stand out in their minds I’m
reminded of a woman who became a
dominant voice in their industry and she
and she was asked the question what what
is it that you can point to that allowed
you to become successful and she said
it’s not our intention to please our
customers or to satisfy our customers
our intention is to amaze them see when
you are looking at your customers and
looking for ways in which you can amaze
them with your story with your expertise
with your knowledge with your
follow-through with the quality of the
service that you provide that’s how
customers vote with their dollars
because of the service that you provide
and because of Europe keeping your word
they did a study to find out what does
customer service mean to the average
person and they said reliability can we
count on you
will you keep your word will you operate
with integrity will you honor your word
as yourself can we count on you you have
something special what’s the story
around your business what is it about
you when people ask who are you what do
you have and why should I care what is
it about you and how you present
yourself that will cause them to say I
want to do business with you I’ve been
looking for you you are the answer to my
problem think about it you have
something special you have greatness
within you that’s my story and I’m still
sticking to it
hello this is les Romney’s has made me
Browns baby boy I want to talk to you
about the mindset of the entrepreneur
and what it takes for you to win in your
business when I started out in business
and I think all entrepreneurs have to do
this I had to find a way that would make
me stand out what is it about you about
what it is that you provide that will
make you stand out from the competition
my particular case I noticed that most
speakers had memorize scripts and so I
said wait a minute
what is it that could make me stand
apart one I read two to three books a
week and so I trained myself to speak
extemporaneously the other thing is I
trained myself to custom design my
presentation rather than just going in
and and doing an information dump I
trained myself to ask the customer
questions to find out what their needs
were and then I fit my presentation to
answer their needs and all thy getting
get understanding
look at yourself what is it that’s
different about you make yourself stand
out Hindi David Thoreau said do not go
where the path may lead go where there’s
no path and leave a trail when you find
out what is it about your service about
your delivery of your things that you’re
providing your skills your knowledge
your products when you find ways to do
that in a special way I remember I was
in Cincinnati Ohio is going to give a
presentation and and the gentleman who
picked me up in the limousine when I
came outside I’ve never had this happen
to me before he went and he got my
luggage in baggage claim as we walk into
Ward the limousine all of a sudden out
of nowhere he pulls out this carpet and
he rolled out a carpet in front of me I
say whoa and so he said I want to give
you red carpet treatment come on down he
said every time you come back to
Cincinnati I want you to know by Dave I
said you got me you got me and then when
we pull up to the place he got out
everything opened the door
and he threw the comforter on again I
will never forget that estimate over 16
years and every time I come back to
Cincinnati I asked for Jonathan I want
to know is he here his name was Jonathan
white and so what is it that’s unique
about you whenever I give a presentation
I find out the theme I find out what are
the the five things you want your
audience to walk away with I’ll talk to
the people that are promoting the event
and then I’ll talk to the people that’s
in the audience and then I will marry
that now why do you do that well in
order to be successful in business and
people are voting with their dollars
you’ve got to be willing to do the
things a day others won’t do in order to
have the things tomorrow others won’t
have most people won’t do that it’s much
easier to come in and and just
regurgitate some information see if
information can change people everybody
would be skinny rich and happy so my
goal is is to create an experience for
people when you touch their minds and
you touch their heart they will remember
you they have emotional memory and so
what are the triggers you can provide
for your customers that will keep you in
their minds following them up even if
they said no because they said no today
does not mean they will say no tomorrow
you’ve got to follow up again and again
and say look here I was just thinking
about you and we were talking the other
day and you mentioned something I found
this article I thought maybe it would be
of some value for you one of the things
that I think that’s very important is
that you give before you ask I remember
when I wanted to become a disc jockey
and I did volunteer work for the disc
jockeys would never come out into the
parking lots their cars be waxed and
clean inside out and they said hey who
did this oh I did sir how much you gonna
charge young man oh oh nothing sir I
just wanted to help out here’s what I
was doing building relationships giving
before I ask you’ve got to give before
you ask creating value I just want to
get my foot in the door I want him to
