ExpertPreneur Mag Issue 06

ExpertPreneur
Issue 6
Magazine
Helping Expertpreneurs grow a lucrative business and influential Brand
DISCOVER HOW YOU

CAN GET INSTANT
CREDIBILITY,
EXPOSURE,
plus make
MONEY
with Radio or
Podcasts
RAVEN THE
TALK SHOW
MAVEN
INCREASE
TRAFFIC and
Generate Leads
with Blogging
How to Create
EFFECTIVE LANDING PAGES PART 2
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S H E RY L WOLOWYK
Not e F rom t he Ed i tor Ex pertPreneur Magazine
Note From the Editor

BY SHERYL WOLOWYK
E
xpertpreneur Magazine is committed to helping en-
trepreneurs who make their living sharing their knowl-
edge and expertise, build a lucrative business and an
influential brand. Until now, there hasnt been a maga-
zine publication tailor made to meet the needs of expertpre-
neurs.
Ive created this digital magazine to bring together other ex-

perts, thought leaders and successful entrepreneurs to share
their wisdom, insights and advice to help you build your ex-
pert business. Youll also find reviews and recommendations
on great tools, templates, books, podcasts and other resources that will help
you grow your business and extend the reach of your brand.
In ExpertPreneur Magazine youll find useful advice, tools, templates, ideas, tips and
strategies specifically designed to help expertpreneurs grow their business. In our
magcast youll get articles, audio podcasts, videos, free reports, expert interviews, and
useful strategies to help you take massive action to build the business youve always
wanted.
In addition to providing great strategies, advice and tactics, we also provide you with
some inspirational and motivational content because building an expert business can
be hard work and everyone can use a little inspiration once in awhile.
Dedicated to your success
Sheryl Wolowyk
Sheryl Wolowyk
Editor, ExpertPreneur Magazine
and Founder of Expert Elevation
To ensure you dont miss an issue Subscribe to ExpertPreneur Magazine today and
receive one month FREE!
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TAB LE O F
CONTENTS E xp e rtPreneur Magazine Is s ue 06
TABLE OF CONTENTS
Editors Note The Only Limitation
BY S HERYL WOLOW Y K is Your Mind
BY L I S A RYA N
Creating Effective
Landing Pages (Part Two) 8 Ways Blogging Can
BY S HERYL WOLOW Y K Increase Traffic and
Generate Leads
BY JEF F S CH N EI DER
What My Zumba
Instructor Can Teach
You About Your Biz How to Organize Your
BY M I C HE LE PW Computer (Part One)
BY R OWEN A L I S T
How to Reach Your

Goals Twice As Fast Good as Gold
With Half the Effort BY S H AUN B UCK
BY NOAH S T. JO HN
Creating an Exit
Deal with Time Plan For Your Business
BY LES LEY GRI MO LDBY BY S H ERY L WO LOW Y K
Asking For Business Just Say No: Its Actually

Like You Dont Need It Good Business Practice
BY S HERYL WOLOW Y K BY TA M MY PLUN K ET T
Podcast: Be Prepared
3 Key Strategies for BY S T EV E K LOY DA
Interviews that Pay
BY RAVEN BL AIR DAVIS
What is Between
Your Do and Done?
(Part One)
BY J EFFREY A. STE E LE
AND J OEL S . LEVINSO N

S H E RY L WOLOWYK
Creat i n g E f fe c tive L and i n g Pa g es ( Part 2) Ex pertPreneur Magazine
Creating Effective Landing Pages

Part 2
BY SHERYL WOLOWYK
I
n last months Expertpreneur Maga- However, you have to consider which
zine, we discussed the basics of creat- points to give more attention to than oth-
ing landing pages that convert. ers.
You learned about the four major points All isnt equal when dealing with landing
of the conversion formula: motivation of pages, so you must focus your attention
the user/channel, clarity of value proposi- wisely. Adjusting your opt-in to reduce
tion, on-page difficulty/friction, and anxie- anxiety is important, but not nearly as im-
ty. Factors you must address every time to portant as honing your value proposition
maximize your landing page effectiveness. (VP).

S H E RY L WOLOWYK
This month, I will dig deep into each point they are. Their age group, where they
and show you some conversion formula hang out online (and offline), as well as
tactics, to help you create the best landing everything else I just mentioned. And this
page you can... should be something you continue to im-
prove over time.
Ill show you the single most important
thing you can do to have an effective One thing I want to be clear about is that
page... you dont have to feel locked into the ava-
tar you choose. You may discover, as your
Why honing your value proposition should business progresses, people of a different
take at least two weeks... background, age group, essentially a dif-
ferent avatar, are spending the most mon-
And how to make your readers feel better ey with you.
about giving you their information...
In that case, they would become your new
Where Are Your Prospects ideal client.
Coming From? However, dont get hung up on this. Pic-

ture who you think is best. Who do you
Through all of my articles, I have ham- intend to work with. And get to know eve-
mered the point that you need to do your rything about them.
prospect research.
And more importantly, find out where they
In fact, I bet you are tired of hearing about hang out.
it. Discovering who your ideal prospect is
and their hopes, desires, aspirations as well Do they spend time on Facebook? Per-
as fears, frustrations, and problems. haps theyre older and dont use comput-
ers at all? Maybe theyre teenagers and are
But do you know why I keep harping on always on the newest social media.
this point? Because it is the single most
important thing you can do to have a suc- No matter who your focus is on, this is in-
cessful business. credibly important. And once you figure
it out, you must spend time in that space
In fact, there is no business without it. getting to know them.
This is doubly true for landing pages. Be- Comment in forums, join discussions in
cause they are so targeted, you have to chat rooms, attend live events. Whatever
make sure it speaks directly to that person. you have to do.
So, to start, you need to be clear about What will happen is youll start to learn
your Ideal Client avatar. The picture and how to speak and think like them. How
description of them detailing exactly who they communicate their problems, aspira-

S H E RY L WOLOWYK
tions, and speak about the outcomes they The possibilities are endless. Whatever is
are searching for. What makes them tick. the most effective way to get your tar-
get prospect to consume your material.
This will not only be useful for everything People will have different preferences for
you ever do in your business, but when consuming your content so you must put
you connect with them in that space, to content out there using different channels.
go to your landing page, youll know ex- That doesnt mean you have to create a
actly how to express your message. new message every time, rather it means
you just repurpose the content and distrib-
For example, if youre a weight-loss coach, ute it using different marketing mediums.
and youre offering supplemental coach-
ing to the Weight Watchers program, you Once youve gotten their attention in their
need to learn Weight Watchers lingo. space, you must write your landing pages
Thats the only way youll be able to con- to address their specific desires and prob-
nect with those people, and show you un- lems. In their language, on their terms.
derstand them.
But you have to make sure they know what
If youre communicating differently, how you offer... how you can help them.
will they connect with you? You might as
well be speaking a foreign language.
Clarity of Value
You also need to take advantage of multi-
One of the biggest mistakes Expertpre-
channel marketing, in order to reach your
neurs make, is not taking the time to get
Ideal Client where they hang out, lever-
very clear about their Value Proposition.
aging the marketing channel that makes
sense for reaching them.
They think its enough to just sit down for
five minutes, write what they do, and be
If they hang out primarily in forums, and
done with it. But, really, that just doesnt
you write a regular blog, you need to re-
cut it.
purpose and condense the idea of your
blog posts into topics on that forum, and
There are so many people out there, the
other similar forums, to connect directly
internet is inundated with content and ad-
with them.
vertising. You have to stand out. You have
to be unique.
Repurposing your content allows you to
get it into the appropriate channel where
You need a signature solution.
youll reach your prospect, and in the mo-
dality they prefer, without doing a lot of
If you are a life coach, everyone has a gen-
extra work. If you write an ebook, you can
eral idea about what you do. But what do
always turn it into a podcast that people
you do that separates your business and
can listen to while working out, or while
your solutions?
driving to and from meetings or work.

S H E RY L WOLOWYK
I suggest you hone your value proposition Now, I didnt come up with my value
to something specific to you. For exam- proposition in one day. I had to really sit
ple, my Expert Elevation business focuses down and think about what sets me and
on helping my clients build an Influential my business apart. How I stand out among
Brand. Lucrative Business. Thats the val- the crowd. And who I help.
ue I bring to the table. I do this by helping
Expertpreneurs attract more clients, get A good way for you to do this, to define
top dollar, and increase theyre visibility to and get clear about your value proposition,
have the impact they desire. This clear- is to write it down. Then over the course of
ly shows who I help, and the outcomes two weeks, refine it and make it better. On
I provide for my clients. How I help my the first day, just take a half hour to work it
Ideal Clients is articulated in a clear and through. Put in the effort, but dont worry
concise way. about the result, yet.
Its also unique to me. Two days later, take another look at it. See
what jumps out you, and try to hone it
Beyond this, you have to connect that down a little more. Really think about who
unique value proposition to your prospect you help, the big benefits you provide, and
research. How can you provide value if what sets you apart from the rest.
what you offer doesnt matter to your tar-
get clients? Your value proposition must be Do this every other day for two weeks, and
benefit oriented, and answer the question see what you come up with. Chances are
theyre sure to ask Whats in it for me?. your value proposition will now be clear

S H E RY L WOLOWYK
and concise. It should also be punchy In order to make sure your landing page
short and sweet, something that hits your is read the way you want them to read it,
targets deepest desires. Letting them you have to take eye path into considera-
know, at a glance, exactly what value you tion.
provide, specifically for them.
First of all, a good way to present your
Now, once you come up with your clear, message, in many cases, is by using one
punchy value proposition, you have to column for your copy, with the text cen-
make sure you use it in the right way. Place tered down the middle. That makes it crys-
it on the wrong part of your landing page, tal clear what the prospect should read,
and your audience may never even see it... and in what order.
Holding Your Prospects Your value proposition can go in the page

header, or in the upper right corner, then
Hand your big headline next, in the top center
of your body copy, followed by more text,
Last month, I talked about eye path and line by line down the center of the page,
the golden triangle of a web page. Basi- leading their eyes to your call to action. Try
cally, how readers eyes interact with your to keep each line (with a paragraph break
landing page from the top left, to the top in between) short one or two sentences.
right, then down the page on a diagonal Short sentences with a few words each
line to the lower left. are particularly punchy.

S H E RY L WOLOWYK
Once youve said everything you want to

say, its ideal to literally point the reader to
the opt-in or registration area. Best prac-
tice for placing your registration form is
to the right of the body of your copy, in
a sidebar column. You can actually use
arrows next to the call to action text (i.e.
Get your free report now!) so they know
where to look.
The bottom line is the clearer the better.
If you use images, make sure you put them

in a place that makes sense. Studies show
that images draw the eye immediately, so
dont put an image where it will distract
your reader. If they jump down the page spammed, or any number of things. Its
to look at an image, they may not go back up to you to address the anxiety this can
up to the top and read your copy all the create, so they dont panic and leave your
way through. Instead, place images where page.
you want the readers eyes to go.
Risk-reversal, like a money-back guarantee,
Additionally, be sure to limit each land- is one way to approach it. If youre getting
ing page to one action. If there are other them to sign up for a free trial of some-
options, have it be a selection box where thing, you can make it very clear they can
you enter your info, select your choice, cancel at any time. No questions asked.
and click one button to submit your info.
Too many options can be confusing, and That will make them feel better about try-
cause friction decreasing the conversion ing your product or service.
rate of your landing page.
If youre asking for an email address, or even
Next, lets talk about anxiety, which can more distressing, a home mail address and
make or break you getting the results you phone number, putting up a link to your
desire. privacy policy in that area is very helpful.
Also, using a small graphic of a lock with
text letting them know their email address
Easing Their Fears is safe with you is very beneficial.
Landing pages are challenging because Some businesses are cute with this, and
your prospect has to give you person- put it in very informal and friendly terms. I
al contact information. They might be think that is useful, if that aligns with your
concerned about privacy issues, getting business image it sounds personal.

