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Lessons Learned From the How to Grow from 0 Prospects to Over 3000 Referrals in 3 Months Workshop

 

Posted by JuJuan Buford @JSBUFORD

 

What follows is an uncut, unfettered, non grammatical, politically incorrect splicing of my thoughts immediately following the How to Grow from 0 Prospects to Over 3000 Referrals in 3 Months Next Opportunity Social workshop. 

A couple of quick takeaways that were shared with me from workshop attendees, November 19, 2019, along with some insights combed from my mind while facilitating the workshop. Did you know for every thought that is articulated, many public speakers have a 1000 thoughts go their minds? 

 

SPEAK WITH, NOT AT YOUR AUDIENCE

How many talks have you attended whereas the speaker began outlining their resume of achievements, and within the first 5 - 10 minutes people are in their cell phones, filing out to head to the bathroom (waste another 10 minutes on their cell phones in the hall)? And then began to dictate to their audience how they should behave if they want the same results.

Make yourself human. Be Nicole the waiter. John the carpenter. Erica the retail store salesperson. Aaron the car washer. Or Jamie the bank teller. Find common ground right from the beginning. Be someone that the audience can identify with. Be thankful for their time. And then launch into how the information and insights changed your life, and came to save the day. How it can change theirs. Take them on a journey. 

 

LIFE IS 90% ATTITUDE. OK, WHAT DOES THAT MEAN?

We have all these axioms that get thrown around. Life lesson quips. And we pretend to know what they mean. It allows us to feel part of the culture, environment, blend in. So people can be comfortable around us. I digress. But not really. 

The life is 90% attitude axiom should be amended to, life is 90% positive expectation. People can hear your positive expectation in your voice, and the words you choose, for example. Aren't these two sentences basically saying the same thing. 

Can I send you some information to look at if you have time, and follow up when you have a moment for me?

If I were to forward some information to you, when do you believe you'll get around to viewing or listening to it? Great, so if I follow up with you on that day, you will have viewed it by then. Thank you so much for your time, I look forward to your feedback on that day or time, and being of service to you. 

Two people of equal skills, talents, educational training, and know how, attire, well kept appearances, walk out the door in the morning. Or let's be honest. Within the first 30 minutes of their waking and moving thoughts. One believes the day is going to be incredible, they know gravity is real, so everything good that happens is a blessing. Every positive moment is a success stories. And they're about to collect a lot of success stories today. The other believes the day is going to be ok. They brace themselves for the bs.com that awaits them. Another day, another dollar. Let's go to work. 

They're both going to find what they're looking for. Because your attitude (the inside) does determine your outlook. What you find, gravitate to, pull to you, and entertain all day long. Both people are right. 

In other words scripts are important. Prepared elevator pitches are important. Sales pitches are important. Telephone scripts are important. Don't be lazy in language. Words do have power. However, know that people are paying closer attention to the energy and positivity of what articulating more than anything else. People live hellish lives. They're dumped on at work. They're endure terrible customer service experiences all day. Rude phone calls. Bill collectors. They come home, and their spouses are giving them the business. Their children give them the business. Their supervisor or the owner, text messages them or sends a nasty email, then they watch constantly negative news before they go to sleep. 

Be a walking, talking, moving emotional and psychological defibrillator. People need to literally be charged with positivity and enthusiasm, in order to wake them out of their funks. When they pick up the phone, they are often times on auto-pilot, falling into daily rehearsed, habitual responses, and reactions. The way you cut through the malaise, is for them to hear and feel your smile and positive expectation over the phone. 

 

GOOD FORM IS IMPORTANT

FORM = Family. Occupation. Recreation. Motivation. 

Don't make the mistake most people make when meeting someone for the first time (or anytime for that matter), at networking events, or sitting across the table and starting up random banter. 

Especially, when meeting someone for the first time, make every attempt to FORM them before you begin ticking off all the reasons why you and your stuff are so interesting. If you are able to start a conversation and the business owner or entrepreneurs shares two of the four topics, they are going to like you. If you're able to collect four of the four topics, they're going to do business with you, sooner or later. They're going to remember your next call. Accept your next lunch appointment, or respond favorably to the next invitation. 

