Today I'm very excited to have Mr.
Krishna Mohan on our podcast Krishna
is an incredibly accomplished
entrepreneur himself he's got three
businesses that he's actively running 
Capitol Street Investments which is a
global investment management company
he's got Genius Visionary which is a
business coaching company as well as in
retail he's got a gifting
boutique
he's also a best-selling author he wrote
Elite Real Estate Professionals which is
an Amazon best-selling book
he's got three Master's Degrees in
International Business and Marketing as
well as Finance so your first question
for him if you're watching maybe you
know how in the world do you get any
sleep at night So with no further ado
I'd like to welcome Krishna how's it
going Krishna Doing great Cameron thank
you for this opportunity and that was a
great introduction
thank you pleasure's mine and I'm very
excited to talk to you today I just
wanted to basically so you know the
the layout of our show we have people
who who tune in who are very successful
you know who are already doing
the entrepreneurial thing others are you
know working a regular job they're
looking to become entrepreneurs and some
are just getting started so as part of
the questions I'd like to just ask you
how did you get into entrepreneurship
and then what made you think that you
could accomplish it yeah so I want to
step back a little bit like I started my
career with GE that was back in 1997 I
was exposed to sales
I got intensive sales training intensive
sales training for about a year very
rigorous training classroom market lot
of feedbacks what did i do did I do
today what did I learn today
ah did I realized today that was a
format everyday for a button here that
was my strongest foundation I can say
that during that time I'm exposed to
several managers line managers
functional managers different markets
pretty intensive and pretty challenging
kind of training I was one of the best
in that lot twenty people were selected
in the country I was in India back then
I was the top three guys of the twenty
and so I got a tray channel
yeah rare chance to work with the top of
the top managers so so then I realize my
voice let me stop you real quick how did
you get to be one at one of those people
company which I know how they end up
they are in terms of you know they
really feet to the fire as far as right
right so I have to go through like seven
step interview process even to get to
the training program so okay when I go
when I'm going back to my childhood I am
a sportsman and I'm out always good at
sports athletics whatever I do I'm I'm
the best guy so I have that competitive
attitude and drive and the winning
attitude that I developed through sport
and and then and then I try to bring
that back to my real life in terms of
you know having that discipline myself
and always having that attitude of what
else can I do to get better at my game
that's like a psychological aspect but
I'm really not that great in my studies
I'm just a big later academically at the
time at the time so at the time you know
but that's okay
but I'm very very consistent in my
efforts like if I have to get to
something
I need to put a lot of effort for some
people they do a little bit and they get
you know good rates I have to put a lot
of effort so I was like that kind of a
child but I'm okay I'm average in
studies but but I was always studying
life what's going around my surroundings
why are some people not having
everything in their life and why is it
like almost majority of the people just
struggle you know they wake up and then
they do everything possible just to
support the family just to get their
kids the right education and you know
everything you just barely do it if you
do it you know they will never know how
I mean I can I can see that in your
personality just in our dialogue
together I've noticed you're very much
of a giver and you seem to really care
which always comes across your clients
and it comes across and everyone that
year round with you seemed to really
care that that person is going to
achieve that success and it seems like
it was grounded in that foundation from
childhood yeah yeah I don't know where
did that come from so I'm always very
touched and and I I could not even
tolerate some of the things that I saw
in my life like face to face some things
if you listen in a news it's okay but
when you see in front of your own eyes
you react to that and that that is that
that is what I think it triggered in my
mind as to this is not what I want in my
life whatever I am seeing here wherever
I am this is not the kind of life I'm
going to live my life I have to change
this something needs to be changed and
then orful and as a child that pain
threshold that you're like I've got to
overcome this yeah that was he from the
Athletics that you were that yes very
very driven yeah that's just like you
know when I was like a little kid like
maybe 10 15 year old I don't even know
my age but but but from then you know
maybe you try to seek some help from
family and others but you soon you
realize that you know there's only so
much everybody anybody can do this they
cannot do much for you to really become
something in my