S H E RY L WOLOWYK
Bonuses, like a valuable worksheet, report, Taking Everything In

or infographic (on top of whatever it is you
are already offering) can push them over Landing pages are a hefty subject. Hence
the edge as well. They will feel like they are turning the topic into a three part series!
getting a lot of value.
But I dont want you to let this series cause
Adding a time or quantity limiter makes it you anxiety. While there is a lot of infor-
even more desirable. People never want mation and steps to take, dont let it over-
to feel like they are losing something (fear whelm you.
of loss is the biggest motivator in life), so
do not be afraid to make your offer only Take things one at a time, step-by-step, and
available for a day, a week, or perhaps have you will be amazed at how even the small-
only a few copies or spots available. est adjustments based on these tips will af-
fect your conversion rates. Do it right, and
All of this said, the easiest way to reduce you will have more conversions than ever
anxiety is to ask for as little information as before.
possible.
Once your landing page is up and running,
More often than not, youre only going the fun really begins. You can start testing
to need a name and email. If you need a elements of your page to see what con-
physical address, find a way to minimize verts higher, and optimize it to get it to the
the number of fields they have to fill out. industry standard of 30% conversion, or
Literally, the number of fields they have to higher.
fill out directly affects their anxiety.
Stay tuned for next months edition of
Make it as simple as possible. Expertpreneur Magazine, where youll
get my testing and optimization secrets to
take your landing pages conversion rate
higher.
SHERYL WOLOWYK
S h er yl Wolow yk is Founder of E xpert E levati o n a bus i n e s s c o ac h in g
an d entrepreneur training company f or ex pe r tpre n e ur s wh o
m ake a living s haring their know ledge an d e x pe r tis e . Sh e r y l
sh ow s expertpreneurs how to grow a l uc r ati v e bus i n e s s
an d inf luential brand w ith her income ac c e l e r ati o n s y s te m &
e xpertpreneur roadmap. She provides o n l in e pro g r am s , l i v e
e vents , coaching and VIP days to help clients d e v e l o p an e ffe c tiv e
b u s ines s s trategy and utilize s imple but po we r ful m ar ke tin g an d
sales techniques to attract a s teady s trea m of i d e al c l ie n ts , s o
t h e y can live the lif e of their dreams while m ak in g a big d i ffe re n c e
in t he lives of their clients . ww w.expertele v ati o n . c o m

M I C H E L E PW
What my Zum ba I ns tr uc tor C an Teach You A bout Your Biz Ex pertPreneur Magazine
What My Zu mba I n st r u c t o r
CAN TEACH YOU ABOUT YOUR BIZ
BY MICHELE PW
I
admit it. Im addicted to Zumba. But, it wasnt always this way. In fact, she
almost got fired after her very first class.
But it didnt happen right away. For a
year I flitted in and out of classes, not re- In that class, she started with 18 students.
ally clicking with it but since I kept hearing By the time the class was half over she had
from my friends how much they loved it I 9. By the time class ended it was down to
kept trying it. 6. And the next day her boss asked Tiger to
come to her office.
And then I ended up in a class with a wom-
Her boss told her she had been flooded
an named Tiger. And I was hooked.
with complaints about Tiger.
Tiger was born to teach Zumba. Her pas-

Too much hips
sion and love for it are infectious plus shes
Too Latino
an excellent teacher (in fact shes been
Too sexy
honored at a statewide level shes such a
Too loud
fabulous teacher.) Her classes are packed,
and her teaching methods and style have (Im unclear what they actually thought
influenced all the Zumba instructors at the Zumba was all about since thats pretty
YMCA.

M I C H E L E PW
What my Zum ba I ns tr uc tor C an Teach You A bout Your Biz Ex pertPreneur Magazine
much the definition of Zumba but what- And the rest, as they say, was history.
ever.)
So there are a lot of things to take away
Her boss told Tiger she couldnt teach an- from this story, but the one I want to talk
ymore unless she toned it down. So she about today is the idea of ideal clients.
went home and said to her husband They
wont let me teach because they think Im As successful Tiger is as a Zumba instruc-
too sexy. tor, in front of the wrong crowd (i.e. the
opposite of her ideal clients) she was a
Her husband answered Oh theyre a bunch complete failure. Once she found her ide-
of old white women, they dont get it. al clients everything fell into place.
I have to tone it down if I want to teach, And thats why knowing your ideal clients is
Tiger said. so crucial to the success of your business,
and why trying to market to everyone leads
You dont change a thing, her husband to spinning your wheels. Because not eve-
said. You teach it the way you want to. ryone is going to become your customer
And if they dont like it, well find a place (it honestly doesnt matter how good you
that does. are or how much they need what youre
selling, they just arent). And all you do is
So Tiger went back to her boss and begged dilute your message when you try to talk
to be given another chance. Will you to everyone instead of just to your ideal
change? her boss asked. clients.
Yes, yes, yes, Tiger said, fingers crossed And even if you end up getting your non-
behind her back. ideal clients in your business, those are the
ones who will be harder to please, who
And of course she didnt change a thing. will be more likely to complain youre just
Her next class she taught it exactly the way too sexy. And at the end of the day, ask
she had taught the first one. But this time yourself: Are those the people you really
she had younger students who loved it want to be serving in your business?
and told her boss. So her boss finally gave
her a class of her own to teach. It was the Because chances are youll probably be
smallest class the Y ever had -- about 6 a lot happier if you have a business filled
students. In 3 months it was up to 40. with clients who love how sexy you are.
MICHELLE PW
Michele PW (Michele Pariza Wacek) is your K a-C h i n g ! Mar ke tin g
st rategis t and ow ns Creative Concepts and C o py wr i ti n g L LC , a
p remiere direct res pons e copywriting an d m ar ke tin g c o m pan y
t h at helps entrepreneurs attract more clien ts , s e l l m o re pro d uc ts
an d s ervices and boos t their bus ines s .
To grab your FRE E Ka-Ching! Bus ines s Kit with a F R E E C D v is i t
www.MichelePW.com/f reecd

NOA H ST. J O HN
How t o Re a c h You r Go als T w ice as Fast Ex pertPreneur Magazine
How to Reach Your Goals

Twice as Fast
with Half The Effort
BY NOAH ST. JOHN
N
aturally, everyone wants to be more successful. Whether you want more money,
more customers, more profits, better health, or whatever result youre looking
forwhat youre really trying to do is create a new reality for yourself.
Lets illustrate that by saying that you want to go from your current reality to a new reality.
The funny thing about reality, though, is that all reality is perceived reality. Heres whats
really happening when youre trying to grow your business or change your life...
1. Right now, you are living in what I call your Current Perceived Reality (CPR). In your
CPR, you have what you have, you know what you know, you do what you do, and
you are what you are. This is your Current Perceived Realityand to you, it is reality. It
is your own little universe.
2. What you want is to be someplace else. That someplace else is what I call your NEW
Desired Reality (NDR). In this case, you want to grow your business. But it could just
as easily mean you want to change your health, your weight, your finances, your re-
lationships, your sphere of influence, or any number of other things.
3. Between your CPR and your NDR lies what I call your Belief Gap: the space between
where you perceive you are right now (your CPR) and what it will be like when you
arrive someplace else (your NDR).

NOA H ST. J O HN
How big is your Belief Gap? That depends on how long youve been in your CPR, how
hard you think it will be to get to your NDR, how many of your friends and employees
tell you, Its impossible, when you tell them your dreams; and so on.
Bottom line? Your business may be failing because you havent bridged your Belief Gap
for the results you want and are working so hard for.
Here are four ways to start bridging your Belief Gap starting today...
1. Use AFFORMATIONS.
No, thats not a typo. Afformations (not affirmations) are empowering questions that
immediately change your subconscious thought patterns from negative to positive.
Afformations use your brains embedded presupposition factor to change your uncon-
scious assumptions about what you can and cant do (see #3 below). Afformations have
helped people in 178 countries to bridge their Belief Gap and dramatically improve their
lives.
You can download the first chapter of The Book of Afformations free at
www.AfformationsBook.com
2. Ask yourself what you really want.
Its true: You cant get where youre going if you dont know where that is. Ask yourself,

NOA H ST. J O HN
If time or money were no object, what would I love to be, do, or have? If the answer
doesnt frighten you a little, you may not be asking big enough!
3. Challenge your assumptions.
You are continually forming assumptions about life and your relationship to it. The prob-
lem is, many business owners assume negative things like Its too hard or If I havent
done it by now, Ill probably never do it.
If these are your subconscious assumptions, your actions will be tentative, fearful, and
anticipating failureand your results will be less than desirable.
Just because youve failed in the past does not make you a failure. The simple fact that
youre reading this right now means that you are far stronger than you think.
4. Take out your head trash.
Most business owners are constantly focused on what they dont have and who they are
not. I call this your head trash.
Imagine if every negative thought you had ever had was a piece of trash in your home.
Now imagine that you never took out the trash. Your home would be pretty gross,
wouldnt it?
Take out your head trash and youll find that its a lot easier to breatheliterally!
Bottom line: Use Afformations, take out your head trash, and watch your businessand
your lifechange in amazing ways.
N O A H S T. J O H N
Noah St. John is f amous f or inventing Af f or m atio n s an d c re atin g
c u stomized s trategies f or f as t-grow ing c o m pan ie s an d l e ad i n g
organizations around the w orld. His s ought-afte r ad v ic e is kn o wn
as the s ecret s auce f or creating breakth ro ug h pe r fo r m an c e .

He appears f requently in the news world wid e , i n c l ud i n g C N N,
ABC, NBC, CBS, Fox, National Public Radio, P ar ad e , Wo m an s D ay,
Los Angeles Bus ines s Journal, The Was hi n g to n P o s t, C h ic ag o
S u n-Times , Selling Pow er, Forbes .com, and T h e H uffin g to n P o s t.

