Sometimes you have to make a decision that hurts and helps.

I gave a discount.

It’s not the first time I’ve ever done it, it probably won’t be the last time I ever do it. But I teach against it. And I preach against it.

If your price is $1000, and you discount down to $900, $100 comes right out of profit. And in these times, profit is the only saving grace of business.

My public seminar tickets sell for $149 each. If you buy 10 or more, they are $129, and it’s been that way for some time.

Last week we had a meeting of everyone in the public seminar department, and decided that for the rest of August only we would offer our customers a $30 per ticket discount. And even though we sold a lot of tickets, I took a lot of flack.

People wrote to me, emailed me, and called me out on the fact that I was giving a discount and going against my teachings. Not many people, but enough to ruffle my feathers. And it should be said that ten times as many people thanked me. And fifty times as many people bought tickets.

Back to the discount. I agonized over whether I should offer it or not, knowing that people were going to yank my chain about it. But this is how I made the final decision: The amount of money that we would “lose” was not going to be “make it or break it” dollars. In fact, by comparison to the rest of our income, it was a very (very) low percentage. With the economy in the state that it’s in, and many companies canceling their own sales meetings, and not supporting their own salespeople the way they used to by paying for one of my tickets, I decided to make this offer directly to salespeople.

My email magazine reaches more than 300,000 people. The preponderance of the readers are traditional salesmen and saleswomen who pound the pavement and pound the sales phone lines to earn a living. I decided to take money out of my pocket, and allow it to stay in their pocket so they might have an incentive to buy a ticket on their own, without reimbursement from their boss. And many did.

The dilemma was, "Do I try to help my fellow salesperson, or hold my price and potentially preclude them from deciding to attend?" The choice was easy. I decided to do it, I actually decided to try it. The sale ends tomorrow. We will have sold several hundred tickets to several hundred salespeople. Many of who sent personal thank you notes and emails of gratitude.

Maybe I did go against my teaching, but I did not go against my customer. I also stated that this discount was for a limited time - August. If you call here on Thursday and ask for the discount, you won’t get it. And it will be removed from our website.

And please keep in mind this was not an “I have to do this” discount. This was an “I want to do this” discount. Yeah, maybe I’m justifying it. But I didn’t do it to stay in business, rather I did it to promote goodwill and give more people an opportunity to attend a sales seminar that just might help them succeed through this economic mess.

How are your prices holding up? Thinking of offering a discount? Thinking of having a “sale”?

Many companies are discounting out of desperation to make sales. Companies that sell cars, houses, and furniture are examples of businesses in trouble that are seemingly forced to discount. I was not. I was creating my own stimulus package for my customers.

If (for whatever reason) you are going to offer your customers a lower price, the following guidelines will help ensure success, and insure customer loyalty:
1. Make certain that you can afford to discount.
2. Make certain there is some profit for you after the discount.
3. Have a start and end date. Do not go beyond the stated end date.
4. Have the promotion in the hands of ALL your customers electronically (proactive email is best).
4.5 Make certain that accounting is as involved as sales and marketing.

In this economy people have come to expect discounts and “sales” as a part of the downturn and (slow) recovery. If you choose to offer one, make certain that your customer feels valued, that you can back it up with service, and that when the discount period is over, you have your goodwill intact.

How to Get Through the Dips

August 29,

This past weekend over 47 fitness experts gathered in beautiful San Diego to learn my advanced training techniques to help their clients get more results. By the end of the weekend several trainers had joined my 1 Million Transformation Mission (dedicated to helping 1 million men and women transform their bodies and their lives by 2020).

It was an amazing weekend and I'm grateful for opportunities like this. But things weren't always so good. Not even close.

To be brutally honest with you, there weren’t a lot of people with confidence in my vision when I went off to school to get a Kinesiology degree in 1994. In fact, the people closest to me were the most negative.

My mom, in particular, was worried the most. Her only experience with a “Kinesiology graduate” was a young man who had recently been hired for a spot on the factory floor where she worked as a receptionist.

She was worried the same was going to happen to me. She was terrified I would spend four years and forty thousand dollars to get a relatively useless degree and end up working in the factory where I had spent my summers working to pay for that schooling.

But not for a single second did I have any doubts about my success. There were no self-limiting beliefs in my mind.

When I started University (we don’t call it “college” here in Canada), I had full intentions of becoming a Strength and Conditioning Coach in the National Hockey League. I attained the necessary degrees, including a Master’s in Exercise Physiology and a specific training certification common to all NHL strength coaches.

But everything changed in 1998 when I discovered a fitness website selling products through articles posted on their website. I immediately knew this is what I wanted to do for the rest of my life. I started my first email newsletter in 1999 and soon was selling fitness manuals through Paypal in 2001.

There was never doubt in my mind that I would succeed.

That said, there's nothing exceptional about me. I'm average height, average intelligence, average physical ability, and sometimes I think I'm below average in decision-making.

I suppose, if anything, I’m exceptional in my ability to persevere. That’s it. Nothing else.

You are likely smarter and better looking than I am, or at least you can make better decisions.

The question is, will you have the same “never quit attitude”?

Because that is what REALLY sets the success stories apart from the folks who struggle.

Here’s more proof…recently at a marketing seminar I attended, one of the attendees became visibly frustrated with a common problem shared by all information marketers.

Like me, this other attendee had a successful business helping people start their own website business, but he was worried that the people who bought his products would not succeed (a worry that all of us have – no one likes to have someone not get results with their product).

The seminar leader responded, “Well, what makes you so exceptional?”

He wasn’t joking, although everyone laughed.

“Seriously,” our expert continued. “YOU were able to succeed online, and I know you. There’s nothing exceptional about you.”

Again, more laughter from the crowd, and fortunately, a light bulb went on in the attendee’s head.

He realized the guru was right. There was nothing exceptional about him, and he went on to list the 3 key factors of his success, which were:

a) Getting good at selling
b) Never stop learning
c) Being an action taker

There’s nothing about being a genius in there.

It all came down to believing that he could do it, and taking action on proven steps to success (like the ones we provide you here at Early to Rise).

The BIG LESSON is this:

The only thing exceptional about successful people is their ability to do the work.

None of us are super-geniuses like Wile E. Coyote. Neither are we rocket surgeons.

Most people who make good money with a website business are just average men and women who commit to doing the work, consistently, and who believe in themselves.

Listen, when you get started, there are always going to be what Seth Godin calls, “The Dips”.

That’s where you struggle, and that’s where most people give up.

