Today’s Business

Open topics about small business.

Get on ABC’s SHARK TANK – Casting at Small Business Expo this Thursday in Miami, FL

Get on ABC’s SHARK TANK – Casting at Small Business Expo this Thursday in Miami, FL

shark tankGot a great idea?
Looking to expand your business?
Need financial backing?

Enter The Tank!

OPEN CASTING CALL for
ABC’s hit show SHARK TANK

Auditions held all day at

Small Business Expo

Thursday, January 15th, 2015
Miami Beach Convention Center (Hall C)
9:30AM – 5PM

HOW TO AUDITION

  1. Download and fill out the Shark Tank Application Packet.
  2. Sign up FREE for Small Business Expo.
  3. Then simply arrive at Miami Beach Convention Center between 9AM-11AM to receive a wristband. Attending Small Business Expo & Auditioning is always FREE!

SMALL BUSINESS EXPO – MIAMI
Thursday, January 15th | Miami Beach Convention Center, Hall C
9:30 AM – 5 PM

 

10 Questions to Ask a Client to Sell a Survey With an ITA Project Go

10 Questions to Ask a Client to Sell a Survey With an ITA Project Go

 

  1. Describe the level of tax planning you do annually to reduce taxes AND the risk of an audit?

 

The IRS continues to announce its intent to audit more family and closely held businesses. It’s simply a way to raise revenue for the IRS.

 

  1. How often do you meet with your attorney and CPA to discuss NEW ideas and opportunities relating to personal and business asset protection and tax planning?

 

  1. Your CPA prepares your financial statements and tax returns, but does your CPA have the resources at their disposal to stay current with the seven million word tax code and regulations?

 

  1. Do you realize that by minimizing taxes across the board you can create a competitive advantage in your market?

 

      If your competition does proactive tax planning, do you realize you have to work harder just to keep up?

 

  1. Do you realize that in a review of tax records from the past decade, the US General Accounting Office stated that 94% of companies paid less that 5% in tax, and 61% paid NO tax at all?

 

      Based on these numbers do you think you are paying more than your fair share of tax?

 

  1. Has your attorney discussed alternative entity options with you such as LLCs and multi-entity structures that could potentially provide you and your business the ability to better protect your assets AND reduce your taxes?

 

  1. Has your attorney educated you on the requirements of following corporate requirements to ensure your personal assets are protected from business creditors?

 

  1. Do you realize if you are not having corporate meetings, updating corporate minutes and records, and avoiding co-mingling corporate and personal assets and funds a court may allow a business creditor to seize your personal assets?

 

  1. Will you have enough money to retire with AND do the things that you have always wanted to? Do you have the financial base for an early retirement?

 

  1. How do you plan to exit your business? Has anyone discussed the tax advantaged options available to you?

 

Who will help you Mr./Ms. Client? The answer is simple – ITA can. ITA can do everything discussed above. More importantly ITA will educate you on the alternatives and options available and help you make the best decisions. Your financial future depends on it. Our Senior Business Analyst can provide you a tax illustration during the business analysis to show you on paper how our tax services division can put tax savings in your pocket, protect your assets from creditors, and develop a strategic tax plan for you and your business so that you can achieve your financial goals for the future.

 

CLOSING SALES WITH NEW TESTIMONIAL

CLOSING SALES WITH NEW TESTIMONIAL

CLOSING SALES WITH NEW TESTIMONIAL DVD 6Take IPA Client Patrick Finn’s Advice: Show the DVD!!!New Volume 6 Highlights Tell the Story of IPA as a Company For Al Business Owners to See What We Can Do For Them:ITA Saved Client Hundreds of Thousands of Dollars in Taxes; IPA Saved From Failure 500 Year Old Business Passed from Father to Son for 10 Generations Beginning in Europe;  IPA Made Client Wealthy Beyond His Wildest Dreams by Taking Client from a $250,000 Investment to the Sale of the Business for $45 Million in Just 6 Years!!! Tom Ryan, Director, Marketing Let’s just take a look at three of the clients who appear on the “Highlights” section of Volume 6 who tell the story of who we are as a company.

Tom Ryan, Director, Marketing Let’s just take a look at three of the clients who appear on the “Highlights” section of Volume 6 who tell the story of who we are as a company..Mesa Wireline:  Started company with 4 partners and $250,000 investment.  Owner was working from 3 in the morning to 11 PM at night—everyday!!!  We organized his business so he could manage it by working 8 hours a day, made it profitable, and then he sold it for $45 million.  He did this in just 6 short years andsaid he could not have done it without IPA which put the systems in place to grow the business profitably and make it marketable so he could cash out for millions.Isn’t this the dream of every business owner—to take a small business, make it profitable, grow it, and then sell it for millions?  We helped him achieve the true American dream of every entrepreneur.  And he says it right on the video:  I could not have done this without IPA!!!