Ge t Noahs FRE E video s eries : Dis cover T h e Mi s s in g P i e c e to
Ab undant Health, Wealth and Happiness (A l l Yo u N e e d I s 5
Minutes A Day) at w ww.NoahStJohn.com

L E S L EY A NN G RI M OLD BY
Deal W it h Ti me Ex pertPreneur Magazine
Deal With
P
lan weekly. Prioritise Daily. If you can do
those two things you will pick up about
TIME
a third of the time bandits that steal your
time. Create a weekly calendar and put
the big rocks in first. Allocate time for
your strategic work and other top priority things in
your life. If going to the gym daily is a priority put
it in there. Then allocate the next level of work
Plan Weekly
which might be client work, and so on. Whatever
you do dont forget your LIFE outside work as well.
BY LESLEY ANN GRIMOLDBY Deal with the biggest time bandit of all Interrup-
tions. These are without doubt the greatest source
of frustration for a business owner. Ask yourself:
Who actually gave them permission to interrupt
you all the time?

L E S L EY A NN G RI M OLD BY
Deal W it h Ti me Ex pertPreneur Magazine
Take away employees, customers and with them in batches a couple of times
familys permission to interrupt whenever a day, instead of dealing with every per-
they feel like it. There are few strategies ceived crisis in the moment.
that will have greater impact on your pro-
ductivity! Have employees get into the
habit of prioritising their crises and develop
Stop Fixing Things
a proposed solution to the issue BEFORE
If you think you have to fix things all the
they come to you. Politely ask friends to
time, youll never move ahead, because
call you after work.
there will always be something new to fix.
Fixing things keeps you stuck and wedded
Only events that require IMMEDIATE at-
to the way the company is now. Work on
tention are worth an interruption. For any-
thing else they must find another way of the things you want to happen; look at the
communicating with you: email, voice- result and then design your business to
mail, adding it to the agenda of your next produce that result through your systems
meeting, putting it into a daily report. and your people.
For customers, make someone else in the Start working on the business you want to
business the first point of contact after have. Spending time trying to fix the one
all, isnt that what you ultimately want? In- you used to have will keep you stuck. Fo-
struct employees and family to limit calls cus on the business you want and gradu-
to you during the work day. Let your voice- ally the old one will morph into the one
mail pick up calls that do come in and deal you want.
LESLEY ANN GRIMOLDBY

Le s ley Ann Grimoldby is a s eas oned bus ine s s c o ac h an d m e n to r,
wh o w orks w ith bus ines s owners in th e s m al l an d m e d i um
e n t erpris e s pectrum. Believing that a bus in e s s s h o ul d s e r v e i ts
owner, not the other way around, s he s hows th e m h o w to pre pare
t h e ir bus ines s f or expans ion or s ale or b o th .
Company: Next Level Up

www.nextlevelup.com.au

Ex pertPreneur Magazine
When I let go of what I am, I

become what I might be.
-Lao Tzu

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S H E RY L WOLOWYK
As ki n g For Bu s i ne s s L i ke You D ont Need It Ex pertPreneur Magazine
Aski ng F o r B u s i n e ss
LIKE YOU DONT NEED IT
BY SHERYL WOLOWYK
H
ave you ever been on a date How you can set yourself up to not need
with someone whos desper- every sale...
ate?
And the best technique you can use to
Its a big turn-off. Even when the person turn desperation on its head...
is really nice, well-dressed, and otherwise
charming, if he or she seems needy, we
lose interest.
The same goes for asking for business.
You cant beg your prospects for sales and

expect to get anywhere. People will sense
you need them, and want to run away.
Theyll become wary of you.
But it can be hard not to come across as

desperate when you are feeling desper-
ate. Perhaps you dont have a lot of money
in your bank account, or dont have very
many prospects; these concerns will creep
into your everyday interactions with oth-
ers, and theyll know something is wrong.
So, today, Im going to show you a few ways

to put yourself in a position of strength in
your business, so you can sell with confi-
dence. Including
How a true professional car salesman de-

fies the stereotype (and makes lots more
sales)...

S H E RY L WOLOWYK
who really dont like what they do.

The Good Salesman
You can imagine how this would affect
When you think of a car salesman, what their performance. They could either buy
comes to mind first? directly into the negative stereotype, be-
cause they believe that is how it should be
For many, its the slimy, snake-oil salesman done. Or, they feel defeated from the start,
that weve all come to loathe. Or perhaps and get very few sales, creating a vicious
the hyperactive, desperate guy who never spiral of desperation and failure.
lets you get a word in edgewise.
This paints a pretty bleak picture for car
In either case, those arent attractive quali- salesmen, doesnt it? Well, all Expertpre-
ties, and he probably scares off more peo- neurs (and all business owners) can suf-
ple than he closes. But why do you think fer from it, as well.
its like that?
But there are people who sell for their en-
First of all, commission based work can be tire lives and make a great living, without
intimidating. When your income depends the stress. They show none of those nega-
solely on the number of sales you make, tive qualities, and are in fact quite the op-
you want to get as many sales as possible. posite: charming, calm, casual. They talk
And if youre not doing particularly well at to you, taking a real interest in your life,
any given time, you tend to come across past and present. And your desires and
as desperate. concerns.
This is referred to as commission breath They never nag you or play price games
among salespeople. Essentially, the cus- either. They just go about the conversation
tomer can smell your need to make the nonchalantly, working to understand you,
sale and get the commission on your and truly help you find a solution thats
breath. Your need is obvious. right for you.
As you can imagine, this doesnt work well. It feels absolutely nothing like a sale as
And it exacerbates the problem. we sometime think about it. Yet, its exact-
ly what every sale should be like for the
Second, there is an awful stigma around most success.
sales. People believe it to be a shady and
manipulative career. The less obsessive you feel over closing
the deal the better you will be. If you al-
So you have these poor souls trying to ways remember that its about the pros-
make a living, but they are buckling under pect, and matching your services or
the weight of believing their work is less products benefits to their problems and
than worthy of respect. And they may desires, you will do just fine. Pro salesmen
have even been trained by other salesmen know this better than anyone.

S H E RY L WOLOWYK
And ignore the stigma:

its based on a false im-
age of selling. Remem-
ber, you are in this to
help people transform
their lives. Helping them
make a buying decision
is a good thing.
But all of that is easier

said than done, if you
feel the weight of your
empty bank account,
or have very few pros-
pects.
Well, the first thing is to implement many

Setting Yourself Up for of the marketing tips and techniques I have
Sales Success discussed throughout my Expertpreneur
Magazine issues, blog posts, and newslet-
The fact is, if you dont have many leads, ters. The most important result of doing
you are going to feel stressed every time these is developing a large list of your tar-
you try to get business. get prospects to market to.
There are two problems with this: You see, not only is having a large list good
for business, it also alleviates stress. You
1. Statistically speaking, you wont have know some people will be interested, and
a 100% close rate. No one does. Per- some wont. Sales is a numbers game.
centages change across industries, but Which means, by continually building your
if your industry standard is 15% and you list of prospects through lead generation,
only have 5 prospects... youre only like- and following up to make an offer, youll
ly to make one sale. Thats probably not meet your goals if you have a big enough
enough to meet your financial goals. list!
2. That stress and desperation is going to Good marketing content plans, funnels,
come through each and every time you multi-channel marketing, social media,
have a sales conversation. Youre going etc... will get you more leads.
to hope and pray that this is the one.
And they will see it, and feel it, from a Position yourself as an authority that peo-
mile away. ple can rely on for useful, actionable infor-
mation. Reach out to people over multiple
So, what can you do? channels and find out where your target

S H E RY L WOLOWYK
audience hangs out. Spend time and do A very effective way to close a sale that is
some serious marketing there and they often used in direct response marketing is
will come. the takeaway. Youve built up everything
and youre ready to go into your close, but
The next step is to set up your life and your before you do, you give a disclaimer.
business so you always have money in the
bank. This is important, because flying by Essentially, you say Before I go on, I have
the seat of your pants, and not being sure to get something off of my chest. I have a
of what is happening with your finances, funny feeling about people who buy my
creates stress. And, as Ive expressed over products and do nothing with them. If
and over, that stress will deeply affect your youre not 100% serious about transform-
sales. ing your life, and arent 100% committed;
Im asking you to not buy it today. You
Whenever you make profits off of a sale, be heard me right. If you have a tendency
sure to bank some. Try to get yourself into to buy products and sit on them, Im ask-
a situation where you have enough money ing you not to buy mine. Just close this
to cover your expenses for the next three webpage and carry on with your day. Oth-
months, not just the current month. erwise, if you are serious and committed
to solving your problems, and getting to
Its a standard financial planning tactic, but where you want to be, Im in your corner.
once youve gotten away from depend- I created this product for people just like
ence on the paycheck-to-paycheck life- you! Then move on to the close.
style, you will feel infinitely better about
your business. And you will approach eve- Sounds pretty harsh right? And it probably
rything you do with a new sense of confi- also seems counterintuitive youre telling
dence. people to go away! Thats because it is.
Earning you bigger profits in the long run.

However, this has an interesting effect on
peoples behavior they take it as a chal-
How to Sound Confident lenge. Youre saying to them, if they buy
In Your Pitch your product, they darn well better be seri-
ous and be a good client. Otherwise, dont
Youve got your prospect on the hook, waste your time.
theyre interested in your product, and
youre ready to close the deal. If the pitch By doing this, you position yourself as
youve been giving has been hitting them not needing the sale. And you also come
over the head with benefits, stories, and across as caring about your clients suc-
future pacing, it might be time to back cess, that its not only about the money.
off for a second. This tactic also weeds out prospects who
will buy it, sit on it, and then complain that
And have I got the perfect technique for it doesnt work.
you

S H E RY L WOLOWYK
Youll kill two birds with one stone, and An effective, multi-channel marketing plan,
dramatically improve your sales. But you plus a healthy bank account, will take a lot
must feel confident in your business and of the pressure of making sales away from
your marketing to be able to pull this off. you. Allowing you to be cool, calm, and
nonchalant like the best pros out there.
Developing Confidence Take some time to analyze your business,
and how you operate, and see where you
You have everything it takes to create and
can make adjustments to bolster your con-
grow a lucrative expert business.
fidence. Youd be surprised how the sim-
ple act of creating content, or even bank-
But, in order to be effective at sales, which
ing a small percentage of sales will make
is integral to your success, you have to be
you feel better.
as confident as possible. As Dan Kennedy
says, if you seem needy, you wont get
Build up your strength, and youll be sell-
anywhere.
ing like a confident pro in no time.
SHERYL WOLOWYK

RAV E N B L A IR DAVI S
3 Key S t r at e g ies for I nter v iew s th at Pay Ex pertPreneur Magazine
3 Key Strategies
for Interviews that Pay
Podca s t w ith R av e n Bla i r D a v i s - T h e Ta l k Sh ow M a ven
I
f youve ever wanted to extend your
visibility and reach using radio or pod-
casting then youll definitely want to
tune in to this one-hour special episode
with the Talk Show Maven herself Raven
Blair Davis.
In this episode Raven shares 3 key strate-

gies to creating a winning and profitable
radio show. Shell share her tips on mak-
ing money, interviewing up, and 3 types
of interviews that pay over and over again.
Youll also learn some of the biggest mis-
takes that radio show hosts make that
youll definitely want to avoid.
Join us to hear the executive producer and

host of Women Power Talk Radio heard in
over 120 countries.
R AV E N B L A I R D AV I S
Raven Blair Davis is the executive prod uc e r an d h o s t of (2)
Award w inning global Internet Radio s how s : Wom e n Powe r Tal k
Radioand Careers From The Kitchen Table. A fo r m e r C N N & C B S
radio pers onality, s hes now a celebrity in te r v i e we r, s uc c e s s ful
c olumnis t, s peaker, author and executive p ro d uc e r of (2) po pul ar
radio s hows as well as being a corres ponden t i n te r v ie wi n g o n th e
Re d Carpet. She is cons idered to be one of be s t wh e n it c o m e s
t o interview ing thought leaders , celebritie s , po we r ful bus in e s s
owners and.ordinar y people w ith extraor d in ar y s to r ie s