But with passion, you’ll get through that dip, as long as you believe in yourself.

Never let self-limiting beliefs get in the way of success,

6 ways your personal brand can go horribly wrong

by Sally Hogshead on August 17, 2011

(Here I go again, biting the hand that feeds me.)
Yesterday I confessed that although I frequently speak on the topic of personal branding, I’ve always had a secret issue with it:

At best, personal branding is a helpful set of principles for those who need a self-promotional jumpstart, such as a recent college grad, or a salesperson starting a new role.
At worst, personal branding can lead to a manipulated persona.

Many personal branding strategies are one-size-fits-all... which is ironic, since the whole point of a personal brand is to stand out.

Personal branding is a good start. But it’s not enough.
Many personal branding strategies are one-size-fits-all… which is ironic, since the whole point of a personal brand is to stand out.
Reputations should be founded on more than image.
Relationships should be built on more than making the right impression.
Many of you tweeted and commented with awesomely smart points. Personal branding principles can guide us in many scenarios (for instance, when creating a visual identity for your business card and website). Yet overall the consensus was “personal branding” as a practice can get a bit dodgy.
In some cases, the pursuit of personal branding not only doesn’t help– it can actually be damaging.
Do any of the following 6 pitfalls fit your personal brand?
6. Your personal brand is artificially manufactured, rather than a living, breathing part of your personality.
5. Your personal brand isn’t based on who you are, but rather, what your audience wants you to be.
4. Your personal brand strategies are based on a set of one-size-fits-all techniques. (And as much as we all love simplicity, your personality is one-size-fits-none.)
3. Your personal brand is stagnant, not evolving with your career .
2. Your personal brand is designed to maximize your profit rather than serving your purpose.
Each of these 5 mistakes is a surefire way to build an inauthentic brand (not to mention inauthentic relationships). But here’s biggest potential mistake:
1. Getting so wrapped up in building a “personal brand” that you forget your own natural personality.
The lesson: Never, ever sacrifice your personality for your personal brand.
If you want to fascinate customers and clients, the answer is to become MORE of the extraordinary person you already are.
How can your own personality fascinate people? I’m working on a new approach, based on the concept of “personality brand.” Instead of focusing on one-size-fits-all ways to make an impression, this new tool will identify and articulate your natural personality strengths.

Dear Readers, One of the primary motives for all action is love! It is the force that engages people and causes them to take immediate command of their time and talents. When we love individuals, family, friends, causes, etc., we are almost compelled to do whatever it takes to make dreams come true. All this talk about love causes one to wonder why we then put self-love on the back burner and allow the other "loves" of our life to take precedence over our own? I would like to suggest that if we care for ourselves first, we then have a wellspring from which to draw in the care of others. By denying ourselves the common goodwill we extend to others, we are depleting ourselves and on our way to a personal meltdown. Take time to care for yourself and in doing so you will be better equipped to care for others. In caring for yourself, have you done the following lately? 1. Taken a holiday of your own choosing? 2. Declined work when you were already overloaded? 3. Asked someone for help instead of shouldering the work on your own? 4. Granted yourself personal quiet time instead of filling every minute of each day with a time synchronized to-do list? 5. Turned down a request for a lunch date, get-together, or friend's night out just because you would rather do something else? 6. Read a book, watched a show, listened to a cd, took a walk, shopped where you wanted to, and ate what you wanted because it pleased you? 7. Created a day with your own agenda from morning to night? 8. Said "no" without feeling guilty or second-guessing your motives? 9. Considered what made you happy? 10. Planned for the future instead of dreading it? If we give ourselves more to enjoy, we will be healthier, happier, and more terrific that we can even imagine. You have heard the financial concept of paying yourself first, right? Well, look to this day for you first, and do what it is that brings joy to your life. From this perspective, all things look more positive and appealing. Be Your Very Best Always, Judy Williamson

Integrated marketing best practices at direct marketing virtual show InterACT : Page 1 of 2 : DirectMarketingIQ

Integrated marketing best practices at direct marketing virtual show InterACT : Page 1 of 2 : DirectMarketingIQ

Integrated marketing best practices at direct marketing virtual show InterACT : Page 2 of 2 : DirectMarketingIQ

Integrated marketing best practices at direct marketing virtual show InterACT : Page 2 of 2 : DirectMarketingIQ

25 Keys to Getting Waaaaay More Out of Your Social Media Marketing

In this article, you'll learn...

• 25 tips to improve your social media marketing
• How to effectively incorporate engagement, metrics, and advertising into social media

Social media marketing can broaden your reach, enable you to engage your audience, and help you create raving fans. So why are so many businesses still treading water with social media marketing? Why are so many marketers still approaching it randomly—without clear direction, without an understanding of its underlying value, and without many of the structures and strategies typically applied to other channels?
Considering that so many companies are overwhelmed by social media marketing, or feel as though they have hit a plateau with their social media marketing efforts, how can you break through and create truly amazing marketing that elevates your business to another level?
Here are 25 keys to getting waaaaay more out of your social media marketing.
The Foundation
1. Develop a clear strategy