know that I was serious it’s a friend of
mine he calls himself
pa now PA cents for personal assistant
now he sees himself as a billionaire and
what he does is that he does he sell
t-shirts in a corner of Los Angeles and
he sells over 5000 a year but he’s also
a personal assistant he said in my mind
I’m not a personal assistant I’m a
billionaire
I’m building my own business I bought a
t-shirt from him at the time I bought
the t-shirt from him
he reached in a bag and he pull out a
camera everybody who buys a t-shape
front t-shirt from him he videotapes
them his new customer and he sends out
five videos a day he says man I’m gonna
touch a billion people I say get out of
here now here’s a guy that he was an
ex-offender he was turned down for over
a hundred and twenty five jobs he went
to college he got a degree in marketing
and he got another degree in business
and he couldn’t find a job because he’s
an ex-felon and one day his mother
called him and he answered the phone he
said I don’t look for jobs I create them
and on that particular day he decided to
create some t-shirts with special
slogans on them thoughts on my team
who’s on yours he was sleeping in his
car he was homeless but now he has his
own home now he has staff now he’s going
to be a part of a commercial that will
be at the Super Bowl in 2013 billionaire
PA looking for ways in which he can
serve his customers looking for ways
where he can stay out front looking for
ways that he can make it happen no
matter what
now think about you you have more than
billionaire PA you have more resources
you have a technology team that can
provide for you with innovative creative
thinking anything you need to tell your
story more effectively and get it around
the globe it’s available to you right
now think about yourself think about
your goals think about your dreams what
is it that you can do what kind of
experience can you create for your
customers that will allow them to pass
the word about you that will allow them
to think about you when they have needs
when they’re looking for someone to help
them to resolve their problems when you
think about today’s marketplace is more
challenging than ever before but we’re
living at a time that we know anything’s
possible you have something special it’s
possible that you can live your dream
it’s possible that that you can carve
out a strategy that will allow you to do
market take aways that you can become
the dominant voice in your industry and
it’s necessary that you hold yourself to
a higher standard it’s necessary that
you incorporate technology and your
story and your imagination for looking
for ways in which you can take your
business to the next level and create a
unique experience for your customers
because you have an energy signature
that will cause people to think about
you and it’s you George Bernard Shaw
said the people that make it in his life
they look around for the circumstances
that they want and if they can’t find
them they create them it’s you you’ve
got to take responsibility for what it
is you want and it’s hard easy is not an
option it’s easy to quit is easy to come
up with excuses it’s easy to become
frustrated it’s easy to throw in the
towel on yourself but I had a mentor who
said if you do what is easy your life
will be hard but if you do what is hard
your life will be easy it’s hard not to
give yourself a pass it’s hard when
you’ve been rejected again and again and
again to come back it’s hard when you
run out of money and run out of ideas
some people disappoint you to pick
yourself up and say I’m gonna make it
happen in spite of it’s hard but you got
to find out what will make it worth it
for you what’s your wide Nietzsche said
if you know the why for living you can
endure almost any how you have something
special you’ve got greatness within you
you owe it to yourself your to your
family your to the people that
believe in you to make it happen that’s
my story and I’m sticking to it
this is Les Brown mrs. Mamie Brown’s
baby boy I’ll see you as Zig Ziglar
would say at the top or from the top Oh behave
talk to you I want to talk to you about
the mindset of the entrepreneur you know
it took a friend of mine 14 years to
convince me to do what I’m doing right
now I kept putting it off you know why
because I didn’t believe in myself I
don’t have a college education and I
felt that even though he believed in me
and I didn’t believe in myself I felt
inferior to people with college
education he kept saying to be less you
can do more than be a disc jockey I was
a radio personality in Columbus Ohio and
all the occasions that we got together
he would always continue to come back to
me again and again and again in fact I
just asked him a few weeks ago I said
look here tell me what would made you
stay in my ear and he said I just felt
it was my duty and you know sometimes in
life you have to believe in somebody’s
belief in you until your belief kicks in
now I don’t know you I can’t even see
you well here’s what I know about you
that you have something special you have
greatness within you I can say that to
you based upon my own experience if
anybody told me just getting started so
I don’t know what you do you might be
selling a product or service you might
have some skill or knowledge that people
need right now I don’t know what you do
