Martin,

I can’t say it enough, I took your course a year ago or more now and up until now, I’ve done nothing as I got caught up in the “other” career that paid the bills. Now I’m jumping headlong into this as my “new” career and every time I read your articles, the more sense it makes! I am going to focus on 3-specific niches and stick with them and get very, very good at them.

Your information is by and large well above that of other products out there, believe you me!

Thanks again,

Steve
===================

One of the readers of my blog article and the comment Steve made – a man named Vince – wrote the following:

“Something’s wrong here. Steven invested well over $10,000 in this business – yet he never took action? I would call this a failure. Regarding this article – I gave it a 3 – that is 60.%. Marginal. Good stuff, but nothing new here. Some value yes. Would a business client pay me $1,000 or $500 a month for that. I don’t think so. . .”
===================

I read what Vince wrote with great interest, because I’m always concerned when I see or hear statements that are made with no background, history, or factual understanding for the basis of their comments.

Let me explain. Since we don’t publish what people paid for their training, travel, or other business expenses, I’m not sure how Vince determined that Steve invested “well over $10,000 in this business.”

Second, Vince says that because Steve “never took action,” he “would call this a failure.” I’m not sure I would be so quick to make that judgment. Steve very clearly said he “got caught up in the ‘other’ career that paid the bills.” This happens with some people for a variety of reasons.

For some, the timing to make the jump to a new career isn’t right when they come to our training. For instance, a couple of years ago, two national sales managers for two different pharmaceutical companies happened to attend the same training session. They didn’t know each other, but their situations and stories were identical. Both said that they could see the handwriting on the wall that their jobs would eventually be phased out and they wanted to get some training in while they could, and they wanted to take advantage of a special offer we were presenting at the time.

Two years went by and neither of these people did anything with their TopLine training. Would that be considered a “failure”? I hardly think so. Both of these guys were working for very large companies, making mid 6-figure incomes, had great benefits, good retirement plans, and they didn’t want to jeopardize those.

Eventually, one of the two contacted me and said that his job had ended and he was ready to begin his consulting business. We talked about how he could leverage his previous experience and get up and running very quickly. In a very short time, he landed a client that paid him $5,000 a month plus 15% of the gross revenue he generated for them. The way he positioned himself saved the company around $100,000 a year from what they were currently spending, eliminated the need for a support staff, office space, office furniture, telephone, computer, car expenses and expense account. They were thrilled to pay him what he asked.

What’s the big deal about that? Well, I’d say that $60,000 plus 15%of a revenue from just ONE client isn’t too bad. Especially when it’s the first client. If this consultant can’t pull $100,000 out of this client in his first year, something is terribly wrong.

My point in relating this is that for Vince to make such a blanket statement about Steve’s not taking action being a “failure” – especially with no more information than he “got caught up in the ‘other’ career that paid the bills,” is pretty short-sighted. Everyone comes to the business with a different mindset, different personal situations, and their own unique circumstances. For some, it’s like the two pharmaceutical reps. For others, it may be that they wanted in on a special pricing offer we had at the time. We’ve had business owners who were in the process of selling their businesses and couldn’t do anything until their business sold. But I don’t think it’s fair to say that Steve is a “failure” because he didn’t (or perhaps, wasn’t able to for whatever reason) jump in with both feet at the conclusion of his training.

Vince went on to say about the article, I gave it a 3 – that is 60.%. Marginal. Good stuff, but nothing new here. Some value yes. Would a business client pay me $1,000 or $500 a month for that. I don’t think so. . .”

No argument with Vince’s opinion. If he thought the article was only worth a “3” and that it was “marginal” and there was “nothing new”, great. Not everything you read will resonate 100%. And certainly, not every thing or every idea that you write, say, or propose will resonate with everyone you meet.

To expect or even suggest that a “business client pay [you] $1,000 or $500 a month for that,” is totally unrealistic. I’ll agree with Vince on that. But no one even suggested that. You don’t charge a client $1,000 or $500 for one article. The way you work with a client is to determine what their problems, challenges, and areas of opportunity are, then develop a plan, a strategy, or a solution that will realistically and cost-effectively solve, satisfy, minimize, or eliminate those problems. It’s not a one-idea thing. And it’s certainly not a one-article thing.

That’s why we have developed a complete, turn-key, connect-the-dots SYSTEM that if followed, will identify the problems a business has, and give you the tools, resources, and abilities to correct them. And when you can provide those kinds of solutions for a business owner who is (and has been) struggling to keep his or her business afloat, and has spent countless dollars and hours with little if any results to show, you can easily capture all the business you can handle and charge prices that will afford you the lifestyle you want for your family.

I don’t mean to pick on Vince. Not at all. In fact, I really appreciate what he said because if he was thinking those things, perhaps there may be someone else with the same thought, but who didn’t verbalize them. So my thanks go to you, Vince, to allow me to clarify a couple of points and give a little more insight as to how our consultants work and the potential they have for making some very serious money in this business.

