Debt consolidation simply put it is the process of taking out a loan to pay off a series of loans to reduce the multiple payments and bring the total payments into one. Much of the time, a debt consolidation looks at the average interest rate among all debts and then when consolidated, lower the interest rate and possibly stretch the payments over a longer and more manageable period of time. Therefore it is done to secure a lower interest rate, secure a fixed interest rate or for the convenience of servicing only one loan.

In my personal experience I have consolidated many debts. When I was younger, I had student loan payments I was making, credit card payments, and car loan payments. I had nearly paid off the car that I had bought when I was 16 at age 18, however other payments where suffering. I went to a family member at the time and asked for a family loan at 8% interest from my best friends father. I had a job and worked weekends inside of their warehouse, so it wasn’t out of the question and he could deduct a monthly payment from the money I was making working for them. My average interest rate on the car loan, credit card debt, and student loan came to 11%. I ended up lowering the interest rate and after the monthly payments were said and done, the debts were all repaid within 12 months. We had a loan agreement as well which gave my friends Father a secure feeling even though it was an unsecured loan. I recommend you do the same, www.documentyourloan.net or www.kasu.ca.

It helped a lot to consolidate my loans, as did making a bit of personal extra money which I was devoted to keep doing in order to pay it down.

Simply put, debt consolidation can be debts from a number of unsecured loans into another unsecured loan, however often it also involves a secured loan against an asset like a secure line of credit. I had to do this once, with a CIBC Home Line Of Credit. I have $8,000 in credit card debts at 19.9%, I had $10,000 at 9% in an unsecured line of credit with CIBC, and I had personal debts to friends and family over about $2,000. Instead of sweating over the interest, I negotiated a home line of credit with CIBC at my mortgage rate of 3.3% or 1% below prime. It was the best mortgage at the time, so I would have been silly not to. Being debt free removed a lot of fears and I actually had the home line of credit for $25,000, giving me an extra $5,000 so I wouldn’t use my credit cards. It helped out greatly when my car broke down 6 months later and I needed the cushion.

However, it is important to know that when using a house as an asset, if you do not pay, they can force into foreclosure the house or sale of the asset being used.

Sometimes, debt consolidation companies can discount the amount of the loan. When the debtor is in danger of bankruptcy, the debt consolidator will buy the loan at a discount. A prudent debtor can shop around for consolidators who will pass along some of the savings. Consolidation can affect the ability of the debtor to discharge debts in bankruptcy, so the decision to consolidate must be weighed carefully.

Debt consolidation is often advisable in theory when someone is paying credit card debt. Credit cards can carry a much larger interest rate than even an unsecured loan from a bank. Debtors with property such as a home or car may get a lower rate through a secured loan using their property as collateral. Then the total interest and the total cash flow paid towards the debt is lower allowing the debt to be paid off sooner, incurring less interest.

Because of the theoretical advantage that debt consolidation offers a consumer that has high interest debt balances, companies can take advantage of that benefit of refinancing to charge very high fees in the debt consolidation loan. Sometimes these fees are near the state maximum for mortgage fees. In addition, some unscrupulous companies will knowingly wait until a client has backed themselves into a corner and must refinance in order to consolidate and pay off bills that they are behind on the payments. If the client does not refinance they may lose their house, so they are willing to pay any allowable fee to complete the debt consolidation. In some cases the situation is that the client does not have enough time to shop for another lender with lower fees and may not even be fully aware of them. This practice is known as predatory lending. Certainly many, if not most, debt consolidation transactions do not involve predatory lending.

If you are looking to take a loan from a friend or family, you should be using www.documentyourloan.com or www.kasu.ca

You may ask..
why a fast start for 2010?
Contemplate this!

How many times have we witnessed professional sports teams making a super human effort in that last few minutes of the game and come from behind and almost win? What if they had put the same effort, energy and enthusiasm into the game in the first 20 minutes? They would have easily won with the momentum they had created. The same theory applies the first 30 to 60 days of the new year. We all need a rest, a break or a vacation to help balance and rejuvenate ourselves and connect with our families. The challenge with a two to six week break is that we lose momentum and often find it difficult to get back into the swing of things. How well we start in January often reflects on how the year is going to go. Also, how we end off our year in November and December can have a major impact on how well we “kick-off” the New Year.

Fast Start 2010

The topic Fast Start 2010 is a timely topic, especially with the festive season just around the corner. The ideas and techniques suggested in this tune-up material are based on my experience as a sales professional and from practical actions that successful salespeople I have interviewed, use to ensure that they quickly return to an acceptable level of business after a long break from work. These techniques are not based on a textbook or some academic theory. They are based on tried and proven behaviors of successful salespeople.

Based on my interviews with successful salespeople I have discovered most of them usually start with reviewing their personal and business goals and visions towards the end of the old year. Then they adjust and change these goals and visions through contemplation as the New Year approaches. Eventually the goals and visions are crystallized and are physically written down or put on their laptop or displayed where they can see it. They then kick into action with lists and steps they need to implement to achieve the results they are looking for. They also have
specific techniques to get themselves started quickly in the New Year and methods of helping themselves stay focused and above all stay positive and enthusiastic.
Then it is all about Action! Action! Action!
To help you save time and energy, (which is money to you), I have organized some of the Fast Start Income Building “Gems” from my interviews with Top Producers into a condensed format under specific headings. These headings are as follows:

We will start with Attitude and Motivation.

In an interview with one Top Producer about making the telephone pay, he said the following: “don’t use a boring script. Be unique; offer something fresh and new because people like to be part of things that are fresh and new. Display confidence and enthusiasm and don’t sound like you are begging or being a bother. You must have the right attitude and display that attitude when you get on the telephone. All the skills and knowledge in the world will not make you successful in business if you don’t show confidence, enthusiasm and a positive outlook on life!” He makes a real good point. Who would get excited about seeing a Salesperson who is timid, unconfident and unenthusiastic? You may even have to “fake it till you make it”…it has been done before! Being motivated and having the Right Attitude at the beginning of the year is vital. Here are some quick ideas from my personal experience and ones picked up from Top Salespeople during my interviews.

Newness

“Everyone likes something that is “New” and “Fresh”. Look for ways to bring some “Newness” into your New Year. Try some new ideas, look for new avenues to find prospects, talk to other successful salespeople and pick up some new approaches and look for new opportunities with new products and new markets for old products and services.
Re-look at your business and investigate new additions and changes that could make things simpler, better, faster and more fun. Do this before you go on leave and even while on leave, if it is possible. For a Fast Start it is usually better to be busy implementing and talking to clients, rather than contemplating the goals, changes and new things you want to do. That is why making a list the night before of what you want to do tomorrow is much better than making the list in the morning. The subconscious works on your list during your sleep and you wake-up “on a roll” rather than waking up “wondering what you are going to do today”.

Happy Thoughts

Make a list of all the things you can think about that make you happy. That will help you think happy thoughts. Look at situations and think “what is the bright side in this situation”. Think “there always is another way to look at things”. Remember, the only difference between happy and sad people is that the Happy People have more “Happy Moments” in the run of the day than the Sad People. Happy People do have Sad Moments, but they have less Sad Moments than the Sad People. Look for ways to increase the number of Happy Moments you have in a day and eventually you will be seen as a Happy Person. Collect Happy Stories and Situations from your holiday period and repeat them to other people. There is nothing wrong with “re-living” happy times and sharing them with others … and making them happy to.

Dare To Be Different

“Dare to be different! Even, for one day, stopping off at the Café on the way to work, buying a Red Bull, drinking it and popping a vitamin B Complex tablet, could shift your “state of mind”, giving you a Rocketing Start for the day,” claims another top producer. He said, that is the
way he kicks off his new year. “Buzz Light Years” should have been his name. What are some things you can do that you don’t normally do that may “jolt” you out of your normal routine. Sometimes we are too serious. Do you know why Angels can fly…“they can fly because they take
themselves lightly!” Loosen up! Have some fun!

Bright Lights

In the first few days when you arrive back see clients that are “Bright Lights” or “Pleasurable People” to be with. You can draw on their upbeat good nature, friendliness and energy. This can get both your mind and mouth moving.

Avoid Only Seeing Problem Clients

“Getting stuck into dealing with clients who have issues to be solved can slow down even the most senior salespeople”. Try and avoid just handling problem situations at the start of the year. It can knock the wind out of your sails (sales) at a time you need wind in your sails (sales). Even if the reality is, that you have to handle some problem situations, be sure to integrate some “Bright Light” customers and friends in there as well.

Problems Or Opportunities

With clients who are unhappy with a service or product, have a plan and face it “head-on”. That alone often keeps the client happy. If you know a client is possibly going to call you with a complaint or express dissatisfaction, then call him first.

Also look for other ways you may truly be helpful with additional products and solutions. If the client is coming to see you create a “Welcome Mat” approach from the time the client phones in, is met by the receptionist, to where he/she actually sits and receives the refreshments you offer. Be creative!