Stop everything! Before you go any further with your social media marketing, develop a clear, focused strategy. That is the most important step you can take. Don't "do social." Instead, be social. And understand exactly what that means for your business and your audience.
2. Define clear metrics
Do you know how to measure the success of your social efforts? Your efforts don't necessarily need to be measured via hard revenue figures, but the metrics should go deep enough to guide your actions and ensure real value to your business.
3. Build scalability (tools, technologies, etc.)
It's easy to get overwhelmed by social media. Use technology for social monitoring, management, posting, and measurement to help you scale your efforts—effectively managing multiple brands across multiple platforms. Otherwise, social media will overwhelm you.
4. Conduct competitive intelligence
What's the competition up to? Monitor, monitor, monitor. What's working well for them, and what isn't?
5. Clarify roles and responsibilities
Who is responsible for what, internally? What are the time commitment and scheduling expectations? Have a well-thought-out action plan in place, so your social media efforts don't become an afterthought—second to other day-to-day tasks.
6. Develop a reporting structure
Increase value by measuring and reporting results on a regular schedule so you can measure alignment with your goals and implement improvements in future initiatives.
7. Analyze the data
Like strategy, "analysis" is too often forgotten. Without a regular analysis schedule, you're likely getting only half the possible value out of your social media marketing efforts because you're not fully capturing insights and trends.
Learn
1. Create an innovation platform
Look at social media as an innovation petri dish. Test ideas, see what resonates, collect feedback, engage, and create new value for your customers.
2. Glean customer insights—ask questions
Ask your audience members what they want. Ask them again. And again.
3. Glean customer insights—listen and engage
Listen to what your customers have to say. There's something akin to scraping one's fingernails across a chalkboard when customers dish their hearts out and a company ignores their feedback. Instead, have a meaningful dialogue. Engage them, treat them with respect, and make them part of the process.
4. Crowdsource
These days, it seems you can crowdsource practically everything but the kitchen sink (wait, you actually can crowdsource the kitchen sink!). So, use social media platforms to help you develop your next product, solve your next problem, capture data for your next market research, etc.
Be Amazing
1. Brand your business
Express your branding and your personality in everything you do. Even if your products are boring, you don't have to be.
2. Create a 90-day transformation plan
How can you become a better, stronger, and more powerful force? Define your ideal social media presence, then develop a 90-day step-by-step plan to transform your brand.
3. Answer questions
If someone calls you and asks a question, you answer. If he or she emails you a question, you answer. Social media is no different.
4. Provide superior customer support
Your business can learn a lot from online shoe retailer Zappos. The company does an amazing job of providing customer support via social media. So should you.
5. Give 'em some "WOW!"(surprise 'em!)
Shake things up, and completely wow your fans every now and then. Offer something that they will truly value; empower them; thrill them.
6. Mix it up
Instead of just promoting your blog posts via social media, mix up the content. Consider videos, podcasts, questions, contests, interviews, news, and downloads, and share others' valuable content.
7. Incorporate current events
Has something important happened today? How are you using that to provide timely, contextually relevant information to your audience?
8. Integrate, integrate, integrate
Integrate all of your marketing so that your audience's experience with your brand is consistent (and consistently awesome).
9. Help others
Strap on that Superman or Wonder Woman cape, and see how you can help others solve their problems.
Build Your Business
1. Build networks
Build relationships not only with your customers but also with influencers, the media, thought leaders, etc. See how you can help them.
2. Drive conversions
What do you want people to do? Make it clear through calls-to-action, and drive people to specific conversions.
3. Commerce and social commerce
If you are selling products, try selling via social platforms. If your audience responds positively, congratulations: You have one more channel. If not, use social media to reach other objectives.
4. Get local and get mobile
If you're a local business, understand that mobile matters. Use place offers, check-ins, and whatever other new tools become available for local marketing in the future.
5. Advertise
Along with all the non-paid marketing you are doing, mix in some advertising. Facebook was responsible for roughly one-third of display advertising in the first quarter of 2011. There's a reason it's so popular.
* * *
So, if you are feeling stuck, or you're going around in circles with your social media efforts, take a step back and revamp your plans by following those 25 tips. Taking your social media marketing performance to the next level—and beyond—is within your reach.

Napoleon Hill is the Real Secret.



I owe my positive attitude to Napoleon Hill. During one year of daily, four-hour intensive sales and positive attitude training back in 1972, I was fortunate enough to expose myself to his success principles.

Each day one of the eight guys on my team had to give a book report on a chapter from Think and Grow Rich. Since there were only 15 chapters in the book, we reviewed it in its entirety every three weeks. We went through the book more than 15 times in one year. I felt like I had memorized it.

And somewhere during that year, something clicked. I realized that by adopting the fundamental Hill principles, and adapting them to my life and family, I could achieve and maintain a positive mental attitude. I became an achiever and a believer - and have never lost that belief.

I identified with Hill's philosophy. It became part of the fabric of my thoughts, my outlook on life, and my expressions to others - both written and verbal.

Who do you identify with?
What do you identify with?
Whose principles do you follow?
How dedicated to achieving and maintaining a positive attitude are you?
 
Napoleon Hill's success principles are timeless, and there's a reason. Actually there are 11.5 reasons and all of them create an atmosphere and environment conducive to learning and succeeding:

1. He's gentle, and his words are gentle.
2. He's insightful, and his principles are sound and time tested.
3. His writing is easy to read, understand, and apply.
4. He's on target with what's wrong and what's weak.
5. He's on target with how to make it right and strong.
6. His wisdom is right on the money.
7. His ethics ring true and genuine.
8. He reinforces his advice with real-world examples.
9. He encourages you to do it.
10. He has faith that you can achieve.
11. He warns you of outside influences that will be jealous of your endeavors.
11.5 He has a track record that includes tens of millions of success stories.

A thousand people have come and gone claiming to be personal development gurus - all of them quote Hill and reference him as their inspiration.
 
Here are a few selected quotes of Napoleon Hill to get you started:

 * All achievements, all earned riches, have their beginning in an idea.
 * All the breaks you need in life wait within your imagination. Imagination is the workshop of your mind, capable of turning mind energy into accomplishment and wealth.
 * Any idea, plan, or purpose may be placed in the mind through repetition of thought.
 * Before success comes in any man's life, he's sure to meet with much temporary defeat and, perhaps some failures. When defeat overtakes a man, the easiest and the most logical thing to do is to quit. That's exactly what the majority of men do.
 * Big pay and little responsibility are circumstances seldom found together.
 * Cherish your visions and your dreams as they are the children of your soul, the blueprints of your ultimate achievements.
 * Create a definite plan for carrying out your desire and begin at once, whether you ready or not, to put this plan into action.
 * Desire is the starting point of all achievement, not a hope, not a wish, but a keen pulsating desire which transcends everything.
 * Do not be discouraged if you fail a few times.
 * Education comes from within; you get it by struggle and effort and thought.
 * Effort only fully releases its reward after a person refuses to quit.
 * Everyone enjoys doing the kind of work for which he is best suited.
 * Fears are nothing more than a state of mind.
 * First comes thought; then organization of that thought, into ideas and plans; then transformation of those plans into reality. The beginning, as you will observe, is in your imagination.
 * Great achievement is usually born of great sacrifice, and is never the result of selfishness.
 * Don't wait. The time will never be just right.

Napoleon Hill has stood the test of time, and has remained THE icon of Positive Mental Attitude. No one ever says a bad word about Napoleon Hill.

If you asked people to make a list of the top five most positive books in the world, Think and Grow Rich probably wouldn't top every list - but I guarantee it would be somewhere on EVERY list. Pretty remarkable for an 80-year-old book.

Hill's book is a gift. You give it to yourself FIRST. Become a believer by taking action, and seeing the results. THEN begin to share the gift with others. 

