Take Comfort in Systems

A Real Estate Guru once told me: “The Less I Do, the More I Make”.  And Caesar’s question gets right to the heart of the matter.  So, at a high level, here’s what any investor has to do to make money:

·         Find the Deals

·         Evaluate whether the opportunity is profitable

·         Negotiate price and terms with the property holder

·         Find a new buyer or tenant

·         Close the transaction and collect a check

Systematize, Automate, Outsource

Let’s start with finding the deals.  And let’s talk about the easiest deals to find: homeowners facing foreclosure.  You can either go out and get the info, or wait for information providers to send it to you.

Actively getting the information means using signs or hiring someone to go down to the courthouse to look up foreclosures.  Passively, means subscribing to lists of homeowners in default.

You then need to contact the owners and find out the information you need to see if you have a deal.  This too, can be systematized and outsourced.

Essentially each aspect of the business can be outsourced so that Paul could have the time and freedom he wants.

But, you know what was really interesting?  Time was not really his biggest enemy.  Can you guess what it was?  It was FEAR.  False Evidence Appearing Real.  Paul was afraid of giving up control to someone else.  He was falling into the trap of what I call “What If It is.”

* What if they don’t ask the homeowner the right questions?”
* What if they miss a call
* What if my mail does not go out on the right day
* What if I miss a call from the bank
* What if, what if, what if…

Paul did not believe that anyone else could do the work as great and as fast and as efficiently as he could.

And you know what?  Paul is probably right.  But by Paul being right he was left with having to do everything and he did not have anyone he could rely on.

What’s more important having all the money and having to do all of the work or having 60% – 70% of the money and only doing 30% of the work?  I am pretty sure I know which answer you chose.  Yet, it amazes me how many people fall into this trap.

I want to keep you out of this trap and keep you moving towards less work and more money.

In the next issue, I’m going to discuss evaluating and negotiating deals.

The recipients of the 2010 Solution Provider Champion Award include the following companies:

Bronze:
•    Advanced Communications, Inc
•    Allied Communication, Inc
•    Bayou City Communications, Inc
•    BCDR Solutions, LLC
•    BEK Networks, LLC
•    Benchmark Solutions, Inc
•    Carrier Access, Inc
•    Carriersales.com
•    CATCOM, LLC
•    ClearSignal Network
•    Communication Systems Solutions Int’l, Inc
•    Control Telecom
•    D.K. Marketing, Inc
•    Enterprise Network Group
•    Enterprise Telephony Group
•    Evolving Solutions, Inc.
•    Gillett Technology Partners
•    Globetrend Technologies LLC
•    IBS South, LLC
•    Integrated Network Solutions
•    Intelisys Communications
•    Linksource
•    Lynx Telecommunications Corp.
•    MegaComUSA, LLC
•    NetComp Communications Group, Inc
•    Network Access Products, Inc.
•    NOVO 1
•    Perigee Telcom, LLC
•    PRO TEL, LLC
•    SARCO
•    Simplified Communications Group
•    Simplify, Inc
•    SWA Consulting
•    Sytec-USA, Inc.
•    Telecommunications Consultants
•    Telegration, Inc
•    TotalNet, LLC
•    Universal ComOne, LLC
•    US Network, Inc
•    USA Broadband Wireless Corp
•    WideNet Outfitters
•    Xilec LLC

Silver
•    ADCom, Inc
•    Alliant Technologies, LLC
•    Ancero LLC
•    Associated Telecommunications, Inc.
•    Bridgepoint Technologies, Inc
•    Brunton Technologies
•    CDW Logistics, Inc
•    Configure
•    Cooperative Networks, LLC
•    Digital Management Solutions, Inc
•    DVVCom Technology Group, Inc
•    Gemini Communications Corp.
•    Integral Choice, Inc.
•    LAM Technology, LLC
•    Nexlink Communications, Inc
•    NextGen Networks
•    Niche Marketing Consultants
•    Outsource, Inc.
•    Presidio Networked
•    Sidepath, Inc
•    Solutions, Inc
•    Spearhead Networks, Inc
•    TCI
•    Telecom Logistics, Inc
•    Telesource, Inc
•    The Portaro Group, Inc
•    TMG Marketing, Inc
•    Top Speed Data Communications, Inc
•    Twin Lights Group, LLC

Gold
•    Authorized Communications
•    DP Sciences Corporation Group, Inc
•    Interface Technologies, Inc
•    Mensa Group, Inc
•    Northern Reader Services, Inc
•    Simplified Business Services, LLC
•    Spohn Consulting, Inc
•    Telco Concepts
•    The Heller Group, Inc
•    Universal Power Marketing, LLC
•    Venture Group Marketing, Inc

Platinum
•    Breakthrough Technology Group
•    Cydcor
•    Evergreen Telecom Services, LLC
•    Linc Communications, LLC
•    One Source Telecom, Inc
•    Partner Management Group, LLC universite.

The AT&T Alliance Channel program puts its emphasis on providers who work to serve the needs of all sizes of companies.  AT&T Business Solutions looks to recognize those providers who have reached certain standards of revenue and training, as well as show a set level of expertise.  Winners of the award combine their own expertise and services with the company’s network of customer care, billing, and portfolios to provide their consumers with reliable products and services.

AT&T Business Solutions provides a wide range of services.  These include data services, hosting, mobility, security, virtual private networks
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It is easy to let your day slip away especially when focusing on new personal marketing and sales goals.  Create a daily plan of action at the end of each day to carry out the following day.  Mix up the action items into categories that include more generalized action items and very specific action items.  Establish a hierarchy of importance for these action items.  For instance, action items that must be done today and action items that need to be done today with time permitting.  Also establish a time frame to spend on each action item to keep your time in check.  By doing this, at the end of the day you will feel like you have accomplished some of your daily goals.  Besides listing your action times into columns of must get done today versus getting done today if time permits, also list in each column your action items that are necessary to maintain existing business versus action items that will allow you to grow your sales with new business.  This can include joining new groups, participating in group discussions or sending a group email to your existing clients announcing a new printing product.  Keep a good balance of action items that will maintain your existing client base as well as grow your sales.

4.  Keep up to date on new technology and industry trends and changes

It is always a good idea to stay current on new technology related to commercial printing.  This can relate to computer software for database management and pre-press graphics and/or printing and press equipment that is changing or enhancing industry products (new digital equipment).  This can also be related to new materials offered by suppliers such as a less expensive lenticular lens that produces extreme depth of graphics.  It may also be a recyclable paper that is considered more “green” and favored by many customers.  Just another positive talking point to be able to use in your arsenal of industry knowledge and product offerings as trends happen and customers want the latest and greatest.

5.  Fill in the gaps of your marketing by keeping in contact with existing clients and taking advantage of any other form of marketing your company has to offer its sales people

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1. Network Online

Start by setting up a professional profile on Linked In, Facebook and Twitter. Complete your profiles 100%. Post business/personal messages about you and your career that are real and interesting a few times a week.  Join groups that relate to printing/networking (i.e. For Linked In, some suggestions are Commercial Printing, Direct Mail, Brand Activation, Linkup-National Networking Group).  Follow people on Twitter with similar backgrounds and common goals to expand your reach.  Create a fan page on Facebook (printing referral page). Publish this page on Facebook to make it “public”.  This will allow you to expand your brand and become noticed.  Participate in group discussion boards and also start your own group discussions to establish your credibility as an expert in your field.

2. Cross-Sell other printing products and serves that your company offers

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