November 2020 Issue
Mindset Questions: The Real Secret to Success Written by Jeff Heggie Success Coach www.jeffheggie.com
We are surrounded by chaos and uncertainty. Nothing seems to be making sense. How is this all going to work out and where will that leave us? Do you feel like there are more questions than answers? With everything that we’ve been through and all that we are seeing in the world today, what are your goals and plans? Yes, you heard me right. You still need to have your goals and plans? This pandemic has been tragic. People have lost their lives, jobs have been lost, businesses have been destroyed. But life will go on. Many people are frozen, not knowing what to do. They don’t know where to turn and they are scared with what the future may hold. Now is as important or even more important for you to be focused on your mindset, personal development, self-education, mentoring and coaching. Life will go on. We will rise again, stronger than ever. We don’t know when or how this is all going to work out, but it will be those that are prepared and ready that will be successful. Over the past 75 years, some of the most successful businesses have been the ones that capitalized when the economy tanked. There are always opportunities to be had in every downturn. So, what is it that we can control that will make the difference between those who can succeed and those who will fail? It’s all in your thoughts and the mindset you develop now.
We Become What We Think About “…the difference is goals. People with goals succeed because they know where they’re going. It’s that simple. Failures, on the other hand, believe that their lives are shaped by circumstances ... by things that happen to them ... by exterior forces.” – Earl Nightingale In The Power of Positive Thinking, Norman Vincent Peale said, “To change your circumstances, first start thinking differently.” Ralph Waldo Emerson said, “A man is what he thinks about all day long.” How does this work? Let’s first ask, how do you evaluate your life, your feelings, things that are happening around you, and the decisions you make? It’s all done through a process of asking yourself and answering questions. Thinking is the Process of Asking and Answering Questions “Things won’t get better unless you think better” If thinking is the process of asking and answering questions, that means, if you want to make any changes in your life, you should change the habitual questions that you are asking yourself. The questions you ask yourself dictate your focus and therefore how you think and feel. This is where your Reticular Activating System (RAS) comes into play. The RAS is a network of nerves at the base of your brain that’s about the size of your baby finger. The significance of the RAS is the function it controls. It makes sure that your brain doesn’t have to deal with more information than it can handle. It’s the filter, or gatekeeper of information that it lets in. It takes all of the information you are receiving and decides for you if it’s something that’s important or not. Have you bought a new dress and then all of a sudden noticed many other people wearing the same dress? Is it just coincidence that you bought this new dress and so did a bunch of other women in your area? No, those dresses were there before, they’ve just become something that is important to you now. Your RAS now recognizes this as something that’s important to you and brings it to your attention.
Ask Better Questions, Receive Better Answers “You get in life what you have the courage to ask for.” – Oprah Winfrey When you change the habitual questions that you are always asking yourself, your RAS recognizes those questions as something important to you and will find your answers. When a study was conducted on successful people and they were compared to people who had less success, it was found that the biggest difference was that successful people ask better questions, and as a result, they get better answers. This is not just powerful when we are looking at our future or setting goals, this is powerful knowledge that helps us in many areas of our lives. We recognize that questions are the quickest way to change our focus.
Let’s take for example a person who is always asking themselves disempowering questions. “What's the use?” “Why even try? Nothing ever works for me anyway.” How different would things be if that person consciously changed the questions they were asking. “How will this benefit me?” “What could be good about this?” If you can develop the habit of recognizing the questions you are asking yourself, when you ask yourself disempowering questions you will recognize it and can make the change immediately.
Our Brains Will Give Us Whatever We Ask For “He who is afraid to ask is ashamed of learning.” – Proverb What you think about is what you become. When you become more consciously aware of your thoughts and the questions you are asking yourself, you can create the life you want. A more powerful life. This is how you can change your mindset and find opportunities when it seems like there may not be any. If the goal is to control the habitual questions that you are asking yourself so that you can create a bigger future, how do you go about that? For this purpose, I have created my Mindset Questions. These are questions that will help you to focus on what is most important and will activate your RAS and subconscious to find the answers you are looking for to achieve your dreams and goals. My Mindset Questions are organized into three sections. First there are questions you will ask yourself on a monthly basis. Secondly, you have your weekly questions. But most important, are the questions you ask yourself every single day. “You become what you think about” To achieve your biggest dreams, you need to be clear and focus on what you really want and why you want it. These Mindset Questions will help to keep you focused on your dreams and with the assistance of your RAS, you will figure out how to achieve your goals.