Sales Tip of the Day
Tuesday, Aug. 23
SUMMERTIME  BLUES

Salespeople typically complain about the month of August.
Activity seems to slow down, less calls are returned, and emails are met with 'on vacation' auto-replies.
None of this is new.  If you've been selling for over a year, you've already experienced this once, and you are likely to experience it again every year.
Rather than sing the summertime blues, make plans for how you will ramp up your sales in the coming year.
Create marketing plans and materials to more effectively reach your target market.  Brainstorm new ideas for how to serve your existing customers better, with new products, services or treatments.  Refine your referral strategy (you do have one, don't you?) and schedule time on your calendar for gathering those referrals.
And, by the way, gatekeepers take vacation too....this could actually be one of the best times of the year to actually reach decision-makers directly.
So, whatever you do, don't stop selling!

Six Proven Methods to Evaluate a Business Opportunity

By Matt Smith, ETR Publisher

As a serial Entrepreneur, I'm regularly evaluating new business ideas.  Whether these ideas involve launching a new company or adding a new product line to an existing company, I tend to evaluate the opportunity based upon six specific criteria.

Criteria #1: Can I clearly define the market and direct my advertising efforts to target the prospects with laser-like precision?

One of my companies is rolling out a product designed specifically for Certified Public Accountants.   It solves a real problem and is, in fact, a very good product at a fair price.   That's great.   But, I'm far more concerned with and excited by the fact that we know exactly who our customer is.  We know exactly how to reach them.   We know how to talk to them so that our message will resonate and we know when precisely they'll most welcome our message.

Most business and product ideas are vague and it's a classic mistake of new entrepreneurs to think that their great product should appeal to everyone.    Even worse, it's easy to assume that great products sell themselves.   I assure you, that doesn't happen.

Great products can languish while mediocre products become blockbusters so long as the mediocre product has a clearly defined audience who is easily reachable through measurable advertising.

Criteria #2: Does the idea solve a real problem?

In 2010 alone it's estimated that venture capitalists dumped $1.67 billion into social media companies.  I don't have any major objection to social media companies, but I have a hard time seeing how most of these companies solve any real problem.  

Let's look at one example from earlier this year.   Color, a mobile photo sharing app, raised $41 million in venture money before launching.   Okay. Color might be a cool little app, but it's a big stretch to say it solves a real problem or makes people's lives better, which, by the way, explains why they have no clear strategy to make money.

When you're adding value to the world and solving real problems, it's generally much easier to come up with a worthwhile strategy to make money.

This all reminds me of 1999 and the ‘dot com bubble’.   I was there in the trenches and made several huge mistakes which ultimately cost me everything I'd accumulated up until that point.   It was a humbling learning experience for me, but a great reminder that as an entrepreneur my primary objective is to create value by solving real problems.

Criteria #3: Is it scalable?

As a child with entrepreneurial inclinations, I looked around for things I could sell or services I could provide.  Not knowing where to start, I went for the low hanging fruit by trading my time for money.   Kool-aid stands, paper routes, selling little crystals from a broken chandelier to my classmates ($.10 each or 3 for $.25).

I did okay as a kid by being a little creative and working my butt off.   But, everything changed for me at about 19years old when I came to understand scalability.   Trading your time for money is a devil's bargain.   It is the easiest way to bring in income, but in the end it is still a job.  

The ability to scale means you have obvious leverage.  You don't have to do all the work and when you do, you're efforts are multiplied significantly.  That's one of the things I like most about the publishing business.  It takes about the same amount of energy to communicate with 10 people as it does 1,000,000.      

Look for businesses that can be systemized, grown through good marketing and with large enough target markets that the whole exercise proves worth the effort.

Criteria #4:  Is there a special advantage I can leverage?

People are often surprised that I'm not a competitive person.   I don't care if you're better at something than I am.  I do, however, care deeply about outcomes and objectives.  For whatever reason, there are certain things I want to see happen and the fact is, I prefer to take shortcuts to reach those objectives.

I ALWAYS look for ways to gain a special advantage in any new opportunity and you should too.  Here's an example of one relating to the CPA product I described earlier:

I would never consider adding this product to the existing business if I didn't have a special advantage up my sleeve.   In this case, we happen to have a very close relationship with a pair of high ranking, well respected university professors who are already in this space.

These folks are at the top of their game with all the credibility in the market we could hope for.  Leveraging their massive credibility and expertise makes this particular opportunity so easy it really does feel like cheating.

When evaluating your opportunity ask yourself these questions:

-How can I leverage my current customer base to support this new opportunity?

-Do I know anyone who has unique expertise that I can leverage to make this a home run?

Criteria #5: Does it fit within my core objectives?

After losing everything in 2000 my primary objective was to rebuild and add to my wealth.   I started a marketing company built around generating leads online.   The business grew quickly from there and branched off into software development where we created and marketed our own products.  

The products we made were good and they solved problems, but the only reason I launched them was because I thought they could put lots of money in my pockets.   There's nothing wrong with making money.  In fact, there's a lot RIGHT about making money and, at the time, building and launching these new products helped to support my primary objective: rebuild and add to my wealth.

Today, however, there is no way I could pursue projects like that simply because my core objectives are fundamentally different then they were back then.   Making money is important to me, but I have other objectives that override that one all the time.  

Before I launch any new business or product I ask myself if this product fits within the vision I have for my life.   Is this how I want to spend my time?  Does this get me closer to my medium and long term objectives?

Criteria #6: Can I build an immediate feedback loop by defining and watching key numbers?

I'll probably never be the guy that comes up with an idea that changes the world or builds a business that revolutionizes anything.   That's the downside of Criteria #6.  Fortunately, the upside makes up for it.

Our time is the most valuable asset we have.   The worst case scenario for an entrepreneur is to waste their time and priceless energy on a business that will not succeed.  

How do you know if an opportunity will be successful?

Start with the five criteria above to select the businesses you start or opportunities you pursue and you'll dramatically increase your odds of success.   Add to this a good feedback loop and you'll know quickly and with relatively low risk whether the business will succeed.

A couple of weeks ago I was in Lithuania speaking at our annual Leadership & Entrepreneurship camp designed for university students from all over the world.   As part of the sessions, we had the students pick individual business ideas and break into teams to actually work out how they would implement the ideas.

One of their tasks was to define some key numbers in their businesses that would help them understand the relative health of the business at a moment's notice.  These key numbers create the feedback loop we need in order to know if we're going in the wrong direction.