Business owners and entrepreneurs are bombarded with sales pitches, the latest greatest business idea, and a million other "buying opportunities" all day, everyday. It's very rare that someone genuinely takes an interest in them, the person, and takes the time to understand why they're in business, what they want their business to provide for them and their families, and what they desire to happen 5 to 10 years from now. 

If you FORM a person, they will have divulged almost all the things that of greatest importance. And if you can help the achieve or reach the things that are of greatest import. Now you have a client and a brand ambassador for life. Assuming you don't make a bonehead decision later to mess it up. 

As an aside, one you reach 50 prospects, you're going to need to invest in a CRM. You can't afford a CRM you say. You can't afford not to invest in a good customer relationship manager. 

 

THE FORTUNE IS IN THE FOLLOW UP

As a general rule, you should ask for the sale or  attempt to make contact 7 times. After the first attempt to reach them verbally, I may call back the following day. Then I may follow up via voicemail or text 2 business days later; then 3 business days later with an email, then weekly for a couple weeks with a combination thereof; then monthly for a quarter; then the prospect ends up in some type of automated funnel whereas they begin to receive related content. 

To this day, the majority of my clients have come from the 6th or 7th attempt to contact them. The challenge is most people stop attempting to reach someone on the 3rd or 4th attempt. That's like asking turning over 47 cards of a deck, giving up, leaving the opportunity open for someone else to follow you, turn over a couple more cards, and claim the 4 aces you've been digging for. 

First rule of business: do no harm. 

Second rule. Your customers are your bosses. 

When you gain the customer, your just at the beginning. If you want them to convert to a client - someone who repeatedly patronizes you, and becomes a brand ambassador - you must follow through and create and confirm a success story. Confirm the delivery of your services/products. Confirm the receipt of said services. Confirm the use of it, and a happy outcome. 

Here's the reality, this is not excellent client services. It's just kinda ok. Be kinda ok, or better and the super-majority of people will gladly refer to you. This is a key recipe for endless referrals. 

Also, be clear about who your target market is. Know how to classify your prospects. Trust, 90% of business owners have no idea who their target market is. Be a laser, rather than a light bulb. Know the buyer persona better than you know the back of your hand. 

 

HOW TO WIN ON LINKEDIN

Im not a social media guru. I don't have a 1000 likes per day. I have a good audience of 20k on Linkedin. I'm not Mr. popularity. But i do average approximately 5 appointments (opportunities under favorable conditions to present my value proposition) per week, on a slow week. And I don't live on social media. I'm an entrepreneur. Meaning I learn stuff. I build stuff. I evaluate and review my results. And I share stuff. Eat the fruit and spit out the seed.

How did I build this following? I've bought 100% into a philosophy Tim Ferriss espouses in Tools of Titans, regarding building an audience of 3000 fans. And the philosophy outlined by Gary Vaynerchuk in Jab, Jab, Jab, Right Hook: How to Tell Your Story in a Noisy Social World.   

Now, for one of the two key ingredients to the secret sauce required to go from 0 prospects to 3000 referrals in less than 3 months. 

Admittedly, I floundered on social media for quite some time until I began to ask the following questions and an initial statement I share with every single person I meet on Linkedin. It hurts my heart to give this way, OMG! it's been so potent for me. 

Hello Ms. Halle Berry. I use LinkedIn to network with professionals and entrepreneurs who are pursuing time freedom, financial independence, and desire to make a difference. I look forward to learning about what is most important to you professionally.

I transition into a very, very brief statement further clarifying how I serve people. Then, I follow up with:

Ms. Kerry Washington, if you don't mind me inquiring....

1. What is most important to you professionally? What are you taking aim at, at this stage of your business?
2. What is a challenge I may be able to help you overcome? How may I be of service to you?
3. Who can I introduce you to? 

Before, I spill what I do specifically. How much my stuff costs. Why I'm better than the competition. Etc., etc., etc., I'm unrelenting and polite about asking, what is it that you need to level up in your endeavors. I'm transparent. More interested in their goals, then selling them something.  

