Abraham - Getting everything you can get out of all youve got: 21 ways you can out-think, out-perform, and out-earn the competition

GETTING
EVERYTHING
YOU CAN
OUT OF ALL
YOUVE GOT

21 Ways You Can Out-Think,
Out-Perform, and
Out-Earn the Competition

JAY ABRAHAM

TRUMAN TALLEY BOOKS
ST. MARTINS GRIFFIN
NEW YORK

GETTING EVERYTHING YOU CAN OUT OF ALL YOU VE GOT . Copyright 2000 by Jay Abraham. All rights reserved. Printed in the United States of America. No part of this book may be used or reproduced in any manner whatsoever without written permission except in the case of brief quotations embodied in critical articles or reviews. For information, address St. Martins Press, 175 Fifth Avenue, New York, N.Y. 10010.

www.stmartins.com

Library of Congress Cataloging-in-Publication Data

Abraham, Jay.

Getting everything you can out of all youve got: 21 ways you can out-think, out-perform, and out-earn the competition / Jay Abraham.

p. cm.

Includes index.

ISBN 0-312-20465-5 (hc)

ISBN 0-312-28454-3 (pbk)

1. Success in business. 2. Entrepreneurship. 3. Creative ability in business. I. Title

HF5386.A423 2000

Truman Talley Books

10 9 8 7 6

To my loving wife, Christy, and my seven wonderful children, Bryan, Michelle, Troy, Jordan, Zayne, Ridge, and Sage, for giving me expansive perspective.

Where Youre Headedan Overview of Your Journey

You Can Become Unbeatable

Assessing Your Current Business Strengths

Your Philosophical Approach to Clients and Colleagues

Calculate the Lifetime Value of Your Client

How You Develop a Unique Selling Proposition

How You Eliminate the Number-One Obstacle to Buying

Ways You Maximize Client Satisfaction

You Must Test... Test... Test...

You Win with Host-Beneficiary Relationships

How You Set Up a Formal Referral System

Reconnect with Your Past Clients, Colleagues, and Friends

Gain Clients with Your Sales Letters and Written Word

Target Your High-Quality Prospects

Master the Art of Gaining Clients Over the Phone

How to sell on the Internet

The Genius of Creating Wealth Without Capital

Communicate... Communicate... Communicate...

How You Establish and Reach Your True Life Goals

Getting the Most, Day After Day, Year After Year

Your Unique Definition of Success

A N AMAZING THING, THE HUMAN BRAIN . C APABLE OF UNDERSTANDING incredibly complex and intricate concepts. Yet at times unable to recognize the obvious and simple.

Some true examples:

Ice cream was invented in 2000 B.C. Yet it was thirty-nine hundred years later before someone figured out the ice-cream cone.

Meat was on the planet before humans. Bread was baked in 2600 B.C. Nevertheless, it took another forty-three hundred years for somebody to put them together and create the sandwich.

And the modern flush toilet was invented in 1775, but it wasnt until 1857 that somebody thought up toilet paper.

Once these obvious connections have been made, they seem so obvious. So evident. We cant believe we didnt see them sooner.

An endless number of these unmade connections exist to this day, especially in the business world. You are surrounded by simple, obvious solutions that can dramatically increase your income, power, influence, and success. The problem is, you just dont see them.

Im going to show you how to recognize the income- and success-increasing connections that are all around you. I will give you proven strategies and detailed examples of how to leverage those strategies so you can turn them into greater income, respect, power, and success. And when you do, your life will never be the same.

Much of this book is focused on how you can improve your business life and career. But the strategies also work in virtually any area of your life where you need to persuade others to accept your position or ideas.

They show you how to become a leader. A person who holds a position of respect and influence.

They show you how to get what you want. And how to get what you want in a totally ethical and honorable way.

I have included over two hundred specific examples of how people have successfully implemented these strategies into their business lives and careers. Several of these examples are outside the business world. But it is important that when you read these strategies and examples, you focus on how they can be successfully applied to all areas of your life.

Youre about to begin a wonderful journey. Youre going to learn that you have hidden assets, untapped opportunities, and overlooked possibilities that are not producing maximum results for you. That is going to change.

Youll be shocked at how truly easy this is going to be. Too good to be true? Its not. Let me take just one seemingly huge, complicated, income-increasing problem and show you how truly easy and simple it is to solve.

Did you ever wonder how many ways there are to increase your business? One hundred ways? Two hundred ways? Five hundred ways? It can be intimidating to merely figure out where to start.

I have good newsthere are only three ways to increase your business:

1. Increase the number of clients.

2. Increase the average size of the sale per client.

3. Increase the number of times clients return and buy again.

Only three. Its significantly less daunting if you only have to focus on three categories. In fact, its easy. Lets take a simple example.

Calculate your number of clients.

Figure the average amount they spend on each transaction or sale.

Determine how often they make a purchase in a year.

Lets say you have one thousand clients. They average $100 per transaction or sale. And they make two purchases in a year.

But look what happens if you increase these three numbers by just 10 percent.

A mere 10 percent increase across the board expands your income by 33.1 percent.

A 25 percent increase in these categories nearly doubles your income to $390,625. Very simple. But the results can be overwhelming. Focusing on this simple formula is just one small way people easily do increase their incomes or grow their businesses by 100 percent, 200 percent, or more.