Live Blogging – Blair Singer “Identifying where you are in the five power levels of success”

Who is Blair Singer?

Blair is the author of two bestselling books: SalesDogs – You don’t have to be an attack dog to succeed in salesand the ABC’s of how to build a winning business team. He founded and now runs an international training that offers guaranteed success strategies.

People are intent on letting their income determine their lifestyle. That is a stupid point of view. You let your lifestyle determine your income. The idea is to generate the income necessary to maintain the desired lifestyle.

If you want more income >>> sell more.

Learning requires energy. Selling requires energy.
If you find yourself with two people, who will end up selling more?
The person with the most energy.

How do you earn money?

You need to understand the four quadrants of income generation. Is it so:

1.Employee

2. Business owner

3. Investor

4. Self-employed

The greatest wealth in the world is generated in the business segment. The second best quadrant for income generation is as an investor.

There are two secret weapons that I am going to mention:

What is the first secret weapon? Your brain.

The secret is to get in touch with your subconscious and you need to learn to control your inner voice. This is also known as the “little voice in your head.” The goal for revolutionary results is LVMS.

LVMS = Small Voice Management System

The number one block to learn is when you say:

* I already know that

* That won’t work here

* show me something new

Rich people always say…there is something here to learn…what can I get out of this that can help me get to the next level? The little voice is exactly what’s stopping YOU (and ME too)!

Little Voice Management Systems – Celebrate every little success!
Remember: The highest energy wins! Raise your energy level to be more successful.
How to create a successful business or change your business:

HAS) SELL – You must sell to generate income

B) EQUIPMENT – You must build a team and have everyone in your team learn how to sell

VS) TO TEACH – Teach other people how to become a great team and how to sell

* Why do you have to teach it? Because no one else could have taught how to sell and how to cooperate and work effectively as a team.

D) SYSTEMS – You must have a good system. Sale of systems and training systems in particular

What Blair Singer says is completely true and all companies should start emphasizing both TEACH and SELL. When you do this, you will begin to see the transformation.

Why does it take so long to start focusing on SELLING and TEACHING?

Because people are too busy running the business vs. working in the business. That’s a sorry excuse, and luckily, most people start taking massive action after a while. Much more needs to be done, but the energy has never been higher.

What is the second secret weapon?

code of honor

The honor code is a set of rules for how the team treats each other. Even if you have guiding operating principles for your company, you should also have a very clearly written code of honor.

The priorities in a business should be:

1. Purpose

2.Team

3. Individual

In most companies it is the opposite. People ask “what’s in it for me, then help others on the team and think purpose is just something written on a business card.” It is very important to change the belief system in the company and have a clearly articulated purpose.

The problem with sales is that most people think it’s dirty. There are so many negative associations that have been established over the years that it’s hard to get over. But it MUST be overcome. The only way to be successful in business is to sell!

In order to sell, you need to figure out what kind of salesperson you are, and as soon as you know what kind of salesperson you are, you need to learn to play to your strengths. I have never met a rich person who did not do what he was naturally good at. Trying to do something you are not naturally good at is devastating!

The system is very simple. All you need are the above ingredients. If you want a transformation, one of the most important areas to start with is the honor code.

What is the hardest sale to make?

It’s to sell you! It’s to train your little voice. How many times has your little voice prevented you from exercising, acting, etc.? If you can’t even control your little voice in your head to get to the gym, then you have little chance of making any money.

The first step to being good at selling is being able to confront (be comfortable in front of) another person.

dirty objections

Why do you usually only come up with a great answer after 10 minutes? Because your brain disconnects from your tongue. When your emotions go up your intelligence goes down!

How would you like to train your little voice to keep emotions down no matter what? How would you like to never be afraid and intimidated again?

The first thing you do when you receive an objection is acknowledge it. The first thing you say is thank you. The second thing you say is to ask a question. The person asking the questions is always in control.

The distance between where you are vs. where you want to be is the distance between your ears. It’s all in your mind and all you need is a change of mind!

To win more money, you have to play a bigger game. The problem is that for most people, they can’t get much bigger. Why?

(People squared – People) / 2 = Relationships

The only way to grow is to build more relationships. You can’t sell more if you don’t have more relationships (ie leads).

A business is about “content” and “context”.

If you don’t have an honor code, then you can’t go up the ladder. If someone cracks the code, you should call them immediately. You have to start with a tight ship (that’s the purpose, the equipment and the code of honor). Any time they’ve turned around a business, this is where Blair Singer begins.

Earning a lot of money does not require intelligence. It takes stamina and guts.

Power and Abundance

The goal is to come to power. A business starts out as “invisible”. This is also where you start personally. The next level is “emergency”. After the “emergency” you enter a state of “chaos”. After “chaos” you end up with “stability”.

*Can

* Abundance – withdraw debt

*Stability

* Chaos

* Emergency – acquiring debt

* invisible

What is the formula to evolve out of emergency? This is the level at which you spend and invest and sometimes even run up debt to sell.

Here is the formula for success: You serve first!

This is where you start. After that, you start spending to sell. Chaos is really the same as apparition that has gone on too long.

The formula to get out of chaos is to put some systems in place! If there are no systems, you will always be on call. You also need to be able to manage. To get out of the chaos, you must also be able to focus. At the same time, however, I would say that this does not mean that you can only pursue one project.

What happens in stability? Complacency and boredom set in. At this point, they often try something dramatic. When you get to stability, you need to get quality control going. Without systems, however, there is no quality control. What happens in abundance? You retire the debt and invest.

When you come to power, you try to replicate your success. The problem is that too many small businesses try to replicate their success before they’ve fully ascended. Blair Singer says these are the exact systems that companies use to turn around quickly, and have done so thousands of times over the past 20 years.

What shape is your business really in?

Yes, a lot of small businesses are doing a lot of the right things and putting a lot of systems in place, but they haven’t fully moved to a state of stability yet. Part of this is probably due to the fact that they start to focus on replicating their success a couple of times before reaching a state of stability and abundance.

Blair said the No. 1 mistake he sees a lot of small businesses make is being in a state of “emergency” for too long, which basically means they’re in a state of “chaos.” It’s time to move from chaos to stability to abundance to power and you need to start by putting the right systems and training in place and focusing on sales.

The most important thing is to start focusing on back-end sales and permanent sales (remember FeBeNe) because that is the fastest way to increase profits and reach a much more stable level of performance.

Live blogging from the National Achievers Congress in Kuala Lumpur.