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Choosing the Right Table
Selling is About Solving Problems
Delegating vs. Abdicating
BRX Pro Tip: 3 Areas to Work On Each Week
BRX Pro Tip: 3 Areas to Work On Each Week
Stone Payton: [00:00:00] And we are back with BRX Pro Tips. Lee Kantor and Stone Payton here with you. Lee, I know there are all kinds of activity strategies, processes that we can and should be employing. But let’s boil it down, what are three activities that we should be working on every week?
Lee Kantor: [00:00:20] To me, the three big buckets that you should be always working on are, number one, increasing revenue. What are you doing this week that’s going to, you know, add more revenue to the bottom line? Number two, is there anything you could be doing to reduce costs? Is there anything out there that you can trim and prune? There’s always activities that aren’t paying off, so really audit the work that you’re doing and see if you can reduce costs anywhere.
Lee Kantor: [00:00:46] And thirdly, and probably most importantly, come up with ways that makes life better for your clients, your employees, your partners. If you can invest some time in making the life better for your clients, your employees, and your partners, then that should help you increase revenue. And if you do it well, that should help you reduce kind of extra costs.
Lee Kantor: [00:01:09] So, if you can move the needle in these three areas even just a little bit each week, you will be building a successful organization. These are the priorities that, I think, that leaders should be spending their time on. Putting more time in the calendar each week to focus on all of these areas would be optimal, at least one of these areas at the minimum. But try to focus in all three each week and you will move the needle, you will grow your business.
BRX Pro Tip: Are You Being Reactive or Proactive?
BRX Pro Tip: Are You Being Reactive or Proactive?
Stone Payton: [00:00:00] And we are back with BRX Pro Tips. Lee Kantor and Stone Payton here with you. Lee, a question I know I often have to try to ask myself, am I being reactive or proactive?
Lee Kantor: [00:00:14] Well, an easy way to tell if you’re being reactive or proactive is just kind of analyze each of your days. Like, how much of your day is spent reacting to events that are happening to you? Or are you kind of blocking time and taking time to take action proactively?
Lee Kantor: [00:00:30] Like, prospecting is an easy example of this. Prospecting doesn’t happen by itself. I guess, in our situation – and sometimes it is – because PR people are always sending us kind of guests for our show, so it’s easy to say, “Oh, I’m prospecting because these people are coming into my funnel and getting on my calendar.” But are they the right people? Are they turning into sales? Are they turning into prospects? Things like that.
Lee Kantor: [00:00:54] If you’re doing it with intentionality and you’re doing it kind of with the system, then you should be getting the right types of prospects. You should be asking people for sales. You should be interviewing people who are potentially new partners or new hires, people that are going to move the needle in your business. So, every day, you’ve got to make sure you’re spending some time proactively making something happen that’s going to move the needle in your business, because if you don’t, then the needle will not move in your business.
BRX Pro Tip: Better Communication with a New Client
BRX Pro Tip: Other People’s Problems are Your Opportunity
BRX Pro Tip: Other People’s Problems are Your Opportunity
Stone Payton: [00:00:00] And, we are back with BRX Pro Tips. Stone Payton and Lee Kantor here with you. Lee, I don’t know, I think this may be the master key to the whole thing. If we can just recognize and remain aware that other people’s problems, they’re our opportunity.
Lee Kantor: [00:00:20] Yeah. The reframing of problems and frustrations is critical for any entrepreneur, because the more you hear about people struggling or frustrated about certain things, your brain should be kind of firing and saying, “Okay, if they’re really struggling in this area, is this something that’s just them, or is this something that other people are struggling with? And is there a way that I can kind of tweak my service and my offering in order to help them solve this problem?”
Lee Kantor: [00:00:46] I mean, your job as an entrepreneur is to solve other people’s problems. Their problems are your opportunity. Their moments of struggle are your opportunity. When your prospect expresses frustration and is struggling with something, this is an opportunity for you to sell somebody something.
Lee Kantor: [00:01:04] So, helping other people get over these hurdles and overcome these struggles is exactly how service providers make sales. So, pay attention to your client’s and prospect’s problem, then try to help them solve them. That is just kind of the basics of being an entrepreneur, especially in professional services. That’s your job is have your ears open and listening for other people’s frustrations and struggles so you can help them solve those problems. You’re a problem solver. You’re not a salesperson. You’re a problem solver. And if you can solve their problem, the sales are going to come.