but here’s what I know you don’t have to
be great to get started but you have to
get started
to be great if anybody told me just
having the courage to get started that
it was possible that I can earn more
that I can touch people’s lives that I
could do things that I didn’t even
realize that I could do I can just tell
you right now one of the things that you
have to do is just decide I’m gonna do
this I’m gonna make this happen
I remember once going to an event and
they had a variety of motivational
speakers there and one of the guys that
open for Zig Ziglar he was quiet he had
low energy he didn’t have any
personality in fact he was boring and
the audience as quiet as a graveyard
between funerals hit our liver going to
sleep and the audience woke me up with
polite applause and I said man he was
boring I did not know at that time I was
seated next to his brother-in-law and he
said you ought to be that boring and
make the kind of money you made I said
well how much did he break he said five
thousand dollars I looked at my watch I
said five thousand dollars I said I know
I could do that that you saw somebody do
something you say hey if they could do
it I can do it and from that time to
this time I’ll never forget something
that he said the speaker on the platform
he said I know that I don’t have
personality and passion and energy I
know that I’m boring is that but the
reason I’m standing up here and you’re
seated out there it’s because I
represent the thoughts you have rejected
for yourself whoa
man when he said that that hit me dead
between the eyes because I remember
saying to myself I can’t do that I don’t
have a college education I can’t do that
Mike I’ve never worked for AT&T Proctor
and Gamble McDonald’s Corporation IBM
Xerox I can’t compete with the guys
those guys out there I don’t have the
resources I don’t have a four color
brochure had all of these excuses I’ve
known one day I was talking to it and
the line went dead not calling back I
said hey Mike I said we lost the signal
he said we didn’t lose the signal I said
what happened he said I hung up I said
well why would you do that
he said you argue for your limitations
you get to keep oof
oh my god he said you better hope I win
this conversation I said okay talk to me
talk to me and and I tell you I’m so
glad he did that from that time to this
time I’ve traveled around the world from
that time to this time I went from
earning fifty dollars an hour to 25,000
dollars an hour because I got started
from that time to this time I went from
just speaking locally to speaking around
the world and getting over a hundred and
twenty five thousand dollars an hour I
had no idea there are things that you’re
going to be able to do that I has not
seen
ear has not heard there are things that
you have in you that you don’t even know
but until you gets out out outside of
your comfort zone you will never
discover it you have something special
you have greatness within you but in
order to manifest your greatness you’ve
got to put yourself in a perpetual state
of discomfort yes you’ve got to
challenge yourself you got to raise the
bar on yourself you’ve got to get busy
you’ve got to work your plan even if
you’ve got a job right now you’ve got to
work yourself out of it you’ve got to
have an exit date where you say hey I’ve
had it it’s time for me to do me to
pursue my dream to work my plan to
implement the things that I want for
myself and for my family and for for my
kids and and what is your legacy what do
you want to do for yourself in my case I
wanted to be able to take care of my
mother I’m adopted and I feel like a
prahalis could have said all that I am
and all that ever hope to be I owe to my
mother my mother adopted six kids and
along with me that made seven and she
was a domestic work on Miami Beach and I
said mama she said what is it Lesley one
day when I become grown I’m gonna buy
your home about you a big beautiful home
just like this I bought my mother the
first home 10,000 square feet had a 12
foot deep Olympic sized swimming pool on
a golf course and I would have never
been able to do that had I not got
started with my dream and so at the end
of the day you have something special
you watching this right now for a reason
because you have something of value this
is your time and as you begin to look at
yourself and look at your goals and look
at your dreams decide that you’re gonna
focus on your strengths what is it you
want to do and and decide that you’re
going to master that that you can say to
yourself I got this this this is my
space and and when you do that when you
find something that is your passion that
turns you on when you do that to the
best of your ability they said that
success is doing what you love to do you
do it so well that people uh pay you to
do it
that’s what I do as a speaker you know I
love to talk and it’s all five people to
pay me to talk to
it’s a you want to have a good time you
want to enjoy yourself and you want to
get out of your fear and and just become
bold
I believe leaping grow your wings on the
way down
absolutely well I don’t know what to do
well just get started if you you turn
right if you were running in the wrong
direction just turn around you be going
in the right direction just get started
doing what you supposed to do get dizzy