Highlights of the 3 Key Strategies

for Interviews that Pay
Po d c a st w i t h RAVEN BL AI R DAVI S - T he Ta l k S ho w Ma v en
Can you share a little bit about the my sister and I were always back and forth
always asking her. What I seen in her was
challenges at the beginning?
not the worry, as she laid up there with
tubes around her and couldnt... Very help-
Raven Blair Davis: Oh my goodness, chal-
less and not really looking well. When peo-
lenges! Oh yes. Theyre going to be there,
ple are in the hospital, they gain weight,
and any time you want to move forward
they blow up, theyve got these tubes and
those setbacks, the challenges and adver-
its very sad. Maybe your listeners can res-
sities are just going to come so you just
onate with that.
got to be ready for it. Put your armor on
and just say: come on, ready, next! Thats
Heres the thing, instead of me noticing
basically the attitude I had to have, as you
that she was worried about her, I noticed
know Sheryl. Ill share this with your listen-
that her worry was: Whats going to hap-
ers and readers, but my show started in the
pen to my girls? Whats going to happen to
ICUU unit of Methodist Hospital when my my 55 and my 57 year old that can barely
mother was in there for 3 weeks. At that take care of themselves? I seen her wor-
time, I was 55 years old. I was working a rying more about us than her, and I begin
cold calling telemarketing job from home to wonder: Did mom always live her life
while I worked 20 hours a week making for us, and never do her dreams? Is she
$10 an hour. 20 hours a week making $10 thinking about not only whats going to
an hour, it doesnt take a rocket scientist happen to us, but all that she missed? Did
to figure out thats like no money, $200 she live her dreams, did she travel where
at the age of 55. And my mother was my she wanted to go? I was in the chapel and
cushion. When things fell, marriages, jobs, I was just meditating, of course, that she
getting laid off or whatever, I always went would get through it. Then I realized: Ra-
back to mom. I hate to say it, at the age of ven, what about you? Are you living your
55 many times I went back to mom and I dream, are you settling in life? How can
was even married at that time, borrowing you help your mother, who if she comes
money from my mother who was in her through this, all she has is Medicare? She
seventies. When she was in the hospital, doesnt have Medicare and Medicaid both,

and she doesnt have money - and you at that time I was just jumping out and fol-
dont have money. How can you help her lowing what I learned from Alex and put-
if you cant help yourself? Thats when, I ting the pieces of the puzzle and just going
believe, it was placed in my heart by my for it. One of the things that I encourage
God to step up, that somebody in the fam- people that are thinking about setting up
ilys going to have to change the track we a radio show, dont do it until you have a
were going on, and somebody had to fi- profit stream set up as well. I dont want
nally be there for my mom because my you to procrastinate on it, but if you can
dad had passed away in 98 and this was think about the website, if you can think
February 6th of 2006. about the people youre interviewing, if
you can think about the content youre
I happen to be taking Alex Mandossian going to deliver, you can certainly take a
course, Tell Us In Our Secrets and I heard moment and think about: Okay, whats my
him say, and I want your listeners to get fastest path to cash for this? How am I go-
this that have home-based business being to make money? I dont care if youre
cause were going to come back to this making a dollar off of every subscription or
soon, I heard Alex say that if you did not whatever, you want to set it up for profit.
have a business and you wanted to start
a business, do not try to start something Theres some things that you need to do
that youre going to have to spend years of on that: you got to know that youre hitting
studying and learning how, go after a mar- the right mark, you got to stay persistent
ket that you know, that you can mentor to, and consistent both, you cant be all over
that you can help and bring them some- the place. One of the things I did early on
thing of value without spending 5 years once Women Power got up and I really got
to figure it out because you need money started interviewing, what Women Power
now. I also heard Alex say that the quick- was really about empowering baby boom-
est way to become an expert if you were er women to go through with their dreams
an unknown is to interview other experts. and visions no matter what. Then, I started
The quickest way to become an expert if to think okay, well I want this person, we
youre unknown is to interview those that can talk about a business. Women Power
are world renowned, those that are known, was not supposed to be a business show,
those big experts. it was supposed to be an empowerment
show. I remember losing listeners because
If you knew then what you know I started mixing stuff, just kind of pulling
from here, pulling from there. Youve got
now, tell us one or two things that
to stay so consistent because your listen-
you would have done differently. ers or your readers will leave. They are at-
tracted to you for the reason they signed
Raven Blair Davis: I know, for sure, one up or they started listening. When you start
of the things that I would have done dif- going all over the place and you get off
ferently is set it up for profit. I cant really your path, you lose them. Theyre like wait!
blame it on the fact that I didnt do it right, This isnt for me.

Can you give us a couple of your executive producer of this show, I dont
favorite, most profitable ways to have any major sponsors, and those sta-
tions do. That covers you being on there. If
monetize your interviews? you want to come on my show, its going
to be an investment.
Raven Blair Davis: I love the fact that I can
talk and teach and do live events around Another way that you can monetize is you
the subject of profiting and monetizing can take that interview, the regular inter-
from these interviews. One of the ways view that you did - the 20 minutes, 30 min-
that I create income from my interviews is utes, or an hour and you can turn it into
number one, I charge for ExpertPreneurs an information product for them. They
to come on my show and discuss what paid you to come for the interview, now
they do. Not the Jack Canfields or the Les you can take that same customer that said
Browns or Lisa Sasevichs, Lisa Nichols - wow, that was a great interview, you were
you get them on for marquee value, theyre amazing and you can give them the offer
making you look good. For the others, Im of: how would you like for me to turn this
sorry - youre going to have to pay some- into a product for you? I do all the work, Ill
thing. Its either going to be part of a bo- even go ahead and take care of the sales
nus because you took advantage of one of page and get everything setup for you, and
my VIP days or youre in my mastermind you package it up.
or you bought a product or service, if its
not a bonus then its definitely going to be Another way that I monetize my interviews
something that you invested in. is I put them into books. I take those in-
terviews, I pay to have them transcribed,
Why? Because Im not running a hobby. I and I create business directories like Ca-
did that my first year and my show was get- reers from the Kitchen Table, were getting
ting ready to change from Women Power ready to launch our 4th edition - which
Radio to Raven Live from the Streets of youll be in, Sheryl.
Houston. [laughter] Literally, live from the
streets of Houston! I had to change that Can you tell us about your
real quick, so I recognized this is not a
hobby, this is a full-time business. A lot of
mastermind group?
sweat has been into this, a lot of tears, a
Raven Blair Davis: Absolutely, absolutely,
lot of ups and downs and stuff. I needed
yeah. One of the things when I decided to
to turn it into a profit machine. For people
start my radio station, amazing women of
that I talked to, Sheryl, to be honest, some
power, I said, you know what, as I know
of them were like: well, you know Ive been
of, right now, theres no other radio station
on Oprah, I was on whatever, CNN, CBS, all
that has a mastermind, they bring together
their host and really focus on monetizing
these things - and I never had to pay. And
your radio show, and changing your mind-
I say [clapping], kudos for you! Wow, thats
set. Because most of the biggest problem
amazing. Im an independent radio host,

dont try to do it yourself, get a team, well

the other part of that is get you a mentor,
a master, heck I had a mentor, Alex Man-
dossian, at the hospital, and I just invested
in his course, making a payment plan, but
now hes been one that Ive interviewed,
and he calls me his sister from another mis-
ter, hes my brother from another moth-
er. Ive created relationships from people
that Ive interviewed and stuff, but I started
off mentoring with some of these peo-
ple, you dont try to just get everything for
free, when you starting out you dont have
money yet, you get what you can, theres
is most people dont think they can make a lot of free stuff out there, but as soon as
money for radio so they simply dont a-s-k you make some kind of finances, look at
ask. So I knew that I wanted to have a mas- what part of that finance can you invest in
termind. We meet the last Monday, as you a program, were all mentors --- we have
know Sheryl, of every month, for about 90 people that have mentored us just from
minutes, but a lot people cant make it so buying their books, and their audio series.
we even have a mastermind online mem- But eventually you need to find a master-
bership where you can go back and lis- mind that you can get into, like Sheryl says,
ten to two years of call. I want them to be so you can have that support. So you can
able to go back and listen to those and we show up in it, because youre right its fun,
pride ourselves as a host to get their first going for the contest, and rooting, and
guest, big guest, or as a host make their being announced on each call, and when
first dollar, or make money with the show, they open up the lines and say who has
we like to bring that to our other hosts, to something to share, a big win. Im like
let them know its just not Raven talking, you, Sheryl, I cant wait to get on it and talk
if you actually taken and put into practice about what Ive done. I mean, thats part of
what shes learned and put into practice, what youre investing in, and it keeps you
you can make money too. So yeah I think driving for more, yeah, I love more, m-o-r-
every business, no matter what business e more, yeah.
youre in, you should create some kind of
inner circle, you know with your current If someone wants to get started in-
clients, give them that opportunity, and terviewing, what are some insid-
say I will virtually hold your hand through
the way, and like you, you and I invested in
er secrets you could share to help
some of the same mentors, so were both them just get going with it?
huge on mentors.
Raven Blair Davis: Wow. Great question,
Remember earlier when I was talking about the first thing Id recommend for some-

one to do is just start getting out there, web-TV show, or google hangout, what-
and googling, and finding out whatever ever, and I want to do some interviews,
niche you are, put in their interviews of this and youre perfect, you fit the market that I
person, the person you want to interview, need. Heres what I ask the people: would
and listen to an interview of the person you be open? Dont ever say would you be
you want to interview, so you can prepare interested, interested is a word that people
yourself for that interview. And get some say no, yes or no to, and most of them
small interviews out the way, my first in- will say no. Are you open, are you open
terview was with Brenda Grath, my sisters to, heres another key word I put, featured
friend, she wrote a book called with six guest on my show.
you get laundry and after I interviewed her
I interviewed someone on finance. Just Whats one of the biggest mistake
get some under your belt, so that you can
that you see radio show hosts make
put them on your website, because when
you go to the big experts, trust me, theyre in your opinion, give us some things
going to have their people check you out, to avoid. So we dont do that.
so you want to make sure youre looking
good. Raven Blair Davis: Well, one of the biggest
mistakes they make is they get into their
And then the second thing, I would say, is head. They start thinking about scripting
make your list and make it long and strong, out their show and all the analytical things,
and make your dream list of the people dont try to figure out the how, dont be
you want to interview, and better yet, once trying to cross your ts and dot your is all
you make that list, go find your pictures the time, do your homework, and well
out of a magazine, nowadays google their talk about that in a minute, but just get out
pictures, and make you a vision board. I of your head and get into the heart. And
had a vision board. And I basically just put when you get into the heart, you really
it right in front of my computer, and it was tap into that, it may take some meditation
my computer, my phone, and my vision right before, let it go, like I said earlier, and
board. Go with your gut, especially us let it flow. Just be authentic you. Dont try
women, we get a feeling we know were to be an Oprah, dont try to be an Ellen,
right on, and you get that feeling one day dont try to be a Larry king, or whoever
in the middle of the work and it says pick else is out there. Be you. Because youre
up the phone and call Jack Canfield do going to attract the audience that is meant
not hesitate, pick up the phone and call for you, the readers that are meant for
Jack Canfield, offer and ask for the inter- you, the coaching clients that are meant
view, just go for it; make your list long and for you, and when you attract them your
strong, make your dream vision board, get work is going to be so easy, youre just go-
a few friends and family members, and ing to keep smiling not just on the outside,
people that youve gotten business cards, but on the inside, because you were you.
get them interviewed and say: hey Im And they accepted you the way you are I
building this radio show, or building this make so many mistakes on the air, I laugh

