We've grown 50% but we are finding that
as you grow cash flows the problem as
you grow cash flow becomes a problem now
when people say things here's what we
want to train ourselves to do this is a
new question we want to ask whatever you
hear something that's a limit in
yourself or anyone on your team the
question want to ask is is it possible
to be in that business and grow without
a cash flow problem what's the number
one obstacle business owners face in
growing their company and how do you
solve it my name is Mark pacer I'm the
CEO and co-founder of Robbins madonna's
coach training and in the next six
minutes we're going to see Tony Robbins
helping a business owner named Shane to
break through the limiting factor that
was stopping his business growth we're
going to start with Shane standing up to
ask a question at Tony's life seminar
called business mastery and we'll see
that within one short conversation
Shane's business obstacle was turned
around let's go
my name is Shane Knight and I'm in the
fire and water damage restoration
business my dad started I joined them
about three years ago and we've grown 50
percent but we are finding that as you
grow cash flow is a problem and so we're
here to figure out how to grow another
hundred percent this year so I hear
you're in the fire water restoration
business he said as you grow cash flow
becomes a problem now when people say
things here's what we want to train
ourselves to do so the new question we
want to ask whenever you hear something
that's a limit in yourself or anyone on
your team the question want to ask is is
that really true because so much of what
we accept is controlling and limiting us
because as the business goes and cash
flow becomes a problem is that really
true is it possible to be in that
business and grow without a cash flow
problem when first things we want to
recover is what is the choke hold on any
business it's always the owners what
psychology or skills first challenges he
already believes there's a limitation to
the business so there is how by the way
there might be in his current structure
but there's no limitation there growth
there's a limit
because he's bought into it you want to
ask yourself when someone says a
limitation a living belief is that true
and then your brains of obedience eh of
course it's true you could say really
hmm you have all the information to know
the art of shadow mad out that if you
keep growing that you'll have less cash
you have all the information to know for
sure that that's true
no no then it's not true how do you feel
shame when you believe the thought that
the more we grow the less money we're
going to have it's frustrating could you
put so much work in today yes and when
you feel that frustration what else do
you feel what do you start to believe
stressed out stress out what else and
you feel like why you putting all this
time and effort into it do you all hear
that you feel stressed out if he
believes that the more we grow the less
cash we have then it gets him frustrated
he feels a bit overwhelmed he starts to
stress out he starts think why don't we
put my energy to that what will that do
it's going to kill the energy that would
make this gladiator strong enough to win
anything can you afford to have this
drained out of him yes or no in a
competitive world right yes or no pretty
soon he's going to lose the driving
force that makes him successful and
makes his family successful now why
would I want to put more into something
that's only going to include more
failure ultimately when you start
thinking about the business when you
believe that when you start thinking
about because let's tell me the truth
he's dead thinking about other
businesses you can do that's right which
by the way that might be useful if it's
really true when we investigate
thoroughly that there's no way to grow
this business profitably for things that
are outside our control then he might
need to investigate other businesses are
we supportive of that yes or no but only
after we first investigate is this a
psychological or a skill limitation as
opposed to an environmental so if that
thought didn't exist that growing equals
no cash and no profit you would feel
what endow it yes by the way how many
can hear the difference of his voice
right now say aye
and in that empowered state what would
you go do
tell me what you go do definitely yeah
tell me three things you go back and do
that you know would grow the business
and help with profitability I would go
sell the big insurance companies that
I'm been afraid of selling because I
didn't think we could handle it
Oh interesting what would be the
advantage of that well it's much better
to have one large corporate customer
than chasing ten twelve dozen different
sources of referrals and what if you had
five quality large customers not just
one so you would ever depend upon
somebody that might then take away your
whole business or six then maybe five or
six times lodging yes more to manage
invest advantage for you in terms of
that client base management tend to
learn I changed my style that's give a
hand ladies and gentle to the hand so
what's the second thing you do I have an
elite high-end brand I want to create
and I think that would be a great
opportunity to grow so many the third
book I'd hire someone to do the most of
what I do during the day today and what
would you pay them as much as a tech
that's right
what do you think it would take that
somebody really impeccable to do the
stuff you do during the day today eighty