There is another component to this. (You didn't attend, so you'll have to wait until elaborate upon this in a separate post). 

Here is an overarching philosophy I share frequently as well to help new start ups in particular. 

 

 

THE NUMBER ONE STRATEGY THAT I EMPLOYED TO GROW FROM 0 PROSPECTS TO 3000 REFERRALS

This the bonus track. That I will be attaching to this post within the next 48 hours. I considered typing it out, but this post was supposed to be a small plate recap. It's about to turn into a dissertation. And after a multitude of requests, I'm going to provide the audio instead. Here's a clue, I call this strategy the Columbo approach. Come back in 48 hours........

You mad. Come to the next event. 

 

In an effort to curate and deliver events and initiatives that are salient, important, useful, and serve your interests, needs, expectations, WE NEED YOUR HELP!! This is your opportunity to TELL US what topics and content are of most import to YOU. That's right, YOU are being invited to be a fellow curator of the NEXT OPPORTUNITY SOCIAL experience.

Please fill this quick survey and let us know your thoughts (your answers will be anonymous, unless you desire otherwise)

START BY CLICKING THIS LINK - SURVEY

 

JuJuan Buford is a Detroit native, entrepreneur, Founder & CEO of JSB Business Solutions Group, business development professional, and writer dedicated to helping families, entrepreneurs, and business owners establish thriving enterprises, achieve financial independence, and build lives of satisfaction.

Follow him online here:

LinkedIn: https://www.linkedin.com/in/jujuan-buford-25997a2a
Follow JuJuan Buford on Twitter: @JSBUFORD
Learn, Ask Questions, Review Actionable Content at: https://www.facebook.com/catchjsbuford/

 

 

 

 

 

 

 

 

 

 

KIM KIYOSAKI - RICH WOMAN: How To Challenge The Way You Think About Money - Part 1/2 | London Real

 

Posted by JuJuan Buford @JSBUFORD

 

Kim Kiyosaki is the internationally-renowned speaker, author, entrepreneur, real estate investor, radio show host, and partner in the Rich Dad company, alongside her husband Robert Kiyosaki. She began investing in real estate in 1989, and now own over 7000 rental units, 2 hotels and 4 golf courses, as well as commercial properties and other investments.

Today she is known as an outspoken advocate for female financial education, with her books Rich Woman and It’s Rising Time, by challenging the way tens of millions of Women around the globe, think about money.

Watch the full episode here: https://londonreal.tv/e/kim-kiyosaki-...

Website: https://www.richdad.com/about/kim-kiy...

 

 

JuJuan Buford is a Detroit native, entrepreneur, Founder & CEO of JSB Business Solutions Group, business development professional, and writer dedicated to helping families, entrepreneurs, and business owners establish thriving enterprises, achieve financial independence, and build lives of satisfaction.

Follow him online here:

LinkedIn: https://www.linkedin.com/in/jujuan-buford-25997a2a
Follow JuJuan Buford on Twitter: @JSBUFORD
Learn, Ask Questions, Review Actionable Content at: https://www.facebook.com/catchjsbuford/

Client services is often the last thing entrepreneurs and business owners think about. As a society we pay our client services professionals the least. And many run from, obfuscate the process of dealing with complaints, just ignore them altogether, or commit the cardinal sin..... blame the person that was willing to point out an area that could be improved.

However, client services is like fertilizer in the soil. It is what makes everything else grow. Exceeding expectations builds your brand. Resolving challenges builds your customer loyalty. Being accessible and responsive, creates success stories filled with surprise and energy that eventually get passed on to others resulting in referrals.

*JuJuan Buford*

My First 90 Days Building a Wholesaling Business - Lessons Learned

Posted by JuJuan Buford @JSBUFORD

(Unfettered, transparent thoughts off the top, absent veneer or grammatical sifting)

 

1. Take Imperfect, Informed Action.

It's easy to get caught up simply consuming information, just for the sake of consuming information.

Let me preface this, by stating I respect entrepreneurship, meaning I've learned that just because you've enjoyed success in one venture, it doesn't automatically translate into success in another. One of the biggest faux pas I've observed - specifically among the well educated or entrepreneurs who've never experienced a recession - is the willful ignorance people will display when starting a new business venture. 

