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Who is Blair Singer?

Blair is the author of two best selling books: SalesDogs - You don't have to be an attack dog to be successful in sales, and the ABC's of How to Build a Business Team that Wins. He founded and now runs an international training that delivers guaranteed success strategies.

People have a view to let their income determine their lifestyle. That's a stupid point of view. You let your lifestyle determine your income. The whole idea is to generate the income that is required to sustain your desired lifestyle.

If you want more income >>> sell more.

Learning requires energy. Selling requires energy.
If you encounter two people, who is going to end up selling more?
The person with more energy.

How do you make money?

You need to understand the four quadrants of income generation. They are:

1. Employee

2. Business Owner

3. Investor

4. Self-Employed

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

There are two secret weapons that I am going to touch on:

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 often called the "little voice in your head." The goal to breakthrough results is LVMS.

LVMS = Little Voice Management System

The number one block to learning 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 may help me get to the next level. The little voice is exactly what is holding YOU (and ME too) back!

Little voice management systems: celebrate every little success!
Remember: The highest energy wins! Elevate your energy level to become more successful.
How to create a successful business or turn your business around:

A) SELL - You must sell to generate income

B) TEAM - You must build a team and get everyone on your team to learn how to sell

C) TEACH - Teach other people how to grow into a great team and how to sell

* Why do you have to teach it? Because nobody else might have taught how to sell and how to cooperate and work effectively in a team

D) SYSTEMS - You must have good system. Selling systems and training systems in particular

What Blair Singer is saying is completely true and every company should start emphasizing both TEACHING and SELLING. When you do this, you will start to see transformation.

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

Because people are too busy running the business vs. working on the business. That is a sorry excuse and fortunately most people do start to take massive action after a while. A lot more needs to be done but the energy has never been higher.

What is the second secret weapon?

Code of Honor

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

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 the purpose is just something written down 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 is dirty. There are so many negative associations that have been established over the years that it is hard to overcome. But it MUST be overcome. The only way to succeed in business is to sell!

In order to sell, you need to find out what kind of sales person you are and as soon as you know what type of sales person you are, you need to learn to play to your strengths. I have never met someone that was wealthy that did not do what they were naturally good at. Trying to do something that you are not naturally good at is devastating!

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

What is the hardest sale to make?

It is to sell yourself! It is to train your little voice. How many times has your little voice stopped you from exercising, taking action, etc.? If you can't even control your little voice in the head to make it out to the gym, then you stand little chance to make any money.

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

Sales objections

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

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

The first thing you do when you get an objection is to acknowledge it. The first thing you say is thank you. The second thing you say is to ask a question. The person that asks 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 mind shift!

In order to make 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 cannot sell more if you do not have more relationships (i.e. prospects).

A business is about the "content" and the "context."

If you don't have a code of honor, then you can't go up the ladder. If someone breaks the code, you have to call them out on it right away. You have to start with a tight ship (that's the purpose, team, and honor code). Every single time they have turned around a business this is where Blair Singer starts.

Making a lot of money does not take intelligence. It takes stamina and guts.

Power and Abundance

The goal is to get to power. A business starts as "invisible." This is also where you start out personally. The next level is "emergence." After "emergence" you enter a state of "chaos." After "chaos" you end up with "stability."

* Power

* Abundance - retire debt

* Stability

* Chaos

* Emergence - acquire debt

* Invisible

What is the formula to evolve out of emergence? This is the level at which you spend and invest and sometimes even incur debt to get sell.

Here is the formula for success: You serve first!

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

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

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

When you get to power, you try to replicate your success. The problem is that far too many small businesses try to replicate their success before they have moved up the entire ladder. Blair Singer says that this is the exact systems they use to rapidly turn around businesses and they have done this thousands of times over the past 20 years.

What shape is your business really in?

Yes, many small business are doing a lot of the right things and putting lots of systems in place but have not yet moved fully to a state of stability. Part of this is probably due to the fact that they start to focus on replicating their success a couple of times before they ever got to a state of stability and abundance.

Blair said that the #1 mistake he sees lots of small businesses making is being in a state of "emergence" for too long, which basically means that they are in a state of "chaos". It's time to get from chaos, to stability, to abundance, to power and you must start by putting the right systems and training into place and focus on sales.

Most importantly, start focusing on back-end sales and for-ever sales (remember FeBeNe) because that is the fastest way to boost profits and reach a much more stable level of performance.

Live blogging from National Achievers Congress in Kuala Lumpur.

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