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i’ve had a bunch of friends reach out recently around doing more consulting, writing books to build a business, etc.  and i have a business that’s on the way to being 7 figures, while working 25 hours a week (usually but not always – since specially lately i’ve had to work harder to keep up & for client travel).

so i thought i’d jot down a few ideas i’ve been sharing…


* focus focus focus on a niche!  aka unique genius

why: people don’t buy general help.  they buy very specific help for specific problems.  that’s why though i write books and blog about many ways of growing sales fast, 90% of my consulting is around outbound prospecting.  it’s my unique genius (at work), my specialty, what i’m the best in the world at.  and what i can charge real money for.   consider radio stations – every station has a single specialty, because who’d listen to a station that played a jumble of “rock pop jazz classical blue grass country etc etc”?   that’s confusing, and confusion = “no”.

how: one step, ask friends and clients the question, “what’s the one thing you hired me for, or would hire me for?”

the idea of focusing this way tends to scare people…you come up with fears like “it’s too narrow”, “it’s not interesting”, “i don’t want to be limited”, etc – but you will shoot yourself in the foot by being too many things to too many people.

free training videos:


* do as many free talks as you can to get started (whether live or webinars)

why: it might help finding clients, but for me it mostly forced me to crystallize my ideas and messages into a few, compelling ones


* don’t expect to make money selling books

why:  the royalties are nice…but you need to sell a LOT of books to make much $ (in my mind, six figures a year+).  5% of the money i make is from royalties, 80% is from consulting, 15% from speaking.  or something like that.

how: i self-published my first three books, and it worked great – but now i’m partnering with a “hybrid publisher” called  i would recommend you avoid traditional publishers – who don’t do squat for you – and find a good hybrid partner.


* sell money to make money  

why: i know you want people to feel good, to have more time, less anxiety, better teamwork… but people don’t really buy those things.  the frank truth is everyone wants money.   (and in some other areas, they’ll pay money for health & relationships and a few other niches).  but my speciality is in business, so to business experts/coaches i say “sell money to make money” – that is, you have to show them how they will make money, save money or have less risk of losing money, to be able to charge much money.


* figure out how to charge more per hour, usually by doing projects that have concrete outcomes

why: you’ll be limited to lower per-hour amounts, and smaller projects, when doing per hour work.   FYI – my effective rates (for different situations) are $1k-$3k+ an hour.

how: check out for ideas


* comfort is the enemy of success

why: i know how easy it is to coast along, doing just enough.  but when you’re comfortable, you’re not getting outside your comfort zone to push yourself in new ways that help you break through into the next level.    you should be doing things that make you nervous.  constantly.   this isn’t just about hours worked, though that can be part of it.   it’s mostly doing things that scare you – like doubling prices, public speaking, writing a book, or even reducing/limiting your hours.


* what lit a fire under my ass

getting married and having kids…


so – what other questions do you have?