Motivational Books And Tapes

Many Top Producers start their day reading the Bible, Bhagavad Gita, Koran, Torah etc. That puts them on the right track and right frame of mind for the day. Keep those favourite motivational books, spiritual books, and inspirational aids close by and make a habit of reading or listening to tapes for specific amount of time per day. Listen to Inspirational and Skill Building Tapes and CD`s while you are on the way to work. It can help ensure a positive day.

Gratitude

Before going to bed, contemplate the things that happened that day and that are happening in your life that you are grateful for. When you wake-up in the morning, try and think of at least two reasons you are grateful. Consider keeping a Gratitude Journal and review it regularly. A truly grateful person is rarely unhappy and unmotivated.

Keep The Right Company

Some people drain your energy and some people give you
energy. Some people can destroy your reputation and others can positively help you build a good reputation. Examine the company you keep. Look closely at those friends and acquaintances. Do they motivate, feed and energise you, or do they bring you down, demotivate and drain you. Target some new or old friends and associates that you would get a good return on investment (ROI) of your time, energy, abilities, money and reputation if you had more time with them. Be with more of these people in the New Year.

Sharpen The SAW

One of your objectives must be to have a complete and proper rest during the holiday period, but at the same time don’t lose your edge. A recent study showed that a person’s IQ drops quite drastically with more than 2 weeks on vacation. Do some reading and do some planning during the quiet period as well. It could save your IQ!

Know Yourself

There’s an Old Chinese Proverb that reads like this: “An intelligent person understands others, “A brilliant person understands himself/herself” Take a look at your own personal strengths and weaknesses and identify where you can improve those strengths and reduce your weaknesses, then kick in an action plan on the most important ones.

Change

What is insanity? It is doing things the same way day after day and year after year and expecting different results. What changes do you have to make to see different results with your clients, work associates, family and friends. The “Fountain of Youth” is found in change. Older people that are full of energy and usually looking much younger than their calendar year age, have mastered the continual learning of new things and constantly welcoming change in their life. They do not do things the same old way, day after day. When you master a new task or successfully implement a change, there is a great feeling of achievement that in turn creates energy which gives you spirit! An office that takes on new changes continually has spirit. So does an individual.

Action Plan

“Put an Action Plan together for each of the points or email me at billgibson@kbitraining.com for our FREE “Checklist and Action Plan” for this section. Then put some actions steps in place to help you ensure that your attitude and motivation are “over the top” for the last few weeks of 2009 and at the start of 2010.

This section is to help you focus more effectively and in turn ensuring more return on your investment of your personal assets. The information is drawn from parts of my Complete Sales Action System and other sales, personal marketing and sales management systems and processes.

The Right Focus

Why have some of our South African clients seen such amazing results with our sales processes? They have implemented the basic principles of focusing on the right clients and prospects, with the right frequency of contact, with the right database (frequency) selling tools and with the right solutions. Let me add a few more points to think about when you are focusing. The Focusing Principles:

1. Focus on the right clients/prospects.
2. With the right frequency.
3. With the right data base selling tools.
4. With the right solutions.
5. With the right timing.
6. With the right presentation.
7. With the right skills.
8. With the right attitude.

Review the above and give some thought how you may focus more effectively when building your own sales portfolio. Do you have to focus more on your skills this year, is it your attitude or is it in the area of providing better solutions for clients? As you can see, when you focus on these principles, there is lots of room for improvement.

Return On Investment (ROI)

This coming year make a special effort to adopt the word invest rather than spend in your personal and business live. The goal is to get your absolute best return on investment with your five valuable assets. Those assets are your:

1. Time
2. Energy
3. Ability – ideas/knowledge
4. Money
5. Reputation – you are the brand

When you first arrive back in January, invest your personal assets in those clients and prospects that will give you your best return on investment. They could be the people who don’t waste your time, they give you energy and listen to your advice, don’t cost a fortune to deal with and say great things about you as well as open doors for you in their network. Who will those people be?

Categorise Your Client/Prospect Base

Hundreds of salespeople from client companies in the past few years categorized their client base under the KBI licensed process, ABC, Retain, Develop, Regain and Gain. It helped them re-look at their base and focus on the right clients and prospects. Another approach used by some top salespeople is color coding. It could be:

Blue for the A`s
Green for the B`s
Yellow for the C`s

Or it could be gold, silver and bronze. There could be color tabs on the files or the actual color of the files. You could color code the electronic records the same way. A pile of red folders for AAA prospects and clients you are due to visit or need to confirm appointments for lying on your desk when you return, will certainly focus your efforts and get you moving and seeing the right sort of clients. Do it!

• Most Wanted / Most Potential and the Most Valued

Before you leave in December take the time to identify
the following:

3 Most Wanted / Most Potential Clients
2 Most Valued Clients
2 Most Wanted / Potential Lead Sources
2 Most Valued Lead Sources

Put a strategy together on these specific individuals on what you will do to gain or develop the business and relationship with them. Solicit input and assistance from the Sales Manager and Area Manager. These AAA people if handled properly could make a big difference in your first
quarter of 2010.

Action Plan

Put your own Action Plan together or commit yourself to action steps in the Fast Start “Checklist and Action Plan Guide”, (E-mail me at billgibson@kbitraining.com for your own FREE electronic copy) to ensure that you focus your personal assets for maximum profits in the New Year. Remember, knowledge and information is not power. Knowledge and information in action is Power!

Goal setting is one of the most important habits and abilities that an individual can have. According to Dr. Lee Pulos, Clinical Psychologist and Sports Psychologist, “having a focus on a self-determined destiny or goal, is the one quality consistently found in people who are high achievers”. There are six general categories of goals, according to Dr. Pulos, that seem basic for most people. These categories are:

1. Goals for high self-esteem.
2. Goals for happy, loving relationships.
3. Goals for mental improvement.
4. Goals for good health, energy, vitality.
5. Goals for a successful career and financial security.
6. Goals for an enhanced spiritual life.

When you are setting your goals this year, consider all 6 of these areas. They are all important. Also it is important to make sure that they are achievable goals, and targets.

One of the common reasons for depression is continually having goals that are unfulfilled. According to Dr. Lee Burke, “children that grow up to be happy children are continually given goals by their parents, but they are achievable ones”. Achievable goals create happier people. So, keep setting new but attainable goals and maybe some day you will laugh as often as a child. A child laughs on an average of 400 times a day, the average adult laughs 15 times a day. Following, are some of the tips around goal setting, target setting and achieving results.

Get Agreement

Try and come to an agreement with who you answer to or to your partner on what your targets are for the New Year, before going on holiday. That way it is in your “minds eye” while you are on leave and when you start the year, there is clarity.

Daily Activities

Before leaving or while on leave, determine what the daily, weekly and monthly activities need to be to reach your goal or target. Again, the subconscious will “kick-in” and refine those for you. Decide also how you will keep track of these and measure the successes.

Wall Chart

Like many of the top producers, have your goals visible and displayed in such a way that you can see the progress. If others also see them, it adds an extra incentive and pressure to reach those goals, because it puts you on-theline. Remember, people most often do what is measured.

Utilise Qualifications And Requirements

There could be criteria, qualifications and requirements that are already at your disposal as activities within your company or profession to help you reach goals and targets. Use these as benchmarks to take yourself to new heights. If they are not available, set your own reward or qualification or internally within the organisation create specific qualifications, trophies and certificates for specific accomplishments by the sales team.

Build A Pipeline

Make a special effort in late October, November and early December to raise the bar a bit. Work those extra hours, put in that extra effort, so there is a good ripe “pipe-line” of business ready to finalise when you get back. If you are starting late then work hard in December and January to fill the pipeline.

Action Plan

As Zig Zigler – North American sales trainer and motivational speaker once said, “If you think it, then ink it. Write it down!” Take the section Goals and Targets in the Fast Start “checklist and action plan” and write down the things you want to implement. (e-mail me at billgibson@kbitraining.com for a FREE copy). Following are a few extra tips when setting goals:

1. Define clearly what it is you want to achieve in what time period.

2. Be clear about your motivation. Make a list of why you want to achieve the goal. The why is what really motivates.

3. Interview people who have achieved a similar goal and gather stories and articles about how different people have done it. You need “models of possibility” directly (face to face) and indirectly (stories and articles)

4. Draw a picture or create a collage of photographs of what your goal is, or “how you will feel” or “what you may receive” when you search your goal. Make up a screen saver with your goal on it.

5. Develop some self-talk statements or affirmations that
support your goal.

6. Set up some type of measurement system and have
rewards at certain points of accomplishments.

Check out our offer on the Manager’s/Facilitators
Step by Step Success Training Kit for Goal Setting
and Building Personal Affirmations.