and you’ll be surprised of the
breakthrough you’ll be surprised how
things begin to come together for you I
had no idea I had no idea so I want to
leave this with you you have something
special the world is waiting there are
customers that are waiting for your
services for your product for your ideas
for your skills for your expertise it’s
time for you to show up absolutely stand
up for your dream stand up for your
business
make it happen this is mrs. made me
Brown’s baby boy you got greatness
within you that’s my story and I’m
sticking to it
hello my name is les brown once again I
want to talk to you about the mindset of
the entrepreneur and I want to talk to
you about telling you a story see as an
entrepreneur you would have to tell your
story every time that I speak as an
entrepreneur I have to tell my story and
and why is that important because people
do business with people they know like
and trust so when you tell your story
people get a chance to know you I was
talking to a friend of mine today and
and she’s going to give a presentation
in Jamaica says it tell me your story so
she said well I I was an assistant
principal for 25 years I said and what
do you do now she said well I’ve retired
and I’m refire I said what do you mean
by that she said well I retired from
being an assistant principal but to me
retirement means fading away so now I’m
an author I’m a speaker I teach people
how to put together travel packages I’m
a travel agent and and I help people to
begin to add more adventure to their
lives that’s it very good and so then
she won
to talk about her education I said well
first of all I said here’s what I want
you to know as an entrepreneur and this
is what you’re doing you’re gonna be
talking to people to attract customers
I said let me give you some points about
what it is you need to do in order to
attract more customers and for people to
want to say I want to do business with
you as this number one start off telling
them who you are and why you do what you
do and why is this important because
when people hear you speak as an
entrepreneur when you are presenting
yourself
people are asking three questions who
are you what do you have and why should
I care
so I told Cynthia I said Cynthia if I
were you here’s how I would open up
hello how many of you have goals you
want to achieve
raise your hands very good let me share
something with you one of the things
that I want you to do right now is think
about your goals I used to be an
assistant principal for over 20 years
and I decided after return I was not
just going to fade away I wanted to do
something else and I put together travel
groups for people to travel around the
world to live their dreams and now I’m
an author and I’m a sneaker and this is
something that I enjoy doing this is
something that turns me on what turns
you on
because what I want to do is show you
how you can begin to see the world on
your terms from a perspective that will
add more zest to your life Helen Keller
said life is either a daring adventure
or it’s boring and so my husband and I
we are looking for people who want to
live a daring life who are looking for
some adventure and I said you got to
make it exciting for people and give
them an experience see as as an
entrepreneur we’ve got to be strategic
with our story and we’ve got to be
experiential strategic what do you mean
because what we’re doing is distract
dispute and inspire people already have
a mindset about what it is that they
want when you tell your story as an
entrepreneur about your product about
your skills or about your business
you’re disrupting the story that’s
already in their head maybe about
somebody else that they’re already
dealing with or they’re looking at
someone else and so what you want to do
is interrupt that’s
with your story so they don’t look any
place else so they’ll know that you are
the one and through your presentation
you dismantle their belief system and
begin to encourage them in the process
of your presentation to create a thirst
for you for what it is you do there’s no
saying you could take a horse to the
water you can’t make them drink however
through telling your story strategically
and experientially that that you will
begin to not only expand their minds
about the possibilities about what it is
you provide but you create a thirst for
what it is that you provide where they
want to that’s what you want to create
the want away they want to do business
with you I never forget I was gonna hire
a guy to be my CPA and at the door when
he greeted me he shook my hand and the
way he turned and walked down the hall
he said I’m excited about how we’re
gonna take your business to the next
level
he had already closed but we hadn’t even
pull out the contract yet but there was
a mindset and a steered of I got you
buddy you’re up in my space right now I
own this space and so as an entrepreneur
when you tell your story you want to
tell it with confidence and you want
when you speak you want to have a level
of confidence and competence about what
it is that you are speaking on you want
to know your story you want to know the
story about your competition you want to
know the marketplace so when the person
speaks to you they know this is who you
are
you got this and when you do that let me
share something with you