Aggressive Hydraulics:  Owner was successful and went to CPA to help him legitimately reduce his taxes.  He said the CPA just kept talking about the “grey areas” but he just didn’t have the expertise to do what was needed.  ITA put together a plan which removed the grey and made the tax savings all “black and white.”  He went from paying (annually) hundreds of thousands in taxes to paying just tens of thousands of dollars in taxes.  And after ITA presented the plan to his CPA, the CPA “embraced” it.  In addition, client did an asset protection strategy to protect him against a catastrophic event,which allows him to “sleep a lot better at night.”His only regret, “I wish I would have done this sooner.”Sommer Builders:  Kevin Sommer is a bricklayer and builder whose bricklaying trade had been passed from father to son for 500 years (ten generations from when the family was in Europe) and he was the one who was going to run the business in the ground.  He let a manager run the business and manage the books without any financial controls and found himself upside down by $4 million.  IPA turned the business around, put together a plan with his creditors, including the IRS, and has kept the family legacy alive.  He is now passing a successful business to his son—the 11th generation.Isn’t that the dream of every entrepreneur—to pass a successful business to his children?These 3 clients tell the entire story of IPA—of who we are as a company:  1)Helping business owners build a profitable business, 2) showing them howto legally reduce their tax burden and protect their hard earned assets, 3) helping families build a legacy by passing a successful and  profitable business to the next generation, or 4) selling it for millions!!!The videos tell the story: This is who we are as a company!  And these testimonial highlights need to be shown to every business owner you meet!  It made Patrick Finn a believer!

And, it’s incredibly simple: just a “one button” play feature for the client testimonials.  All you have to do is hit the “Play Highlights” button and sit back while your client is sold on the benefits of IPA from former clients.  I don’t think I can make this any simpler!!! But there is one catch!  You don’t get the benefits, if you fail to bring your DVD player in to make your presentation!  You don’t get the benefits, if you fail to push the button!  I’ve done the editing; all you have to do is push the button.To be effective, you need to take control by getting the DVD player out on the table at the beginning so that the business owner feels comfortable about your using it.  By waiting until you feel you need the DVD to “close” the sale means you have already lost control.  When you wait to take it out when you think you need it, you create a barrier for yourself to overcome when you want to use it. You are now pushing the client farther away from the sale.  Sara Marshall says that when she brings out the DVD player at the beginning of her meeting, business owners often remark about the DVD player she has propped on their desk.  This act alone helps condition the client for your use of DVD in the presentation and to close the sale.  By having it there, he expects you to use it!! And, it’s incredibly simple: just a “one button” play feature for the client testimonials.  All you have to do is hit the “Play Highlights” button and sit back while your client is sold on the benefits of IPA from former clients.  I don’t think I can make this any simpler!!! But there is one catch!  You don’t get the benefits, if you fail to bring your DVD player in to make your presentation!  You don’t get the benefits, if you fail to push the button!  I’ve done the editing; all you have to do is push the button.To be effective, you need to take control by getting the DVD player out on the table at the beginning so that the business owner feels comfortable about your using it.  By waiting until you feel you need the DVD to “close” the sale means you have already lost control.  When you wait to take it out when you think you need it, you create a barrier for yourself to overcome when you want to use it. You are now pushing the client farther away from the sale.  Sara Marshall says that when she brings out the DVD player at the beginning of her meeting, business owners often remark about the DVD player she has propped on their desk.  This act alone helps condition the client for your use of DVD in the presentation and to close the sale.  By having it there, he expects you to use it!!

Some Sales Reps have decided to show the testimonials on our web site rather than carrying the DVD.  This is a mistake.  This short-cut is less effective for several reasons:  First, we have produced 49 testimonials while only a few are placed on the web.  You lose control when you have to ask the client permission to use his computer to access our website.  Moreover, you lose control in your video presentation when you can’t select what you want to show the client.  The DVD, not the web, has chapter menus you can use.  In addition, we have a “highlights” button which shows clips from all 8 on each volume which is unavailable on the Web.  Keep this in mind: the clients who agree to tell their story of our success on a DVD for our employees to show, don’t necessarily want the uncontrolled exposure which comes with having a video on the Web, and the calls which will follow.  Taking short-cuts is not the way to maximize your sales.  One of the first things you need to do when you meet a business owner is establish our credibility as a company.  This is true whether you are going to show the business owner some literature or the IPA corporate DVD.Look at it this way.  It’s going to take you 6 minutes or more to establish our credibility as a company no matter what method you choose.  By using the DVD you gain a great advantage in getting the sale.  You have made the client comfortable in using the technology by showing him you can use it without wasting his time.  This now conditions him to accept your use of the DVD for when you want to play the client testimonials to help close the sale. If you bring out the DVD later in the presentation for the very first time when you want to close the sale, there will be a built-in resistance from the client who now thinks you are going to gobble more time than he wants to give you.

