Leverage

November 8, 2023

The most valuable asset we have is time. We can replace most other things but we can not replace time. Acknowledging that, doesn’t it make sense to squeeze every bit of value from the time we have? Tomorrow is promised to no one, which sounds a bit morbid and is intended rather than bring light to the value each minute of every day holds for us.


The most powerful tool we can employ to maximize our time is leverage. Leverage is to time as a juicer is to squeeze the most juice out of a piece of fruit. Can you smell the fresh fragrance of that orange as you are using the juicer? Can you feel the juice perhaps splashing in your eye if you got too close? Can you visualize the freshly squeezed juice in the container and what’s left of the fruit?


If you were attempting to move a big rock would you just try to lift it or would you use a lever? You get the idea by this time, I’m sure. The lever is one of the basic tools to make things physically easier. What can we do to squeeze the most out of the time we are allotted each day?


In sales, the data tells us there are four and only four things that matter that determine how much revenue we will generate. Those four things make up the Sales Velocity Formula, which is R=(L V C)/T


The long form of that is Revenue = Leads (the number of people we talk to) * Value (average value of each sale) * Close Ratio (percentage of converted sales), All that divided by the Time it takes to Complete the transaction. Adding 10% to each of the top numbers and reducing by 10% the Time (the quotient) increases our revenue by 42%. 


Now, there are skills we can learn that will enable us to accomplish that 42% increase. Given that the one most affected by time is the number of people we can talk to, the leads, the use of leverage as a tool is the most powerful way to cause that 10% and better increase. If we acknowledge that then the most important skill we can learn to improve that particular metric is how to define and apply leverage.


I will be offering some opportunities, most free and some offered at a premium, to dive deeper into leverage and how you can apply it, along with other skills, to achieve that 42% improvement and more. We would love for you to comment below on what a 42% increase in revenue would mean to you and if you would be interested in going for that deep dive with me. 


Another option is to schedule a complimentary 15-minute chat with me using the “Calendar an appointment” button on my Smart Digital Business card at: https://martycard.me


We’ll look at leverage from your point of view and deliver a gift of an insightful report about you, valued at $99.

The Pistachio Effect

October 25, 2024
Recently, I was in an event with about 6,000 other people, and the keynote speaker was Jack Canfield. Jack taught us many things from his best-selling book “The Success Principles”. One of the concepts that really stood out was a formula he shared which guided how to take personal responsibility, which was E, an event, plus R, responsibility equals O, which is outcome. So E plus R equals O. And what does that mean? It is not an event that happens to us that really makes a difference, It's how we respond to it. And by taking personal responsibility for the Response, we have control of the Outcome and you can improve it. On the flight home I was considering Jack’s formula. Almost every weekday I begin my day by journaling the people to whom I am grateful and the things I grateful for. I do this in a study group with a friend. One of the things we journal about in that study group is sending positive vibes even to somebody with whom I might have a disagreement. Well, I thought about a person who's very dear in my life, which is my wife. Occasionally, my day will be going along just great and seemingly out of nowhere she will throw a criticism at me for something. An example is on the golf course and we are playing together when she says, “Tuck in your shirt, your tummy is showing” because my shirt came out while I was swinging, or maybe I loaded the dishwasher incorrectly, or something of that nature. Another mentor of mine, whose name is Robert Dilts, in his book, “Coach to Awakener”, said that when somebody's criticizing you, there is almost always a positive piece to that because unless the person is evil, they are coming from a place of being helpful. If you view the Event through that frame and you are grateful for the help then okay, what is that criticism all about? I thought about it on the plane ride home from the event, in terms of taking personal responsibility, and I named it the Pistachio effect. Why the Pistachio Effect? Well, when you look at a pistachio, you wouldn't eat the outside of it. If you bit on it, the taste and texture would be terrible. But, when you open it up, there's the sweet fruit inside. Visualize the shell of the pistachio as the criticism, the sharp object on the outside. And if you just bit on it, it would be pretty bitter and be harsh on your mouth metaphorically and your psyche for real. Yet, if you open it up and taste the sweet fruit (the positive message) inside, well, there you go. So the principle basically is remembering when we are being criticized to pause a second or two, open the nut and recognize the positive message inside.
A man with a beard is standing in front of a building with his arms crossed and smiling.

Genesis

August 23, 2024
I don’t use the word “Every” lightly because it tends to be an exaggeration in many cases. Having said that, I believe it’s accurate to offer that literally every action has a starting point as an idea.

True Energy of Sales

October 24, 2024
Science was not my favorite subject in elementary school because it often involved blood. I hate the sight of blood, particularly mine. Other than that I’m told I would have made a great doctor NoBody lol. But the one science experiment I always loved was when Mr. Dellelis would make a volcano erupt. Fireworks! I don’t light them myself but I love to watch them. Always have! The energy, the creativity, the timing, the beauty! Art only works when science does. Sales is also an art only when we understand the science. Yesterday I had one of those moments when energy was abundant and created by the chemical process of human connection. With my training partner, Valerie Johnson, we taught three awesome students the secrets, the science, and the system that will increase their ability to persuade and increase their sales by up to 300% in less time. The emphasis of yesterday’s training was on business and particularly sales situations. There is true energy when people connect in a common language. As our students began to understand and demonstrate the first level of fluency in the global B.A.N.K. language of BUY-Ology, the energy in the Zoom room was built geometrically. Next week we build on that facility with the power of B.A.N.K. to improve personal relationships. With their higher level of emotional intelligence, I am excited to hear how their results translate in Harvest Time!