When we spoke, I had no idea what direction the conversation would go, or what he would end up doing with the recording. I just trusted that he would use it to good advantage.

When I picked up my mail the other day and opened a unexpected package, I stood with my mouth opened in shock to see that Adam had incorporated my interview along with 5 other well-known marketing experts into a new product that he developed, called, “Info Profit Mindset.”

To be included along with other notable personalities in the training, consulting and marketing business, including Rick Raddatz, Joe Vitale, Joe Polish, James Malinchak, and Adam himself, was a distinct honor.

The theme of Adam’s new program is the one common secret that successful people share… a simple, yet different MINDSET.

Adam picks the brains of each of these successful marketers looking for the one thing that sets them apart from others and enables them to achieve the uncommon levels of success that they enjoy. What he discovered was that they have the ability to think in terms of possibilities, realize that nothing is impossible, and to see opportunity where others only see difficulty.

This afternoon I picked up the phone and had a long conversation with Adam. This product is just one part of his very comprehensive Marketing Mentors Inner Circle program that he has opened up to 100 people. The program is barely a week old, and as of this afternoon, he only had 18 spots left.

Well, I could see the incredible value in belonging to this group, so I offered to buy the remaining 18 spots to give as gifts to people who attend my next 4-day TopLine Business Solutions Consulting Workshop, held in Phoenix, Arizona, October 6 – 9.

Problem is, Adam wouldn’t sell them to me. At least not all 18. He wanted to keep them for himself and his clients and prospects. But I was able to convince him to let me have 5 spots. And yes, I had to pay full price for them… and pay it all up front, not on a monthly basis.

But I figured it is worth it… especially when you see all you get in the program. In fact, if you want to see it, just go to:
www.themarketingmentors.com/InnerCircle.

But whatever you do, DO NOT BUY the program from Adam’s site. If you do, you will be billed for it and I can’t help you. Instead, if you attend our program beginning October 6th, you will get the entire program (everything… the interviews, the newsletters, the coaching… and even a special teleconference for our group) for free. I’m paying for everything.

Now I’m sticking my neck out here. Because our onboard consultants are not getting this program. And when they find out that I’m offering it to you (IF they find out), they’ll shoot me!

But I could only get my hands on 5 spots, and I’m giving them away to the first 5 people who join us at our next training workshop.

To get all the details, please contact Chad at 480-969-1738. He’ll give you all the details you need to see if the TopLine Consulting program is right for you, and if you’re right for us.

In the meantime, check out one of our websites at:
www.BusinessConsultantsWanted.com/info.htm

And stay tuned for my next post. I’ll be sharing a simple formula that shows you how to make a minimum of $390,000.00 in your first year. Simple. Easy. Quick.

And no, it’s not pie in the sky or hype. It’s real world stuff that our onboard consultants are actually doing right now.

Recently, I was interviewed by Access To Experts, and I thought you’d like to see how it came out. Take a look and see if you can get a few ideas that you can use in your business, or maybe get a better idea of what our consultants do.

 The folks at Access To Experts have asked me if I could recommend any consultants to them for a similar interview. They’re looking for two types: A “seasoned” consultant who is already very successful, and a brand new consultant who has gotten ahold of our program and is quickly achieving uncommon success. I’ve got several that fit that first category, and I’m looking for a couple to put into the second category.

If you feel you would make a good marketing and business development consultant and you’d like to see if you qualify, pick up the phone and call Chad at 480-461-1866. He’ll see that you get all your questions answered and have all the information you need to see if the TopLine program is right for you.

Because of some last minute cancellations due to summer vacations, family conflicts or scheduling problems, a couple of people have had to reschedule for later in the year, and that opens up two seats that are up for grabs.

If you’re the kind of person who can follow a simple, step by step blueprint… practically a connect-the-dots system, then there is no reason you can’t make a VERY significant income in this business.

Some of our consultants are on track to earning in excess of $500,000.00 in their first year following their training… the same training that you’ll experience on July 14th.

If you’re tired of beating your head against the wall trying to make a living at a job or in a profession that you don’t enjoy or that doesn’t adequately reward you, then you owe it to yourself to check out the TopLine Business Solutions Marketing and Business Development Consulting program.

We couldn’t make it any more simple to succeed. All you have to do is follow the same system that has proven successful for so many others. In fact, more than 722 consultants in 26 countries around the world have been trained in the TopLine system… and many are making mid 6-figure incomes in their first year working only 3 to 4 days a week.

If you have ever considered making a change from what you’re presently doing to a high-paying career in a very lucrative market that is literally begging for your help, then pick up the phone and call Chad at 480-969-1738.

He’ll make sure you have all the information you need to make the decision that’s right for you, and that you get in on this one-time, very limited reduced down payment offer.

Martin Howey, CEO
TopLine Business Solutions

But along the way I make the “mistake” of telling some of my consultants about it hoping that I’d get some sympathy.