or ninety thousand years that's right so
how much business would you how many
clients are accounts what you have to
get to pay for that person so you'd have
freedom to do the more strategic things
that really matter
300 grand a year which is a third of a
giant client so third so you could go
get one client and be free forever and
that's all it would take
that's right this is what I love about
you guys every person this room has
already got the answers they need the
problem is you've got some unconscious
invisible barriers you don't even know
we're there do you got the answers or
you can find them he knows exactly what
to do to grow this business we can't
form this you grade 3 and we transform
this you're going to own your pride and
at a level you transform this business
you're going to do economics transform
which will give you other resources to
give to share to enjoy to explore to
discover to make a difference with to
create new things with the whole game of
business it's a spiritual game you know
it's about taking the invisible thought
or desire idea you have and turning that
into reality
give them a hand ladies and gentlemen
so you can see a short conversation to
exchange from feeling it was impossible
to grow without losing cashflow to
having a solid way to grow his business
but 500% so how did we get there Tony
showed Shane how to make three big moves
so let's break it down and see how it
works the first move is find the
unspoken assumptions if a business owner
is feeling disempowered you can bet
there's an unspoken assumption they're
accepting without knowing it and this
unspoken assumption is limiting their
growth here's the thing as a business
owner your job is to break down the
limitations holding you back
so the question ask yourself is what am
i accepting about my business that's
controlling and limiting me when you
find that limit you can work with it
here's what Tony told Shane he already
believes there's a limitation of the
business so there is now by the way
there might be in his current structure
but there's no limitation their growth
there's limitation because he's bought
into it you want to ask yourself when
someone says a limitation a leading
belief is that true next me challenge
the in spoken assumption Henry Ford said
if you think you can do a thing or you
think you can't do a thing you're right
whatever you believe you make it true
Shane's belief that business growth
equals negative cash flow that probably
cost them a year of growth at that point
so Tony challenged Shane's unspoken
assumption of all the information to
know beyond a shadow of a doubt that if
you keep growing that you'll have less
cash you have all the information to
know for sure that that's true the
bottom line is if you haven't examined a
business limitation in complete detail
you have no way of knowing whether or
not it's true instead of getting into
the nitty-gritty and solving the problem
and breaking through you start believing
that the problem is necessary and then
it becomes your life
like Shane who believe that we can't
grow because growth equals negative cash
flow if you believe something like that
your business growth is basically on
hold the other reason why you're not
solving the problem is that you don't
have the right to skillset Shane doesn't
understand the cash flow enough to solve
the problem is missing that skillset so
what he needs to do is get help from
someone who does know how to solve that
followed soon after this conversation
Toni instructed Shane to get a CFO
service a chief financial officer to
really investigate the cash flow so that
it could be solved and when Shane got to
work on this cashflow problem he
discovered the problem wasn't growth the
problem was that he had the wrong person
handling the finances that's a big
discovery move number three break
through the limiting emotion when Shane
first mentioned the cash flow problem
you could see from his body language in
his voice that he's developed an
emotional hesitation about it a fear he
does he look energetic and strong here
or does he look shy and kind of
embarrassed and that's not a judgment
that's just a pattern we all have it to
some degree for Shane this is his
particular personal emotional limit
that's stopping him so that needs to
change
Tony asked Shane this question how do
you feel shame when you believe the
thought that the more we grow the less
money we're going to ask stressed out
stress out what else and you feel like
why you putting all this time and effort
into it did you hear that
Shane's assumption that growth equals
negative cash flow that thought stresses
him to the point that he's starting to
opt out of his own business you can't
lead a team when you're in that state he
wants to grow but he feels somehow the
business can't can he grow his business
when he's not fully committed to it I
doubt it you see the problem isn't the
business the problem is that he's
accepted they unspoken assumptions if
Shane could unload this helplessness
what kind of energy would be freed up
Tony asked Shane so if that thought
didn't exist that growing equals no gas
no profit you would feel why
embowered yes my way how many can hear
the difference in his voice right now
say aye
and in that empowered state what would
you go do tell me what you go do so this
is a great question to ask anyone who's
been emotionally stuck if that thought
didn't exist in you how would you feel
and what are three things you go and do
the odds are the owner knows what the