In most businesses developing a feedback loop is pretty straight forward.  I like to identify some key numbers in the business and watch those numbers every day.  As the business grows the numbers your watching will likely change, but that's not the point.

Most entrepreneurs don't bother establishing key numbers for their business or, if they do, often focus on things that are too far away from the objectives of the business to make much of a difference.

For instance, many businesses will know how many new customers they have or what their revenue was for last month, but they'd be better served to focus on cost per customer acquisition and Customer life-time value. 

Using these six criteria, we were able to better evaluate the business ideas put forward by the students at our camp. And more importantly, once the students understood these criteria, they were better able to create an action plan for taking their ideas to market.

No matter if you already have an established business or if you are simply on the verge of creating one, set aside some time to run your idea through these six evaluation steps. Each one will help you refine and improve your plan.

Matt Smith
Publisher
Early to Rise

One Selfish Reason People Struggle

How to Climb a 6000 Foot Mountain

The look on my face said it all.

My friends and I were almost at the bottom of a 6000 foot mountain in Austria last week, having descended down a hiking path in just over an hour. Our legs were tired, but we faced an important decision.

Do we keep going and finish our hike at the bottom of the mountain on the opposite side of the ski lift and over 10 miles from where we parked the car? Or do we reverse course and go back up the mountain?

When asked the second question, the look on my face gave me away. I thought it would take us three hours to retrace our steps back up the mountain, but my friends convinced me it was the right way to go. So off we went back up to the peak.

But how do you climb a 6000 foot mountain after you just raced down it?

One step at a time.

The old saying is as true as ever.

We put our heads down and focused on each individual step forward. Slowly but surely we climbed the mountain. Encouragement was given. Progress was made. In the end, we finished in just over ninety minutes. It was a tough ninety minutes, but we did it.

This is how you need to attack the difficulties in your business. I know a lot of ETR readers are facing a steep uphill battle. The obstacles may seem insurmountable, but the only way to reach the top is to start climbing - one step at a time.

Yet we often spend more time getting started than it takes us to finish.

For example, how long have you been thinking about starting a website business or other part-time business? Has it been six months? A year?

Just think of where you could be today if you would have started back then. Now look forward into the future and think of where you will be in twelve months if you finally start taking action today.

I see similar behavior in my fitness consulting business. Men and women put off changing their nutrition habits and getting into an exercise program for so long that all of the sudden it's January 1st again and they've made no progress since their last New Year's resolution.

Please do NOT let this happen to you.

Start now.

Take action today.

You CAN do it.

I believe in you,

Start Your Engines!

We're thrilled to announce that we have signed a 5-race title sponsorship contract for the last five races of this year's Nascar Sprint Cup Series. AlphaGraphics will be sponsoring the #68 car driven by the 95' Indy 500 Champion and 97' Formula One World Championship, Jacques Villeneuve. This is an exhilarating way for us to introduce the new AlphaGraphics brand to millions of spectators.The five races we will be participating in are:

  

Talladega - October 23

Martinsville - October 30

Texas - November 6

Phoenix - November 13

Homestead - November 20

Sales Tip of the Day
Friday, Aug. 19
CONTACT

Most selling scenarios require that you make a personal contact with the buyer.  And every day that goes by without you making a personal contact puts you further and further away from making a sale.
Your goal should be to make at least 4 personal, face-to-face contacts every day.  They should include:

• 1 prospect, to determine needs, present a proposal, or close a sale
• 1 existing customer, to maintain the relationship, deliver on promises, up-sell and gather testimonials and referrals
• 1 lost customer, to see how they are doing and to remind them you haven't forgotten about them
• 1 professional colleague, to ask how you might help them further their career (don't worry, they will offer to help you too)

If you do enough of this, you will soon have to see 2 existing customers each day because there won't be very many lost customers to win back.
Contact.  There ain't no other way.

Dear Readers, It is never too late to focus on the picture perfect end result. Knowing that you can improve your life by making one positive choice at a time points you in the right direction. Also, this power to choose allows you to begin stepping into the footsteps successful people have left behind as a trail for you to follow. By knowing that you do not have to do it all on a moment's notice you establish a purpose and a plan for your journey. As you begin, the Universe locks onto your determination to succeed and you begin to lead the life you envision. Really, success can begin with this simple start, but it also takes discipline and much perseverance to advance to the higher levels. For starters, here are some tips to follow: Begin each day anew. Forget the setbacks and focus on comebacks. Lighten your journey. Leave yesterday in the past and embrace your future. Take time to refresh your mind, body and spirit as you transition to an improved you. Reward yourself when you accomplish daily goals. It's good to feel good. Extend a helping hand to others by sharing the goodness you possess. Joys shared are not halved, but doubled. Chronicle your progress by keeping a daily log. Record positive actions and review at the end of the day. By counting your positive actions you soothe yourself more than by counting sheep. Ask yourself if you made a positive difference in your life, someone else's life, or in the world today. If not, why not? Resolve to not defer or neglect to commit a good deed daily because you will never get the opportunity to repeat this day's performance. Focus on improvement not perfection. Address the entire you - spiritual, emotional, physical, mental, financial, and social each day. Look at these elements of who you are as spokes on a wheel that need to be in balance. When balanced, you will roll comfortably on to your ultimate success destination. It has been said that "what we think about we bring about." Focus on daily improvement, and not only will you feel better, but you will perform better too. The ultimate choice is yours. And, if one of the ten motives for voluntary action is self-preservation, then you better be about preserving the best you that you can create one positive action at a time.