Then the unexpected happened. BJ Denton, one of our consultants and one of my very favorite people in the world wrote me an email and pretty much told me that I would be cheating our consultants if I didn’t go.

I recorded a video that explains what happened and how that one ski trip turned into a $12 million contract and will net me in excess of $1.5 million in personal commissions.

Not only that, but I’m teaching the exact strategy that I used in our next TopLine Business Solutions Marketing and Business Development Consultant’s training workshop. I reveal everything. No stones unturned. Exact step-by-step system on how you can do the very same thing.

Watch the video. Visit our website at www.BusinessConsultantsWanted.com/info.htm and get all the details. Then contact Chad at 480-461-1866. He’ll explain the system, answer any questions you have and tell you how you can get in on this one-time only program and save $5,000.00.

Martin,

I had my first TopLine presentation to small business owners on 4/25. A member of the Chamber was at the meeting.

While I was in Phoenix week, the Chamber member invited me to give a presentation at their Small Business Educational Seminar on May 12.

You’ll recognize the title of the presentation.

Thanks for all your help and support.

Have a great day!

Robert
Melony wrote:

Thank you in advance for the part you are going to play in support of our Small Business Educational Seminar. I look forward to working with you during this event. We have overhead projection capabilities available (please bring your own laptop), and I can assist with photocopying of handout materials as well.

I will be preparing three ring binders for each of our attendees, and will be glad to include copies of your presentation as well if you would like for me to.
Please have any originals that may need photocopying to me by noon of the 12th.

The program for our day will look like this:

Time: Session: Topic: Presenter:

9-10:30 Session 1 Creating a Solid Infrastructure, How Firm is Your Business Foundation? SLS Consulting, LLC Sharon Sellers

10:30-12:00 Session 2 Diversity in the Workplace, Breaking Down the Barriers Hispanic Council of the Chamber, Presenter TBD

12:00-1:00 Lunch provided

1:00-2:30 Session 3 The Fastest, Easiest, Most Profitable Way to Double Your Business Income TWIF Inc. Robert Velarde

2:30-3:15 Session 4 Business Retirement Plans Edward Jones, Clay Thornton

3:15-4:00 Session 5 Communication Breakthrough, Write Right to Reach Your Target Market Splash Marketing, Shari Schleis

Additionally, can I please get from you a short bio? I will include a presenter highlight for each of our participants as well and it will also be used for introduction purposes during the program for the day.

Thanks so much again for your participation in the Small Business Educational Seminar and I’ll talk to you soon. Please do not hesitate to give me a call if you have questions or concerns.

Melony

Director of Special Events

Chamber of Commerce
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A couple of interesting points:

You don’t have to be the sole presenter. In Robert’s case, there are 5 presenters on the program.

Being part of a diversified presentation may generate interest from someone who may not otherwise have been interested in your topic. Note the topics: Infrastructure, Diversity, Increasing Profits, Retirement Plans, and Writing skills.

You don’t have to make a long presentation. The 2 presenters in the morning each have 90 minutes. Robert follows after with 90 minutes and the other 2 afternoon presenters each have 45 minutes.

You don’t need to develop your own curriculum. Robert is using one of the reports he got in his TopLine training.

You don’t need to spend a lot of money, time or effort to “market” yourself. Join the Chamber (just one example), let them know what you do and your willingness to participate, and it will happen.

You don’t need a lot of expensive equipment or spend a lot of money on materials. The Chamber has the projector and will do the printing for Robert.

Future marketing: The Chamber is preparing a presenter highlight for each of the presenters that will include bios for each. Every attendee will have access to Robert’s background, what he does for his clients and his contact information.

Now, what can Robert do to enhance his presentation, connect with his audience, get them to want more of him, and entice- in fact compel them to contact him for more information?

Actually, several  things. Here are a few:

Send a Pre-Program Questionnaire to those who will be attending to find out what kinds of businesses will be present and what their biggest and most pressing challenges are. Even if you have your talk or presentation planned out, by interjecting a few examples, comments or business names into your presentation, it will appear that your presentation has been tailored or customized for them.

You should always prepare the name tags. First name in big, dark, bold letters on one line and the last name smaller on a line below. Use a black marking pen if done by hand. Do not let the attendees write their own names on their tags. Some will print very small with both names on the same line, or worse yet, write in cursive. The first name should be big and bold enough for you to read it from a distance. People love to be called by name. There’s an emotional connection in doing that.

Move into the audience when making a presentation. Do not stand stationary at the front of the room, and whatever you do, do not stand behind a lectern. Movement, eye-contact, addressing by the first name, occasional touching on the shoulder, stopping and talking to one person- all these things help build connection with your audience and enhance buy-in on their part.

Occasionally reward them for good questions and answers. When someone asks a particularly good question or participates in way that adds value to your presentation, hand them a gift and thank them. Doesn’t have to be a big or expensive gift. Any of the Special Reports or articles that come with your TopLine resources will work. Let them know how much you appreciate them and their contribution. Not everyone who participates gets a prize. Only those who add exceptional value.