at myself sometime, like ooh I guess I bet- to turn it down, and youre not going to
ter have another cup of coffee. I aint up know that if youve not got a clue how to
yet, when I make a mistake, its okay, and I handle interviews.
learn to be bold like that, because before, I
went to CNN and CBS, I was doing all my And the other thing, again, to have a suc-
shows pre-recorded, but at CNN and CBS cessful interview you got to ask the right
I had to actually come into their studio, so questions, and you got to ask things that
I couldnt go back and edit it out, Sheryl, you know theyre going to get excited
when they did that little countdown in my about. Because you want them to really
ear, and once I was on I was on, whatever deliver on your show, another thing is not
came out of Ravens mouth, whether she only is it important for you to prepare for
cough, whether she sneeze, whether she the interview, it is important, which you
pronounce somebodies name wrong, it do a really good job on I applaud you on
was out, there was no editing. that Sheryl, in your emails to the people
that you interview, you must prepare them
Whats one thing that people do for the interview, let them know the ques-
tions that youre going to ask, I always
that could guarantee a successful
ask is there any particular questions you
interview? would love for me to ask you, so you can
really be able to deliver the message that
Raven Blair Davis: You know what, I think
I know you want to deliver. And then the
when you really listen to someone that
other thing I s you want to make sure that
youre going to interview, listen to some
that person is very clear of your audience,
of their interviews prior to you interview-
ing, you will have a fantabulous interview.
Why, because you are more prepared,
you got to hear their energy, because you
want to match their energy, okay this per-
son is kind of low, so you want to be [non-
sense], and theyre energy is low. So I go
out and I google their name, and I google
interviews, and I listen to how they sound,
Im trying to get a real good idea of their
personality, does this person laugh some,
because Im going to draw them out, Im
going to know when to really do my Rav-
enism thing, my fianc called me my Rav-
enism stuff, and when to tone it down. Be-
cause sometimes I can be over the top,
and I know many of you nodding your
head okay be nice now. you know, you
got to know when to turn it up and when

I always let them know who theyre speak- on and they basically write the questions
ing with, so theyll know how to cater their themselves, Im not going to have them
questions to fit their audience, as you not- invest that kind of money and I just ask
ed in yours, I could have been saying ex- them questions thats not going to benefit
pert all the time, but I used expertpreneur them, so I have them write those ques-
because thats your term, so Im trying tions, and we create, we actually custom-
to fit my message in with your audience, ize the interview for them, to present them
whether theyre reading it in your expert- as an expertpreneur, recognize, oh yeah,
preneur magazine, or listening to your ex- and also create a product at the same time
pertpreneur show. that they can use. I might not package it
up for them, but the way that we present it
So you want to find that commonality that theyre able to take that interview and say
you two have in common, like you and I I was recently interviewed on the award-
love the same mentors and masters. But winning home business show careers
also you want to be able to use some of from the kitchen table, as they give their
their branding, or some of their audience business cards, they give an audio or mp3
message --- you want to tie it in, theyre link to that interview and say this will give
going to say wow. That person is going to you a little bit more insight on what I can
want to come back, because you match do, and how I can best this issue, and may-
their thing, you might talk about their prod- be you and I can connect next week and
uct, [inaudible], or something, and make Id love to schedule a free break through
the interview really really enjoyable, I call it the big profit strategy session, or whatever
an experience, I teach people how to have you call your strategy session. And when
an experience, how to give their guests an that persons in their car, or when that per-
experience, how to give their clients and son gets home, or on their phone nowa-
days, you can do it so many different ways,
customers an experience, whether its on-
theyve got more than just a business card
air or off-air, Im all about the experience.
from you, they have an amazing interview,
like the one Sheryls doing with me, that
You have three types of interviews they can really get to know you and your
that you say pay you over and over work. And thats the best thing, because
again, can you share quickly with youre not tooting your own horn, youve
got somebody else edifying you from their
us what those three types of inter-
intro and the questions, and that happens
views are that people could use. to me over and over again, thats what
saved me from losing my house at the
Raven Blair Davis: We kind of touched on time and all that.
one of them earlier and that is, I call them
my featured guest interview, and thats And what I did was I realized who was my
when people invest in a certain amount target market, remember we talked about
of time, for instance for a fifteen minute that earlier, you got to know, and I realized
interview its about $997, and they come at the time by me going --- I had PayPal

at the time, I looked at the little funds that once you get something that works for
I had coming in, and trust me back then you and you have it packaged up, which
I didnt have like twenty sales from the is what I do, to where its not just the in-
whole year, so it was real easy to see what terview but they get so much more, and if
was going on, and I noticed the common- you like or see what Im talking you can go
ality that was going on, was everybody was to careersfromthekitchentable.com, ca-
a coach. They may not be an author, they reersfromthekitchedtable.com, and look
may not be a speaker, but the one thing at my advertise package to give you an ex-
that all the people, but the few people ample. So thats one, and now Im going to
that had paid me, the twenty people that give you one more, because I know I over
had paid me Sheryl, they were coaches. talked on that one.
So I came up with coaching you to your
success segment, wrote me a script and The other way that I make money, or the
hit the phone. And boy I was like having second one I would say, is I create what I
three or four people in one show, or three call an audio infomercial, now thats a little
people in one show paying $997, when I bit different, its kind of sort of like the first
was in CNN and CBS, and I thought that one, but this one is designed, just like you
when I left CNN and CBS it would change, see those TV infomercial, Sheryl, its exact-
but no, still doing the same thing. Because ly like that but its an audio infomercial.
To Ac cess the full trans crip t

of the int e rv iew click the follow i n g l i n k :

Discover How to Turn Your Business
Into a CASH Machine
Using the Power of Your Voice!!
Join Award Winning Talk Show Host
Raven, The Talk Show Maven

for a FREE breakthrough to big profit
strategy session.
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to meet via phone or Skype
Schedule a session with Raven HERE
JE FF R EY A . STEELE & J OEL S. LEV INSO N
What is b e t ween you r D o a nd D one? Part I Ex pertPreneur Magazine
What is between
your Do and Done?
Pa rt I: E xcuse Yourself
BY JEFFREY A. STEELE & JOEL S. LEVINSON
A
really smart man, Benjamin
Franklin, wrote in his autobiog-
raphy that he asked himself two
questions each day. In the morn-
ing, What good will I do today? and in the
evening, What good have I done today?
This is EXACTLY what all entrepreneurs
need to ask themselves each and every
day. However, we need to make one small
change: Lets put your business/personal
goal, mission, vision, or dream in the state-
ment. For example: What will I do today to relation to their goals. Those who use ex-
enhance my business? And at the end of cuses instead of action will not achieve
the day: What did I do today to enhance their goals.
my business?
At Live The Risk, we pull no punches: Ex-
We have found that those who dont have cuses are an acid that eats away at your
a clear view of what they want between dreams. Once excuses take hold in any
their Do and Done will not take the nec- day-to-day practices there will be the inev-
essary actions to make it a reality. They itable drop in productivity. The once well
end up wasting their one irreplaceable established desire of success will no longer
resource: Time. Not to mention, they will be the focus of your business or life. At this
waste the energy and brain matter it takes point, your business will become nothing
to achieve progress in areas that have no more than survival.

In our research, we have found three main cess should not be saying, I am too old
sources of excuses: Complacency, Com- to change, Cant teach an old dog new
parison, and Complaint. tricks, or It is good enough. You should
treat these words as nothing more than an
Complacency excuse to stay in a rut and not take respon-
sibility for failing to meet goals. You should
know by now that it is important to con-
When a great team loses through
tinually raise the bar in business and keep
complacency, it will constantly search
striving toward a future filled with success.
for new and more intricate explanations
to explain away defeat.
~ Pat Riley
Comparison
What lies behind you and what lies in
Complacency is nothing more than at-
front of you, pales in comparison to
tempting to survive. It is the thought that
what lies inside of you.
maintenance of what you currently have
~ Ralph Waldo Emerson
as it relates to revenue, clients, process,
methodology, knowledge, or goals is
It is bad business to compare your results
good enough. The drive to learn and grow
against another entrepreneurs because it
is replaced with the status quo. Average
is nothing more than laying the founda-
becomes the new normal. And todays av-
tion for failure. If comparing yourself to a
erage is tomorrows below average. Any
weaker competitor produces results that
entrepreneur willing to settle for right here,
look great, this can cause a false sense of
right now, is going to fail if they believe that
safety and security. This can lead to lower
the world will not change.
standards and potentially a lack of focus on
The bad news, for those who are compla- future results. What if you compare your
cent, is that the world does keep moving results to a more successful competitor?
and those who move with it will be re- You may look like a failure by comparison.
warded. Some entrepreneur, somewhere,
is making progress towards a new goal, Our reasons for not comparing your re-
finding a better value proposition to lure sults against competitors are: 1) no two
the client, developing a new product, and entrepreneurs are identical in style and
figuring out how to eat their competitors education; 2) no two entrepreneurs run a
lunch while leaving behind those who business exactly the same way; 3) no two
have settled for . . . average. entrepreneurs have the same resources.
We believe that the only time comparison
To avoid complacency, you should never should be used is when comparing a busi-
stop reviewing what you know and what nesses past results to their current results
you do. Entrepreneurs who desire suc- and future goals. Since no two people are

exactly alike, why compare anything other vironment, and impede progress. Com-
than where you are today and where you plaining is a waste of energy.
want to be tomorrow?
We suggest that all successful entrepre-
Complaint neurs use their time addressing the things
within their control instead of worrying
about those that are not. When feeling the
It is impossible to suffer without mak-
need to vent, especially under pressure,
ing someone pay for it; every complaint
make sure to: 1) stop and ask what else
already contains revenge.
could be done in order to meet goals; 2)
~ Friedrich Nietzsche
talk to the right person - which means that
they have the authority and responsibil-
Sure, we have been conditioned by so-
ity to solve the problem; 3) make sure all
ciety that the squeaky wheel gets all of
communications are clear and concise, so
the attention, but why? Does complain-
it is not about an emotional rampage, but
ing about others or circumstances really
a possible solution to an identified prob-
help an entrepreneur achieve their busi-
lem.
ness goals? Can you really afford to pay
the price of delays while hoping that your
complaints are heard? We find that com- How to solve the excuses
plaints are nothing more than a filler that
tends to waste time, create a hostile en- No battle worth fighting has ever been