business needs except they've been
bogged down by unspoken assumptions
disempowering emotions and the bad
performance that comes with it
when Tony asked this question Shane knew
exactly what to say I would go sell the
big insurance companies that I'm then
afraid of selling because I didn't think
we can handle it more to manage or less
to manage for you in terms of client
base management tangelo not I change my
style that's give a hand laser gentle
give a hand
now this is what a business owner looks
like when they challenge their
assumptions and drop their emotional
baggage new ideas for growth are right
there under the surface and instead of
saying that he can't handle it
Shane sees that he can make it happen
I'd hire someone to do the most of what
I do during the day today and what would
you pay up as much as a tech that's
right
what do you think it would take that
somebody really impeccable to do the
stuff you do during the day today eighty
or ninety thousand years that's right so
how much business would you how many
clients are accounts what you have to
get to pay for that person so you'd have
freedom to do the more strategic things
that really matter
300 grand a year which is a third of a
giant clam so third so you could go get
one client and be free forever and
that's all it would take that's right in
just a few minutes Shane shared two
ideas that will build his business to
the legacy point he can serve the large
corporate clients who will provide much
more income and free him up from a lot
of marketing logistics and he can use
the proceeds of one of those clients to
replace himself as the operator this is
the path of leverage in a business he'll
have even more energy and focus to work
strategically to take the business to
the next level now look at his body
language this is an owner with a plan
for the future who wants and who now has
the emotional energy to carry it out so
the next time you hear someone tell you
their limitations
take a second and watch their body
language a skillful coach can take
someone from disempowered to full
strength within a short conversation so
remember the three big moves one find
the unspoken assumption to challenge
that assumption and three break through
the limiting emotion so I hope you've
enjoyed this and I hope you can use this
to create positive results in your life
as well as those around you this is Mark
Teixeira
signing up talk to you soon I know that
if something is instantly gratifying it
will be repeated all of us is
adolescents remember that to be true
anything that's immediately gratifying
will be repeated and the strongest force
in the earth is something that affects
your self-esteem if you can make someone
feel good about themselves they will
love you for it they will be loyal to
you you talk about plugging into the
energy in interpersonal dynamics you you
get to be responsible for another person
feeling better about themselves and
you've hit the jackpot that's a dead-on
bullseye and human relations so I said
to myself dose that idea is clear and
self-evident every one of you in this
room Tony helps you realize that on a
higher level and that's the power of the
Robbins experience but I accept that
idea myself Tony and I talk about it all
the time okay if I accept that you
accept the idea that anything that's
instantly gratifying will be repeated I
say to myself in the context of this
building if I could get my employees one
at a time to reach out and talk and
engage guests on a very personal level
not a dealer talking to a blackjack
player but Annie
talking to mr. Jones how are you today
mr. Jones nice to see you again is there
anything I can do for you you feel like
playing blackjack this morning how's
your wife
all of a sudden forget the crystal
chandeliers and the an woven carpets and
the marble it means nothing all of a
sudden you're engaged with someone who
cares about you if I could arrange for
my employees to find that gratifying and
rewarding and increasing of their self
esteem I would have plugged into the
magic of business not finally with the
help of cement other people figured it
out four five six years ago and it
changed my business and changed my life
it was a subject that I'm going to
explain to you called storytelling we
took 900 supervisors a twin and put him
in school it took about three or four
hours of training with some people from
England and we explained to him that we
had a structure in the company that was
very convenient in every part of the
hotel which runs a Juneau 24 hours a day
we have a pre-shift meeting if it's a
restaurant just before the restaurant
opens the maitre d or the manager meets
with the waiters and has a 10-minute
session the chef in the kitchen meets
with his cooking line and has a session
housekeepers on each floor meet with the
inspector is's that are the supervisors
on each floor of the hotel department by
Department public area porters there are
collections of 12 to 15 people or maybe
as few as seven with a line supervisor
who gives them whatever it is they need
to learn that day before they start
their shift we had a structure in place
in the hotel that was very convenient
but instead of giving them inane or
ordinary or mundane information we
changed the program to this the
supervisors said to the group of eight
or ten or twelve people has anybody got
a story of something that happened
yesterday or in the past week special
with a guest and now I'm going to give
you a true example bellman says that a
Bell captain yeah yesterday I checked in