And when it comes to client testimonials, who do you think has more credibility with a business owner, a sales representative who he knows is trying to “sell something” or a business owner just like him who had the same doubts, questions, and concerns about bringing in someone from the outside to help him with his business problems and challenges?  It’s a no-brainer.  The IPA Client Testimonial DVDs, Volume 1&2, Volume 3&4 and now Volumes 5 and 6, are one of the most powerful closing tools you can use to overcome the hidden objections which you can’t answer because you don’t see them during your presentation.  There is an added measure of credibility when the business owner you are talking with sees someone just like him who has found the answers to his problems through IPA.  It’s a measure of credibility for which there is no substitute.  In addition, just seeing another business owner will often resolve “partner” or “CPA” objections or other doubts which lead to “I want to think about it” callbacks which never close.Patrick Finn, owner of Patrick A. Finn, Ltd, who spoke at the National Sales Meeting in Las Vegas in June 2008, said that it was the client testimonials which “sold” him.  He said it was not the rep who sold him, but watching the other clients on the DVD.  Patrick said seeing another business owner on the DVD gave him the confidence to go forward and convinced him that IPA could help him. He said if it were not for the client testimonials, he would not have gone forward with the analysis. He not only became a client, but a DVD client testimonial as well.

One of the most powerful testimonials on the client DVD is Joe Percario who talks about how his Dad, who was the founder of the company, was against bringing in IPA (“You can’t trust a guy in a suit,” Joe related.)  But after IPA re-organized the company to make it more profitable, better managed, and put it on a path for profitable, controlled growth, Joe’s Dad says on the DVD, “Best decision we ever made.”  Joe is on Volume 1-2 and also on the corporate DVD.Are you still unconvinced on the power of the DVD to close more sales?On Volume 3 one of our clients, Accu-Tronics, talked about how he was ready to close his business and file for bankruptcy because he had been turned down 3 times for a loan to purchase equipment he needed to stay competitive.  We came in, reorganized his business and his finances, developed a bank presentation, and secured a million dollar loan.  He used $750,000 to purchase the equipment, and as a result, was awarded two separate million dollars contracts which will allow him to not only stay in business, but to double his business.  Accu-Tronics was one of Gentry Stanley’s clients. This is another powerful story, just like Joe Percario and his dad, which can only be told effectively by the client testimonial.  Sure, you can tryto tell the story about how we took a business on the verge of bankruptcy and secured a million dollar loan to not only keep it alive but to double its business, but it won’t have the same impact on your prospective client that we have something special to offer as when he hears it directly from the client on the testimonial DVD.  There is no substitute for the actual business owner. Moreover, the DVD testimonials are an effective way to turn the intangible serviceyou are selling into a tangible benefit for the business owner who is considering it.  DVD testimonials make the benefits more believable, and, therefore, add to YOUR credibility, which is fundamental to your ability to close.

Sales Performance Protection From Inside Sales

Sales Performance Protection From Inside Sales

Platinum reps (4 sales a week average for IPA 4 week period) are protected from Inside Sales for 10 business days while all other reps are protected for 3 business days. All Hybrid (self-generated) leads are protected for 30 days. In addition, the top ten cash collectors are protected for 90 days.  The “Compliance Requirements” are as follows:1) All Senior Area Managers are accountable for all the leads which are given to them by calling in each presentation from the client’s office to seek expert help from the Sales Senex to close the sale.2) All Senior Area Managers are required to be in daily contact with their Senex and Zone Manager to close sales, provide feedback on leads, and resolve problems. 3) All Senior Area Managers must complete a Weekly Sales Activity Report to provide data to the Sales Senex, Zone, and other managers on both individual and departmental performance to identify problems and create opportunities for managers to resolve those problems. 4) On Monday morning of each week, each Senex and Zone who       are paired to a region will go over the sales roster to determine who has complied with the above requirements.  Those reps who have failed to call in when in front of a client, failed to be in daily contact with their Senexes and Zones, and failed to provide feedback on all leads given to them by submitting a Weekly Sales Activity Report in a timely manner will be removed from protection from Inside Sales for one week.