There are a number of excellent actions, tactics and tips I have used myself or learned from other top producers that did not fit under the other categories. I have also included theses additional tips because one good idea well implemented, can have a major impact.

Courtesy Calls

In December, make courtesy visits and deliver, calendars, small gifts, Holiday season Cards etc. This is an excellent way to constructively deal with the “festive” season. You can also continue to see a large number of people with this approach and set appointments for January or let them know you’ll be in contact. In early January, to get in motion, some Sales Professionals do a large number of courtesy calls..like birthday calls etc. This is a soft approach to moving to action and getting to see clients rather than sitting in the office.

Monitor Your Holiday Stories

When you return from leave, avoid excessive time spent discussing “What You Did On Holiday” with colleagues and even clients. This is not to be insensitive about our colleagues but this can stretch out and eat up a lot of valuable productive time.

Appointments

Have 3 to 5 weeks of appointments already in place for when you get back from leave. Have these appointments in place before you leave and try to always have 70 – 80% booked at least one week in advance.

Friday

Start your next week on Fridays and if the Monday to Thursday for next week is not booked, invest the Friday filling up the week and then you are off to a Fast Start on Monday.

Take Off

If your schedule isn’t booked several weeks in advance when you get back, take a few days, go home and get on the phone and book “out” your schedule 2-5 weeks in advance. This approach can put you back on track within days.

Data Base

Get your mind moving by sifting through your Data Base or contact lists on the first day back at work or before you actually officially start work. This will trigger new thoughts and opportunities. If the mind gets moving, the body will follow.

Client Files

Before you leave for holiday, put a selected pile of client files on your desk so when you walk into work on that first day, you can sit down and immediately move to action and begin to call on clients and potential clients. This way, you hit the first few days “on the run”.

Eyeball to Eyeball

Quickly get EYE BALL TO EYE BALL with clients. You are making money and achieving your goals and pick up energy when you see clients. Use every opportunity to get out of the office and in front of a client or potential client. EYE BALL TO EYE BALL will do it!

Early Bird

Get an early start each day. Many of the more successful
Salespeople are in the office early. This way they miss traffic, take care of administration and are ready to go and see clients and become productive from the start. Early morning is a great time to get things done without distractions. Again, this is a tactic you could use every day, but it is even more important when you have just got back from a break.

Action/People

Think Action! Action! People! People! Set a goal…for example, see 5 people each day. Before you go to the office try and see 1 or 2 people. Avoid coming to the office to push paper around – get out there and see clients. This should be your focus every day, but it is even more important for a FAST START.

Wow Service

Identify one client per week to WOW them with exceptional, impactful client service. Select them from your Most potential/Most Wanted and Most Valued list.

Action Plan

Put your own Action Plan together or use our Fast Start “Action Checklist” then check off the tactics you are applying OR use it to create an action plan to apply relevant techniques easily on your return from your holiday. The actions for this section will be under the category Additional Fast Start Actions and Tactics.

This article has been written and distributed to help Sales Directors, Sales Managers, Executives, Business Owners, Sales Professionals, HR Development Personnel and marketing People get a Fast Start In 2010. I have also written the article to help you gain your share of the market during the upswing. If you have found the article of benefit to you, please spread the word with my FREE OFFER of electronically distributing the article within your organisation, externally and abroad. Please, No Spamming.

Also to help you with the implementation of the ideas and tips, just e-mail me for a FREE electronic copy of your own Fast Start “Checklist and Action Plan”. Above all, remember the Boldness Statement to ensure your success in 2010.

Boldness
If Not Me, Then Who?
If Not Now, Then When?
If Not This Way, Then Which Way?
…Move To Action, Just Do It! May Health, Wealth And Happiness Be Yours In 2010!
Bill Gibson

To assist you and your management to get an even stronger start in 2010 I am also offering you and your organisation a “large discounted offer” on a specific selection of “training and sales and marketing development” training materials and Manual Self-Learning Programs. Please see the following pages.

Contact us for additional information at billgibson@kbitraining.com

You may ask..
why a fast start for 2010?
Contemplate this!

How many times have we witnessed professional sports teams making a super human effort in that last few minutes of the game and come from behind and almost win? What if they had put the same effort, energy and enthusiasm into the game in the first 20 minutes? They would have easily won with the momentum they had created. The same theory applies the first 30 to 60 days of the new year. We all need a rest, a break or a vacation to help balance and rejuvenate ourselves and connect with our families. The challenge with a two to six week break is that we lose momentum and often find it difficult to get back into the swing of things. How well we start in January often reflects on how the year is going to go. Also, how we end off our year in November and December can have a major impact on how well we “kick-off” the New Year.

Fast Start 2010

The topic Fast Start 2010 is a timely topic, especially with the festive season just around the corner. The ideas and techniques suggested in this tune-up material are based on my experience as a sales professional and from practical actions that successful salespeople I have interviewed, use to ensure that they quickly return to an acceptable level of business after a long break from work. These techniques are not based on a textbook or some academic theory. They are based on tried and proven behaviors of successful salespeople.

Based on my interviews with successful salespeople I have discovered most of them usually start with reviewing their personal and business goals and visions towards the end of the old year. Then they adjust and change these goals and visions through contemplation as the New Year approaches. Eventually the goals and visions are crystallized and are physically written down or put on their laptop or displayed where they can see it. They then kick into action with lists and steps they need to implement to achieve the results they are looking for. They also have
specific techniques to get themselves started quickly in the New Year and methods of helping themselves stay focused and above all stay positive and enthusiastic.
Then it is all about Action! Action! Action!
To help you save time and energy, (which is money to you), I have organized some of the Fast Start Income Building “Gems” from my interviews with Top Producers into a condensed format under specific headings. These headings are as follows:

We will start with Attitude and Motivation.

In an interview with one Top Producer about making the telephone pay, he said the following: “don’t use a boring script. Be unique; offer something fresh and new because people like to be part of things that are fresh and new. Display confidence and enthusiasm and don’t sound like you are begging or being a bother. You must have the right attitude and display that attitude when you get on the telephone. All the skills and knowledge in the world will not make you successful in business if you don’t show confidence, enthusiasm and a positive outlook on life!” He makes a real good point. Who would get excited about seeing a Salesperson who is timid, unconfident and unenthusiastic? You may even have to “fake it till you make it”…it has been done before! Being motivated and having the Right Attitude at the beginning of the year is vital. Here are some quick ideas from my personal experience and ones picked up from Top Salespeople during my interviews.

Newness

“Everyone likes something that is “New” and “Fresh”. Look for ways to bring some “Newness” into your New Year. Try some new ideas, look for new avenues to find prospects, talk to other successful salespeople and pick up some new approaches and look for new opportunities with new products and new markets for old products and services.
Re-look at your business and investigate new additions and changes that could make things simpler, better, faster and more fun. Do this before you go on leave and even while on leave, if it is possible. For a Fast Start it is usually better to be busy implementing and talking to clients, rather than contemplating the goals, changes and new things you want to do. That is why making a list the night before of what you want to do tomorrow is much better than making the list in the morning. The subconscious works on your list during your sleep and you wake-up “on a roll” rather than waking up “wondering what you are going to do today”.

Happy Thoughts

Make a list of all the things you can think about that make you happy. That will help you think happy thoughts. Look at situations and think “what is the bright side in this situation”. Think “there always is another way to look at things”. Remember, the only difference between happy and sad people is that the Happy People have more “Happy Moments” in the run of the day than the Sad People. Happy People do have Sad Moments, but they have less Sad Moments than the Sad People. Look for ways to increase the number of Happy Moments you have in a day and eventually you will be seen as a Happy Person. Collect Happy Stories and Situations from your holiday period and repeat them to other people. There is nothing wrong with “re-living” happy times and sharing them with others … and making them happy to.

Dare To Be Different

“Dare to be different! Even, for one day, stopping off at the Café on the way to work, buying a Red Bull, drinking it and popping a vitamin B Complex tablet, could shift your “state of mind”, giving you a Rocketing Start for the day,” claims another top producer. He said, that is the
way he kicks off his new year. “Buzz Light Years” should have been his name. What are some things you can do that you don’t normally do that may “jolt” you out of your normal routine. Sometimes we are too serious. Do you know why Angels can fly…“they can fly because they take
themselves lightly!” Loosen up! Have some fun!

Bright Lights

In the first few days when you arrive back see clients that are “Bright Lights” or “Pleasurable People” to be with. You can draw on their upbeat good nature, friendliness and energy. This can get both your mind and mouth moving.

Avoid Only Seeing Problem Clients

“Getting stuck into dealing with clients who have issues to be solved can slow down even the most senior salespeople”. Try and avoid just handling problem situations at the start of the year. It can knock the wind out of your sails (sales) at a time you need wind in your sails (sales). Even if the reality is, that you have to handle some problem situations, be sure to integrate some “Bright Light” customers and friends in there as well.