"Wine is the most civilized thing in the world." ~ Ernest Hemingway

	Your Skin On Red Wine By Dr. Al Sears, M.D.
	Researchers recently discovered a surprising new benefit of red wine... It contains a powerful ingredient that can help you change the appearance of aging of your skin. You may have heard of it. We've known for years it supports your heart and may help you live longer. Now, ongoing research shows resveratrol helps you maintain younger-looking skin. Resveratrol is a powerful ingredient found in red wine that can actually help your skin to appear younger and fresher. Resveratrol is in the skin of grapes and dark berries like blueberries and cranberries. It protects these fruits from threats such as cold weather and ultraviolet light. And when you eat foods with resveratrol, it transfers that protection to you. This compound is an anti-aging antioxidant that can give you more youthful skin. This is great news when it comes to fighting wrinkles. The next time you drink a glass of red wine with your meal to protect your heart, it'll also give you a nice dose of resveratrol to protect your skin at the same time. By enjoying a few glasses of red wine after a long day, you're not only relaxing and unwinding, but you're also getting an antioxidant that triggers an anti-aging gene in your skin to slow down your aging clock. To get the maximum amount choose wines from Burgundy, New York and Argentina's Cafayate Valley. Most red wines from California and Australia will have lower amounts. Resveratrol activates genes called sirtuins, which send signals to all of the cells in your body to stop aging right away. This chain of events fires up your anti-aging genes to keep your skin young and healthy. And it also gives your skin the precious time that it needs to repair cellular damage that leaves you at risk for premature wrinkles in the first place. After drinking red wine to get more resveratrol, you'll be met with some pretty interesting results. Since resveratrol sends signals at the cellular level, it will stop your skin's aging process internally. Then your skin can finally start doing what it does best - naturally renewing and repairing internal damage for a stronger, healthier complexion that looks noticeably younger than your age. The best part is that this antioxidant is 100% natural and can provide skin regeneration benefits while you enjoy what some may consider a "guilty pleasure:" a glass or two of red wine to unwind at the end of a long day. If you're not a fan of red wine, resveratrol is also in: raisins blueberries plums cranberries purple grape juice peanuts mulberries eucalyptus trees But you'd have to eat a lot of these foods to get enough to make a difference you can feel. So a supplement is your best bet. Japanese knotwood tea is the source of resveratrol in supplements. I recommend 10 mg per day, which can be taken anytime throughout the day with or without a meal. If you're looking for advanced anti-aging protection, then I would recommend taking as much as 100 mg per day of resveratrol as a supplement. This is ideal if you're not a fan of the berries above and also want a little more resveratrol protection than what can be found in a few glasses of wine. But if you take it as a supplement, you're missing out on everything else it offers your skin. Rub resveratrol directly on your face, and it quickly goes to work to reduce the appearance of aging from your body and face. Dermatologists at the University of Wisconsin found resveratrol protects your skin from UV damage.  Another study shows topical resveratrol improves skin tone, reduces the appearance of wrinkles and more.2 But you can't just add resveratrol to a cream and then expect your skin to start looking younger. The problem is resveratrol has limited stability and water solubility. So converting it to a "usable" topical form that can actually help over-stressed skin can be a bit tricky. The problem is that most products don't penetrate deep enough to make a difference. To maintain young-looking skin, the nutrients you rub on your face need to reach something called the "DEJ," or dermal-epidermal junction. The DEJ is a ridged area that connects your inner layer of skin (dermis) and your outer layer of skin (epidermis). As your skin ages, the DEJ starts to flatten out. When that happens, the outer layer can't get enough nutrients or blood flow to  the inner layer. That means your skin can't repair itself properly and it becomes more fragile and prone to wrinkle formation. Regular anti-aging creams don't effectively help with the appearance of wrinkles and other visible signs of aging because their ingredients aren't potent or stable enough to reach the DEJ.
	Nature's Secret to Younger Skin What's more relaxing than sipping a glass of red wine after a long day? And new research recently uncovered even more benefits to this heart-healthy drink - beyond just preventing heart disease. What makes red wine so special is an antioxidant called resveratrol: the key to young, healthy skin regardless of a woman's age. You can receive powerful anti-aging benefits from enjoying red wine in moderation, but resveratrol becomes even more potent when used topically. Topical resveratrol firms and protects the skin to reduce the appearance of existing wrinkles for a fresher complexion that people notice. Find out more information on age-defying resveratrol.
	A new and usable form of topical resveratrol changes all of that. It's called "metrabiotics resveratrol." Studies show the metrabiotics resveratrol: Improves skin tone by promoting the production of collagen Reduces the appearance of wrinkles by improving the skin's structural integrity Lifts the skin and smoothes the appearance of expression lines Increases hydration and improves overall appearance of the skin Check out the graph below. It shows how people using the metrabiotics resveratrol felt the difference over a placebo. Look at these results: Improved the look of wrinkles: Up by 61% Improvement in definition of lips: Up by 70% Better skin complexion: Up by 61% Improved the look of lines around the lips: Up by 55% Improved wrinkles and fine lines around the eyes: Up by 51% There's no doubt... the people using this new kind of topical resveratrol looked and felt younger. It contains the ingredient you need to help your skin function and repair itself as it should. Your skin is one of the first things people notice about you. With this amazing anti-aging and moisturizing breakthrough, you can significantly reduce the appearance of wrinkles and fine lines. It works with your body to promote younger-looking skin rather than just cover it up. _________

"I want to think about it." "I want to think it over." Crap!

You go through your ENTIRE one-hour, amazing sales presentation. You nailed it. The prospect seemed to be in agreement, even excited at times. He or she has all the logical and emotional reasons to buy, but at the end of your pitch says, "Sounds great. I need to think it over for a few days."

RATS!

Now what? Say something? Use a worn out sales technique? Agree and leave? Offer to call back or come back in a few days? Meanwhile you're pissed off, you're off balance, and about to make a bad choice - PLUS you're mentally blaming the customer for his indecisiveness. Relax.

I'm about to share 2.5 definitive answers to this age-old sales barrier.

 1. Why it occurs.
 2. What to do about it.
 2.5 What never to do about it.

Why do prospects say, "I want to think about it"? Most salespeople never understand or are never taught why the "think it over" situation occurs.
 
It is a direct result of one or more of these elements:

 * Some unspoken fear or reason.
 * Some perceived risk.
 * Not wanting to "just say no."
 * Not the real decision maker.
 * You haven't uncovered my real motive to buy.
 * You haven't sold me yet.
 * I don't like you.
 * I don't believe you.
 * I don't have confidence in you.
 * I don't trust you.
 * I think your price is too high.
 * I can't afford what you're selling.

All of these elements or reasons why are the real barrier. "I want to think about it" is a stall, or a mask, not an objection or barrier.

GOOD NEWS: Many of these elements are discoverable WAY before you get to the end of your presentation. But it's up to YOU (the salesperson) to understand what really causes "think it over." YOU!

Never, in 30 years of sales training, have I ever heard ONE salesman say, "The guy said I want to think about it, and it was all my fault!"

There are a few posts seeking answers to "I want to think about it" on Sales Gravy, a LinkedIn group with several thousand participants, and more on SalesBuzz.com. There are hundreds of responses, and all of them are way off base. Some are borderline pathetic.

It's not about RESPONSE. It's about PREVENTION.

