You're about to discover one of the BIGGEST mistakes most entrepreneurs make when it comes to attracting “big time” clients.
More importantly, I'm going to share some specific pitfalls to avoid when it comes to avoiding this deadly mistake.
Now, when I talk about big time clients, I'm talking about the type of customer you truly want in your business.
And by the way, this is something that even the big dogs have a tendency to stumble over.
Watch the video below to learn all about it…
I'm telling you this is applicable to literally everybody who is out there building a business, especially a business that is geared toward helping people just like we do in the Elite Marketing Pro community.
One of the most common concerns, brought up to me by entrepreneurs that are just getting starting, is their lack of results.
The concern is…
“How am I going to attract customers when I haven't gotten any results?”
More specifically, how am I going to attract the real big dogs and the heavy hitters.
What's interesting in the network marketing industry is we look at folks that have these big down lines.
We see the people that walk across the stage.
We see them getting recognized.
We see them hitting those big marks, rank advancing, and so on and so forth.
It's very easy to think well that's them, that's not me, and someday I will be successful when I have results to show.
One of the things that we talk about in the workshops is…
Success is not defined by when you get results
The result itself is simply a metric.
It's simply an indication of effective action, effective planning, effective strategy, and then the execution of that planning and the execution of that strategy.
That's all results are.
The results are not indicative of your life.
They're not indicative of your quality.
They're not even indicative of you.
But so often people have this tendency to believe that…
My results are me, or my lack of results are me.
Have you ever had that feeling?
- “I don't have the big results yet, and therefore who's going to follow me?”
- “I don't have the big results to share, so who would want to join me?”
Maybe you've got people in your organization, people on your team who think that way.
I want you to pay close attention because this message will work for them as well.
If you're the person delivering the message, aren't you going to look like an amazing leader?
Of course you will!
And that's really the whole point here.
When we talk about results, what are they really?
They are simply indicators.
It's just like a temperature gauge.
That's all a temperature gauge is, it says — hey it's a certain temperature in this particular room.
Now it's up to us to say it's hot or it's cold, but the temperature gauge, simply tells us the facts.
It simply tells us what is.
Some people like the room hot, some people like the room cold, it's up to that person to decide if it's comfortable.
Isn't that interesting because we define what comfort means to us just like we define the term success.
Some people would say…
“Listen, I'm making $5,000 a month in my business, that's tremendous success.”
Other people would say…
“I'm making $50,000 a month, and that's tremendous success.”
Some people might be anywhere in between.
What we have to understand is that our definition for success is very personal
And many times it's very different from the people around us.
I would make the case that is okay and it should be okay.
In fact, that is what makes business so remarkable.
One thing I have to say, on a side note, is the thing I love about entrepreneurship is it's the ultimate level playing field.
It doesn't matter who you are, where you're from, what your background is, how much success or failure you've had in the past, it just matters what you show up with and what you bring to the table.
I'm going to be getting to that in just a minute.
But back to the pitfall that I see people make.
One of the biggest pitfalls that I see people succumb to is this notion that results are the driver for a business.
It's kind of crazy.
I'm going to tell you something that I teach our clients in the workshops.
This is something I call the success cycle.
This is really the way things go.
If you've never seen this before, then take careful notes.
Everything begins with our belief systems
I'll give you a great example.
If your belief system around money is…
“Wealthy people are greedy”
“Making money in business is hard”
Then it's going to drive everything you do in terms of performance in your business or your life.
Some people say…
“I'm not a morning person”
Well guess what, if they have to get up early to catch a flight, then naturally they're going to approach that situation from a place of not being optimized.
Therefore, when they get up early in the morning they're probably going to feel awful, they're going to move slow, their brain's not going to be as sharp, and they probably will not approach that situation with too much enthusiasm.
See where I'm going with this?
If somebody also has a belief system that says hey business is hard, or in the past I have failed, so therefore in the future I probably will fail as well, all of a sudden they're setting themselves up for a very rough time.
It all begins with our beliefs
Our beliefs drive our thoughts because if we're believing that something's hard, then we're thinking it's going to be hard.
Of course our thoughts drive our words.
Now what's interesting is we have amazing people in this community.
One person we were just in a workshop with that I want to give a shout out to is an awesome woman named Dawn.
She came up and said…
“Listen man, the way you approach thoughts and words, and things like that, is really powerful.”
Eyes are not the window to the soul, words are.