Problems Or Opportunities

With clients who are unhappy with a service or product, have a plan and face it “head-on”. That alone often keeps the client happy. If you know a client is possibly going to call you with a complaint or express dissatisfaction, then call him first.

Also look for other ways you may truly be helpful with additional products and solutions. If the client is coming to see you create a “Welcome Mat” approach from the time the client phones in, is met by the receptionist, to where he/she actually sits and receives the refreshments you offer. Be creative!

Motivational Books And Tapes

Many Top Producers start their day reading the Bible, Bhagavad Gita, Koran, Torah etc. That puts them on the right track and right frame of mind for the day. Keep those favourite motivational books, spiritual books, and inspirational aids close by and make a habit of reading or listening to tapes for specific amount of time per day. Listen to Inspirational and Skill Building Tapes and CD`s while you are on the way to work. It can help ensure a positive day.

Gratitude

Before going to bed, contemplate the things that happened that day and that are happening in your life that you are grateful for. When you wake-up in the morning, try and think of at least two reasons you are grateful. Consider keeping a Gratitude Journal and review it regularly. A truly grateful person is rarely unhappy and unmotivated.

Keep The Right Company

Some people drain your energy and some people give you
energy. Some people can destroy your reputation and others can positively help you build a good reputation. Examine the company you keep. Look closely at those friends and acquaintances. Do they motivate, feed and energise you, or do they bring you down, demotivate and drain you. Target some new or old friends and associates that you would get a good return on investment (ROI) of your time, energy, abilities, money and reputation if you had more time with them. Be with more of these people in the New Year.

Sharpen The SAW

One of your objectives must be to have a complete and proper rest during the holiday period, but at the same time don’t lose your edge. A recent study showed that a person’s IQ drops quite drastically with more than 2 weeks on vacation. Do some reading and do some planning during the quiet period as well. It could save your IQ!

Know Yourself

There’s an Old Chinese Proverb that reads like this: “An intelligent person understands others, “A brilliant person understands himself/herself” Take a look at your own personal strengths and weaknesses and identify where you can improve those strengths and reduce your weaknesses, then kick in an action plan on the most important ones.

Change

What is insanity? It is doing things the same way day after day and year after year and expecting different results. What changes do you have to make to see different results with your clients, work associates, family and friends. The “Fountain of Youth” is found in change. Older people that are full of energy and usually looking much younger than their calendar year age, have mastered the continual learning of new things and constantly welcoming change in their life. They do not do things the same old way, day after day. When you master a new task or successfully implement a change, there is a great feeling of achievement that in turn creates energy which gives you spirit! An office that takes on new changes continually has spirit. So does an individual.

Action Plan

“Put an Action Plan together for each of the points or email me at billgibson@kbitraining.com for our FREE “Checklist and Action Plan” for this section. Then put some actions steps in place to help you ensure that your attitude and motivation are “over the top” for the last few weeks of 2009 and at the start of 2010.

This section is to help you focus more effectively and in turn ensuring more return on your investment of your personal assets. The information is drawn from parts of my Complete Sales Action System and other sales, personal marketing and sales management systems and processes.

The Right Focus

Why have some of our South African clients seen such amazing results with our sales processes? They have implemented the basic principles of focusing on the right clients and prospects, with the right frequency of contact, with the right database (frequency) selling tools and with the right solutions. Let me add a few more points to think about when you are focusing. The Focusing Principles:

1. Focus on the right clients/prospects.
2. With the right frequency.
3. With the right data base selling tools.
4. With the right solutions.
5. With the right timing.
6. With the right presentation.
7. With the right skills.
8. With the right attitude.

Review the above and give some thought how you may focus more effectively when building your own sales portfolio. Do you have to focus more on your skills this year, is it your attitude or is it in the area of providing better solutions for clients? As you can see, when you focus on these principles, there is lots of room for improvement.

Return On Investment (ROI)

This coming year make a special effort to adopt the word invest rather than spend in your personal and business live. The goal is to get your absolute best return on investment with your five valuable assets. Those assets are your:

1. Time
2. Energy
3. Ability – ideas/knowledge
4. Money
5. Reputation – you are the brand

When you first arrive back in January, invest your personal assets in those clients and prospects that will give you your best return on investment. They could be the people who don’t waste your time, they give you energy and listen to your advice, don’t cost a fortune to deal with and say great things about you as well as open doors for you in their network. Who will those people be?

Categorise Your Client/Prospect Base

Hundreds of salespeople from client companies in the past few years categorized their client base under the KBI licensed process, ABC, Retain, Develop, Regain and Gain. It helped them re-look at their base and focus on the right clients and prospects. Another approach used by some top salespeople is color coding. It could be:

Blue for the A`s
Green for the B`s
Yellow for the C`s

Or it could be gold, silver and bronze. There could be color tabs on the files or the actual color of the files. You could color code the electronic records the same way. A pile of red folders for AAA prospects and clients you are due to visit or need to confirm appointments for lying on your desk when you return, will certainly focus your efforts and get you moving and seeing the right sort of clients. Do it!

• Most Wanted / Most Potential and the Most Valued

Before you leave in December take the time to identify
the following:

3 Most Wanted / Most Potential Clients
2 Most Valued Clients
2 Most Wanted / Potential Lead Sources
2 Most Valued Lead Sources

Put a strategy together on these specific individuals on what you will do to gain or develop the business and relationship with them. Solicit input and assistance from the Sales Manager and Area Manager. These AAA people if handled properly could make a big difference in your first
quarter of 2010.

Action Plan

Put your own Action Plan together or commit yourself to action steps in the Fast Start “Checklist and Action Plan Guide”, (E-mail me at billgibson@kbitraining.com for your own FREE electronic copy) to ensure that you focus your personal assets for maximum profits in the New Year. Remember, knowledge and information is not power. Knowledge and information in action is Power!

Goal setting is one of the most important habits and abilities that an individual can have. According to Dr. Lee Pulos, Clinical Psychologist and Sports Psychologist, “having a focus on a self-determined destiny or goal, is the one quality consistently found in people who are high achievers”. There are six general categories of goals, according to Dr. Pulos, that seem basic for most people. These categories are:

1. Goals for high self-esteem.
2. Goals for happy, loving relationships.
3. Goals for mental improvement.
4. Goals for good health, energy, vitality.
5. Goals for a successful career and financial security.
6. Goals for an enhanced spiritual life.

When you are setting your goals this year, consider all 6 of these areas. They are all important. Also it is important to make sure that they are achievable goals, and targets.

One of the common reasons for depression is continually having goals that are unfulfilled. According to Dr. Lee Burke, “children that grow up to be happy children are continually given goals by their parents, but they are achievable ones”. Achievable goals create happier people. So, keep setting new but attainable goals and maybe some day you will laugh as often as a child. A child laughs on an average of 400 times a day, the average adult laughs 15 times a day. Following, are some of the tips around goal setting, target setting and achieving results.

Get Agreement

Try and come to an agreement with who you answer to or to your partner on what your targets are for the New Year, before going on holiday. That way it is in your “minds eye” while you are on leave and when you start the year, there is clarity.

Daily Activities

Before leaving or while on leave, determine what the daily, weekly and monthly activities need to be to reach your goal or target. Again, the subconscious will “kick-in” and refine those for you. Decide also how you will keep track of these and measure the successes.

Wall Chart

Like many of the top producers, have your goals visible and displayed in such a way that you can see the progress. If others also see them, it adds an extra incentive and pressure to reach those goals, because it puts you on-theline. Remember, people most often do what is measured.

Utilise Qualifications And Requirements

There could be criteria, qualifications and requirements that are already at your disposal as activities within your company or profession to help you reach goals and targets. Use these as benchmarks to take yourself to new heights. If they are not available, set your own reward or qualification or internally within the organisation create specific qualifications, trophies and certificates for specific accomplishments by the sales team.

Build A Pipeline

Make a special effort in late October, November and early December to raise the bar a bit. Work those extra hours, put in that extra effort, so there is a good ripe “pipe-line” of business ready to finalise when you get back. If you are starting late then work hard in December and January to fill the pipeline.

Action Plan

As Zig Zigler – North American sales trainer and motivational speaker once said, “If you think it, then ink it. Write it down!” Take the section Goals and Targets in the Fast Start “checklist and action plan” and write down the things you want to implement. (e-mail me at billgibson@kbitraining.com for a FREE copy). Following are a few extra tips when setting goals:

1. Define clearly what it is you want to achieve in what time period.

2. Be clear about your motivation. Make a list of why you want to achieve the goal. The why is what really motivates.

3. Interview people who have achieved a similar goal and gather stories and articles about how different people have done it. You need “models of possibility” directly (face to face) and indirectly (stories and articles)

4. Draw a picture or create a collage of photographs of what your goal is, or “how you will feel” or “what you may receive” when you search your goal. Make up a screen saver with your goal on it.

