Mementum

The first step is to understand you may or may not have a legacy.

The worst option is probably legacy-less, but let’s assume you’re driven by a higher purpose. This is crucial for yourself as well as your organizational pursuits. It must be defined clearly and definitively. Money and resources limitations have no place here; you are not limited by them, only by your vision.

[note: it seems best for your vision to relate to wealth as well as social enterprise]

Having a clear vision means you can rally around something, and more importantly, it is something for others to rally around as well. “Others” will play a large part of your success.

Now that you have a vision you have to decide what role you will play in it. It is impossible for you to accomplish everything in your vision because:

1. You are good at some things but bad at others – and you will of course be focusing on the things you’re good at

2. Some people already have things you need, and you have some things others need

Example:

You want to start an open network of cafes around the world, your vision is clear, it is compelling, and you fit one of the crucial roles necessary to reach success. You have no money. Investors have money, but usually want others to run/grow the organization.

You’re worthless without them and they’re worthless without you. Put two zero’s together and you have infinity.

So, know your Role. And know who else you need.

Now find others to fit the other required roles as well as to take ownership over your success. You will need not just a network, but a network of stakeholders motivated to see you succeed. Within this network, you must strive to not only extract value, but also bring great value. Again, the value you decide to bring is not limited by money or resources, it is limited by your vision.

Now begin building your enterprise because it is time to take it from Zero to Power. This will require Energy and a subdued fear of rejection.

Focus on 4 things:

1. Selling – no matter what, something needs to be sold. Ideas, opinions, products, services, Everything. There is no such thing as a “no sale” call. Either you sell something, or they sell you a reason not to “buy.” If you don’t sell, you get no results. Be relentless.

2. Your Team – Eventually (hopefully not long after beginning) you will have more action items than capacity, so you will need another person. And thus is the 1st step of building your Team. “A” people bring on “A+” people, “B” people bring on “C” people, and so on. Build a team where you are the weakest link. Ensure they maintain a relentless focus on selling, no matter what, which means you also must…

3. Teach. Teach your team how to sell, if they don’t know already. Also, Every week, teach them new things around your core activities (of which there should be not many). Over and over. Every week. New angles, new methods, and review. Successful people know that success is a result of the right habits. The biggest barrier to learning is “I already know that.” There is always something new to learn about an old topic.

4. Implement systems and accountability to the Code of Honor your team has crafted and the metrics of success you have chosen. Be sure that one breaking the code or not reaching the numbers is called out on it. The priority is:
A) The Mission
B) The Team
C) The Self

Normal organizations are filled with people believing that order is reversed. This is why they achieve normal results.

If selling is so important, how do you do it?

Get over your fear of rejection. The biggest barrier to your achievements is your fear of what others think or don’t think about you. Be comfortable confronting another person. Intelligence decreases as emotional involvement increases, so take emotion out of the game. Know your objections, and relentlessly practice your responses until you can do so without stutter and without hesitation.

What’s a proper response?

Acknowledging the objection, and asking a question. The person asking the questions is in control. For example:

Your product is too expensive for me right now.

Thank you, what is a range that seems more reasonable to you?

Here’s the process to sell:

1) Find someone with money
2) Approach and contact
3) Present
4) Close
5) Turn “no” into “yes”
6) Follow up and get a testimonial along with referrals. Your testimonial should include the Before, the After, and statistical changes. When asking for referrals, know your target customer.

Now that you know how to sell, you need to understand the path your organization will take in its ascension from Zero to Power.

There are key actions for each stage:

1. Invisible – you are just starting. Serve First. Develop relationships, make sure your vision and mission is understood, and begin searing your name (not your organization’s name, Your Name) onto others’ brains. People buy people, not organizations or products.

2. Emergence – Spend and create debt in order to sell. There are ups and there will be downs, but be relentless.

3. Chaos – You are growing and expanding quickly. Implement systems and management roles. FOCUS on the core activities of for achieving your goals.

4. Stability – Put quality control in place. Comfort is the kiss of death, and the top of the mountain can get lonely, but you’re almost there.

5. Abundant – retire your debt and invest. Do Not spend, or you will careen back into Chaos. You’ve already climbed that part of the mountain, so don’t fall back down there.

6. Power – Now it is time to replicate your business. Franchise it, let others run it, whatever. Only at this point are things in place to make this move a likely success.

As you continue growing, you must get better and better at building and maintaining relationships. Every stage requires a new set of owners over your success…

[This piece is in part based on my notes from speeches by Blair Singer and Roger Hamilton.]