Entrepreneurship is skilled trade, regardless of industry. Past performance never guarantees future results in business. Trust, if the industry is producing people who are earning six to seven figures with any regularity, there is a system at work. And no matter how intelligent, talented, or gifted you believe you are (at a certain level, all elite performers are talented and gifted), just like in sports, music, or medicine. Those who take shortcuts and don't respect the game they're playing, don't last long. The common denominator of success will always be practice and an unapologetic, fanatical work ethic. Think Allen Iverson vs. Michael Jordan.

That being said, if you're consuming information and not applying it, it's not training. It's just listening indefinitely. A confused, and fatigued mind does nothing. Learn, do, seek mentorship, review, rinse & repeat. The being is in the doing. Don't become preoccupied by perfection.  You cannot learn a new skill and not look a little awkward in the beginning. Don't be afraid of the dirt.

 

2. Embrace the Process

I average 100 dials a week... conservatively speaking. This is a part-time endeavor for me. Most people don't answer the phone, and I keep calling anyway. But I do not fall in love with a prospect. I spend 1/3 of my time following up, and another 2/3 contacting new people. I get hung up on a lot. I hear I'm not interested a lot. I hear I'm good, a lot.

I'm good? Personally, that is the most annoying response to a question that I can think of. Who wakes up saying to themselves, I just want to be good, ok, I'm getting by? Don't you want to be great! Apologies for the deviation.

I know that I'm searching for 1-2% of the entire real estate market. People who are highly motivated to sell their homes, due to a divorce, unwanted inheritance (crazy right?), financial distress, new job in another state, emotional detachment, tired of the maintenance, renting property not as exciting as anticipated, bad investment decision, etc., etc., etc., I'm looking for the person that is indirectly articulating, I'm ready to part with this right now, or very, very soon.

I've met with five potential sellers. One of them in particular, didn't really own the home. Can imagine doing Tiger Woods fist pumps in the air, and then realize they don't own the home? It was demoralizing for 15 seconds. It was a great reminder to not count the money until it's deposited. The others, were interested, not motivated. But it was great practice. Next week, I have a couple motivated people on deck. It's exciting.

Oh, people lie. And potential buyers, are often on some BS.com. Get connected with a mentor. 50% is better than 0%

 

3. Seek Out the Tour Guides, not the Travel Agents. & Be Honest About Your Intentions

People read a book, flip a couple houses, watch some YouTube videos, and now they're experts. Ok? Bird dog for others. Call up someone who has been buying and selling homes, and has experience in the wholesaling industry. The old brooms know the corners. And find out what they need assistance with or how you can save them time. Or simply by the them lunch. When you're grinding, you forget to eat often.

People know when you're simply looking at them as a transaction. They also know when you're genuinely interested in helping them find a solution to their challenges. Take the time to learn what their desired end result is. Why they truly desire that result? Be transparent about whether you can help them or not, and if you can't suggest a solution, or someone else they should talk to. Universal law is universal law in business, and in life.

 

4. Work Like Someone is Trying to Take Everything from You in the Windows of Time You Have Available

Because gravity is coming for you. People don't rehearse funerals or car accidents. They happen. Others, who lack competency are out here muddying the waters. You need to have audience with people, before the bs.com people engage them. And people who are very well financed are competing against you, or people who have more time, or who've lost a job, in jeopardy of losing their own homes, cars, and families. This ain't your granddaddy's economy. Job security is an oxymoron. And while unemployment numbers are down, underemployment numbers are skyrocketing, and wages have not changed in over 20 years. A lot of people are about to be displaced (a polite way of saying layed off or fired because of automation).

What does that mean. Yes, gravity - life events and more competition - is coming for you. If you only have 30 minutes a day, treat each minute like it's worth $200 a minute.

Listen to the tour guides' podcasts, videos, sound cloud recordings, constantly. You're swimming upstream. Listening to success stories, gaining insights about how you can improve your approach, and the impact of simply keeping your business top of mind, or being plugged in raises your awareness. The mind likes instruction and priming. And the universe has a way of rewarding vibrant movement and intense focus. The more active you are in your business, the luckier you'll become. I just randomly (but is it really random when you're calling 100 plus contacts a week) scheduled an appointment with two owners of apartment complexes.