they leave there as mother Teresa would
say in a spirit of I know I’m in the
right place they leave they’re ready to
write a new chapter in their lives with
you as their strategic partner because
you’re going to take their business to
the next level your story is important
one of the things that I love most about
dealing with technology and kajabi and
telling a story that what it took me
years to do it take you a fraction of
that time now getting started looking
for ways in which you can take your game
to the next level
being unstoppable and relentless looking
for ways in which you can win how you
can snatch victory from the jaws of
defeat being the kind of person that’s
always looking for ways in which you can
push the envelope on yourself that’s the
name of the game today and this arrow
what the late Peter Drucker calls the
error of the three C’s accelerated
change overwhelming complexity and
tremendous competition you got to run
just to stand still if you’re serious
about winning you’re gonna be looking
for ways in which you can study and know
your customers extremely well and and
begin to look at how is it that you can
provide the kind of service that make
you stand out in their minds I’m
reminded of a woman who became a
dominant voice in their industry and she
and she was asked the question what what
is it that you can point to that allowed
you to become successful and she said
it’s not our intention to please our
customers or to satisfy our customers
our intention is to amaze them see when
you are looking at your customers and
looking for ways in which you can amaze
them with your story with your expertise
with your knowledge with your
follow-through with the quality of the
service that you provide that’s how
customers vote with their dollars
because of the service that you provide
and because of Europe keeping your word
they did a study to find out what does
customer service mean to the average
person and they said reliability can we
count on you
will you keep your word will you operate
with integrity will you honor your word
as yourself can we count on you you have
something special what’s the story
around your business what is it about
you when people ask who are you what do
you have and why should I care what is
it about you and how you present
yourself that will cause them to say I
want to do business with you I’ve been
looking for you you are the answer to my
problem think about it you have
something special you have greatness
within you that’s my story and I’m still
sticking to it
hello this is les Romney’s has made me
Browns baby boy I want to talk to you
about the mindset of the entrepreneur
and what it takes for you to win in your
business when I started out in business
and I think all entrepreneurs have to do
this I had to find a way that would make
me stand out what is it about you about
what it is that you provide that will
make you stand out from the competition
my particular case I noticed that most
speakers had memorize scripts and so I
said wait a minute
what is it that could make me stand
apart one I read two to three books a
week and so I trained myself to speak
extemporaneously the other thing is I
trained myself to custom design my
presentation rather than just going in
and and doing an information dump I
trained myself to ask the customer
questions to find out what their needs
were and then I fit my presentation to
answer their needs and all thy getting
get understanding
look at yourself what is it that’s
different about you make yourself stand
out Hindi David Thoreau said do not go
where the path may lead go where there’s
no path and leave a trail when you find
out what is it about your service about
your delivery of your things that you’re
providing your skills your knowledge
your products when you find ways to do
that in a special way I remember I was
in Cincinnati Ohio is going to give a
presentation and and the gentleman who
picked me up in the limousine when I
came outside I’ve never had this happen
to me before he went and he got my
luggage in baggage claim as we walk into
Ward the limousine all of a sudden out
of nowhere he pulls out this carpet and
he rolled out a carpet in front of me I
say whoa and so he said I want to give
you red carpet treatment come on down he
said every time you come back to
Cincinnati I want you to know by Dave I
said you got me you got me and then when
we pull up to the place he got out
everything opened the door
and he threw the comforter on again I
will never forget that estimate over 16
years and every time I come back to
Cincinnati I asked for Jonathan I want
to know is he here his name was Jonathan
white and so what is it that’s unique
about you whenever I give a presentation
I find out the theme I find out what are
the the five things you want your
audience to walk away with I’ll talk to
the people that are promoting the event
and then I’ll talk to the people that’s
in the audience and then I will marry
that now why do you do that well in
order to be successful in business and
people are voting with their dollars
you’ve got to be willing to do the
things a day others won’t do in order to
have the things tomorrow others won’t
have most people won’t do that it’s much
easier to come in and and just
regurgitate some information see if
information can change people everybody
