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You may wonder… how can small people throw big people across the room? Well, go to any local Judo Dojo and you will see the art of mastering center and leverage. Your center needs to be lower than your opponents in order to throw them. No matter how large the opponent is they can be thrown if you are able to displace their center.
So how can we apply a little judo to our business and gain leverage? The first step in gaining leverage is the art of discernment. The first page in the book on the art of discernment is a plan or a vision. What is your intention? What do you want to achieve? Specificity matters, once you know what you want to achieve, leverage points will begin to present themselves.
I am going to assume that most of you want to grow your business, so take a step back and look where you have had the most success. I would submit that you will find the most potential for future success in your current relationships especially the one’s which are members of your business’s first class cabin. If you don’t have a first class cabin of your business or that term is completely alien to you call us at (800)506-8452 or email info@gettingresultscoaching.com to order The Champion Path. The Champion Path is a self guided study guide for $149 which will help you create your first class cabin. The reason you want a first class cabin is because they pay you the most money, they get the value that you are and the members of your first class cabin are also your best salespeople. They will often go out of their way to get you unsolicited referrals. It would be great to have more of those, right?
Having an identified first class cabin in your business gives you an advantage. These members will give you demographic and psychographic clues on how you can attract more members to this elite club. But if you don’t know who they are you can never get your center lower to gain leverage. Your business will always be unfolding by design or default. The choice is ultimately yours. Wouldn’t you like more members of your first class cabin to be by design instead of by default? Default would be to buy a 1,000 random leads and hope you can recruit a potential first class member. Your best bet to grow your first class cabin is organically from your existing members. I call this a quality based business approach. If you read The Champion Path you will get a better understanding of what I mean by that. A quality based business is by design not by default. A quality based business is manageable, predictable, and profitable and I believe most importantly, inspiring to you and your clients. If you have been reading our Wealth Tribe posts as well as our posts on www.GettingResultsCoaching.com I have been sharing the clues. Just like if you really want to learn judo you have to devote time and attention to it. The same principle applies to building a first class cabin of your business. There are people who are already in your book who like you, they get the value that you are and are willing to introduce you to others; you just have to uncover them. Once Indentified, Cultivate them and then Replicate them!
Ken Doyle is a dynamic speaker, author and business coach. If you are interested in booking him for your next event please visit www.kendoylespeaks.com or send an email to kate@kendoylespeaks.com.
For individual coaching please go to: www.gettingresultscoaching.com
Also check out Ken Doyle’s new book The Journey, An Evolution of a Financial Advisor:
Kindle: The Journey on Kindle
ePub(eReader, iBooks, Nook, etc…): The Journey on ePub