5. Develop some self-talk statements or affirmations that
support your goal.

6. Set up some type of measurement system and have
rewards at certain points of accomplishments.

Check out our offer on the Manager’s/Facilitators
Step by Step Success Training Kit for Goal Setting
and Building Personal Affirmations.

There are a number of excellent actions, tactics and tips I have used myself or learned from other top producers that did not fit under the other categories. I have also included theses additional tips because one good idea well implemented, can have a major impact.

Courtesy Calls

In December, make courtesy visits and deliver, calendars, small gifts, Holiday season Cards etc. This is an excellent way to constructively deal with the “festive” season. You can also continue to see a large number of people with this approach and set appointments for January or let them know you’ll be in contact. In early January, to get in motion, some Sales Professionals do a large number of courtesy calls..like birthday calls etc. This is a soft approach to moving to action and getting to see clients rather than sitting in the office.

Monitor Your Holiday Stories

When you return from leave, avoid excessive time spent discussing “What You Did On Holiday” with colleagues and even clients. This is not to be insensitive about our colleagues but this can stretch out and eat up a lot of valuable productive time.

Appointments

Have 3 to 5 weeks of appointments already in place for when you get back from leave. Have these appointments in place before you leave and try to always have 70 – 80% booked at least one week in advance.

Friday

Start your next week on Fridays and if the Monday to Thursday for next week is not booked, invest the Friday filling up the week and then you are off to a Fast Start on Monday.

Take Off

If your schedule isn’t booked several weeks in advance when you get back, take a few days, go home and get on the phone and book “out” your schedule 2-5 weeks in advance. This approach can put you back on track within days.

Data Base

Get your mind moving by sifting through your Data Base or contact lists on the first day back at work or before you actually officially start work. This will trigger new thoughts and opportunities. If the mind gets moving, the body will follow.

Client Files

Before you leave for holiday, put a selected pile of client files on your desk so when you walk into work on that first day, you can sit down and immediately move to action and begin to call on clients and potential clients. This way, you hit the first few days “on the run”.

Eyeball to Eyeball

Quickly get EYE BALL TO EYE BALL with clients. You are making money and achieving your goals and pick up energy when you see clients. Use every opportunity to get out of the office and in front of a client or potential client. EYE BALL TO EYE BALL will do it!

Early Bird

Get an early start each day. Many of the more successful
Salespeople are in the office early. This way they miss traffic, take care of administration and are ready to go and see clients and become productive from the start. Early morning is a great time to get things done without distractions. Again, this is a tactic you could use every day, but it is even more important when you have just got back from a break.

Action/People

Think Action! Action! People! People! Set a goal…for example, see 5 people each day. Before you go to the office try and see 1 or 2 people. Avoid coming to the office to push paper around – get out there and see clients. This should be your focus every day, but it is even more important for a FAST START.

Wow Service

Identify one client per week to WOW them with exceptional, impactful client service. Select them from your Most potential/Most Wanted and Most Valued list.

Action Plan

Put your own Action Plan together or use our Fast Start “Action Checklist” then check off the tactics you are applying OR use it to create an action plan to apply relevant techniques easily on your return from your holiday. The actions for this section will be under the category Additional Fast Start Actions and Tactics.

This article has been written and distributed to help Sales Directors, Sales Managers, Executives, Business Owners, Sales Professionals, HR Development Personnel and marketing People get a Fast Start In 2010. I have also written the article to help you gain your share of the market during the upswing. If you have found the article of benefit to you, please spread the word with my FREE OFFER of electronically distributing the article within your organisation, externally and abroad. Please, No Spamming.

Also to help you with the implementation of the ideas and tips, just e-mail me for a FREE electronic copy of your own Fast Start “Checklist and Action Plan”. Above all, remember the Boldness Statement to ensure your success in 2010.

Boldness
If Not Me, Then Who?
If Not Now, Then When?
If Not This Way, Then Which Way?
…Move To Action, Just Do It! May Health, Wealth And Happiness Be Yours In 2010!
Bill Gibson

To assist you and your management to get an even stronger start in 2010 I am also offering you and your organisation a “large discounted offer” on a specific selection of “training and sales and marketing development” training materials and Manual Self-Learning Programs. Please see the following pages.

Contact us for additional information at billgibson@kbitraining.com

The number is ever increasing in dispute resolutions in our Canadian Provincial courts of family members and friends disputing sums of money that where lent without any payment schedules, expectations, or information for protecting the lender or the borrower in some cases. The amount of people that search the search engines for phrases related to loans is ever increasing, especially with terms such as:

- family dispute over money from gift to loan
- family gift loan document
- family member loan documentation
- loan documents now
- loan between friends document
- make up loan documents

If you are looking to loan money or borrow money, before your search any further, you should go to www.documentyourloan.com or www.kasu.ca and put inplace now what you need to so that all parties are protected, and you have a friendship or family dispute resolved. Be responsible.

Raising Capital From Friends and Family Part 2: Exhibit Confidence and be Prepared!

One absolute when dealing with friends and family is to not come across as if you are fearful. No one is going to invest in someone who is afraid of the opposition. More than anything else, friends and family know you best and need to see that the business they are investing in is led by someone who has confidence. In order for them to believe in you, they need to see your enthusiasm and confidence. Some ways to build up your confidence:

-          Have your homework done before you go to meet them and ask yourself what you would be looking for if you were in their shoes

-          Practice discussing your idea in the mirror so you can see how you look, make sure you look motivated, excited, and experienced in the field you are discussing

-          Be prepared with what you are willing to take on the high side, and what you are initially asking for by way of interest, percentages, etc.

-          Avoid big talk or discussing things you do not know, focus on what you do know and how you are going to use the money

-          Bring a loan document, showing how the payment schedule will work in the event you are asking for a loan

-          Be ready to accept refusals and practice accepting people saying no

-          Practice some objection handling, such as, can they lend a portion, or something that would make giving a loan more possible? Maybe even ask for a referral for someone else in the worse case its clear they cannot lend any money. Practice how you would ask these questions in the mirror or possibly with a significant other or business partner so that you know you are ready to ask for funds. If you know some of the objections friends or family may already have, try to prepare for those, and come up with ways to handle the objections before meeting with them

In most cases, the availability of a loan document is often enough to secure confidence along with your relationship with the lender. In order to document a loan, you will want to go to www.documentyourloan.com

How To Raise Money Through Friends and Family

If you are building a business or you have built a business you have already come to the conclusion that you need cash flow and capital. As an entrepreneur who is building a business, the costs of owning the business are continually increasing and it is hard to project the unknown costs of doing business especially in these economic times. Sales projections and inventory control are not as easy, and you need to be able to build your business without concerns about money. Even in a good economy, Entrepreneurs need cash flow, especially if they are still in the start-up phase.

Raising Capital From Friends and Family Part 1 of 2: Document Your Loan

If you have no current investors, the next best bet is your family and friends. Today loans from family and friends are an immense industry. Over 21 million Canadians lend money between friends and family, it is a billion dollar industry.

http://www.Kasu.ca does nothing but facilitate such loans in Canada. They supply the documentation and give the entire transaction a solid legal basis. The website is also available at http://www.documentyourloan.com.

The fact that other major companies in the US, such as Virgin Money with $450 million in loans facilitated total ending 3rd quarter 2009 and Lending Karma lending over $140 million, which is an indication that family members are more comfortable with lending substantial sums if the loan is properly formalized. The lender will need the extra security and payment schedule to show the loan is serious. When approaching a family member make it clear that a formal contract will be drawn up by www.kasu.ca which has been developed by an attorney specifically for friends and family loans.

If you are lucky enough to come from a business family, you may not only get the capital you need, but may also receive good advice that in the long run may be more valuable than money. But remember that even your closest family and dearest friends have to look after their interests. You may need to enter into a deal in which the business repays the loan eventually and the investor still retains a minority shareholding in the business. The main effect this will have on your business is that when the day comes to sell it, your investor will receive his or her share of the proceeds. A major advantage of borrowing from those close to you is that usually no collateral is required.

Treat your family like anyone else, the same way you have to prepare a presentation, prepare and do your homework before approaching them to give them and yourself the best possible outlook on how the money will help you, and how you can pay it back. You cannot expect people to hand over money blindly even if it is “love money.”

Above all else, no matter who you are dealing with, be honest to them and yourself and document your loan. www.documentyourloan.com.

What documents lenders or borrowers give to pay back loans:

Business Law Loans From Friend

Loan to friend document

Loan between friends document

 

DEALING WITH CREDITORS, DEBT COLLECTORS, CONSOLIDATING DEBTS, AND PAYING THEM DOWN

Now for the ABC’s of dealing with debts and creditors. There are many different kind of debts, and there are many ways to deal with them and tackle them. List all of your  debts, identifying the account or person or company, payment plan and schedule, interest rate on the debt, balance, number of payments behind, etc. Exactly how it is listed above in the first section of this booklet. With the credit card and outstanding loans listed, we break them down into Absolute, Beneficial, and Convenient in the same fashion.