would be skinny rich and happy so my
goal is is to create an experience for
people when you touch their minds and
you touch their heart they will remember
you they have emotional memory and so
what are the triggers you can provide
for your customers that will keep you in
their minds following them up even if
they said no because they said no today
does not mean they will say no tomorrow
you’ve got to follow up again and again
and say look here I was just thinking
about you and we were talking the other
day and you mentioned something I found
this article I thought maybe it would be
of some value for you one of the things
that I think that’s very important is
that you give before you ask I remember
when I wanted to become a disc jockey
and I did volunteer work for the disc
jockeys would never come out into the
parking lots their cars be waxed and
clean inside out and they said hey who
did this oh I did sir how much you gonna
charge young man oh oh nothing sir I
just wanted to help out here’s what I
was doing building relationships giving
before I ask you’ve got to give before
you ask creating value I just want to
get my foot in the door I want him to
know that I was serious it’s a friend of
mine he calls himself
pa now PA cents for personal assistant
now he sees himself as a billionaire and
what he does is that he does he sell
t-shirts in a corner of Los Angeles and
he sells over 5000 a year but he’s also
a personal assistant he said in my mind
I’m not a personal assistant I’m a
billionaire
I’m building my own business I bought a
t-shirt from him at the time I bought
the t-shirt from him
he reached in a bag and he pull out a
camera everybody who buys a t-shape
front t-shirt from him he videotapes
them his new customer and he sends out
five videos a day he says man I’m gonna
touch a billion people I say get out of
here now here’s a guy that he was an
ex-offender he was turned down for over
a hundred and twenty five jobs he went
to college he got a degree in marketing
and he got another degree in business
and he couldn’t find a job because he’s
an ex-felon and one day his mother
called him and he answered the phone he
said I don’t look for jobs I create them
and on that particular day he decided to
create some t-shirts with special
slogans on them thoughts on my team
who’s on yours he was sleeping in his
car he was homeless but now he has his
own home now he has staff now he’s going
to be a part of a commercial that will
be at the Super Bowl in 2013 billionaire
PA looking for ways in which he can
serve his customers looking for ways
where he can stay out front looking for
ways that he can make it happen no
matter what
now think about you you have more than
billionaire PA you have more resources
you have a technology team that can
provide for you with innovative creative
thinking anything you need to tell your
story more effectively and get it around
the globe it’s available to you right
now think about yourself think about
your goals think about your dreams what
is it that you can do what kind of
experience can you create for your
customers that will allow them to pass
the word about you that will allow them
to think about you when they have needs
when they’re looking for someone to help
them to resolve their problems when you
think about today’s marketplace is more
challenging than ever before but we’re
living at a time that we know anything’s
possible you have something special it’s
possible that you can live your dream
it’s possible that that you can carve
out a strategy that will allow you to do
market take aways that you can become
the dominant voice in your industry and
it’s necessary that you hold yourself to
a higher standard it’s necessary that
you incorporate technology and your
story and your imagination for looking
for ways in which you can take your
business to the next level and create a
unique experience for your customers
because you have an energy signature
that will cause people to think about
you and it’s you George Bernard Shaw
said the people that make it in his life
they look around for the circumstances
that they want and if they can’t find
them they create them it’s you you’ve
got to take responsibility for what it
is you want and it’s hard easy is not an
option it’s easy to quit is easy to come
up with excuses it’s easy to become
frustrated it’s easy to throw in the
towel on yourself but I had a mentor who
said if you do what is easy your life
will be hard but if you do what is hard
your life will be easy it’s hard not to
give yourself a pass it’s hard when
you’ve been rejected again and again and
again to come back it’s hard when you
run out of money and run out of ideas
some people disappoint you to pick
yourself up and say I’m gonna make it
happen in spite of it’s hard but you got
to find out what will make it worth it
for you what’s your wide Nietzsche said
if you know the why for living you can
endure almost any how you have something
special you’ve got greatness within you
you owe it to yourself your to your
family your to the people that
believe in you to make it happen that’s
my story and I’m sticking to it
this is Les Brown mrs. Mamie Brown’s
baby boy I’ll see you as Zig Ziglar
would say at the top or from the top Oh behave
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