won by falling back on excuses and hop- because there is no attempt to anchor to
ing your competitors will show mercy. We the past or rest on your laurels. You have
recommend resisting the temptation to do accepted that no one else is responsible
what society expects and skip excuses al- for your success except for you, and isnt
together. Obliterate the excuse epidemic that why you became an entrepreneur in
of complacency, comparison, and com- the first place?
plaint. Yes, we have heard it before . . . it is
easier said than done; which by the way, Remember to ask these two questions
is an excuse. Our suggestion: Make no ex- each and every day:
cuses, only improvements.
In the morning, What will I do today for
In the end there is only you and time. my business?
To waste either one of these precious re-
sources by making excuses will sooner or In the evening, What have I done today
later have dire consequences. When you for my business?:
run a business or live your life without ex-
cuses, each and every day is better than the Until next time, Live The Risk!
last. When you do not accept excuses you Stay tuned for Part II: Do For Yourself in
will find yourself always moving forward next months issue!
J E F F R E Y A. S T E E L E & J O E L S. L E V I N S O N
Betw een them, Jef f rey A . Ste e l e an d J o e l
S. Levins on, have laun c h e d an d g ro wn fi v e
bus ines s es to achieve mil l i o n s i n s al e s . To d ay
they apply their con s i d e r abl e e n e r g y an d
talents to create a movem e n t fo r e n tre pre n e ur s
to achieve meaning in th e ir l iv e s be y o n d th e
conf ines of their balance s h e e ts . N o s tr an g e r s to
f inancial s truggles , trials, an d tr i bul ati o n s , th e i r
non-s top learning and ne v e r g i v e up appro ac h
is the key to their s ucces s . T h e auth o r s of L i ve
The Ris k: E s cape your excus e s a nd e nj oy l i f e ,
are w alking-talking pos te r m e n wh o are l i v i n g
the dream and s w inging wi d e o pe n th e d o o r fo r
others to do the s ame. www.L i v eT h e R i s k. c o m
or contact: J2 @ LiveTheR is k . c o m

Tune in to hear experts from across
the world share their strategies,
insights, tips and techniques to help
you accelerate your income and build Video Placeholder
an influential brand while creating a Internet Connection Required
legacy that inspires.
ExpertPrepreneur
Radio Show airs on the Tune in to www.AWOPTalk247.com everyThursday from
Amazing Women of 2:00 p.m. 2:30 p.m.CentralTime, (NoonPacific,1:00

p.m.Mountain,3:00 p.m.Eastern)
Power Network. Replays Thursday 8:00- 8:30 p.m.Central Time (6:00

p.m.Pacific,7:00 p.m.Mountain, 9:00 p.m. Eastern)
If youve ever wanted to extend your visibility and reach using radio or podcasting then
youll definitely want to tune in to this one-hour special episode with the Talk Show Maven
herself Raven Blair Davis.
The 5 Critical Steps of Tribe Building: How to Generate Leads, Sales and Raving Clients with
Ronnie Tsunami, the QuickLaunch Guru.
How do you break the confines of your comfort zone and balance sheet so you can enjoy
the life you deserve? Join guest speakers Jeffrey Steele and Joel Levinson, authors of Live
The Risk: Escape your excuses and enjoy life to find out how.
L I S A RYA N
The O n ly L i m i tation Is You r M ind Ex pertPreneur Magazine
The Only Limitation

Is Your Mind
BY LISA RYAN
The only limitation is that which one sets up in ones mind.

- Napoleon Hill
I
t was the beginning of October and I had exactly three months to win a trip to Ber-
muda in our annual sales contest. I wanted to win badly and I had worked really
hard - but apparently not hard enough because I was a long way from achieving
my goal.

L I S A RYA N
The O n ly L i m i tation Is You r M ind Ex pertPreneur Magazine
October turned out to be a good month; however, I was still $50K away from my goal. I
had never sold $25K in one month, much less two months in a row. At that point I could
have given up, but I REALLY wanted this trip.
In early November, I decided I was going to win it - no matter what. I knew I needed
to kick up my efforts as well as change my state of mind. I resolved to give more to my
customers - more smiles, more thank you notes, more fun, and a lot more candy. I be-
came the rep that my customers looked forward to seeing. All the while, I knew in my
mind and in my heart that I was going to win, even though logic would have dictated
otherwise.
On December 27th, I celebrated the order that sent my sales over the top and created
the Bermuda win. Taking that trip with my husband and a group of my co-workers is still
one of the highlights of my sales career. The knowing that I was going to win came in
a moment; and that positive mindset changed everything.
What goals do you have that seem impossible? Take a few moments each day and see
yourself victorious. Imagine how youll feel when you achieve your objective. Feel the
depth of the emotion of ultimate triumph. When you change your attitude, you put
yourself on the path to success.
Have fun,
Lisa
PS - Dont think of it as impossible. Think of it as Im possible - because you are!
L I S A R YA N
As Founder of Grategy, Lis a Ryan works with c o r po r ati o n s ,
associations , and non-prof its to create s tro n g e r e m pl o y e e an d
c u stomer engagement, retention and s ati s fac ti o n , l e ad in g to
in c reas ed prof its . She is the author of s i x bo o ks , an d c o - s tar s
in two documentaries : the award-w innin g : T h e Ke e pe r of th e
Ke ys , and The Gratitude E xperiment. B r i n g L is a to y o ur n e x t
e vent: ww w.grategy.com, lis a@ grategy.co m , o r 216 - 225 - 8 0 27.

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JE FF SC H N EI D ER
8 Ways Blo g g i ng C an I nc reas e Website Traffic Ex pertPreneur Magazine
8 Ways Blogging Can
Increase Website Traffic

and Generate Leads
BY JEFFSCHNEIDER
I
f youve held off on adding a blog to may not be obvious. However, maintaining
your website because youre not con- an active blog can increase website traffic
vinced that its worth your time, you and positively impact your online endeav-
need to think again. Maintaining a blog ors in a number of surprising ways. Before
requires a minimal amount of effort, and delving into the best examples, a word of
the payoff can be huge. At first glance, the caution: You need to be persistent. These
connection between publishing a blog benefits arent going to materialize over-
and achieving online marketing success night.

1. Blogging is a Great 3. Different Blog Posts

Way to Build Relevant, can Highlight Different
Effective Links Keywords
Penguin, the last major Google algorithm
Its important to rank well for as many rel-
update, put the smack-down on sites that
evant keywords as possible. Doing so with
resort to black-hat techniques to gener-
a basic site alone just isnt practical. If you
ate backlinks. Link farms are out of the
try to do that, your site will sound spam-
question, but youre not out of luck. Eve-
my and sketchy. By adding a blog to your
ry time you create a new blog post, you
site, you can spread out the keywords and
plant a seed that could turn into an effec-
highlight different ones in different posts.
tive backlink later. Whether someone finds
In turn, your site will be more professional,
your website through that post or if the
trustworthy and appealing, and youll still
post is shared with others on social media,
get to reap the benefits of having plenty of
it could trigger a series of events that will
relevant keywords.
boost the ranking of your website in the
search engine results. An improved rank-
ing can increase website traffic, so its a 4. Blogging Allows You to
worthy goal to pursue. Position Your Company as
an Authority
2. Blogging Makes Your
Site Bigger When you create a blog for your website,
you can do with it as you please. This is
When it comes to ranking high on the major a prime opportunity to show the world
search engines, bigger is better. The more what you know. Before making a pur-
pages your site has, the more likely it is to chase, people often do research online.
get the kind of attention it deserves. There If they find out what they need to know
are only so many pages that are generally through your blog, theres a good chance
needed to create an effective site, and you that theyll check out the rest of your site
shouldnt create random, pointless pages too. Companies that increase the volume
to make your site bigger. The key is to start of their blogging from three to five times
blogging regularly. Every new blog post per month to six to eight times per month
expands the size of your site. Sites with 50 see their leads nearly double. People are
to 100 pages generate 48 percent more more willing to do business with compa-
traffic than sites with 50 pages or less. nies that really know their stuff.

5. Blogging Helps
You Build Trust
The copy you use on your main
website should be professional
and to the point. Under those con-
straints, building trust with visitors
isnt easy. On a blog, you can ex-
pand upon your ideas and dem-
onstrate the ways in which your
company can help. This is a great
opportunity to brag about major
successes and to showcase ex-
amples of superior customer ser-
vice. You can also use your blog
to demonstrate how your prod-
ucts and services can be used to
solve problems.
6. Blogging
Allows You To
Establish Open
Communication
If youre going to go through the
trouble of creating a blog and
updating it regularly, you should
have a comments section as well.
This is where you can encourage
visitors to ask questions or to just
share their opinions. By sharing
your blog posts on popular so-
cial media sites like Facebook and
Twitter, you can increase the odds
of getting real conversations go-
ing. When people see that your
company is open and willing to

communicate, theyll be more likely to see siasm, and prospective customers dont
what it has to offer too. react well to such sites. A great way to
show people you care and are available is
7. Blogging Lets You by maintaining an active blog. When visit-
ing your site, theyll see that it is active and
Market Without Being current. Theyll also be impressed that you
Sales-y take the time to create fresh blog posts on
a regular basis. When you consider how
In the brave new world of marketing, being little effort actually goes into posting a sin-
overtly sales-y is a big no-no. At least, thats gle blog, youre sure to agree that the pay-
the case when marketing online. The trick off here is absolutely huge.
is to engage prospective customers with-
out lecturing or preaching to them, and a Some of the best ways to increase web-
blog is the perfect place to do this. No one site traffic and leads involve growing your
will bat an eyelash if you post a blog about website and maintaining an active online
your latest product and encourage people presence. Blogging lets you kill both birds
to give it a try. Somehow, it wont come
with a single stone. Dont expect to create
across as being a sales pitch. If you send
a blog and see your traffic soar immedi-
the same message in an email, though, all
ately. The going may be slow at first, but it
bets are off.
will eventually pay off handsomely. Instead
of looking for the finish line, look at blog-
8. Blogging Lets You Show ging as a permanent part of your online
Customers That You Care marketing efforts. Even if you have to pay
someone else to write your blog for you,
Its obvious when a company creates a youre sure to see a huge return on your
website without a lot of thought or enthu- investment before too long.
JEFFSCHNEIDER
J e ff Schneider is a top-rated Internet mar ke tin g e x pe r t an d a
t ru s ted authority in s ocial media. Hes the fo un d e r an d pre s i d e n t
of MarketingNinjas .com, anE dmonton-base d I n bo un d m ar ke tin g
ag ency that s pecializes in helping their c l ie n ts i n c re as e th e ir
flow of high-quality leads us ing the Inte r n e t. J e ff i s al s o a
p rof es s ional s peaker w ho pres ents on topic s in c l ud in g I n te r n e t
m arketing and s ocial media.