Before you blame the customer for THEIR lack of ability to decide, ask yourself these questions:

 * Did I offer a value proposition that favored the customer?
 * Did I ask enough questions to discover motive and urgency of the buy?
 * Did I establish rapport and friendly dialog?
 * Was I able to create a difference between me and my competition?
 * Did I uncover the prospects experience and past use?
 * Do I know what the prospect's expected outcome is?

BEFORE you hear "I want to think about it" you may be able to prevent it. Study the reasons and elements above as a start. They are the major clues as to the root cause.

And there are the NEW RULES of sales. With the advent of the Internet, social media, and your responsibility to build visible reputation, combined with your ability to find everything you need to prepare for your sales call, you must be prepared in terms of the customer. And your reputation must precede you.

Reputation and preparation in terms of the customer (how they win) will reduce and eliminate doubt. These are major causes of "think it over."

RULE: Never use an old-world technique to force or rush the sale. You'll not only lose the sale, you'll also lose respect. Rather, try to uncover the emotional or real cause of indecision.
REALITY: Most prospects want to think about price, or just want to get rid of you.
REALITY: Often, "I want to think it over" is a red flag for "your price is too high" and/or "I want to try to get a better deal."
REALITY: Rather than try a "sales tactic," try to ascertain an understanding of why this is being said, so you can prevent it next time.
RESILIENCE: If you do hear "I want to think it over," just ask the prospect how long they feel they need, and make a FIRM, WRITTEN DOWN appointment to return. No phone calls (if possible).

FINAL ANSWERS: If you are able to create a perceived difference in the mind of the buyer between your product or service and the others, and if you are able to create a perceived value in the mind of the buyer between your product or service and the others - then you have a chance. If the prospect likes you, believes you, has confidence in you, and trusts you - then there may be a sale.

Think that over.

Dear Readers, To become our best we must emulate those who have succeeded in achieving what it is we want to do. This sounds simple and easy enough to accomplish, but even though the evidence is plainly before us many people fail to acknowledge what works. This is why individuals not only stumble through their own success initiatives, but also why entire programs do not reach the level of success that they aspire to reach. Simply asking the question, "What's in it for me?" is insufficient. The better question to ask is, "How will I contribute today to make the world a better place in which to live?" Don't try to save the planet overnight, just make something that you touch a little better because you have seen a need and filled it. Our guest columnist for this week is Jeffrey Gitomer. I have met Jeffrey on several occasions and I know that he not only writes, speaks, and markets his materials, but he helps others to achieve their own dreams as well. For example, the ezine that you are reading right now is formatted and emailed weekly from Jeffrey Gitomer's office on a secure database because several years ago he learned that the Foundation had a need for this service, and he had the capacity to offer it to us as a service - free of charge! So, for the several years that you have been enjoying this ezine, you can thank Jeffrey Gitomer for providing the Foundation with the delivery mechanism to make it happen. And, we do appreciate the opportunity that Jeffrey has provided us with weekly. Thanks, Jeffrey, for making our world a better place because of your service to us! So, in being the very best person you can become, you must add in the elements of service and gratitude. Be of service whenever you are able and also remember to give daily thanks for the personal gifts that you have received. This two step process will aid you in dedicating your life to a mission that has a meaningful purpose and positive outcome. By being the very best you can be, you set the pace for others to follow. Follow true leaders who already have traveled the course. Be Your Very Best Always, Judy Williamson

7 Practices for Staying Present

by David Simon, M.D.

In every aspect of life there are cycles of rest and activity, stillness and movement, creative dormancy and manifestation. When we honor these natural rhythms, we nurture our balance and wellbeing. Yet our modern culture encourages an imbalanced lifestyle that focuses on constant busyness and consumption. We’re subtly and not so subtly instructed that if we’re not feeling good about ourselves, if we’re feeling empty, if our relationships aren’t nurturing – we can find fulfillment in material possessions and perpetual activity.
In the West we have generally been afraid of emptiness and silence, but in Eastern traditions, and certainly in Ayurveda, it is said that the first manifestation of consciousness into the world of form and phenomena is akaya, which really means “empty space.” And if we can embrace emptiness as a field of possibility and not engage in the addictive obsession of filling every empty space within us by consuming, it actually gives us tremendous freedom.
In my experience, both personally and professionally, the most powerful way that we can move from a reactive mode into a reflective mode where creativity can begin to flow is by taking time to go within, quiet the mind, and allow our more ego-dominated awareness to become less localized and more expanded. Through the practice of meditation, we shift from outer activity to inner awareness. We cultivate an internal state of peace and happiness that is independent of the people, situations, and circumstances around us.
There are many different techniques to quiet the mind, and almost any consciously applied practice can be meditative. Here are a few practices that I encourage you to try and observe how they influence your mind, body, spirit, and heart:

1. Take a walk in silence.

Pay attention to the sounds, sensations, sights, tastes, and smells in your environment without engaging in conversation. In the mere process of witnessing your experiences, you will find that your mind quiets and your awareness of your connection to the whole is enhanced.

2. Pay attention to your breath.

From the moment we are born to the last impulse of our life, we are generating an inflow and outflow of breath that directly connects us with the rhythm of nature. Taking a slow, deep breath when we notice that our mind is agitated or restless helps us return to balanced, comfortable awareness. A simple practice is to inhale slowly as you count to four, hold that breath for another four counts, then exhale for four counts.

3. Practice yoga or conscious stretching.

Physical yoga practices, when performed with awareness, can encourage settling of the mind. Although yoga is widely promoted for its physical health benefits, the essence of yoga is the cultivation of unity. When performed with present moment awareness, stretching the body with focused attention will quiet the mind. Even just five to ten minutes of conscious movement can support hours of meditative peace.

4. Focus on the five senses.

This is a timeless mindfulness practice for enlivening present moment awareness.

• Listening to the sounds of nature, such as birds, the wind, and moving water, with the intention of witnessing, will quiet the mind and expand consciousness.
• Observing beautiful images can bring your attention into the present and still emotional turmoil.
• Receiving loving touch, whether in the form of a gentle caress, a bear hug, or a massage treatment, enliven your awareness.
• Sitting down to eat a delicious meal or even a single bite with conscious awareness is a highly enjoyable meditative practice.
• Aromatherapy can be used to balance the body and mind. As Ayurveda teaches, cooling aromas like mint or jasmine can soothe irritability; sweet, earthy scents such as vanilla or lavender are calming; the smell of clove, eucalyptus, and juniper can energize a sleepy, inattentive mind.