“A” for absolute, mortgage, past due rents, car loans, utility bills, child support, taxes due, student loans

“B” non-interest or low interest baring loans or debt that could go to collections if a payment is missed

“C” unsecured debts that are not overdue, friends and family

Your goal then is to look at this list and try to negotiate down the amount owed based on your financial situation, lower interest, lower the amount you need to pay, stretching the loan payment time and payment size, and or put past due payments at the end of the loan over more time. Credit card companies will lower the amount owed, department stores are also likely to settle an existing debt,  etc.

It is important that if you have any existing debts with friends and family, that you have the loan agreements in writing. One of the things you need to consider when going in debt negotiation mode, you will have to prove you low assets, low income, high expenses, such as the budget produced, and supply copies of loan agreements. The creditor will see that by suing you, they will be a minor creditor due to the loan agreements with your friends and family, the lack of assets to pursue, and their position in the overall picture which may not be able to put you into bankruptcy or insolvency. The best way for them to get some money would be a settlement agreement. I have seen credit cards go as low as $0.10 on the $1, or a 90% discount based on the dismal financial picture of individuals. However, typically the amount it is lowered to is 30-70% discount.

HOW DO YOU DEAL WITH THE CREDITOR ON THE PHONE?

Your situation needs to one of which you have been put through that you believe you can only get out of if they give you this break, or else there is no hope. What would this look like?

THE EXCUSE

-          You are unemployed, or lost your job and need this break, or my employers lowered my income as a cost cutting measure for them to survive, and it has taken me by surprise.

-          You have a medical condition that has stopped you from earning income, and need to find another source of income

-          You have not been getting Government Tax benefits for your child, your spouse has not been paying support, school fees have increased, or child expenses were higher than expected.

-          You have too much credit on credit cards, department store cards, and or mounting debts that the interest is leaving you no funds personally, and you will need to negotiate out of the debt as you soon will not be able to pay the principle let alone interest.

-          You vehicle required fixing this month, and you couldn’t pay with credit as you are not making enough money. It was either lose your job or fix the car, you had to make the expense. (The car is a lease?) Be careful mentioning cars, it is an asset if you own one.

THE SOFT TOUCH

-          Inform them you are taking a course on credit management, and how to deal with this problem, part of this process is trying to deal with existing debts since you have been living month to month in a deficit

-          You are implementing and living by a family financial management plan to put a budget in place and method of paying as many of the debts I can overtime, but I need a break because of my employment status, etc.

-          You, your spouse, your family members have taken on or are looking for jobs to add money to the household, even second jobs.

HOW MUCH DO YOU WANT TO PAY OR CAN YOU PAY?

Be specific, and get it down to a timeline and schedule. If you want to lower credit card debt of $1,000 to $300 paid immediately, some credit card companies will take the change to get the money if you are not in a good position to pay. Lower your monthly payments to an amount such as $50 a month for the next 12 months. You may want to consider discussing this with a credit counsellor, but go through the exercise and get yourself out from under the weight of these debts. Your freedom is something you need to do yourself, and do something about. Get back your free will by letting them know what you can and are willing to pay. Stick to it, its the price of your freedom. Work out the details, such as duration, deadlines, payment amounts, interest changes, upfront payments that need to be made, everything they have agreed to or not to. Try to negotiate that they don’t report the overdue fees to a credit agency or bureau. Define what it means for you to be in default of the agreement. Getting this in writing will assist you in possibly finding friends and family who can lend you the money to pay off the credit card and other debts, and consolidate the loans to a friendly lender.

Explaining the plan for example to a family member who may be able to help you could assist in backing your decisions with creditors if you don’t have the money otherwise. Make sure you document the family loan, I suggest www.documentyourloans.com, and have payment schedules and interest to be made to them versus giving your business to someone else. It also allows for the family member to know, you are serious about repaying the loans. In some cases, you may already have family members you owe money to, document the past loans and the new loan in a new agreement with a payment plan. Do what you can to generate the money for less to pay off the expensive debts over your head.

Once you have labelled the documents, many of the debts you have at this point you may consider consolidating to one creditor and lowering the overall interest rate on the total debt. Sometimes this can be done utilizing a home-line-of-credit or through a credit company. Other times this can be done by friends and family, in some events, there is a new phenomenon that allows for entrepreneurs to be social lenders, and give you a loan to consolidate your debts. In Canada, this type of social lending or peer-to-peer lending has not come to its full maturity. However, within the US, this is becoming a common source of funds, and I believe it to grow in popularity with firms like www.kasu.ca who are initially focusing on helping people develop the loan documents, but has aspirations to develop future business models for Social Lending with institutional partners registered to facilitate such transactions online. It’s an interesting world, and there are ways to find money for your cause.

You may want to discuss agreements with a lawyer before signing off on them. Once you have a final agreement, place them in the budget.

When considering loan consolidation, once you have had a chance to negotiate the costs as low as possible, you should consider:

-          A Bank Consolidation Loan

-          A Mortgage at a lower interest rate, borrowing against home equity with your Bank or another Bank as a second mortgage, refinance your existing mortgage. Consider Annual interest rate, penalties for paying it off in the event that you sell the house, monthly periodic rate, fees, amount of your monthly payment, how long to repay, balloon payments and expiration. There are pitfalls, and many things to be careful of with the home, so make sure you are aware and google and research as much as you can on home equity line of credit do’s and don’ts.

-          Transferring higher interest debts to lower credit card interests

-          Cashing retirement funds or borrowing against it if this has less of a tax consequence

-          Borrow from friends and family, but document the loan as them consolidating your debts, and build a payment plan for them

Key points to consider, borrow as little as possible, try to lower interest rates, pay off debt as quick as possible, get it as low as possible, try to avoid secured loans, avoid penalties, get the agreement reviewed by a lawyer, don’t just sign because they offer you what you want, beware of high pressure sales people or those pushing to sign that day. Don’t pay upfront fees to anyone, don’t borrow more than you can, and don’t take loans you can’t pay back according to your budget or plan.

Use a  credit counselling service to get a grip on your finances if you simply find you can’t find the motivation to do all of this on your own. Google the do’s and don’ts of Credit Counselling, there are many sharks in the business, most Government Agencies provide suitable debt counsellors and referrals.

KEEP FOLLOWING FOR OUR NEXT INSTALLMENT, CONSCIOUSLY MAKING MORE MONEY!!!

Written by Ryan Gibson, ryan@publishknowledge.com

This is the copyright materials of Knowledge Brokers International and processes that are only allowed to be used for personal use, any consulting, corporate, or training use of the material requires per person royalties to be paid to www.kbitraining.com. If it is for republication, please contact Ryan at the email above for permission.

Knowing What To Budget and What To Cut

Firstly, budget is the wrong word; the first step is seeing where you are at. Now is the time to stop procrastinating. Start now, make sure you have all your financials as discussed prior in a box, in their files, pulled together. Contact your financial institutions if you are missing documents, but prepare everything you have. Follow the steps of find out where you are at, and write down your expenses versus your income.

1. Once you have organized it, take a look at your current monthly spending to your current monthly income.  Identify which services you can cancel and do without. Start cutting expenses, or identifying where you could start cutting expenses.
2. From the exercise we discussed earlier, you know where the emotional buying is occurring, identify the emotional buying and decide that you are not going to buy on impulse, to impress anyone, under anyone else’s pressure.
3. Begin the credit fast! Don’t buy products on credit cards, using department store cards, or any other kind of credit, especially if it is an expensive item like furniture, etc. If it is too expensive, try to use as little credit on purchasing the item as possible.
4. Mentally sit down and make a list of all the things you personally will go through if you don’t follow the budget and continue to spend money, if you do not make this change in your life, what negative and bad things will happen. Then sit down and make a list of all the wonderful things that will happen if you follow the budget, pay off your debts, and learn to save money to get capital in your life. Maybe its a new house, a vacation, a successful business venture, a new child, or an existing ones education. Right it down. This is a vital exercise in understanding why you are doing this.
5. Sit down now and allocate what funds you need to live, and figure out how much cash you have on hand once that is taken care of.
6. With this information, take the blank worksheet below, and the information you have filled in, and begin filling out what the monthly budget is for this month. This is your goal sheet. Keep a blank sheet, and track this month’s spending in that sheet to compare how close to the goal you are. Continue this activity monthly. Try to foresee expenses, if you pay car insurance once a year, try to spread it over a monthly expense. For example, if there is an expense such as a medical operation that is expected, a tuition fee, or something like this, make sure you consider a monthly amount to put in place.
7. You have likely already compared your income to your spending. It is either a deficit or a positive. In the event that it is a deficit, you will need to devise a plan for dealing with it. You have a clear list of all of your expenses, and you know your monthly budget currently.