The next 90 days are going to be fire.

 

 

JuJuan Buford is a Detroit native, entrepreneur, Founder & CEO of JSB Business Solutions Group, business development professional, and writer dedicated to helping families, entrepreneurs, and business owners establish thriving enterprises, achieve financial independence, and build lives of satisfaction.

Follow him online here:

LinkedIn: https://www.linkedin.com/in/jujuan-buford-25997a2a
Follow JuJuan Buford on Twitter: @JSBUFORD
Learn, Ask Questions, Review Actionable Content at: https://www.facebook.com/catchjsbuford/

 

 

 

 

 

 

 

Small Plate - Instead of Attempting to Manage Time. Try Priorities & Fulfillment.

Posted by JuJuan Buford @JSBUFORD

 

How many times throughout the week, or day for that matter have you thought to yourself, I don’t have enough time? We’ve all been there. You get caught up in feelings about seemingly never getting enough done, failing to make enough progress, and the anxiety of whether you’re waking up early enough despite a 5:00am alarm setting. And at some point, in an effort to right the ship you may do a deep dive into time management apps, strategies and devices, or the latest greatest hack. 

And in a couple of months, if not weeks later, you’re feeling deflated again because the same issue keeps rearing its ugly, strength sapping head. Once again, you’re feeling like there is never enough time in the day. At its worst, these feelings eat away at your confidence; you may begin to compare yourself to others, and even question whether you deserve your current lot in life. 

Here’s the thing. Time management is an oxymoron. We all have the same 24 hours in the day, and time is the great equalizer. You can’t buy more time, change it, manage it, or bargain with it. So, what are people doing differently, who seem to have their stuff together?

The difference of course, is the value we pour into each hour. But what does that really mean?

Value = Our self concept determines how we carry ourselves and what our priorities are; in turn dictating what we do or behaviors we consistently exhibit with the time we have; and when we master our behaviors and align them with our priorities that’s when the magic happens. 

But that’s easier said than done. And if you’re still left scratching your head about what to do next, here are a couple recommendations to help re-calibrate some things, find new energy and rekindle your passions, and stop falling into time management trap. 

 

NETWORK & SPEND TIME WITH OTHER ENTREPRENEURS

Entrepreneurship is hard. Especially in the beginning, because you’re going to have to expend a lot of energy and do some things that you’re not going to be compensated for, in order to be compensated for things you no longer have to do in the future. It’s the ugly duckling stage of your business.

As an entrepreneur you’re swimming against the tide. 98% of the people you encounter aren’t committed to financial independence and being the captains of their own ships. They’re interested in being accommodated, renting their lifestyles, and taking as many steak, egg, and grape juice selfies on Instagram as possible. In other words, they don’t want the things you want, and if you’re about being an entrepreneur, you more than likely want (and you're willing to sacrifice for) different things than everyone else. 

Join an organization, chamber of commerce, or networking initiative that puts you in the room with entrepreneurs that are leveling up. Ask questions. Learn from their triumphs and failures. Be open to constructive criticism from others who are playing the same game. Network and build relationships with people who have your solutions, not your problems.  

next opportunity social might be a good place to start. Wink. 

 

SOCIAL MEDIA IS A TOOL. YOU DON’T LIVE AND WIN THERE.

Every time you find yourself drifting onto some social media site for a momentary (it always lasts longer than its supposed to) excursion, instead identify a podcast or video featuring content that will help you along your entrepreneurial journey. Don’t be too finicky. I personally listen to podcasts and consume content from real estate investors, anything and everything Warren Buffet, Robert Kiyosaki, Grant Cardone, Viceland with John Henry, YAP, Side Hustle Nation, etc., etc., 

When you discover entrepreneurs who are enjoying the success you’re pursuant upon, eat the fruit and spit out the seed. Consume what’s for you, and dispense the rest. At the end of the day the game is the game. Define your value prop, invite people to learn about it, lean in and ask them to make a buying decision, service them very well, and rinse and repeat. Some of the most effective tactics I employ today, were a result of listening to or observing others. 