When you are thinking a certain thought, sometimes you hold it within yourself.
But if all of a sudden you speak the words.
If I said, “Hey, how's business going?”
“Hey man, business is awesome.”
I can tell a lot about what you're thinking.
Even if right now business isn't going great for you, if the words that come out of your mouth say business is awesome, that means you're thinking optimistically.
That means you're thinking about the possibility of what's coming next.
That probably means that you have a strong belief system in and around your business and in and around yourself.
You can see these things really do relate to one another.
Beliefs lead to thoughts and thoughts lead to words
Now you might be thinking to yourself…
“JT, how do words actually impact our performance?”
I was just telling a story last weekend about when my kids were little we actually tried this out.
I remember reading a study done by a performance psychologist in the UK.
What they did is put athletes, through tests, and they used positive or negative reinforcement as the athletes were doing their workouts.
Sometimes it was an Olympic lift like squats, or deadlift, or hurdles.
Sometimes it was seeing how high they could jump and tap a marker on a wall.
They tried two tests…
They tried it once with positive reinforcement, saying you got this, you can do this, jump higher, you're such a strong person, man you're fast, man you're strong, man you're tall, or whatever they would say.
It would give that person positive reinforcement.
On another test they would ask the exact same athletes to do something, either a similar strength exercise or performance exercise.
But they would tell them how awful they were, and how they weren't working hard enough, and how they were slow, and sluggish, and heavy, and all these negative things.
They could actually see a dramatic drop in their performance.
I tried this with my own kids!
We set up this little obstacle course in our house one day, and we tried it.
The very first time we gave our kids a baseline performance.
We just wanted to see how fast they would go.
Then we gave them a chance to rest, and I tried something.
I tweaked the experiment just a little bit differently.
I started it with my daughter and when she ran the first go she ran as hard as she could go.
She's very competitive just like me, so she ran hard.
On that first run when she was fresh, that's when I gave the negative reinforcement.
I said, “You're not trying hard enough, you're not going fast enough, is that the best you got.”
I was saying things like that, and I could tell that it was actually having an impact on her.
Well when she got done with the race she was breathing really heavy.
I said, “Okay get up to the starting line.”
She's said, “I'm not ready yet.”
I said, “I know, just take a deep breath and get going.”
Right before she took off, I put my arm around her shoulder and I said…
“Listen, I really believe in you, you're amazing, I know you're going to do great at this. You are going to crush this. Now go out, give it your all, and show me what you got. Show me that Callie DeBolt that I know and love.”
Then I started the time.
She took off, she ran, and she blew her time away.
In fact, she was faster when she was tired even then her baseline speed simply because the words were reinforcing the actions.
Just like Jennifer Stover King says…
“Words are so powerful”
They're more powerful than you probably realize.
By the way, we're not just talking about the spoken word.
We're also talking about the words we think, that internal dialogue we give ourselves in any given moment, any given day.
Now, here's something interesting…
We were talking about this at the workshop.
One of our students Emily asked…
“What do you think about affirmations?”
Affirmations can sometimes come off as a little bit woo woo, and most people who know me, know I'm not a woo woo kind of guy.
If I sit around and say, “I'm awesome,” that's one thing.
But if I say something like…
“Every day I show up and do the work of a top earner, or I am a natural leader, and every single day I set the example through my thoughts, actions, and words.”
If it's an action-based affirmation, then it will have power.
But if we simply say…
“I'm a six figure earner, I'm a six figure earner.”
And we're saying that over and over again, it's possible that those words will reinforce a thought of doubt.
We have to be careful because if we don't yet have the result and we're trying to force ourselves to believe that, then guess what, it could reinforce that negative belief pattern.
The best way to hot wire that and short change it is to come to the words and make them action based.
Anytime you use words about yourself, use action based words
It's okay to say…
“I'm working on becoming a better writer, I'm working on being the best copy writer possible, I am working each day to make that winning ad.”
When you do that, you start to have reinforced actions based on words that are specifically driven toward and reinforcing action.
Then of course, the actions, back up the results.
When we get the results, we have the belief system.
So what's one of the big mistakes that I'm talking about here?
What's one of the biggest pitfalls I see entrepreneurs make?
It's that they don't understand that…
You do not have to have the results in order to attract high-level people!
You don't have to have the results, and if you don't believe me, ask the great Julie Burke.
Even before she started having seven-figure results she started attracting seven-figure earners.