*If you think you income is going to go down, then you need to budget this. However, it is much more serious than that, you may have to also consider how to supplement this. I highly recommend you take a look at the Business Success Series, Exploring Business Opportunities and the Profit Through Selling book. You may want to try to come up with other ways to make ends-meat, additional income, and earn cash that is being lost.

THE ABC’s of Cutting Expenses

The ABC’s of cutting expenses is about prioritizing and planning your expenses and dealing with them on that basis. Now that you are aware of your emotional purchases, you know that these are not absolute or essential expenses, they are usually just convenient. Well, your expenses need to be broken down into categories of:

“A” for Absolute or an essential expense. These  expenses are likely many of your fixed expenses, utilities, rent, school fees, and some variable expenses related to food.

“B” for Beneficial or expenses that are part of your daily life that are not absolute, but are an important part based on some personal criteria. An expense like this may be having a fax line at home, or internet connection, even though you could find it elsewhere, it may not be absolute, but its beneficial to your work, livelihood, etc.

“C” for Convenient. These are expenses that are closer to the emotional purchases, but have some importance, such as entertainment expenses, and are considerably more variable in nature. Some of your fixed expenses may be only convenient, and one should consider cutting as many of those as you can that are really not absolute and are only convenient. However, you may be able to find a cheaper internet provider for example, cut cable, find a cheaper home phone provider, cheaper cell phone provider, etc. You may be subscribing to a brand because it is convenient and habit, but you can cut the cost by finding something cheaper. In any event, this may put some of your fixed expenses as only convenient to use the brand, but you can get it cheaper elsewhere. Now is the time to find the competition, and same money. Consider whether your subscription is only one of convenience. If you are contributing to a savings plan or retirement plan, it is best to stop doing this, and if possible, move funds into a savings account that can be used towards the budget and getting out of debt. Savings plans would count as a convenient item, since you are losing in interest on debts, much more than you could gain in savings at this point.

The first step is utilizing the ABC’s is to now begin cutting out and reprioritizing your expenses. Other cost cutting initiatives could be considered, such as the brand of products you buy, the Grocery Store you shop in may be one with higher savings, etc. Where you shop may be convenient, but you need to plan. One of the best ways to save in the food area is to actually plan a menu for the week, organize the food by buying it in advance from a cheaper store, and then budget your food spending. These types of projects lower cost and build routine. Plan the day you eat out, or limit it to one time a week for example, provided you have been able to keep on track and make reductions that will show a long term gain. Reward yourself.

How Can You Spend Less

You have to be creative, some suggestions are as listed above:

1. Make a menu of food for the week. Have fun, make a menu, buy the food at a store that is not about convenient but rather about the price of the food to quality. Consider where you shop and what you eat. Try to make it affordable and fun.
2. You have already broken your expenses into ABC’s, take the expenses that you have that exist and decide if you can get it cheaper. Make the changes or have someone in the family organize the changes. You may have to go on the internet and research what deals are out there and what providers. If you are looking for some competitive examples of providers across Canada, feel free to submit a question on it to ryan@publishknowledge.com. I would be happy to have a make shift project for one of my assistants to look into cheaper prices and providers within your area. Who knows, there may be alternatives. I am always looking for new blog content ideas, and nothing is better than lists and comparison blogs. If you find yourself having a difficult time making a decision, contact me.
3. If you really want something, a CD, a new shirt, etc, try to find a deal on it, or ask when certain products will go on sale. Make the effort, search the internet, talk to friends about places where there are specials, make a chat room out of it to better know your city.
4. Consider expenses in your home such as moving to lower your rent, taking on a renter if you have an extra room or too much space. I moved in with my parents to lower expenses, and moved to Africa. I am not saying you need to be that drastic of a move, I have the liberty to do so, but it definitely solved all of my spending habits and expenses in one swoop. Maybe moving in with parents, family, or friends is a good idea if it can lower your costs to zero or lower. If you own your home, consider lengthening your mortgage, making the payments weekly versus monthly which can lower interest. Refinance the mortgage, consider selling your home, find a renter, etc. Some would say rent your house and move into cheaper locations, however, I have seen this go bad for close friends, and they end up paying a mortgage and rent. It is something you can consider, but be careful if you go that route.
5. Take David Suzuki’s advice, its good for the environment! Where a sweater at home, use your heat less. Make your home more efficient with cellophane on the windows, thicker curtains, or blankets over the front windows, do what you need to. But insulate your house not to lose heat, and be sure to use less air conditioning or electricity in the summer. Look at the environmental and cost savings ideas that you can get from your local utility company.
6. Coupons, pamphlets, and sales. Find them, use them, and enjoy saving the money but make sure it is products you need and not just the convenience of a sale. Be smart.
7. Use public transport if it is convenient, eliminate insurance on vehicles you don’t need to use, or change the type of insurance on the vehicle if it is possible to reduce the expense from a reduced use vehicle. Consider a cheaper car, one that burns less gas, pump your own gas, wash your own car, fix it if you know how to. If not, find a reliable friend who does.
8. The internet is a powerful tool, you can find entertainment, you can find education, you can find games, knowledge, all for free. It can also help you find cheaper deals on books, CDs, DVDs, etc.
9. Most cities have blogs and information sites on 100 ways to have fun in your city. Many of these ideas are really great ideas you probably have not done in years or since you moved to your city. Walk in parks, visit landmarks, go to the local community center, etc. Skim your local newspapers for free events or shows in your city.
10. Schedule game nights with the family, schedule movie nights for renting a movie or get a movie from the Library.
11. Invite friends to dinner, make sure it’s a potluck, Bring Your Own Meat BBQ, or a community dinner. I enjoy being invited to these events with friends, and they enjoy receiving me. They often will have a few extra of everything left over. It’s a good way to still be social, and stretch a dollar while maintaining your friendships.
12. Consider lowering costs on your typical expenses, have manicure parties with your friends, have hair cutting parties with your friends or styling, in some cases, cut your own family friends hair, buy x-brand products of the same ingredients in your name brand care products.
13. Check out thrift shops, swap clothing with friends, fix clothes that have problems with it, such as your kids, or old clothes that can be pulled out. It’s always good to have a Grandma or friend who knows how to fix clothes if you don’t. Now is the time not to be shy and ask if they can fix that favourite suit of yours.
14. Attempt to lower insurance costs, health, housing, etc.
15. Negotiate with providers on your list to see if they will lower costs, see if they have cheaper options.

Utilise the list when helping you put together your absolute, beneficial, and convenient, and use the items and ideas above to lower and remove expenses from the list. Once you have designed the master plan of lowering your ABC’s, run this program for 30 days, track it, and run your income to spending ratio at the end. You will be pleasantly surprised and happy. One thing that will help you is making more money. Finding ways to make more money will help you get there. Now that you know how to budget, now that you have it categorized, now that you’re a more educated shopper, you can now build a plan to save money, but not without ideas to make money.

By Ryan Gibson, ryan@publishknowledge.com

Going after your debt free diet? Make it Personal!

I have been on many diets, and as anyone knows who goes on diets, it is easy to cheat on a diet or worse yet, fall back and gain weight. The reality is like any diet or exercise of self control, don’t beat yourself up over slipping up, you can deal with the set-back.  Like any action taken in your life, positive thoughts, positive constructive momentum, and achievement moves you forward.

As mentioned above, turn the negatives into solutions in your life, you will get tired of living on a budget and cheat, but minimizing the overall damage will save your financial well being. However, you need to treat each positive step forward with more enthusiasm, and document your momentum. Consciously getting out of debt and creating your success is about keeping a journal, documenting your concerns, documenting your actions and expenses, and breaking new ground. I have used this methodology for building a business, to see where you are from where you came, then you will see that you have already won.

Dealing with setbacks

.celebrate each get out of debt success

.stay active

.find things to laugh about

.do something fun

.count your blessings

.accept what can’t change

.find peace through prayer or meditation

Signs of Depression

-feeling sad all the time

-feeling worthless and hopeless

-constant anxiety

-lethargy

-loss of interest in activities you used to join

-a change in your sleep patterns

-difficulty concentrating and making choices

-a lot of headaches or stomach aches

- loss of interest in eating or a need to overeat

-using alcohol or illegal substances

-constantly thinking about death and suicide

-taking health risks with sexual partners, cheating on ones significant other

If you are feeling depressed, like debt, the first step to getting out of it is changing your state of mind.