 

READ A BOOK. LEADERS ARE READERS.

Be voracious about consuming content that will make you a better communicator, better at understanding arbitrage, more empathetic, edify your self concept, and feed your strengths. The super-majority of successful, elite entrepreneurs who are at the top of their game read two to four hours daily. You don’t have time you say…. You don’t have time not too. Don’t be the entrepreneur that spends three years learning something, that a book could teach you in a couple hours. 

I’m going to step aside, for Grant Cardone to speak with you: 

 

& 

Russell Sarder: 

 

3 THINGS BEFORE YOU LAY YOUR HEAD DOWN TO SLEEP

Write down the top three (if you’re just getting started) or five tasks whereas if you accomplished them tomorrow, would make the biggest difference in your life. This exercise is useful because it will force you to really take inventory of what priorities are most important to you, as opposed to being directed by everyone else’s agenda. 

Don’t write down ten items because even if you accomplish 4 of them, you’ll still feel some kind of way about yourself. Also, when making substantive changes in your life you want your focus to be less like a light bulb, whereas your energies are being dispersed everywhere. You want to be like a laser emitting concentrated energy to pulverize the obstacles in your way. 

Also, consider for a moment. If you write down three items on your priority list and you accomplish two of them, that’s a winning percentage. If you write down five tasks and accomplish three or four of them psychologically you’re still winning. Even if you had 100 other items on the to do list, you still moved the ball forward by addressing the things that mattered most to you. Momentum is a game of building on small victories that increasingly feed your confidence. 

You’re not going to get this exercise right in the beginning. Think about it like starting a new exercise routine. It hurts some in the beginning because you’re using muscles that you may not have used frequently before, if at all. However, after a week, three weeks, or three months later this evening routine will become as habitual as walking. You’ll measure your productivity based on how effectively you’ve addressed the things that matter most to you; welcoming the sense of achievement you’re enjoying, and begin to get excited about tackling increasingly more difficult (profitable) goals.  

 

JuJuan Buford is a Detroit native, entrepreneur, business development professional, and writer dedicated to helping families, entrepreneurs, and business owners establish thriving enterprises, achieve financial independence, and build lives of satisfaction.

Follow him online here:

LinkedIn: https://www.linkedin.com/in/jujuan-buford-25997a2a
Follow JuJuan Buford on Twitter: @JSBUFORD
Learn, Ask Questions, Review Actionable Content at: https://www.facebook.com/catchjsbuford/

YOU Are the Best Thing About We Do & We Need Your Opinion. Will YOU Help Us?

Posted by JuJuan Buford @JSBUFORD

 

 

 

Thank YOU for participating with NEXT OPPORTUNITY SOCIAL. We hope that you had as much fun attending as we did organizing it.

At the end of the day............IT'S ALL ABOUT YOU!
YOU the aspiring or established entrepreneur are the best and most important thing about what we do.

In an effort to curate and deliver events and initiatives that are salient, important, useful, and serve your interests, needs, expectations, WE NEED YOUR HELP!! This is your opportunity to TELL US what topics and content are of most import to YOU. That's right, YOU are being invited to be a fellow curator of the NEXT OPPORTUNITY SOCIAL experience.

Please fill this quick survey and let us know your thoughts (your answers will be anonymous, unless you desire otherwise)

 

START BY CLICKING THIS LINK - SURVEY

 

 

 

JuJuan Buford is a Detroit native, entrepreneur, business development professional, and writer dedicated to helping families, entrepreneurs, and business owners establish thriving enterprises, achieve financial independence, and build lives of satisfaction.

Follow him online here:

LinkedIn: https://www.linkedin.com/in/jujuan-buford-25997a2a
Follow JuJuan Buford on Twitter: @JSBUFORD
Learn, Ask Questions, Review Actionable Content at: https://www.facebook.com/catchjsbuford/

 

 

 

It's easy to get caught up. Fighting for a thing. Fighting over a thing. About a thing. But it doesn't serve you nor the world, to be fighting over things that are broken.