- Okay.
Getting outside your comfort zone is one of the
most powerful and fastest ways for you to
accelerate yourselves.
That makes sense, right?
When you just go out and call somebody or
do something you're not comfortable with,
it makes new things happen.
This is one of the two most powerful
principles and now we're gonna show you
the next one.
It's called utilize the power of leverage.
Principle number five.
Let's first of all define leverage.
What is leverage?
I say leverage is getting more output or results
with the same amount of input.
Say you put a lever under something,
and I can lift, if I'm pushing up on something,
100 pounds of my weight, I can only
move it so far but,
maybe not all, but if I step back
and have a longer lever, I can do it, right?
I can use leverage.
I can get more results with less effort.
That's what leverage basically is.
It's one of the simplest and most powerful ways
for you to move ahead in your business
and it's almost always one of the ones that
everybody overlooks.
It's a new opportunity for you to start looking for.
Most small business owners don't even understand
the concept of leverage, so we're
gonna give you a quick lesson in it.
Let's look at an example.
1984 Oprah Winfrey began a talk show in Chicago.
She was an employee of the
TV station, and she started doing this talk show.
1986, just over two years later,
it was syndicated nationally.
What do you think happened to Oprah's income
in that time?
It went up.
Oprah went from being an employee, just like
a clerk that works at the City Hall or
whatever, just having a job.
You know what her net worth is today?
Three billion is the current estimate.
That's right.
Three billion dollars.
That's a lot of zeros.
How did it happen?
Only due to the power of leverage.
What's crazy about it is that she was still
doing the same show.
She was still herself, right?
She didn't magically develop new skills,
or arms or legs or anything.
She was just being herself,
bringing on her guests.
But, it was expanded out to a larger audience
and therefore it brought in ten times, a hundred times,
a thousand times the amount of money that it
did before because it was leveraged.
That's what you wanna look for.
How do you do it?
By the way, I'll give you another example of leverage.
Talking about Oprah, how many have written a book
in this room, anyone?
If you've written a book, how would you like to
have that be one of Oprah's book club choices?
Talk about leverage for an author.
One mention from her and your whole run
sell out like that. (snaps fingers)
That's an example of leverage.
In the first case, she was leveraging her own
resources and going out.
The second way you would be leveraging her resource
of all these people.
What we wanna look at is, first of all, what are
the resources you have at your disposal?
They'll be your resources and the resources of others.
The second thing we wanna do is look for creative ways
to leverage the resources that you have
at your disposal.
Whether they're yours or not.
I'll give you some examples.
First of all, your resources, let's take
a look at them.
Time.
How can you leverage your own time?
Leveraging your time would mean getting more
done with less.
How about doing a conference call instead of
talking to people one-on-one,
or creating a video that introduces people
to your product, or gets them
started in using it, an instructional video
or something like that.
That's a way that you leverage your time, yes?
So, that's one way.
Anybody think of another example of leveraging time?
Writing a book even is leveraging your time.
You're getting your information out
over and over again with just one
writing of it.
Leveraging your time, again, when you start to
think creatively about these things,
they'll start to pop in your head and you
wanna be thinking about them.
Second thing you can leverage is your money.
How many have made investments
and they've done well?
Yes?
Hopefully?
That's leveraging your money.
When you buy something,
you guys should leverage your money even when
you buy advertising.
In a way, you're using your money to
get you more customers.
So you could leverage your money.
Third thing you can leverage.
Your contacts and relationships.
How many of you are in a business where
getting referrals is important to you?
Yes?
A referral is simply one of your contacts,
somebody you know,
introducing you to somebody else.
And if you're good at it, if you build
the right kind of relationships and you
naturally develop your centers of influence,
which is a whole other talk that I do,
how to develop your centers of influence,
so that they will give you referrals.
It's your network.
It's your relationships that you build.
How did I get to be in this room today?
Because I know Dan and D.J. really well
and it turns out that they couldn't
be here tonight, so they wanted somebody
that they knew and trusted to be in the room
and kind of make sure that things were
in good order.
They've both been in lots of seminars,
said, oh, Andrew would you be there tonight
to take care of things?
They leveraged me and their relationship with me
to have me here.
Does that make sense?
Your contacts, you want to be strategically
developing your contacts.
All these things fit together.
You wanna be prioritizing.
You wanna go through, make a list of all your
contacts, and then identify who are the
top five I want to develop relationships with.
Not just anybody in here that says let's get
together for coffee.
They may be a nice person, but in terms of
prioritizing your activities and your actions,
you want to spend your time developing
relationships with people that can take you
where you want to get to.
Make sense?
You're gonna put that together with
building your contacts and your relationships.
I'll give you another example of relationships.
When I first got my Masters Certified Coach designation
in 1999,
coaching was still a brand new thing.
I only knew one other coach in Vancouver who
was really successful.
I was making a six figure income in 1999.
Almost no coaches make a six figure income today,
but back then nobody was.
My friend, Teresia LaRocque, who lives over in
Vancouver, she gave me a call.
You know her right?
She gave me a call and said, Andrew I'm building
a Mastermind Group of Coaches that are
earning six figures, are you earning six figures,
and I went, yeah.
We're putting together this Mastermind Group that's
gonna be nine people and they're gonna be
all across North America and we're gonna have
a call every week, are you interested in joining it?
Well, what do you think?
I've been struggling to get myself to a
six figure income, and I knew that
anybody else as a coach earning that, they
would have done the same.
She created this Mastermind Group.
She invited me to it.
We met on a weekly basis on the phone
for about an hour and then eventually
started getting together in person.
Twice a year everybody flew in from
Atlanta and California, and all this stuff,
and we went to Whistler one time,
rented a big chalet there.
Everybody shared their complete business model.
They kind of opened the kimono on everything.
It was amazing.
Yes, I shared my secrets but I got
secrets from eight other people back.
The Mastermind Group was absolutely fantastic.
It's one of the things I strongly recommend for
all of you, is to be part of a group like that.
We called it the Cloud Nine Mastermind.
It was probably one of the most important
keys to me, developing my business the way
I have, and becoming the person I have,
in terms of this industry.
You people don't have to necessarily be in
the same industry.
I strongly encourage you to be in a
Mastermind Group of between 5 and 10 people,
not less and not more.
You wanna meet on a regular basis, at least
once a month.
You have to have a structure to make sure
that you stay focused.
Very, very powerful concept.
Does that make sense?
So that's another way you can both leverage
your contacts and relationships and
also strengthen them.
Because, once you've been in a Mastermind with
somebody you get to know each other
so amazingly well.
I could go and stay with anyone from that group,
even though I haven't been in the group for
almost ten years now.
You're bosom buddies with 'em for life.
You get to really know them.
That's another thing you can leverage.