Never ask a question they can’t answer. If you do, very quickly give the answer to them. You don’t want to alienate anyone in your audience in any way. Giving them questions that they can answer makes them look good in their peers’ eyes.

Don’t read your slides! Your audience isn’t stupid. They can read. Visuals are there to support you, not to be your presentation. Learn how to make effective PowerPoint presentations or use handouts to enhance your audience’s understanding, comprehension and retention of your material.

Have some products that you can give away at the end of the presentation. Reports, books, CD’s, consultation certificates- anything that has value. Let them know that because you didn’t know how many people would be in attendance, you only brought one along. But if they would like to have a copy of any of your offerings, to check the appropriate boxes on your evaluation form, or bring their business card up to you at the end of the program.

Stick around. If your presentation allows it, hang around afterwards and talk to the attendees. Continue giving information, value and ideas until you’ve exhausted them- not you. Unfortunately, Robert’s presentation is following lunch and there is a speaker right after him. The last speaker of the day ends at 4:00, which means that in all likelihood, they won’t leave until around 5:00. And at that time of day, with traffic, people are going to want to get out of their A.S.A.P. Robert has to do something dramatic and different to create a compelling reason for the attendees to want to get back to him for something of value in the next day or so. May 12th, the day of Robert’s presentation is a Monday- not the best day to take people away from their jobs to attend an all-day seminar. The next day, Tuesday, is going to be a busy day and without something burning on their minds, getting back to Robert will not be a priority matter.

Well, we could go on and on with ideas and strategies all day. My point in writing this post is to let you see what another of your colleagues is doing, even just out of training.

I haven’t touched on how to upsell, what to offer, or how Robert can get his audience committed to spending money with him. That’s a topic for another time.

The key is to do exactly what Robert did. He made a presentation at a Chamber meeting that was so good that one of the members approached him to be on their program. Beats the heck out of him trying to sell someone on using him. I’ll take that kind of situation any day.

Now it’s your turn. Let me know what you’re doing, how it’s working for you and what you need help with. I’ll continue to let you know of Robert’s progress. If you have any encouragement or ideas for him, pass them along. I’m sure he’ll appreciate them.

Martin

Robert said when he read it, it reminded him of me and how much we here at TopLine are continually giving. I thanked him and he repeated it a couple of more times.

I don’t know about you, but it’s sometimes difficult for me when someone compliments me about something I do that… for me… just seems to come naturally. People who know me know that I don’t talk much about my accomplishments or try to build myself up in the eyes of others. I just take things in stride… as a part of my everyday life and activities.

But Robert’s comments, coupled with so many other recommendations from other people I know and respect, made me not only think about what he said, but I actually stopped in at our local Barnes and Noble bookstore and bought a copy of the book… and I read it all the way through in just a couple of hours.

There were so many good things in the book. Among them were The Five Laws Of Stratospheric Success…

1. The Law of Value: Your true worth is determined by how much more you give in value than you take in payment.
2. The Law of Compensation: Your income is determined by how many people you serve and how well you serve them.
3. The Law of Influence: Your influence is determined by how abundantly you place other people’s interests first.
4. The Law of Authenticity: The most valuable gift you have to offer is yourself.
5. The Law of Receptitivy: The key to effective giving is to stay open to receiving.

Each one of these “Laws” could be turned into a seminar, a workshop, or even a sermon… they’re that good. And to have Robert say that he was reminded of me as he read about those Laws was very flattering, yet humbling.

Last week, I was out of the office conducting another of our Consultant’s Training Workshops and got behind on some articles and communications for our consultants. So I worked all day and well into the night on Saturday just to catch up. When I got back in the office on Monday, there was an email from Robert that said,

Martin,

Thanks for the update.

Once again, a book I read recently reminds me of you.

The Go-Giver: A Little Story About a Powerful Business Idea by Bob Burg and David Mann 

Have a great day!

Robert

Well, there he goes again… a great way to get someone off to a great start on a busy Monday morning! That literally made my day. I felt so good about what I was doing and the value we try to provide our consultants in helping them help their clients improve their businesses, and earn very substantial incomes in the process. And Robert drove that point home for me.

I’ve always enjoyed giving, helping, enabling, and watching others succeed as a result of something I’ve done for them. And I know how much others appreciate it.

One of my mentors and good friends, Joel Bauer, taught me (by example) a very effective way to connect with people. He and I have roomed together and worked together at various seminars. And I’ve been amazed at how, once he’s finished with his part on the program, he continues to teach and entertain his audience in the hallways. At one event we were at together, he didn’t stop until after 2:00 in the morning… and his audience was spellbound the entire time.

I watched that. I studied that. I absorbed that. And I’ve tried to emulate that.

The result?