5. Learn Primordial Sound Meditation

Rooted in India’s Vedic tradition, Primordial Sound Meditation uses consciously chosen mantras to move awareness from constriction to expansion. Mantra is a Sanskrit word that means “mind vehicle.” A mantra has no specific meaning but is used for its vibratory qualities to settle the mind. When you silently repeat your Primordial Sound Mantra, without straining or concentrating, you go beyond the mind’s noisy internal dialogue into the silence and stillness of pure awareness. There are certified Primordial Sound Meditation teachers throughout the world, and you can check here to find one in your area.

6. Participate in the 21-Day Meditation Challenge.

The Chopra Center’s Meditation Challenge is a simple and free way to learn a variety of meditation techniques as you establish a daily habit of spending time connecting to the deepest aspects of yourself. The Summer Meditation Challenge begins this week, and I invite you to explore it as an opportunity to make going within and silent awareness a regular aspect of your life.
Register for the 21-Day Meditation Challenge here >>

7. Keep a Journal.

Writing is a powerful way to gain perspective on your inner feelings. When you put your thoughts and emotions on paper, you make them explicit and can more clearly perceive the conditioned thought patterns that keep you from being fully present to experience the gifts of a human incarnation. When you allow yourself to write uncensored, with no concern for spelling or grammar, you tap into your soul’s wisdom, discover the unconscious sources of pain, and release their hidden charge. Writing will also reveal new creative ideas and dreams your heart is longing to express.
Journaling doesn’t have to be an elaborate, time-consuming effort. You can simply keep a small notebook with you so that you can write when you have a few spare minutes. Even writing just five minutes a day can be powerful When you have a longer block of time, you can write more. Experiment to see what works best for you. Some find it helpful to write after their morning meditation. For others, an evening practice is ideal. There is really no correct way to journal, so trust the method that works best for you.
I encourage you to choose one or two of the above practices that resonate with you and commit to doing it regularly for the next month. I believe that if your exploration helps you weave even just a little more silence and peace into your daily life, the benefits will be profound.
With love,
David

11 Strategies for Increasing your Productivity & Maximizing Your Personal Powers By Brian Tracy

Personal productivity is a key differentiator between people who succeed in their chosen fields and those who do not. Individuals at the top of their game have learned how to achieve more and better results in less time than most people. Increasing your productivity is a critical step in achieving your personal and professional goals and creating the success you envision for yourself. To achieve a high level of productivity, focus on the following eleven key areas. 1.    Develop clear goals and write them down. Because higher productivity begins with clear goals, goal setting is a key component of our coaching program. As you know, a goal must be specific and measurable to be effective in guiding your behavior. It must reflect your beliefs and be within your power to achieve. 2.    Write a clear action plan. Next, if you want to turbo-charge your productivity, make sure you have a clear, written plan of action. Every minute you spend in careful planning will save you as many as ten minutes in execution. 3.    Set your priorities. The third step is to prioritize your list. Analyze your list before you take action. Identify and start with the high-value tasks on your list. 4.    Concentrate and eliminate distractions. In this step, choose a high-value activity or task, start on it immediately, and stay with it until it is done. Focusing single-minded attention on one task allows you to complete it far more quickly than starting and stopping. 5.    Lengthen your workday but increase your time off. By starting your workday a little earlier, working through lunchtime, and staying a little later, you can become one of the most productive people in your field. 6.    Work harder at what you do. When you are at work, concentrate on work all the time you are there. Don't squander your time or fall into the habit of treating the workplace as a community where socializing is acceptable. 7.    Pick up the pace. At work, develop a sense of urgency and maintain a quicker tempo in all your activities. Get on with the job. Dedicate yourself to moving quickly from task to task. 8.    Work Smarter. Focus on the value of the tasks you complete. While the number of hours you put in is important, what matters most is the quality and quantity of results you achieve. 9.    Align your work with your skills. Skill and experience count. You achieve more in less time when you work on tasks at which you are especially skilled or experienced. 10.    Bunch your tasks. Group similar activities and do them all at the same time. Making all your calls, completing all your estimates, or preparing all your presentation slides at the same time allows you to develop speed and skill at each activity. 11.    Cut out steps. Pull several parts of the job together into a single task and eliminate several steps. Where you can, cut lower-value activities completely.

"Productivity is never an accident. It is always the result of a commitment to excellence, intelligent planning, and focused effort.''~Paul J. Meyer

	11 Strategies for Increasing your Productivity & Maximizing Your Personal Powers By Brian Tracy
	Personal productivity is a key differentiator between people who succeed in their chosen fields and those who do not. Individuals at the top of their game have learned how to achieve more and better results in less time than most people. Increasing your productivity is a critical step in achieving your personal and professional goals and creating the success you envision for yourself. To achieve a high level of productivity, focus on the following eleven key areas. 1. Develop clear goals and write them down. Because higher productivity begins with clear goals, goal setting is a key component of our coaching program. As you know, a goal must be specific and measurable to be effective in guiding your behavior. It must reflect your beliefs and be within your power to achieve. 2. Write a clear action plan. Next, if you want to turbo-charge your productivity, make sure you have a clear, written plan of action. Every minute you spend in careful planning will save you as many as ten minutes in execution. 3. Set your priorities. The third step is to prioritize your list. Analyze your list before you take action. Identify and start with the high-value tasks on your list. 4. Concentrate and eliminate distractions. In this step, choose a high-value activity or task, start on it immediately, and stay with it until it is done. Focusing single-minded attention on one task allows you to complete it far more quickly than starting and stopping. 5. Lengthen your workday but increase your time off. By starting your workday a little earlier, working through lunchtime, and staying a little later, you can become one of the most productive people in your field. 6. Work harder at what you do. When you are at work, concentrate on work all the time you are there. Don't squander your time or fall into the habit of treating the workplace as a community where socializing is acceptable. 7. Pick up the pace. At work, develop a sense of urgency and maintain a quicker tempo in all your activities. Get on with the job. Dedicate yourself to moving quickly from task to task. 8. Work Smarter. Focus on the value of the tasks you complete. While the number of hours you put in is important, what matters most is the quality and quantity of results you achieve. 9. Align your work with your skills. Skill and experience count. You achieve more in less time when you work on tasks at which you are especially skilled or experienced. 10. Bunch your tasks. Group similar activities and do them all at the same time. Making all your calls, completing all your estimates, or preparing all your presentation slides at the same time allows you to develop speed and skill at each activity. 11. Cut out steps. Pull several parts of the job together into a single task and eliminate several steps. Where you can, cut lower-value activities completely.