a man and his wife older couple from
California and the bags came in and I
asked them to check and see if all the
bags were there and the woman let out a
hoot oh my god Herbie I forgot the
medicine bag and that was a small hand
case in which his medicine he was a
diabetic and her medicine there were in
their 70s were contained
oh my god Herbie your insulin is in the
bag I left it on the front hall table
when we got in the car oh my god what
are we gonna do we'll have to go back
I'll call the airport
Melman tells the Bell captain I told him
just a minute ma'am where do you live
Pacific Palisades is there anybody at
home at your house well our housekeepers
there I have a brother that lives in
Encino
so it's a Latino bellman my brother FA
lives in Encino why don't I give him a
call you can go over to your house and
pick up the bag and we'll manage to get
it here for you when do you need the
medicine it was three o'clock in the
afternoon she says by 7:00 a.m. he says
don't you worry if you can get that lady
on the phone tell her that a herve
Mendez is coming and we'll get it here
at seven o'clock in the morning you can
do that yes ma'am
she calls he waits she calls tells the
housekeeper is the bag there yes you
left it on the front hall table Herve is
coming to get it let him have it within
the next hour
okay bye you sure you can do it please
lady enjoy dinner and have a good time
everything's going to be fine I promise
kit goes downstairs tells the bellman on
duty that is supervisor that he's got to
go get the bag jumps into his car drives
five hours to his brother's house picks
up the bag turns around and gets back to
Las Vegas at 4:00 in the morning takes
the bag to the bellman and says make
sure this gets to room ten oh whatever
it was by 7:00 a.m. it's got the ladies
medicine
I'm not done with the story the relevant
to this story there's a thousand of
those a month the supervisors been
trained everybody in the room says wow
that's great
Mendez we have an Internet loop a
special internet thing in the hotel for
the employees and we have a sign shop
and we make signs for the back of the
house immediately a picture is taken of
that bellman Mendez his story is
encapsulated in large print we make
paper signs and we decorate the back of
the house we publish Mendez's picture
and story on the internet and it's all
over the employees staff dining room and
everybody is reading about this bellman
who's now a local hero and his chest is
out to here and he's taken a bow and he
feels great because of the recognition
he's getting from his peer group now
everybody else in the room with that
bellman is looking for a story so they
can tell it the next day we found we
found a key we found a key to making a
single employee acting with a single
guest instantly gratifying and
increasing of their self-esteem now
every employee in the hotel is looking
for a story the dealers are on their way
down the hall to take a break at the
staff dining room and they see a lady
and a man looking a little confused and
they walk over on break and say you look
like you're looking for something can I
help you and lace is where we're looking
for a meeting room called Lafitte oh
that's our ballroom you're you're
standing here by the beat bar you have
to go down past the wing way the Chinese
restaurant we'd a minute come on with me
I'll take you and the dealer makes a
detour for five minutes and takes this
couple and shows them the Lafitte room
you think that that hotel is ever going
to be the same again to those two people
or that lady and her husband
with the insulin hell screw the
chandeliers and again woven fabrics in
the onyx and a marble it means nothing
they're going to tell their friends what
an incredible place my hotel is we've
taken storytelling 24 hours a day seven
days a week every day of the year to a
great discipline in our company giving
people recognition for doing the one
thing that creates a franchise that's
trunk stronger than anything I know
about that applies to your business
you've got to find those ideas that lift
your staff make them feel great about
themselves in the context of your
business you do that and I tell you that
the results will astound you first an
idea and then a program first an idea
and then a building it works every time
thank you I'm in the business of of
empowering men to help them make their
women happy and fill their needs of for
joy and love by selling what you sell
diamonds I do and I always will there
are women to make themselves feel
beautiful - you can do it on your own my
question is how do I get more people to
to call for help well first of all I
wouldn't want more people I will want
more of the right people the right
people who are either thinking now or
will be thinking about buying a diamond
because people don't wake up one morning
sound getting engaged on buying a
diamond say they give some thought to it
the process and look I search so who is
the best of those people because there
are lots of people that could be
thinking about buying a diamond I'd like
to get a gold grill and have a diamond
right there this to be classy so you
know
there's this pretty classic people who
are planning to get engaged or who are
having anniversaries or don't want to
upgrade a diamond those are the people
who which of those three is the most
desirable to you well not necessarily
the people who can spend the most
because that's not where it necessarily
the highest profit margin is but the
people who are currently thinking about