Like Joel, I’ve deepened my connection with my audiences and it’s paid off in many times. Sales go up. Likeability increases. Cancellations diminish. Respect skyrockets. Your position as an expert is enhanced. And you develop an entire new level of connection with your customers, clients and prospects (future customers).

At our last Consultant’s Workshop, I hung around after the sessions until 10:00 pm on some nights, adding more information, insights and value to the tremendous amount of material that we covered in the workshop.

Sherry Fetzer, a new consultant, kept commenting on the additional value I was giving, and it made me want to continue giving even more. When she arrived home the day after the training, she sent me this email…

Hi Martin!

You are so amazing!! Your training was fabulous–I had such an awesome time this week!!

Just when I thought you could not give anymore, there was another truckload just around the corner!!

Thank you again for being who you are!

Hugs,

Sherry

Pretty awesome, huh?

Well it is for me. Makes me want to do even more.

But this email isn’t meant to be about ME… even though I’ve written about what others have said about me.

I’m telling you this because there is a real lesson here. The more value you can give your clients and your prospective clients, the more connection you can develop with them, the easier it will be to bring on new clients and to keep your existing clients. This applies to your consulting practice as well as to your client’s customers.

The question is, what are you doing to enhance the value you provide your clients? Are you doing what is “necessary” or “expected”? Or are you giving more of yourself, adding value, going above and beyond, and doing some of the “little things” that can make a big difference?

For me, I want to give the absolute most value I can. I want to do all that I can do to help our consultants be as successful as possible as quickly as possible. I make myself way more available than anyone else I know who runs any kind of licensing, franchise, biz opp or coaching program. And I’m criticized for it all the time. But that’s me. It’s the way I operate. I never want anyone to come back to me and tell me that my program or system doesn’t work or that they didn’t get in well in excess of what they paid for. I want the scales tipped so far in the other direction that they can’t help but rave about their investment with me. And I work hard to accomplish that.

But back to you for a minute. If you’re not doing the same thing for your clients you’re missing the boat. You need to think on two levels…

- Perceived Value, and
- Real Value.

Perceived Value is what people think they’re getting. Real Value is what they actually got.

Too many people focus on “Perceived Value”, and fail to recognize the “Real Value” they provide their clients. The fact is, Real Value pays the bills.

When you spend time giving extra value to your clients, you’re giving on both levels. You’re building credibility, rapport, and confidence for your clients, and at the same time giving them solid ideas, strategies and systems that can help them grow their business.

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If you’re not happy in your business or career and you want a turn-key, step-by-step system that will help you earn a mid 6-level income in a very short period of time, you owe it to yourself to check out the TopLine Business Solutions Consultant’s Training Program. Chad at 480-461-1866 can answer all your questions and make sure you have all the information you need to determine if consulting is right for you and if you’re right for TopLine.

Our entire goal is to give you so much help, support and attention that if you just put in a reasonable amount of time and effort, that you cannot fail.

That’s my goal. That’s my commitment. That’s my promise to you.

Martin Howey, CEO
TopLine Business Solutions

Earlier today Jody sent me an article that is going to be published in the Business Journal, a publication that serves his local business community. The article is a full page, full color, and very well written.

As soon as I saw the article I had to pick up the phone and contact Jody to congratulate him. It was really awesome! And so good to see him get the publicity and introduction, not to mention the impliend endorsement of the Business Journal to the businesses in his community.

In our conversation, Jody, full of excitement, mentioned some other recent happenings. Just a couple of minutes into his story, I had to stop him and ask if I could record his comments so the other consultants could benefit from what he had done. Always the consummate Southern Gentleman, Jody graciously agreed.

Our conversation lasted just over 31 minutes and you can hear it in it’s entirety by clicking here.

I won’t go into full detail here, but basically, here’s what happened…

- A bank manager asked Jody if Jody could help the bank’s clients.

- The bank held two 1 hour and 10 minute “Lunch and Learn” seminars.

- The bank invited 50 local business owners to each seminar.

- The bank bought lunch for the attendees.

- Jody showed up and conducted the 1:10 seminars using the materials he got in his TopLine Consultant’s training.

- Jody picked up 5 clients who will pay him a total of $18,000.00 per month (an average of $3,600 each)… $216,000.00 per year.

- Jody’s goal is to get 5 more clients just like those (which will make him $432,000.00 in annual income).

- I’m working with Jody to develop a CEO Mastermind Group that will net him an additional half-million per year.

- Jody has now challenged Steve Clauson to a race… first one to half-a-million wins. Clauson has accepted (doesn’t suprise you, does it?).

- Jody asked me to announce that anyone who doubles their income this year will be invited to a special closed-door Consultant’s Mastermind Retreat. Doubling your income means earning twice as much as you did last year. If you are a new consultant, it means doubling what you made at your previous job. Anne Alexander has done that and then some!

- Jody has indicated that he will mentor others to do what he has done with the bank. We also discussed other possible alliance partners besides banks.

You can listen to the entire 31 minutes here.

