November 2021
WHAT IS YOUR BIGGEST FEAR?
What we fear the most keeps us from being successful. In sales, what we fear keeps us from making the most amount of money. In my coaching business, it’s getting sales professionals to embrace, not fear, picking up the telephone and making prospecting calls. For me personally, it’s the fear of heights or what is referred to as acrophobia. In the United States, nearly 17 million people have the same fear I do (which is about 5% of the population). Many of you have suggested skydiving or parachuting. However, I will pass on that advice. Right now, it is one story at a time.
The building behind me is the Stratosphere in Las Vegas, which stands at 1,149 feet. In the photo, I am standing in my office space in Las Vegas on the 25th story (as I said, one story at a time). I am not yet ready to take the elevator to the top of the STRAT, but I am working on it. With that in mind, I want to ask: What is your biggest fear in business? For many of us, it could be the fear of speaking in public. For some, it is social anxiety when in a large group of people. No matter the case, you must have a plan to work on your fear, one story at a time. In my business model of mentoring and encouraging sales professionals, making a prospecting phone call or doing an impromptu talk at a Chamber of Commerce event can almost feel like making a trip to the top of the STRAT. Keep this in mind — nothing happens until a conversation occurs and an appointment is set. We must overcome that fear. Sarah Blakely, the founder of Spanx, once told me, “It definitely taught me not to take ‘no’ for an answer because I was cold-calling all day, every day, and only basically hearing the word ‘no.’” Sarah, who founded the now billion-dollar company, said cold- calling was the best experience of her life. The late Steve Jobs of Apple said, “I’ve never found anyone who’s said no or hung up the phone when I called — I just asked. And when people ask me, I try to be as responsive, to pay that debt of gratitude back. Most people never pick up the phone and call, most people never ask. And that’s what separates, sometimes, the people who do things from the people who just dream about them. You gotta act. And you’ve gotta be willing to fail, you gotta be ready to crash and burn, with people on the phone, with starting a company, with whatever. If you’re afraid of failing, you won’t get very far.” Are you willing to act even if you crash and burn? And I don’t mean from the 50th floor. Start out by calling your current clients each day and tell them “Thank you” and “I appreciate you.” The next step is calling former clients and lost or forgotten leads. After that, take a chance and call those at the top. Be prepared and don’t wing it. Build a plan to overcome your fear that works one story at a time. Keep in mind my fear of heights will never end, but I keep working at it one story at time. Don’t let what you fear the most keep you from being successful. Be willing to act. Pick up the phone and call. Ask for help. I’m always here to serve you. Next up, floor 26.
-Dave Tester
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B y now, you should have an idea of what you want your business to achieve in 2022, but have you considered how you will grow during that year — and the impact that could have on your business? Often, entrepreneurs and business leaders take on the identity of their companies, but in order to personally thrive and see their companies take off, they have to grow right alongside it.
To do so, consider these goals all entrepreneurs must focus on at some point in their careers.
GOAL NO. 1: GET A LIFE You are more than the company you started. Plus, having hobbies or personal interests outside of your work can help you excel in work. It allows your brain to grow in new ways, sparking fresh ideas and perspectives. Consider activities that you’re interested in learning more about — like painting, podcasting, reading, or running — and get started. Maybe you’ll fail, but just keep trying! You may find a new activity that brings you the joy you need. GOAL NO. 2: SAVE MORE Many of the dimes you earn as a business owner go back into the company, but don’t forget to consider your future. Is your retirement plan in order? Do you have a plan should your company need to close? Will your family be secure? Consider these questions and hire a trusted financial advisor who can help you find personal investment success. GOAL NO. 3: MEET NEW PEOPLE Becoming inundated by daily, menial tasks can make us miss opportunities. This is where meeting new people can be so valuable! By doing so, you create a network of people who have different experiences than your own. They can help you see beyond your biases and discover a new path. Who knows? You just might find the next great venture for your company!
3 GOALS EVERY ENTREPRENEUR NEEDS IN 2022
TESTER-
MONIALS Are you ready to better yourself and your business? Have Dave secret-shop your front desk today! Call 208-707-9807 or visit GoDaveTester.com for more details.
