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Hurry!
$50 earlybird discount for performance evaluation teleseminar ends
this Thursday.
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Click
here |
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Glenn's Upcoming
Public
Seminars |
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Waukesha, WI |
Oct
27 |
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Sheboygan, WI |
Oct
28 |
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Wausau, WI |
Oct
29 |
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Call Rebecca at 1-800-538-4595 for
details. |
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“If something doesn’t
come easily or quickly, the average person will give up, which is
why they'll remain average.”
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Glenn Shepard |
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Dear Glenn,
I've heard that as you
advance in your career, it's less about what you know
and more about who you know.
Judging by my bosses,
this seems true.
I've managed to advance despite
my lack of connections, but should I leave this job to
find the "good bosses", or will I find the same
cronyism
everywhere?
Nicole
in Maryland
Dear Nicole,
I'm guessing you're a
member of Generation X, because they're fiercely
independent, cynical, and hate office politics.
Regardless of your age, what I'm about to tell you will
directly impact how much money you will make for the
rest of your life, so I suggest setting your cynicism
aside and paying VERY close attention.
In
my #1 national best seller, How to Be the Employee
Your Company Can't Live Without:18 Ways to Become
Indispensable, Chapter 10 is about this exact
subject.
In that chapter, I included the following quote from
Theodore Roosevelt:
"The most important
single ingredient in the formula of success is knowing
how to get along with people".
You don't have to be a
kiss-up, but you can't be a Lone Ranger and get very far
in any business. So quit trying so hard to be Little
Mrs. Independent and start making connections.
Thanks for your question.
Glenn In Nashville
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If you’d like to know how to get just about anything you want,
read this story.
My beautiful bride and I have been house shopping in the
Nashville suburb of Brentwood, where sales have fallen by about
25% over the past year (which means there are lots of great
deals for buyers right now).
As of publication date, we’ve been to nine open houses. We met
and talked at length to a different realtor at each one. Each
told us how their incomes have suffered as the real estate
market has taken a downturn.
We let each one know that when we write an offer, there will be
no contingencies in the contract on selling our existing
home, or getting financing on the new one (which makes it a
no-brainer for the realtor).
We told each why the house they were showing wouldn’t work for
us (i.e. one didn’t have enough cabinet space in the kitchen for
my beautiful bride, another didn’t have a Man Cave for me,
etc.).
We also told each one what we wanted, the neighborhoods we
liked, and our budget. We also gave each of them our phone
number and e-mail address.
Out of nine realtors who sang the blues about how tough times
are, only one ever followed up.
He found out exactly what we wanted, e-mailed listings that fit
our criteria, and will make a pretty good chunk of change for
doing so.
While he’s good at what he does, he’s not landing the Shepards
as clients because he’s so good. He’s getting our business
because his competition is so bad.
The other eight agents are just order takers who could make a
living when the market was hot, and don’t know how to swim
now that the waters got a little rough.
The difference between them having
a good year and starving lies in six simple but powerful words:
“The Fortune is in the Follow Up”
Whether you’re trying to get a job, land a client, or sell
something, you won’t succeed by taking just one shot.
Just think about how many job applicants you’ve interviewed over
the years, and how many of their faces are now a total blank. But
the one who took time to follow up with a phone call or thank
you note immediately stood out above the others.
When we implemented this follow-up
principle in my business several years ago, sales
took off. Yet to my knowledge, we are the only seminar company
that snail-mails two brochures for every seminar. Not
surprisingly, our average attendance is more than double what
the largest seminar company in the country is seeing right now
(they only mail once).
People sometimes ask why we send five emails for our monthly
teleseminars. It's because we receive the majority of
orders from the first email, but the fifth sometimes brings in
more than the second, third, and fourth combined. The
president of one of the largest teleseminar companies in the
country told me they don’t e-mail five times because “that
doesn’t work”. Then when he told me how abysmal their results
are, I thought to myself “You just keep thinking that way
while we eat your lunch”.
Whether you’re trying to get a new job (read Guerilla
Marketing for Job Hunters by Jay Conrad Levinson if you
are), land a client, or sell something, your success lies in
following up. It’s unfortunate that most people never do this.
Fortunately, you’re not one of them. (If you are one of
those people who never follows up, read You’re Broke Because
You Want to Be by my colleague Larry Winget).
To
Your Success,
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