If you’re not getting the kind of satisfaction you want from your present job or you’re not earning the kind of income you need or having the amount of free time you want, and you’re ready to take control of your time, your life and your financial future, then just maybe a career as a marketing and business development consultant may be in order.

The market has never been more ripe and business owners more willing to pay whatever the asking price is to save their businesses. The business market is not good for most businesses right now. But for our consultants, it has never been better.

For more information about how to get started in this very lucrative and respected business, contact Chad at 480.461.1866. He’ll help you decide if consulting is right for you and if you’re a good fit for TopLine.

Because of successes like Jody’s and with the confirmed appointments we give you, it has never been easier to make in the mid 6-figures in your first 90 to 120 days.

Think about it… CONFIRMED Appointments. Not “Leads”. Not phone calls. Not cold calls. Not “referrals” that don’t pan out. CONFIRMED APPOINTMENTS with business owners who are waiting for you to contact them to tell them how to fix their businesses so they will not only not go under, but how to thrive in these down times.

Business is good for us. And with your step-by-step system, confirmed appointments and so many successes that have gone befor you, your chances of succeeding have never been better.

So contact Chad at 480.461.1866 and discuss all the possibilities with him.

Martin Howey, CEO
TopLine Business Solutions

The best part? These consultants (here are just a few of their comments), by following the step-by-step Blueprint we give them can very realistically hit 6-figures in their first 90 to 120 days. Sound like hype? It’s not. Others have done it and some of our most recent graduates are well on their way.

As unfortunate as the hard times we are in are for honest and well-meaning people who are trying to run profitable businesses, for our economy as a whole, and for us as consumers, these times are boom times for our consultants.

Business Owners REALLY Need Your Help!

Most business owners are pretty good at the technical aspects of their business. They know a lot about their products and services and they do okay when the economy is good. But when it comes to the actual business-running part, they simply lack the necessary skills to operate at a profitable level. And it tough economic times like we’re in right now, business after business are closing their doors and their owners are losing everything in the process.

But it doesn’t have to be that way. If they just knew where to turn for help they could save their businesses, not risk their investments, savings and pride, and live a very nice lifestyle in spite of what’s happening around them. And when their competitors go under that puts them in an even better position to thrive because they can gain those customers who are now looking for another place to give their business.

Day after day business owners contact us for help and we turn those leads over to consultants in their area. Right now, right at the present time we have more business than we have consultants to handle it. And we’re looking for people who want to capitalize on this very lucrative market and earn a very substantial income in the process.

17 Very Excited Attendees!

In the training we just concluded, there were 17 attendees. A few of them were consultants who returned for a refresher course and to learn some of the new things that we are teaching. In every single case, the comments, excitement and expressions of amazement and grattitude were overwhelming. And after the formal sessions concluded? Several nights I hung around until 10:00 pm just to answer additional questions and give even more information.

I absolutely LOVE teaching these workshops. To see people from all kinds of backgrounds, from all parts of the world, and with every type of business experience (and lack of experience, too) that you can imagine, it’s challenging, fun and very rewarding. To see someone who is skeptical, unsure, short on confidence, or who has no business background whatsoever when they start the training, leave with a step-by-step blueprint… a “road map” that shows them exactly what to do, what steps to take, when to do certain things, and preciously how to get the help they need if they get stuck along the way… to see them now full of confidence, self-assured, excited and raring to go… it’s the best feeling anyone can have.

And I’m blessed to have that priviledge!

But the best payoff is when they call me in their first 10 days and tell me they’ve just landed their first client and that they’ve recovered their entire investment for the training. That’s a “killer” experience for me!

But it gets even better. It’s the call that I get somewhere between three and four months after they leave training. You know, the one where they tell me they’ve hit the 6-figure income mark. That makes my day. It really does.

Sure, along the way we’ve talked, emailed back and forth and I’ve helped them with certain projects. So I kinda know where they are financially. But when they call me with that unmistakable excitement in their voice and announce the news… that makes all we’ve been through together worthwhile.

TopLine Consultants Are Like Family

I hear it over and over again. People in every class say the same thing… “I feel like I have a whole new family!”

I’ll tell you the same thing I tell each one of my classes… the consultants we have on board are like my kids. And in many cases, I’m old enough to be their dad. I have 6 of my own kids, 17 grandchildren and one on the way. And I’m about to pick up another son-in-law on the 29th of May. So I know what being a dad and granddad is all about.

And I transfer that same caring, love and support to our consultants. I want so badly for them to succeed, and I go out of my way to make it happen for them.

Do some of them not succeed? Maybe. It all depends on what is meant by “succeed”.

Some of our consultants make very large incomes. Some do good enough jobs for their clients that they’re offered CEO, President or Board positions, or even partnerships in their client’s companies. Some only want to work on a part time basis with a handful of clients… a hundred thousand a year working 2 days a week is fine for them. No problem with that at all. And of course, there are the handful who find that the entrepreneurial life isn’t for them and they go back into corporate life or take a “regular” job of some type.