Ex pertPreneur Magazine
Only those who will risk going too far

can possibly find out how far one can go.
-TS Eliot
ROW E NA L I ST
How To O r gani ze You r C omputer Ex pertPreneur Magazine
How To
Organize Your Computer
BY ROWENA LIST
C
an you believe that
most people waste 76
hours per year-nearly
two weeks worth of work- look-
ing for things on their computer or
in their office?
Do you wish your computer was

more organized?
If you can find what you are looking for

in 20 seconds or less you are considered
organized.
Check out these 5 simple tips on how to

organize your computer.
Tip#1: Back up your

computer.
30% of people do not back
up their files. Every 3 sec-
onds someones hard drive
fails. YiKES! Do not be a sta-
tistic.
Tip #2: Empty your

recycling bin and trash.
Have you kept EVERY single solitary
email, file, document etc., that you

ROW E NA L I ST
How To O r gani ze You r C omputer Ex pertPreneur Magazine
have ever received on your computer? You could be headed for a crash and burn situ-
ation. Just like you take out your paper recycling each week you need to do the same
with your computer. Clean it up. Take 15 minutes each week and delete what you no
longer need.
Tip #3: Organize your desktop.

Dont save unneeded files. Ive seen desktops that have so many files on them you can
hardly see the screen. This clutters the mind just looking at it. Take a second to put these
files in a hard-drive folder like My Documents or My Photos. Before you move any files
ask yourself this do I need this information any longer or can I toss it.
For example you might have thought it was cool to have Google Earth on your desk-
top. How often do you look at it? Is it necessary to keep it?
Tip #4: Re-boot/verb/

Booting up a computer was so termed because programs load in sequence- the first
pulls the rest up by their bootstraps. Its fine to let a computer sleep rather than shut it
down, but reboot weekly to really refresh it. I recommend turning your computer off at
the end of each day. This will save on electricity which saves our environment. Reduce
your Web page history. Your browser stores visited sites automatically. Set the history to
clear every week.
Tip#5: Keep it clean.

How often do you wipe down your keyboard, your mouse, your screen? I cannot even
imagine the germs that are on and around our computers. We touch them with dirty
fingers, we sneeze, and not to mention crumbs from our morning toast. You can get all
kinds of fancy computer cleaning kits. I personally use a Q-tip and microfiber cloth for
keyboard and screen and an alcohol wipe for the mouse.
ROWENA LIST
Rowena is an in demand global s peaker, auth o r, profe s s io n al
org anizer and productivity coach. She has c apture d th e atte n tio n
of several media including Global T V, Can ad i an l iv in g & th e
Vancouver Sun to name a f ew. Rowena is bas e d i n Van c o uv e r,
BC , Canada.
www.gettingittogether.ca, phone: 604-52 0 - 9 5 5 0

S H AUN B U C K
G o o d A s G old Ex pertPreneur Magazine
Good As Gold
BY SHAUN BUCK
M
ake new friends, but keep the old. One is silver and the other gold. We
all learn that lymeric at a young age in effort to invoke lasting friendships,
but the message can be applied to your business as well. Theres nothing
wrong with acquiring new customers; in fact, your business probably de-
pends on it. But successful business owners know that their existing clients are the real
source of profit. The most important (and arguably, the easiest) way to retain your cur-
rent clients is to form a personal, lasting relationship. You dont have to wine and dine
them (although it doesnt hurt), but you do have to show them you care.
One great way to connect with your clients is to send out a monthly newsletter - the
more they get to know you on a personal level, the more theyll want to stay with your
company. With your newsletter arriving in their mailbox each month, theyll feel like
youre actively reaching out to them and keeping them in the loop, not to mention your
name will be at the top of their list when the competitors come acalling.
Small, but meaningful gestures can make a huge difference when your client starts won-
dering, Should I stay or should I go? After all, its the thought that counts. Providing
reciprocity out of nowhere will make a strong impression on your loyal clients. With
that in mind, make top-notch customer service your number one priority. People tend
to remember negative experiences over good ones, even if the positive outweighs the
negative. Be sure youre consistently going above and beyond for your clients. If they
can tell that you care, theyll care.
S H AU N B U C K
S h aun Buck is the ow ner of The News lett e r P ro an d al l -aro un d
se ri al entrepreneur. Hes a mas ter of marke tin g , th e s o rc e re r of
sales , a the f ather of f ive. W hen hes not bus y br ain s to r m i n g h i s
n e x t big idea, he can us ually be f ound w atc h i n g c ar to o n s with
h is kids while w earing a Bois e State Bronco s fo am fin g e r. H e , h i s
lovely w if e, Mariah, and their f ive boys re s id e in B o i s e , I d ah o ,
wh ere they enjoy all the s ights and s ounds th e n o r th we s t h as to
offer.

S H E RY L WOLOWYK
Creat i n g a n Ex i t Plan For You r Business Ex pertPreneur Magazine
Creating an Exit Plan

For Your Business
BY SHERYL WOLOWYK
B
ack in the 90s, a copywriter started also created a monthly newsletter, where
freelancing. his clients paid him monthly for access.
As time went by, he decided to focus on a In doing so, his practice became a real
niche dentists. He not only wrote copy business.
for them, but consulted as well, developing
marketing strategies and done-for-you After a few years, he expanded into
materials they could purchase and use. He coaching, focusing on masterminds with

S H E RY L WOLOWYK
other business owners. It started small, and magazine articles, you are learning
but slowly grew as his clients started to valuable skills that could set you up to
see incredible results from his training. follow in Dans footsteps.
They became evangelists, and some even
wanted to join the company, themselves. As an Expertpreneur, Ive done it with my
own businesses.
Enter the 2000s, and hes created a
partnership with one of his top clients. So today Im going to show you how
They developed multiple products, have to design your business from day one,
different levels of memberships, events, avoiding the time for money trap, and
and many channels of income. Business is positioning you to exit to sell your
going great. business.. when you are ready to retire, or
move on to a new business venture.
Fast forward to present day, where this
Youll learn the importance of continuity,
copywriter turned expert business owner
and how much money it can earn you...
sold this business for many millions of
dollars, while still retaining royalties and
How to turn your best clients into
rights to his name and his products. He
something more...
has freedom and income, doing what he
loves when he wants, and commanding a
And what your life could be like, even after
huge price for it. you retire, if you play your cards right...
Not bad for 20 years of work, right?

Earning While You Sleep
Have any idea who this business owner is?
Its none other than Dan Kennedy, of GKIC By now, you are no stranger to passive
(Glazer-Kennedy Insider Circle) fame; an income.
Expertpreneur just like yourself.
Money rolling into your bank account
Dan had the foresight when he started out, from work you did once, and only have to
to create a business that could be taken maintain for a few hours each month. Its
over when the time was right. He loved the dream scenario, and the cornerstone
what he did, but specifically designed of any good business.
a business model that ran on its own so
potential buyers could easily take it over And it can mean huge value when youre
one day. ready to get out.
Letting him move on when he was ready. You see, when investors look into
companies to buy, they look at the annual
And you can do this too. You are an revenue first. Naturally, they want to see a
Expertpreneur, and if youve been high number. But theres another element
following my blog posts, newsletters, at play.

S H E RY L WOLOWYK
They want to see how much of that revenue This is why you want to focus on developing
is continuous. In other words, how much products, newsletters, and subscriptions
of it comes from monthly subscriptions, that have stick value. Basically, they
membership fees, or any other automatic require clients to give a credit card number
payment from the customer. and pay a monthly fee. And when they like
what theyre receiving very much, few ever
A large number of passive revenue streams quit or cancel.
means less work for the investor when
they purchase the business. If people are For my first business as a trainer, I
plugged into your system and getting developed multiple income streams,
charged automatically every month, both passive and active. There were live
theres not much extra effort needed to events, informational products, VIP events
maintain what youve created. (which introduces tiers to your products
and subscriptions), and even mastermind
And that means big bucks for you. groups.
Typically investors will offer 5x the annual Granted, I worked up to having a large
revenue of a business. So, if you pull number of products, services, and events.
in $1,000,000 a year, they will pay you I would not recommend trying to do all of
$5,000,000. Pretty nice, right? that at once.
If your name and image is tied to the busi- However, as an Expertpreneur, its easy
ness, you can make even better arrange- to fall into the trading face-time for money
ments. But, Ill get to that a little bit later. trap. After all, only seeing your clients face-

S H E RY L WOLOWYK
to-face, or getting on the phone one-to- And hes not the only one. Internet
one, constitutes real coaching right? Marketing legend Corey Rudl, Russell
Brunson, Ryan Deiss... they all started as
Not true. There are many options, such clients and became contributors and
as newsletters, courses, group sessions, Expertpreneurs.
etc... that allow clients to work with you
according to their level of need. These It is not only deeply satisfying as a teacher
choices give you peace of mind as a to see your students thrive so much they
business owner (if one runs dry, theres still become instructors themselves But it
also is a good business practice.
income coming from other places), and
let you reach more clients at once.
Suddenly Dan is spreading the wings of
his business without actually putting in the
So as you develop your business, think
hours himself. Hes allowing others to do it
about ways to create passive income.
for him, while reaping the rewards.
Doing so will position you for success
when you are ready to retire, or move on I did the same thing with my training
in business. business and human resource consulting
businesses; I hired a pool of instructors
Giving Responsibility to and consultants to go out and do the
leg work, while I spent my time focusing
Your Clients on high-value skills like sales, marketing,
and strategy. It allowed me to grow my
Loyal clients are the most rewarding aspect business without falling into the time vs.
of our line of work. money trap.
As Expertpreneurs, we get to watch You can have this, too. Youd be surprised
people transform through our coaching, by how many successful clients end up
and live dreams they always thought were wanting to go into your line of work. I can
impossible. Its deeply satisfying. think of a large number of people who had
great life coaches and became great life
But did you ever stop to think about how coaches.
these clients might contribute to your
business, aside from just buying from you? They could be working for you.
One of the ways Dan Kennedy was able The R Word

to grow his business was by partnering
with Bill Glazer. He was a businessman Its no mystery that retirement is a touchy
in the retail world, and grew through subject nowadays.
Dans coaching to become a VIP client.
Eventually, he wanted to be a part of the In the States, there are issues with social
company. security and financial planning, here in

S H E RY L WOLOWYK
Canada the economy is sputtering

along. The global economy is
suffering. The list of problems
goes on and on.
As an Expertpreneur,
youve already
broken away from
the herd to live a
prosperous life
on your own
terms. You have
time, freedom,
and the ability
to pursue your
dreams.
And if you design

your business
well, you can retire
in the same way.
You see, Dan Kennedy

got a huge chunk of
money when he decided to
sell GKIC. But that wasnt all...
Because he had such a lucrative business,

with multiple successful products and
streams of income, that was so heavily All that enabled him to pull out on his
tied to his name, he had a lot of leverage. terms. He wanted to stay involved to a
And negotiated an absolutely incredible certain extent, so he did. But hes still
deal when he left. making incredible amounts of money on
the work he put in for over 20 years. And
Basically, he retained the rights to all of his if he didnt want to do anything, he would
products, created a royalties deal, and still be fine.
contributed to his monthly newsletter and
coached the highest-level mastermind A retirement anyone could envy.
groups. Because he wanted to.
Now, you can choose to design your
Not to mention he still consults with business without your face attached, like
business for $18,800 a day. my Expert Elevation business. Especially,