getting engaged and need help okay so I
would start immediately by only focusing
on those with the campaign we're talking
about specifically
well I generate leads online I don't
have a shopping cart I don't believe in
it I don't think you're right by the way
I think it's a smart call I think that's
a very good decision because I mean I
would be sketched out a lot of diamond
on the interwebs you know but anyway so
if that's what you're after if you're
after those dudes I would find a way to
reach just those guys I'm confident that
when I get them to call me
I'll close them so really the question
should be how do I get them to call me
right yeah so like what's the offer that
would be powerful enough to get them
make their calls there's everyone I find
if that Arab wanna point out was so
critical guys I'm listening in an hour's
conversation
you're not going to member everything
but one of those pieces are you have to
be a great marketer if you have the
right what offer well I'm in addition to
sending them report I'm offering them
let's say a 5% discount on any piece of
diamond jewelry that they'll buy wore a
10% discount on an engagement ring
setting or wedding band play by the
loose diamond from each as well so
that's all about bloom right now if you
if you want them to call you so you're
trying to make the sale you're trying to
get the commitment of for them to raise
their hand as a buyer in the print in
the media in the email right and that's
very difficult you're just proving to be
very difficult right so I would shift
the offer to be like look I don't care
when you're going to get married but I'm
feeling really really generous right now
and marriage is a beautiful thing and
it's lovely and blah blah blah whatever
you know
that didn't sound right but you know if
you call today I will give you X
discount whenever you choose to buy your
diamond because chances are when they
call you they're already ready to buy
the diamond but they're being scared off
by the 10% discount today because they
think well I'm going to have to buy
today but if you remove that pressure to
remove that fear it gives them
permission to call without that does
that make sense it does it allows me to
actually I it's any time my offer is not
limited to if they call it today so give
them a reason I can take it I can make
it clearer you make their offer is
whenever they call yeah so give the
reason I have a friend called who
mentions their name okay well we need to
be very specific in the marketing though
we need to be very specific called by X
and I will give you X discount plus X
cool stuff anytime you ever buy a
diamond from me and if you buy here's an
irresistible offer if you buy a diamond
from a competitor
that's okay I will send you as a
congratulatory gift of gold chain for
your wife to wear on her wrist on her
wedding day
just as my show of appreciation for your
thanks and calling comment how many see
the difference here the secret though
right this only works if when you get
that person you can truly what and art
you got to deliver if you can really
deliver you can make these offers of
everything we did the other day you may
be off we're just making more and more
and more compelling because you're going
to deliver and when you get that that's
how you stand out from anybody else and
that's how you get the phone line
well humbly I live err delivery is not
my problem it's figuring out what the
irresistible offer has to be and how to
but how do you figure how does anybody
figure that out by the way Frank's gonna
go away out go away ever going to wait
how you gonna find the most irresistible
offer for how well you choose test but
the first thing is you just
brainstorming find somebody before you
even custome relson say would this make
you call how many would pick up the
phone for our five to 10% discount raise
your hand one person out of a thousand
out of nine hundred how would you pick
up the phone if I get a 10% discount
forever just got a cure out to any time
see if that doesn't I'm going to pick up
the phone if you say listen I'll
evaluate any other diamond you
and I'll beat the price or I'll send you
a gold bracelet for your lady of some
states here so hats
respond away we just added something
evaluate any of the diamond you're
putting out there so now I've got a
trusted expert who if they don't deliver
for me I get something no matter what
and we just got 90 percent of the room
to raise their hand all we change how
much does that cost by the way to make
that change his business here the
changing and author costs nothing this
is where you make a thousand ten
thousand percent chance we're talking
about optimizing right this optimization
is a part to go from leads to people to
actually engage with you right equipment
of the appointment or having a
meaningful conversation so all you've
got to do is start to say guys I can
change my business five hundred percent
a thousand percent thirty percent forty
percent but what I understand is the
greatest investment I got is the
x-factor of my intelligence my
creativity my sitting down and
brainstorming you don't have to be the
genius to do it you can go hire somebody
cranking bring somebody in to do it or
you can just sit down and go you know
what I'm going to stop being a goddamn
business operator who's running like
crazy my business I'm going to step out
be the business owner go
what will produce this result that was
the goal of these five days
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