Our mission is to spark new thinking and ideas for creating a thriving business and rewarding life.

Who Are You?

One of the letters this month deals with image. What image do you want to convey? You only get one first impression.

I espouse leading fulfilling lives, ones of contribution and enrichment. To do that, I believe that you have to take care of yourself, first. (The Oxygen Mask Principle.) If you happened to be on a plane with me and I was flying in coach with first class seats available, or if you were with me as my guest at a restaurant and I suggested we split the bill, or if I were driving a ten-year old car with a smoking exhaust, what could you think?

This is akin to “motivational speakers” who tell you to “take control of your life” while they’ve been divorced twice, chain smoke, are considerably overweight, and drink too much!

Who are you, and what value do you want to provide for others? Are you representative of that value and image, or are you pontificating about something for others that you, yourself, can’t achieve?

Q&A
(send me your questions for future issues)

“I’m dealing with $1-5 million companies. They are constantly difficult to convince to hire me, even when they admit they need help. They are willing to offer some percentage of improvement. Am I not developing sufficient trust with the owner?”

—Jerry O’Conner

What you need to develop is a different market. These are tiny businesses with the owner scratching out a few dollars (assuming they’re not simply working solo from their homes selling on the Internet). Your expertise and processes can be applied to larger companies—say $10-30 million as a start up the ladder. Even a $20,000 project with a million dollar business is two percent of total revenues, and a great deal more than that out of any profits. Your ideal buyer is someone who can readily afford to pay for your value. Right now you’re trying to sell sand on the beach.

“I’m an image consultant, and I’m having a hard time attracting people beyond free help and free Zoom promotions. No one takes advantage of my offer to work with me after the session at a discounted price. These people can all use my help and otherwise seem interested. What’s my problem?”

—Name withheld on request

I’ve looked at your website. Your photo isn’t very professional and you’re dressed casually. The video you have shows you addressing a group with your glasses on top of your head, wearing sneakers, in jeans. While people don’t usually buy from a website, they do visit for credibility and background. If this is how you’re showing up—for example on those Zoom sessions—then that first impression is turning people away. Physician heal thyself. If someone marketed themselves as a strategy expert, and didn’t know who Peter Drucker was, I doubt they’d get much attention, either.

Send your questions to me at [email protected]

Developmental Stuff

NEW: Autumn in New York

Join me for 2.5 days of a great growth experience. I’ll be presenting new IP on the nature of the No Normal® workplace and how we can best attract and help clients. We’ll talk about new approaches to strategy for all types of organizations. Every participant (who so desires) will get “air time” to discuss a particular challenge, question, or strategy. I’ll take you to dinner at two of my favorite restaurants, we’ll see a Broadway play with great seats, and there will be a tour with a unique New York touch. We’ll start with an opening evening reception. Limited to 14 people. October 10, 11, 12. $12,000 fee (until Aug. 31, after that $15,000) includes meals and lodging. Join me for a great business and social experience.

NEW: Business As A Second Language

This 90-minute Zoom workshop will deal with reframing, social proof, instant examples, influence techniques, turning objections into selling points, and a great deal more. It will be interactive and recorded for ongoing use. Preparing for meetings is important (until, as the saying goes, you get punched in the jaw). I’ll help you stay in the moment and out duel anyone. Are you tired of worrying about “what you should have said”? Now you’ll be able to say it at just the right time. All this for $350, and you can drink while attending. September 14, 10:00 AM US eastern time. Recorded for all registrants. (After Aug. 15, $500.)

NEW: The Remote Millionaire^™

Yes, I’m going to provide the secrets (and puncture the myths) of making a million dollars or more a year without leaving your home. And, ironically, I’m going to do it in person, because I’m scheduled to be in San Diego and LA for other reasons and I generate so much money remotely that I like to be with people on occasion (in good weather)! Here’s what you’ll create or improve without leaving home, except for this day with me:

• Developing unsolicited referrals.
• Creating client evangelism with prospects.
• Delivering powerful marketing discussions.
• Creating contemporary passive income.
• Establishing client “banks” that are used and replenished.
• Moving to and enlarging a trusted advisor network.

We’ll be using role plays, actual participant services (from prep work), and exercises to develop the skills to market, deliver, and expand business through dramatic and tangible value from a distance. We’ll master how to do this with individuals, small groups, and/or large audiences.

Speaking with Alan

One of my most popular experiential events, run twice a year. Learn how to create, refine, deliver, price, and market a speech of any length. A small group practices and video tapes the components over 2.5 days. Are you charging less than a minimum of $10,000 per speech? Are you agonizing over content, or not drawing a sufficient audience? You need this session NOW!

Master Master Class II

This sold-out event in March was so popular that I’m running another in October in Newport. I accept 16 people in person (you may also attend remotely on our large screen) and we have 6 seats remaining! I’m creating new material, exercises, and challenges. Past “grads” get a discount. One person said, “I’ve known you for nearly 20 years, and this is the best thing you’ve ever done!” (Maybe I just wasn’t that good before!)

SAC Annual Meeting - San Diego/Hybrid

Join me for the upcoming Society for the Advancement of Consulting (SAC) annual meeting in San Diego and hybrid on Nov 14th. I’ll be speaking in the morning, followed with additional content from colleagues. Click to learn more and register. Stay over and join me at The Remote Millionaire on the following day.