“Great job today! Really good job engaging everyone and making it ‘just the right amount of uncomfortable with the right dose of encouragement!’ Really enjoyed it!” Matt Mullin Principal The Mullin Group at Berkshire Hathaway HomeServices
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plans, regardless of their wealth? (Answer: Because it protects their families and legacy.) Or, can you answer the top questions people have about estate planning? (Is it difficult? Is it expensive? Will I have to update it?) To convince customers of your value, you have to convince them of your expertise!
need to communicate with your consumers on multiple levels, hitting on the key ways people consume media. Some potential customers may grow into loyal fans via your podcasts or weekly email messages. Others prefer the intimacy and nurture of a direct mail campaign and special offers provided via text. However you choose to do it, diversify the formula across several communication channels. When you introduce new potential customers to a diverse range of nurture and education campaigns, you create a winning equation that cannot be beat. It doesn’t take a math genius to work out just how powerful this formula can be.
TIE IT TOGETHER: DIVERSIFICATION
Finding new leads, nurturing those leads, and educating them — it all boils down to
a multipronged approach. You cannot rely on social media to find and develop your leads alone. You
Cheesy Spinach and Mushroom Chicken GG Gretchen’s Kitchen (My Mom’s Secret Recipes)
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Ingredients
Email us: TesterBroadcast@gmail.com Call us:
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1 tbsp oil
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2 boneless, skinless chicken breasts, uncooked
1 1/2 cups white mushrooms, sliced
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1/2 tsp paprika
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Salt, to taste
3 tbsp shredded cheddar cheese
Black pepper, to taste 1 tbsp fresh thyme leaves
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4 cups baby spinach
Directions 1. Preheat oven to 400 F (200 C). 2. In a large nonstick skillet, heat oil over medium heat. 3. Toss in mushrooms and season with salt, pepper, and thyme. Sauté until the mushrooms have started to darken in color. 4. Place the spinach on top of the mushrooms and toss until the greens have wilted, about 2–3 minutes. Set the spinach mixture aside. 5. Season the chicken breasts on both sides with salt and pepper. 6. Using a sharp knife, make a few vertical cuts about half an inch apart, making sure not to cut all the way through the chicken. 7. Transfer the chicken to a greased roasting pan. 8. Stuff the spinach mixture into the cuts of the chicken breasts. Season with paprika and top with a sprinkle of grated cheddar cheese. 9. Bake for 20–25 minutes at 400 F (200 C) until the cheese has melted and the chicken has reached an internal temperature of 165 F (72 C).
Corner Post MINISTRY
If you would like to listen to Dave’s spiritual podcast, visit CornerPostMinistry.com.
“Be joyful always; pray continually; give thanks in all circumstances, for this is God’s will for you in Christ Jesus.” – 1 Thessalonians 5:16–18 NIV
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What Is Your Biggest Fear?
3 Personal Goals to Make 2022 Better
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Cheesy Spinach and Mushroom Chicken
Use This Sales Formula to Make More Money
MAKE MORE MONEY With This Simple Sales Formula
Wouldn’t it be nice if your business came with an instruction manual? It would include how-to’s about hiring and customer retention, and the sales chapter would provide surefire tactics to target the best customers for your business. Too bad something like that doesn’t exist — or does it? While there may not be a one-size-fits-all manual, there is a guaranteed sales formula designed to help business leaders close more deals and create meaningful relationships with the right customers. The concept is simple: New leads + a nurture campaign + educational materials = more sales, more people helped, and more money in your pocket. FIND NEW LEADS You have to start somewhere, and new leads are just the place. However, you have to find the right leads. If your demographic targets older adults in need of estate care, a 30-year-old newlywed isn’t the one to pursue. Find the hot leads and move forward with those leads in mind. NURTURE LEADS It takes more than a dozen touches to actually convince someone to buy into your product or service, yet many businesses give up after only a few connections with their leads. Target your new leads with emails,
social media, direct mail campaigns, and other marketing endeavors that let them know you haven’t forgotten about their needs. They may not be ready to buy, and they may keep you on the line for a long time. But persistence will almost always pay off in the end — especially when you pair it with the last element of the formula. EDUCATE LEADS It’s one thing to make your leads feel special, but you also have to remind them why your product or service has value. In the above estate care example, can you answer the question as to why older adults need estate Continued on Page 3 ...
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