So what makes a good consultant? What tips the scale in favor of “succeeding” at a high income level in this business?

A person who is teachable, who is willing to follow a proven step-by-step plan that virtually guarantees your success, and who is a self starter. That’s it. Nothing more. Those three things will guarantee your success.

Teachable: Be willing to put your preconceived ideas about business aside for a minute, adopt a “think-out-of-the-box” mindset and learn a system that has proven successful for hundreds of other consultants.

Blueprint: The step-by-step system that we teach leads you from point one to point two, then to point three, and so on… from determining who your ideal target market is, to making an effective presentation, to securing a client, uncovering the areas in which you can generate the fastest and greatest results, to creating massive profits for your clients and a substantial income for yourself, to generating introductions from your clients to other business owners who can benefit from your help.

Self-Starter: Because you’re working for yourself, there is no time clock to punch and no one to require you to show up on time. You have to be able to shake the mattress off your back in the morning, jump out of bed and do something. No need to get dressed up, unless you’re going to meet a client or prospect. If you work at home you can dress any way you like and work whatever hours you want. The key, however, is that you have to do something on a consistent basis. You have to treat your consulting practice as you would any other job (with certain modifications).

If you’ll do those three things there is absolutely no reason you can’t succeed big time in this business. As I mentioned, the market has never been more ripe, more ready, and more willing to accept the help that our consultants can offer.

May Workshop is Sold Out

Our May training is full. It sold out nearly as soon as we announced it. We are now taking reservations for our June training. If you feel consulting is something you might like to do, or if you would like more informations, please give Chad a call at 480-461-1866. He’ll answer any questions you have and help you determine if this is the right move for you and if you’re right for us.

Best wishes for your success…

Martin Howey, CEO
TopLine Business Solutions

This morning, I read an article by Michel Fortin, a very successful direct response copywriter, that addresses this question head on. While he doesn’t talk specifically about the retainer / contingency model that most of our consultants use, he does go into detail about the fee-negotiation process and gives some great advice that can be very helpful in determining your own fee structure.

In our TopLine Business Solutions Consultantant’s Training Workshops we cover this subject very thoroughly so you can get the maximum amount of money possible for your time and efforts, while giving your clients the maximum amount of value.

Michel has some good points, and with permission, I’ve included his article here…

How to Negotiate Better Copywriting Fees

After reading my articles on how to find copywriting clients, a student of mine, Jeff, asked me an interesting question.

He’s an aspiring copywriter and wants to build his own freelance copywriting business. When he read that I wrote copy for free when I started my career as a copywriter, he asked me about doing the same:

“Mike, my friends have a very small business, and they have asked me to do copy for them. They say they can’t really pay me that much. I have told them I will do it for free as long as I get rights to the copy and can use it for a reference and in my portfolio. I think this is a wonderful opportunity to get more experience, but my wife wants to see some money on the table. I value your opinion. Can you help?”

Here was my answer.

I believe your trade-off is good in principle, but meager. I would consider some money or some larger concession on the part of the client.

Writing salescopy completely for free is not good. What you should be looking for is a return on your “investment” (because writing copy for free is indeed an investment on your part), for two reasons:

• To stop potential nibbling, grinding away your time and resources;
• And to add value to your services (doing something for free paints a low perceived value and makes you, or the services you provide and especially the final product you create, look cheap).

In short, you want to take the focus away from a trade-off based on free copy to one based on a concession: value for value, in other words.

Otherwise, it can lead to a few problems once the service is rendered problems that will be more difficult to resolve than they are to prevent.

For one, the person could ask you for more, and more, and then more, slowly nibbling away at your time, your money, and your resources.

(While some will do this conspicuously, others will do this nudgingly and subtly, often without your knowledge especially if they’re friends of yours, since your willingness to help will also make it easier for them to do so.)

I know this from personal experience.

Early in my career, I’ve written copy for free for clients who, after delivering the copy, kept asking for small tweaks, here and there, all the time. And I never got paid for the extra work.

The worst part was, this happened more often with clients whose copy I wrote for free, or at a substantial discount after they haggled with me on price.

Even when there was a signed contract, they still found ways around it and asked for more concessions after the copy was delivered.

Trust me. I’ve been in these situations too many times.

One of my favorite speakers is Larry Winget, author of “Shut Up, Stop Whining, and Get a Life!” and “You’re Broke Because You Want to Be.” On his program, “Success is Your Own Fault,” Larry quotes the Sanborn Maxim, which goes:

“The customers who are willing to pay you the least will always demand the most.”

(Re-read it. That statement is profound. It certainly was for me.)

Nevertheless, the problem is that there is a “concession mismatch.” Stated differently, the perceived value of each concession is not equal to each other.

It’s not because the copy is free but because it is free and what you’re asking in return is meager when compared to the concession you’re making – the concession being a finished, completely written piece of sales copy.

Psychologically, by writing copy for free you are not adding enough value to your concession. More importantly, you are taking value away from your product.