S H E RY L WOLOWYK
if you wish to exit without worrying about Whats more, if you approach it right from
the repercussions. the very beginning, you will set yourself up
for not just a wonderful ride, but the best
But understand that being connected like retirement you could ask for. Your business
Dan, can mean a lot of leverage for you will essentially be a done-for-you model
down the road. Some Expertpreneurs for someone to pick right up and continue.
myself included love what they do so
much, they never want to stop. And youll be free to do what you want.
And that could be your ticket to staying in It can be challenging to think so far ahead,
the game, even when you dont want to especially when you love what you do, and
run the whole thing anymore. just want to make a living doing that. But I
promise you, that taking those extra steps
A Graceful Exit early on will pay you back many times
over, years from now.
When you treat your Expertpreneur
And as a side note I am also thrilled to
business as a true business, and not just
announce that Dan Kennedy will be a
a practice, your whole life will change for
special guest in Expertpreneur Magazine
the better.
in a coming edition! He will be sharing his
incredible story, and tips on how to grow
Youll reach more clients, youll make more
your Expert business just like his. You do
money, and youll still have time to do the
not want to miss out on what you can
things you love. Travel, family, fun they
learn from this living legend.
dont have to be sacrificed.
SHERYL WOLOWYK

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Issue 01
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process.
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In this Issue:
Learn techniques on how to grow your business with
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conversions.
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Issue 03
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Issue 05
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Learn how to increase response to your social media
updates, network effectively, and build rapport with your
prospects.
Youll find out how having a company manifesto can build
connection and differentiate you from the competition.
Well also share 7 bad habits you definitely want to avoid in
your writing so prospects lean in to hear more rather than
run in the other direction.
TAM MY PLU NKET T
Just S ay No Ex pertPreneur Magazine
Just Say NO
BY TAMMY PLUNKETT
A
re you a people pleaser? Do you Getting to know your deepest core values
avoid the fine line between asser- and beliefs, and making a conscious ef-
tive and aggressive and settle in- fort to surround yourself with people who
stead for just plain nice? Do you share them, goes a long way in counter-
fear that turning down business will dry up
acting the habit of people pleasing.
your prospects?
As humans, we have both ancient biologi- When you build a team of employees in
cal drives for survival and a relatively more your company, look at their values not
recent gift of consciousness, and life is a only at their skills. When you choose to
constant challenge to balance the two. Be- work with a client, look at their life priorities
longing to the tribe was crucial to survival not just how much money they are pay-
at the dawn of humanity. Being an outcast ing you. Once you are supported in your
then could cost your life. I go into great de- views and goals you easily find a way to
tail in my book Being Human: Inspiration stay in alignment with them and can then
for Balancing Mind Body and Spirit about
let others down a little easier. The key is to
the reality that part of that still drives us to-
know your values and build a tribe around
day. We say yes to others demands be-
cause we fear that they wont like us or will them.
shun us. We dont ask for our true worth in
our consulting fees because we fear the Luckily, the world is much smaller now and
client will be offended and not like us. We you can build a new tribe any time and or-
say yes to clients that drain us emotionally chestrate your life and business to find the
way beyond the profit we may be making. balance we all search for.
TA M M Y P L U N K E T T
Tammy Plunkett us es the knowledge gaine d fro m h e r c are e r s as
a regis tered nurs e and an alternative heal e r, an d h e r s tud ie s of
p sy chology and s pirituality to ins pire othe r s th ro ug h h e r tal k s
an d her bookBeing Human: Ins piration f o r B a l anci ng M i nd B ody
an d Spirit. As a one-on-one lif e coach s h e us e s th e C o -A c tiv e
m odel to empow er her clients in s elf -care an d i n fin d in g th e ir
lifes purpos e. All while happily rais ing her fo ur c h i l d re n wi th h e r
loving hus band.

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S TE V E K LOY DA
B e P re p a re d Ex pertPreneur Magazine
Be Prepared
BY STEVE KLOYDA
T
here are many things we need
to prepare for everyday.Do we
have to? No. However, if we want
to be successful, there is an in-
herent need to prepare for that success. If
we arent workingtowards something we
want, we are going to end up somewhere
else.

There are steps to being prepared.

I heard a wise man saying many years ago, Be as clear as possible with your vision.
Where there is no vision, the people per- Paint yourself a picture, imagine the pos-
ish. What vision do you have for your fu- sibilities, and write it down as clearly and
ture? Is it clear? Is it in writing? Does it have thoroughly as possible.
a deadline?
You can really see this with athletes. The
There is a saying from my favorite book winter Olympics just ended and as usual
that goes like this, Write the vision and I enjoyed watching the athletes reach for
make it plain on tablets, that he may run their dreams. Ive noticed over the years
who reads it.For the vision is yet for an ap- the coverage has grown to include a lot of
pointed time; but at the end it will speak, the pre-race preparation the athletes per-
and it will not lie.Though it tarries, wait for form.
it; because it will surely come, it will not
tarry. So lets break this statement down Watching the skiers take the moguls,
and analyze it. twists, turns and jumps in their mind over
and over again before the start is almost
First, we can begin by writing out our vi- like watching them race before the race.
sion and make it plain on paper. If we The skaters do it, too. They mentally enter
dont, there is no direction. Like George jumps, spins, and leaps before they even
Harrison said many years ago, If you dont begin.
know where you are going, any road will
take you there. These athletes have prepared their ap-
proach, scripted their performance, and

S TE V E K LOY DA
planned out how they will perform. It is al- will not tarry.Tarry means to remain, stay
most as if they have it written in their very or to wait. How often do we become im-
being and are re-reading it in motion be- patient for something to happen. I think
fore they head down the hill or take the impatience is one of the great destroyers
ice. They have a crystal clear vision pre- of success. Its easy to become impatient
pared. when nothing is happening.

Second, the saying says, whoever reads These athletes work up to their level of suc-
it runs with it. It sounds like once we are cess, and they dont give up. They know
clear about our direction we have a reason they cant just create the vision, rehearse
and that reason motivates us to take ac- it, and work hard for a little while. Hockey
tion. players know they have to build up stami-
na to play an entire game. Ice dancers and
These Olympians didnt just write out that freestyle skiers learn to spin once in the air
they wanted to make the team, or perform before they attempt the required double,
a personal best, or win a medal. They took
triple, then eventually quadruples jumps. It
action on that dream by practicing. Prac-
is a process of improvement and nothing
ticing is another form of preparation. They
is left to chance.
worked until their vision was committed to

memory and was a part of every decision
Let me illustrate my point. A farmer goes
they made, day in and day out, on the road
out in the springtime and plants. How cra-
to these games. They took that initial vi-
zy would it be for that farmer to go out two
sion and ran with it, day in and day out.
weeks after he planted and begin to curse

the ground because it hasnt produced?
Third, the saying says that the vision waits
That wouldnt happen would it? Of course
for an appointed time. How many times
do we set a goal with no deadline or time- not; it takes time to grow a crop.
line on when we want to accomplish it. It
happens all the time. If there is no dead- Also, when does the farmer prepare and
line, there is no urgency. No urgency, no plant? He prepares and plants in the spring
action. time. Fall is way too late.

An athlete can prepare, but if they miss the I see it happen all the time with business
pre-qualification for the games, or arent owners. They wait too long to plant and
prepared for their event at the right time, there is no crop to harvest in the fall. Re-
they will not reach their goals. When you member we reap exactly what we sow. As
set your timeline, make it realistic and at- you market yourself and your business, it
tainable. Set yourself up for success but is really simple. Dont wait around until the
dont be afraid to push yourself at the same last minute and expect to get what you tru-
time. ly want. Prepare. Dont wait around hoping
someone will do that prep work for you
Fourth, the saying says, Though it tarries, and leave you all the benefits. Prepare and
wait for it; because it will surely come, it persevere for yourself.

S TE V E K LOY DA
There is a great movie called Temple Gran- What door are you afraid to walk through
din. It is a must see. Temple Grandin was because you are not sure of what is on the
born August 29, 1947. She was diagnosed other side? So often in life we are para-
with Autism in 1950. She didnt talk until the lyzed by the fear of the unknown. This fear
age of four. Her mother refused to accept holds us back from achieving our full po-
or believe what the doctors said about her tential. You see, Temple never wanted to
limitations and she should be institutional- go to high school or college because of
ized. the constant teasing and ridicule. She was
comfortable staying home with her moth-
Temple was constantly made fun of and er where it was safe. Yet her mother con-
mocked by others because she did not fit tinued to lead Temple out of her comfort
into what society called normal. Temple zone. She worked to prepare her daugh-
went on to become doctor of animal sci- ter for an amazing future.
ence and professor at Colorado State Uni-
versity, bestselling author, and consultant There are more than enough opportuni-
to the livestock industry on animal behav- ties in the world today.
ior. She is also known for her work in au-
tism advocacy and is the inventor of the What if your mother doesnt show up to
hug machine designed to calm hypersen- push you?

sitive persons. She is also listed in the 2010
Are you ready to step up and take the re-
Time 100 list of the 100 most influential
sponsibility for preparing yourself for suc-
people in the world in the category.
cess and caring for yourself in this way?

Temples mother refused to accept her
Here it is in a nutshell: be prepared.
daughters limitations and the labels she

was given by society. She continued to
Write your vision down on paper.
push her daughter out of her comfort
Give it a deadline.
zone and paint the pictures of opportuni-
Take action.
ty that were available to her. Even though
Be patient and wait for it to grow.
temple was terrified of change she contin-

ued to walk through what she describes as
I believe that opportunities come to those
Doors of Opportunity. Each time Temple who are prepared to receive those oppor-
walked through a new door a new opportunities. What can you change today to be
tunity would present itself. more prepared for your own success?
STEVE KLOYDA
As F ounder of The Pros pecting E xpert , Ste v e K l o y d a h e l ps h is
c lients attract more pros pects , retain m o re c l ie n ts , an d d r iv e
m o re s ales . Be ins pired, encouraged, an d e m po we re d by h is
d aily, weekly, and monthly res ources to take y o ur s al e s to th e
n e xt level; f ind out more at ww w.ThePro s pe c tin g E x pe r t. c o m .
P h one Number:612 -454-142 6
Em ail:s teve@ thepros pectingexpert.com

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4. Take out your head trash.

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LESLEY ANN GRIMOLDBY

Company: Next Level Up

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When I let go of what I am, I

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After That, Take

The same goes for asking for business.

You cant beg your prospects for sales and

But it can be hard not to come across as

So, today, Im going to show you a few ways

How a true professional car salesman de-

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who really dont like what they do.

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And ignore the stigma:

But all of that is easier

Well, the first thing is to implement many

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Earning you bigger profits in the long run.

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In this episode Raven shares 3 key strate-

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Highlights of the 3 Key Strategies

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dont try to do it yourself, get a team, well