Penalty for Non-Compliance – No Protection from Inside Sales

Best Close of Bill Kubecki Rep:  Business owners have an awesome responsibility.  They are expected to know everything about all aspects of business.  No one can.  Bill Gates doesn’t, Henry Ford didn’t, nor did Ray Kroc or Sam Walton.  Yet every business owner has the potential to become one of these successful owners.  Most of them had little or no formal education.  They did, however, have an open mind and were not afraid to ask for help and to admit they did not know everything.  Do you have an open mind?

Business Owner: Yes Rep:  Good.  How long have you been in business.  [Business owner answers]  Ok, if you could go back in time and start your business over, you’d do things differently, wouldn’t you?  Because you’ve learned some things the hard way, yes?  Many times as a business owner, you make decisions without having the necessary information in front of you, true?  And sometimes those decisions turned out to be wrong, yes?  And sometimes you’d find out a few years down the road.  You’d find a better option that existed years ago, but that you didn’t know about it at the time, correct?  And what would it have meant to have had the option a few years earlier?  Is this one even the best?  The point is, you may spend a very long time finding the BEST option, and because you are not an expert in every aspect of business, you may never What would it be worth for you to have the systems, procedures, methods and controls that the best managed, most successful, most profitable companies have right now?  If you had this now, would it be worth [fee quoted]? [If yes get to the phone.  If they say they are not sure, continue.]  A few minutes ago you admitted you have an open mind.  Would you be willing to let us show you these with absolutely no risk to you or your company and with no money up front? [Client can’t but say yes; get the client to the phone to schedule.]

11 Marketing New Year’s Resolutions For 2015

11 Marketing New Year’s Resolutions For 2015

Have you committed to any personal resolutions for the New Year? In the spirit of professional improvement and the commitment to customer centricity, we’ve compiled a list of 10 resolutions every marketer can potentially benefit from. Check them out, and let us know which ones are most important to you:

1. Exchange value for engagement – Marketers often get wrapped up in web forms and demand generation activities of the sort. We’re typically looking for more information that will help us engage with people, but focus your efforts on how you can improve on the value you offer. The right engagement you’re always seeking will follow.

2. Create more seamless experiences – Make sure your customers’ and prospective buyers’ experiences are a reflection of a tightly aligned integrated marketing experience. The demand for relevance is heightening; are you adapting and delivering? Connecting the experiential dots of your audiences is a marketing imperative.

3. Improve data insight application – To effectively use the information you know about customers, it’s critical to implement the right data collection, mapping, and application blueprint. This can be a huge undertaking, but the benefits not only outweigh the grunt work; they help you deliver on the promises of the first two resolutions outlined. Check out our Data Management Guide for more tips.

4. Commit to enhanced collaboration – Take a mental note (or formally document) your key stakeholders for various efforts. Get your go to colleagues on board to maximize the strategic planning and execution of your next initiative.

5. Develop a short marketing reference list – The classroom of marketing is continually in session. Create a list of educational resources including blogs, newsletters, podcasts, and books that are conducive to your role and responsibilities.

6. Emulate; don’t imitate – Some of most successful marketing initiatives are inspired by a similar campaign, but there’s a fine line between a subtle homage and flat out duplication. Feel free to talk to your network about the campaign elements that are successful, but be mindful of your peers’ creative hard work and expression. Nobody likes a copycat!

7. Get more customer face time – Always aim to get in front of customers as much as you can. In addition to good old-fashioned face-to-face or phone communication, expose yourself to their various marketing communications, too. Attend their user events, webinars, and download their content. You can find inspiration to better serve them individually, and improve your own marketing.

8. Brush up your technology skills – Take a learning course to expose yourself to a new technological marketing skill, or renew an existing certification by getting a refresh in something you’ve already learned. This will help support your personal growth and skillset, and position you for success for when you’d like to seek a new position inside your existing organization, or to move to another. Check out our own Eloqua University to learn more about how to accentuate your marketing toolkit.

9. Envelope yourself in an exciting event schedule – Make a list of the educational and networking events you’d like to attend in 2015 (shameless plug: may we suggest Modern Marketing Experience this spring in Vegas?) Create a justification letter template based on specific goals and objectives you can share with your manager or marketing leader.

10. Aim to create a killer case study – Treat your next big campaign or program initiative as an opportunity to shine at an upcoming marketing conference or during a webinar. Think to yourself, “How would I present this as a case study after the fact?” This will help you develop a list of questions to answer at the end of the program run (i.e. metrics and results).