Think about it.

By making your end-product the concession itself, then the perception will be that the copy will be of low value, too. Why? Because the concession they are making, in exchange, is meaningless in comparison.

Sure, building your portfolio is important to you. But giving you the ability to add their copy to your portfolio is worth how much to your client? How big of a concession is that to them? What are they really giving up in return?

In many cases, not much.

Look at it this way: since you are not asking the client to make a significant concession in exchange for your concession, then you’re not only devaluing your product and your services but also yourself.

To be clear, asking for tradeoffs is good and you’re doing well in asking for one. It adds value to any concession by always asking for something in return.

Never make a concession, even if it’s as simple as a discount, without asking for one in exchange. This is nothing new. Most of the top negotiating experts out there, like Roger Dawson and Herb Cohen for instance, teach this.

But even if they’re friends of yours, remember this (and this is an important concept to grasp): the perceived value of the service depreciates immediately after the service is rendered.

Why is this important? For one, if the copy doesn’t do as well as expected, who cares if you did it for free? (Your client certainly won’t.)

But it goes further than that.

If all you had were rights to the copy and the copy did perform well, and if anything should happen between the two of you, would you ever consider stopping your friend from using your copy?

Friendships notwithstanding, would you be willing to work twice as hard trying to satisfy an insatiable client when you could be working on other, paying clients?

It’s something to think about.

Asking for a larger concession before work starts helps to stop the potential grinding away process after the copy is delivered. If they try, then each time they ask for a concession, you in turn ask for one, too.

Moreover, by asking for a larger concession in the beginning, you also increase the perception that each concession you will ask will be just as large, which will force them to think twice before nibbling for more.

If they are demanding (and cheap clients usually are), ask yourself:

“Am I prepared to do two to three times the work, deal with a high-maintenance client, and divert my attention away from other, paying clients (let alone away from marketing to find better clients), for a mere addition to my resume?”

On the other hand, making a concession – giving a discount, for example will increase your perceived worth. By raising your fees and giving a greater concession will allow you to ask for a larger concession from them in return.

So ask for something upfront, even if it’s little.

Say: “I understand that this isn’t in your budget range. In exchange for a special consideration (say, a discount), may I suggest (whatever concession you want them to make).”

Even better, let them name their concession for you. It might be a lot more than you anticipated. Say something like: “In exchange, what can you do for me?” Then let them tell you what they’re prepared to offer you in return.

(Incidentally, doing it this way also gives you a pretty good idea of how much value they place in your services and your copy.)

Your copy no longer becomes the object of the tradeoff. The concession – a discount or whatever concession you’re making is.

Also, don’t limit yourself to a discount.

You can offer a bonus service (such as an extra revision, free of charge), an extra consultation, an extended guarantee, an add-on service (such as writing the opt-in page copy, formatting the copy, or even testing the copy), and so on.

That’s why the key is to breakdown and denominate each component of your service from research to revisions.

In other words, give each component a price tag.

Not only will each element have an attached value to it, which can be used in the negotiation, but also it will help to justify your higher fees.

When a prospect sees the value behind every individual component, they also get a better appreciation of what you do, how you price your work, and how much they are truly getting if you were to concede on any one of those elements.

In the end, you add weight to your tradeoff, and your copy thus retains its value.

On the flip side, your client’s concession doesn’t have to be just a mere addition to your portfolio, which is minimal at best. (In fact, it should be automatically included in your agreement with any copy you write anyway.)

Remember, you want to match their concession with yours. Better said, you want to match the perceived value of your concessions.

Here’s another option.

You can offer your friends a significant concession in exchange for a percentage of gross sales your copy produces, for as long as they use your copy if not for a predetermined period of time.

If royalties are not an option (particularly if you’re new, or if you don’t know the client or their business well enough), you can ask for other things.

For example, you can barter (bartering is often the most overlooked negotiation strategy). You can have them write a testimonial about you. You can get them to give you quality referrals. You can ask them to send a broadcast to their lists promoting you, your products, or your services.

Plus, ensure they deliver their end of the deal within a specific period of time.

Remember, the value of your service, including your concession, depreciates immediately after the service has been rendered. The longer they wait to comply, the less meaningful your concession becomes.

This is preferably specified in a written agreement before work begins.

If they don’t comply within a specified period of time, then you can ask or invoice them for your full fee (and with an agreement in place before work starts, you will have legal recourse to do so).

In fact, having all this written down in an agreement prior to commencing any work is essential. Don’t get burned like I did. Get it in writing.

Finally, remember that it’s better to negotiate on a concession (whether it’s a discount or not) than it is on the copy itself such as by offering it for free.

About the Author

Michel Fortin is a direct response copywriter, author, speaker and consultant. Watch him consult actual clients on video on how to improve their unproductive sales copy, and get tested conversion strategies and response-boosting tips in the process! Go now to www.TheCopyDoctor.com and watch a free 2-hour video sample!