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Written By: Jeff Heggie – Success Coach www.JeffHeggie.com Instagram https://www.instagram.com/jeffheggiecoaching/ Jeff’s Links https://beacons.ai/jeffheggiecoaching
Written by Jeff Heggie Success Coach www.jeffheggie.com
Let’s move on from our previous articles to our third profit formula area. This involves increasing transactions with your prospects. In other words, getting them to buy from you more than they do now. There are 2 powerful revenue generating strategies that will work here. Are you familiar with upselling and cross-selling? When you go to McDonald’s and the kid behind the counter asks if you would like your meal “supersized,” that’s upselling. When that same kid then asks if you would like an apple pie to go with your supersized meal, that’s cross-selling. Upselling means offering a higher grade or quality or size of the item that the customer may be interested in at the point when the customer is ready to buy. Cross-selling means offering other products or services which complement the item the customer is interested in, at the point when the customer is ready to buy. Now, here’s what most business owners don’t realize. 34% of prospects will buy additional products or services at the time of their original purchase… IF they’re asked to do so. Most businesses NEVER ask them, and they lose out on this lucrative opportunity to dramatically increase their revenue. Let me show you a brilliant example of this. Up until about 3 years ago, most car owners on average paid around $29 to get their oil changed. Today, you can get your oil changed for as little as $10. Take a look at this Groupon that was recently offered for 3 oil changes plus 3 additional services of your choice per visit.
The price for these today averages around $18. That’s $6 per oil change… and then they add on an additional $4.50 for oil disposal, so the total for each oil change is less than $11. That’s obviously a bargain. So why do they offer this when they used to get $29? Simple… they finally realized the power of upselling and cross-selling, and they can’t get the opportunity to upsell or cross-sell if they don’t get themselves in front of their prospects. This Groupon is designed for one purpose only… to get them in front of as many prospects as possible… and the best way to do that is to give them what are basically free services. But here’s what most businesses don’t understand about this strategy. This Econo Lube is breaking even by offering this Groupon. That $11 covers their material and labor costs. And those 8 free services you see listed along the bottom… you can select any 3 of them per visit… because Econo Lube is going to perform all of those services anyway. They know they make most of their profit through their higher-dollar service offerings, like batteries, brakes, transmission services and repairs. So, after the technician changes your oil, they’re going to take all of your tires off so they can inspect your brakes… and cross-sell you a brake job. Since they have to remove all your tires to do that, why not offer you free tire rotation and a free brake inspection. Most of their patrons have no idea they’re going to do this anyway, so they have this perception they’re receiving all these services that they normally have to pay to have done… for free! Notice Econo Lube offers to do a complete vehicle trip check where they do a complete inspection of your car before you take a long trip. A dealership would charge around $100 for that service, but Econo Lube includes 2 of every 12 months. Well of course… they want to do this. I guarantee you that after checking over your entire vehicle, they WILL find SOMETHING wrong with your car. And since you’re leaving on an extended trip, you will naturally want them to fix everything that’s wrong. Are you starting to see the brilliance of this strategy? So the key takeaway here for this strategy is to get yourself in front of your prospects as often as you can so you give yourself more opportunities to sell them more. So let me show you how this exact same strategy will work for a dentist. Obviously, a dentist is about as far from an Econo Lube as you can get, but the principle is exactly the same… get in front of prospects and upsell / cross-sell them. A dentist offers basic dental services like exams and teeth cleaning. That is NOT where they make their money. A dentist generates the vast majority of their revenue from cosmetic services, root canals, crowns, fillings and braces. So obviously the more patients they can get in front of, the more of these services they sell. The problem for dentists is that most people already have a dentist, and 90% of them will never change unless their dentist either retires or dies. So, what might convince someone to leave their current dentist? Consider these stats… 85% of the population have medical insurance, but only 50% have dental insurance. Among those without dental insurance, 44% said that was the main reason they didn’t visit the dentist. See an opportunity here if you’re a dentist? What do you think might happen if a dentist specifically targeted families without dental insurance… and offered them virtually the exact same services as those with dental insurance… but without paying the expensive monthly premiums? Here’s a marketing campaign that was designed to do this for a dentist in Richardson, Texas.
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