In fact, some people who were high level seven figure earners in her industry came out of retirement just to work with her.
That's the power of attraction marketing.
They started to realize…
“Hey listen, I got kind of burnt out, I got tired, I got bored, I just decided that I was going to retire. Financially I was set, but all of a sudden I'm seeing this person named Julie Burke showing up every single day setting the example. I want to work with her.”
This is really what it comes down to.
If you want to attract lots of great, high level people in your business, not just the seven figure earners, but those that have that potential, then what you have to do is be the example.
How you set the example is by setting the tone in your business every single day.
You set the tone…
- With your beliefs
- With your thoughts
- Especially with your words
Your words are so incredibly powerful that you can actually reverse a negative thought pattern
You can back up and reverse a negative belief system simply by showing up and speaking the words every single day.
Know that those words are going to drive your actions.
That's what people are excited about.
People are more excited about the actions you take as opposed to the results you get.
At the end of the day, what's the question everybody's asking themselves when they're talking to you?
Whether it's a brand new prospect or somebody off the streets.
They're sitting there and they come across your ad, or your blog post — what's the question they're asking themselves in their mind?
“Will this work for me?”
“What’s in it for me?”
Every single person is asking themselves that question including you right now as you're listening to me.
You're probably wondering hey what's in it for me, why should I listen to this?
You listen to it because this is one of the single biggest pitfalls that I see people make in business.
That is this feeling that they have to have the results first in order to be taken seriously, or for people to want to do business with them.
I'm here to tell you that is not true.
That is a belief system that I encourage you to change.
Here's the thing…
You can have the mindset of a seven figure earner before you have the tangible results of a seven figure earner.
How do you get the mindset of a seven figure earner?
You get the mindset by following them, by studying them, by learning from them.
Not just saying to yourself, well I'm the eternal student or I'm just the eternal person that's going to follow the lead.
You want to be the lead.
You want to show up with that mindset and the actions every single day.
At the end of the day, it's the actions that people buy in to.
I can tell a lot about a person, what they believe about their business, what they believe about their industry, and more specifically what they believe about themselves simply by the words they choose.
It's super important that you understand this.
The belief system that you want to change right here right now is that you do not have to have the results.
If you have the belief…
“I have to have the results first.”
Then let's change that right now.
If you believe that then…
You get on the phone, or you have a conversation with somebody, and the thing you're worried about is please don't ask me about my results, please don't ask me about my results.
What's the first question they ask…
“How much money are you making and how many people have you sponsored into this thing?”
You're like oh gosh, and then you stutter over your words.
That's going to create a sense of a lack of confidence to them, the actions that you're taking won't be as powerful, that won't be a seven-figure earner type action.
The next thing you know you're going to either get the result or not get the result, and it reinforces a belief.
The way we change this is to start right now by saying…
“I do not have to have the result in order to be the person that I'm here to become. I simply have to show up and think I got this, and say the words I got this, and say the words each day, every day I'm getting better. Each day, every day, I'm taking the actions of a seven figure earner. Each day, every day I'll do whatever it takes.”
Then, show up and do it.
You've got to back it up.
You have to prove it or lose it
If you don't prove it to yourself, then you will start to lose this momentum through your words, and your thoughts, and your beliefs.
As you start to prove it, the actions are going to start rendering results, and those results are going to back up your new found and new built belief system.
My friends, you got this, but you don't need just to hear it from me, you need to hear it from yourself.
In order to set that example, you've got to set the tone, and you've got to make the decision each and every single day.
If you want to make the difference, you've got to make the decision.
The decision is:
- I'm going to do whatever it takes to win.
- I'm going to do whatever it takes to lead.
- And I'm going to do whatever it takes to help people get to that next level in their business and life.
You do that by showing up and being the example each and every day.
All the stuff we're talking about is super simple.
But this is the stuff that gets the work done.
This is how all the tactics and all the strategies come together and come alive.
They help you get the results.
Show up to this every single day
Give yourself the chance to put this into action and develop it as a positive, or I should say a productive, and progressive habit pattern.
If you create that progress, that's the thing that's going to prove it to you, and that's where that belief cycle starts to take hold and it becomes super powerful.
Make sure you're getting out there building your business.
It's about showing up every single day and taking the right actions.
Actions are what's going to make it happen.
That is in our control right here, right now, today.
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Blog credit to J.T. DeBolt, Director of Leadership Development, EMP
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