Hold Family Meetings, Pull Your Family Together

When faced with a pending bankruptcy in my family due to a poor business choice in the 1980’s in our family business, my father held a family meeting. We all went into the living room, and we sat down. He explained the financial situation of the family, I was roughly 13 years old, my brother was 15. I had always been a banker in the family, and had managed to save money from cutting lawns and shovelling snow. My father explained that we had to sell our cars, liquidate what assets we had, and we might have to move from where we lived. He explained we needed to tighten our belts, and he was very much destroyed, but in having the meeting, as a family we realized we hit the bottom. The meetings importance to us actually made us stronger. Luckily I had saved enough funds to cover rent and groceries for 2 months in my personal savings account, and my brother and I had packed lunches for school. We realized that there were certain sports we couldn’t play, certain things we couldn’t afford. Our family however adapted, there were more board games, more family time, more of what actually counts in life. It was a lifelong experience in the importance of hitting bottom and bringing the family together, and that you don’t have to hit bottom to do it. You may not have hit bottom, but you need to explain to your family where things are at, and how you plan on getting out. For my father, within 6 months, he was motivated and making money again, enough to pay down over the next 8 years all $500,000 that was owed. A discipline I admire now, and I hardly understood then

It’s true that you likely carry the weight of the family, but if you have a family, then it’s a good idea to pull together. Everyone spends the money together, everyone should be together on what is going on. A meeting however is not a blame game, so don’t get caught in the blame trap. It is simple, show them the income that is being made, show them the expenses you have personally, and you have as a family. Ask for their help to find a way to minimize the cost of living, and create some agreed measures to minimize spending.

Working together as a family is important. Your spouse is likely an important part of expenses, as they spend your personal income and vice versa directly or indirectly by choices either one of you make. Holding off on vacations that where planned, hold off on purchasing any large items with money you don’t have, or credit. Cutting off the use of credit is key, you need to find a way to spend only what you do have. Build a plan together, and try to move the plan to succeed together.

Many times its possible for these discussions to become blaming oriented, be an active listener.

OTHER TIPS

-          Your communications are essential, consider having a third party such as a financial advisor, accountant, or respected friend to sit down with you both and discuss your financials

-          Consider getting debt counselling together

-          Consider getting a personal coach for each of you that tries to help the communication

-          Consider community programs on money management skills that you can take together, group sessions even for a night can help couples communicate and focus

Unfortunately, you are responsible for all debts accumulated during a marriage. If you are not able to communicate, and your spouse is driving you further into debt, you need to decide whether you are going to take the pilgrims progress route for Life, versus staying back in the swamp of despond, the place of confusion and debt, the place where one sinks for their Sins. Don’t allow for yourself to believe you have sinned, or allow yourself to sink in debts and poverty created by those around you. Change your mind, change your life, and take this mission seriously. Not everyone is comfortable with change, especially if it involves them involuntarily. This is the stage many people look at divorce, I am not a fan of divorce, but I understand for many it’s necessary. I have seen relationships where one person who is depressed effects the whole families ability to operate. One persons spending habits can burden a family as well, and the combination of these can lead to a life of financial woes and divorce. This is where many couples seek counselling by marriage counsellors, religious figures, or books and courses. If you can find a way to do something together that can take your mind off of the discomfort of the debt I highly recommend it. Do yoga together, meditate together, read books together on happiness, spiritual growth, success, health, walk together, run together, find your place of peace. Words mean something, keep negative talk out of conversations, read on how to not talk negative to each other and be active listeners.

ARE YOU READY TO START THE PATH TO CONSCIOUSLY GETTING OUT OF DEBT?

Knowing how to keep it, and how to stay out of debt once you get out of it is all part of Consciously Creating Your Success!

You are reading this now, so you are trying to become more conscious of your debt, and you would like to consciously get out of it. Sometimes you may feel like you don’t have freewill anymore, and debts and society, family, work, bills, and taxes are holding you down. The secret to freewill is within you. If you are going to get a true handle on your finances, then you need to be truthful to yourself. As a high school wrestler, I was very competitive, and paid a lot of attention to my state of mind. One of the things I realized is that I had an emotional connection to food, and it affected my weight drastically. Emotional connections to food, alcohol, pleasing other people, and of course “spending” are real emotional attributes that take away your freewill.  They are broken down to the inevitable truth of “We are all human.” What is important is identifying your emotional connection to money, and your emotional connection to what you are spending your money on. Monthly you should be tracking your Expenses versus your income, this reveals those emotional connects. In order for me to maintain weight, I had to realize my emotional connection. I performed a 10 day fast with healthy supplements and a lot of water, and discovered within the first 3 days, I was emotionally attached to food. I became aggravated, easily annoyed, and I realized, I was dealing with a lot of my life by eating food. This is a method of overspending, as my food expense was one of my largest personal expenses. I suggest discovering what you spend money on, and attempt fasting item by item. Not all at once, but in order for you to understand how you are emotionally attached to your habits. One of those factors is to try and deter emotional spending.

Make a list of expenses that you believe where emotional within the last month and how much you spent on them: (For example, alcohol, food, social events, entertainment)

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Ask yourself next time you are buying something why you are doing it. The freewill to do so is much better than feeling like you don’t have control. Be aware. A fit financial life depends on your knowing better your expenses and your relationship with them.

Now take into consideration the emotional buys, now consider the society and pressure to spend money. For example, you find yourself eating at restaurants not just because of the quality of the food, but because of the company the restaurant keeps. Showing up at that restaurant means you are part of that society. You buy expensive clothing, not from a discount store, but from the top stores who carry the brand. The more you spend, the more successful you feel. The more you spend on someone you love, the more you love them. This is the pressure of society, this is the pressure once again that bends your will, but you are the one who controls your own free will. This is about telling yourself the truth and coming to grips with reality, your money or your life, your money is not your life, it’s just a method of handling your self-esteem and your emotions. Part of becoming consciously successful is understanding why you spend the money you do.

LIST THE EXPENSES WITHIN THE LAST MONTH THAT WAS A CHOICE OF EGO, SOCIETY, AND OBLIGATION THAT COULD HAVE BEEN AVOIDED. WHY DID YOU BUY THESE THINGS? WRITE DOWN THE REASON.

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Do you think you may need support, and your debts and spending habits are not going to change out of your own freewill? If so, I suggest going to Debtors Anonymous, if you believe you can make yourself conscious, that you can change, then keep going forward with this plan. Debtors Anonymous is just one way to help you get your conscious light turned on. If you are going to start a fast, you need all the support you can get.

I mention this out of courtesy, but the main thing you have to deal with is the fact that you have to change your mind set to success. What I want to get you used to is tracking your success. How do you track your success with money management and debts? Easy, as you spend less on pouring your money down the drain, spending emotionally, and controlling your expenses, you mark down the amount you are not spending month to month. That amount is considered an achievement. If you find yourself spending less, you are making headway, you are consciously changing your life and your success. Become a success minded person, and find your own freewill.

Getting out of debt is like the fast, you will be irritable, upset, and annoyed with yourself at times trying to spend less and become conscious of your money spending.  But it can be fun if you know that you are becoming free, you are finding the glory of freewill. There are no limitations in life when you find your freewill.

You need to have the freewill attitude that you will make it, overtime, not overnight, but you will isolate the controls in your life, deal with those controls, and pay down those burdens. Make a bundle owing to a bundle made. How do you deal with stress?

• 40% of worries and anxiety will never happen
• 30% have already happened
• 12% are needless worries about health
• 10% are petty miscellaneous worries
• 8% are real concerns
• 4% are real and you cannot change them
• 4% you can do something about

Make a list of your worries and concerns, and decide which categories these concerns fit into. Take positive action now on the things you can change.

Dealing with what worries you is often done better if you schedule time to worry, and you write a list of all those things worrying you. Like debts, everything is achievable if you are conscious of it. In order to act out of your own will, you need to be aware of how your worries control you. The concerns will become ever more apparent when you look at how you spend your time, money, ability, energy, and reputation. 

Click Here To Download The Worry Chart and Solution Exercise

FINDING THE SUCCESS MIND:

-          Read positive books

-          Wake-up early

-          Draw strength from past experiences, whether its sports, past achievements, etc.

-          Draw strength from your family, friends, and if necessary support groups

-          Stop negative talk to yourself, you can’t stop what you did or didn’t do, use the worry chart, and take positive action now

-          Utilize affirmation and visualization to see how you will feel with a successful future. Write these affirmations and place them around the house, on the bathroom mirror, on the fridge, on the dash of your car. Make it positive, make it successful.

-          Keep a diary, and document your success

-          Be confident about the new free will you are developing and finding, let that freedom open up your ego to a new level of confidence and higher self-esteem

-          Know that this will take time to get out of debt, but that you are going to document how you do it, so that you consciously never end up in this situation again

-          Just Do IT! No “Yeah buts”. A “Yeah but” is an excuse, someone says “yeah but…” before they make an excuse. Don’t make excuses up, just do it!

Write down your definition of success, take a look at your emotional spending, your self-esteem, and the income you are making, and decide whether you write your vision of success.

Written By Ryan Gibson, ryan@publishknowledge.com