Transformational Leadership Program is slashed Today from 997 down to 77

Transformational Leadership Program is slashed Today from 997 down to 77

All highly successful people have had to master skills and strategies (whether it’s related to money, relationships, influence, health, personal development) that we cover in this extraordinary 13-week program. Plus we brought in an additional 16 world class experts to specifically help you unlock and refine core areas related to success, getting things done, breaking through barriers and challenges that may be holding you (and others) back and having greater impact in your daily results!

 

The Transformational Leadership Academy is the result of years of research and collaboration, intense strategic planning, countless hours of hard work and execution!

 

This can absolutely IMPACT YOUR RESULTS!

 

It is now available for not 997, or 297, but ONLY 77! Start Today

 

If you are:

 

– an Entrepreneur

– a Professional

– an Executive

– a Trainer

– a Manager/Leader

– a Coach

– an Influencer

– a Teacher

– a Mentor

– a Parent

– a Volunteer

– or Passionately Desiring to Inspire Others!

 

I’ve designed this program to impact Everyone, no matter your leadership skill level.

 

I’ve slashed the price on the Transformational Leadership Academy and today it’s just 77, so take action now! Click here for access!

 

To Your Success!

 

Chris Widener

Financials for Non-Financial Managers

Financials for Non-Financial Managers

Feb 10, 2015  8:30am – Noon

Lewisville Chamber of Commerce 

Title: Financials for non-financial mgrs

 

What to expect from the workshop:

  • Learn the terminology used and how to apply it
  • Learn how to read your Income Statements
  • Leaving knowing how the income statement and balance sheets tie to one another
  • Find out how to budget and track against your budget
  • Prepare a cash flow statement and know what it means
  • What not to expect:

    • We won’t ask you to remember formulas
    • This is not an accounting or finance course
    • No tests at the end

    Please Bring:

    • Your sponge-like learning abilities
    • Specific questions and what you’re trying to answer around your own financial reports
    • Any examples of reports you need to understand
    • Laptops are welcome but not necessary
    • Don’t wait to register. We’re limiting seating to the first 15 people. These workshops are meant to be interactive and we’re planning to fill up quickly.

      DATE: Feb 10th, 2015
      TIME: 8:30am
      LOCATION: Lewisville Chamber of Commerce
      REGISTER NOW: Register Today!

    • Larry Nelson – holds a MBA from the University of Colorado, specializing in Organizational Development. He is currently semi-retired working as a SCORE volunteer while still maintaining his small business consulting practice. With over 40 years business experience, he has prepared countless financial reports and analyzed them for his clients and himself. He has taught this course several times and is amazed with the number of business owners who walk away from this workshop actually excited about getting their next set of financials from their CPA.

I Am A Winner

I Am A WinnerI Am A Winner
 
I am part of an army of Winners.
The die has been cast.
The decision has been made.
I have stepped over the line.
I won’t look back, let up, slow down or back away.

My face is set; my steps are sure; my goal is financial and time freedom;
my road is narrow; my way is rough, my companions are few.
I cannot be bought, compromised, detoured, lured away,
turned back, deluded or delayed.

I will not flinch in the face of sacrifice,
hesitate in the presence of adversity,
negotiate at the table of the enemy,
or meander in the maze of mediocrity.

I won’t give up, shut up, or let up, until I have 
stayed up, stored up, paid up, spoken up and WON!

I Am A Winner!!

The Core Business Show Schedule for the week of January 12 to January 16

My show, “Assault by Business Card: Is there a Better Way to Network?” on “applecapitalgroup” is airing 01/08/2015 on BlogTalkRadio. See the details and set a reminder at http://tobtr.com/s/7235779. http://www.facebook.com/event.php?eid=413088845525634

My show, “3 Tips on Active Listening Skills” on “applecapitalgroup” is airing 01/07/2015 on BlogTalkRadio. See the details and set a reminder at http://tobtr.com/s/7235767. http://www.facebook.com/event.php?eid=1421576278133291

My show, “The Core Business Show with Tim Jacquet” on “applecapitalgroup” is airing 01/02/2015 on BlogTalkRadio. See the details and set a reminder at http://tobtr.com/s/7235815. http://www.facebook.com/event.php?eid=1529156627342454

My show, “Using the Section 179 Rule to Reduced Your Taxes and Grow Your Business” on “applecapitalgroup” is airing 01/06/2015 on BlogTalkRadio. See the details and set a reminder at http://tobtr.com/s/7235749. http://www.facebook.com/event.php?eid=1579560288945741

My show, “6 Signs It’s Time to Leave Your Business” on “applecapitalgroup” is airing 01/05/2015 on BlogTalkRadio. See the details and set a reminder at http://tobtr.com/s/7235743. http://www.facebook.com/event.php?eid=1416336481991615