in your life right yes they have their
own limitations you know so when you
want to really reach pinnacle success in
life others
surrounding you they need to be at that
level or they only can come some you
know to some extent after that you got
to move on they cannot do beyond that so
I quickly realized I cannot get that so
then I have to start focusing on myself
I need to get better myself I need to
focus on me what else improvement
I don't have your fire because this is
exciting and it's incredible as you're
as you're describing it but I will I've
noticed a lot of entrepreneurs they have
they seem to have a very at a young age
they have a level of maturity where they
realize that you know I have to have
some self sufficiency here and it's so
much easier just to reach out to others
around to say what are you doing let me
do what you're doing help me out here
but to have that level of Independence
and say you know I have to go beyond
this and not burden others but do it on
your own is incredible yeah then I
started you know reading 20 Rob and see
nothing you can bridge then I'm kind of
all over the place there's almost like
nothing I have read not not the school
stuff but other things you know so maybe
because of that I got be greats but I
was so much into my research I started
researching about everything I went to
spirituality I was reading ancient
philosophies everything that I can get
in a grip on and then that's how in my
mind I think got stretched in multiple
directions a childhood so I have not put
me in one bracket like you are a doctor
you're an engineer I'm this I'm that I
am I did not put myself into any bracket
because that is a limitation according
to me so you wanted you wanted that
freedom I'm you know it's really
interesting how many icebergs I talk to
who've read that he Grow Rich they love
the love Tony Robbins or anybody else
who's talking eloquently and
inspirationally about the fact that you
know you can't change your life I'm
wondering how old you were when you did
that I when I read Think and Grow Rich I
was in high school and I think I this
Tony Robins who is just a few years older
than I am he was coming out in the 80s
that was like okay this guy's great I
got the personal power tapes and everything
how old were you when you were I think
I'm about maybe 14 if I'm okay but but I
did not understand everything in that
age but at least I made an effort to
show a lot as I as I grow up I started
understanding differently the same
concepts same things you understand by
repetition and by life experience and
everything and perspectives change but
but it all started there and everything
you know like communication books on
communication books on philosophy books
on life what is this life about why are
we living why are you existing what
is this is this that you you wake up you
go to school finish school go to job and
retire and then die who is that is that
is that that much
meaningless life I mean is that that's
what I see everywhere I I'm not getting
answers from others' lives if I can
actually you know quickly assess and say hey
this is what is going to happen next 40
years so for me that's not exciting then
what is exciting you know that's what I
was trying to do my own soul searching
what excites me and that's how I got
deeper into you know all of those
spirituality you know self-improvement
and all that stuff and then start
working on my own my own self in terms
of my you know and that as a kid you
have to study well so you you become
something in your life so that's what
then I started focusing on my education
and then you know that enduring the time
what happened was so then I need a skill
then I need to learn something I have to
become something so I need to do
something then all right then I started
teaching you know I need to learn
computer so in one school I joined to
learn some basic in a computer courses
and then I I joined another another
schools to teach the same thing you know
so because I get access to the library
access to that computers access to
everything so then you know I can
improve myself so so I did whatever that
is you
that opportunity it was it's a great
example of you know that giving and then
you get something in return but also
brings somewhat strategic about what
you're looking to do in your life
exactly a young age yes and then I did
that and then I said okay then I
realized that people from sales
background has if you look at the people
really made it to talk in corporate
world I I figured out at the time they
come from in on sales background they
have high chances of really being at the
top after twenty thirty years so then I
said okay I need to get into this if
that's the case because I really want to
go to the top so then I said I have no
indication I mean I don't have no formal
degree and everything so then I started
knocking boats I started just just go to
office buildings and then just not
companies and say hey I I just want to
learn is there a way that I can get an
opportunity in sales I will work for you
for free and that's how somebody
accepted me they accepted me and I did
work for free for eight months literally
I have not taken a dollar but I get
Amanda's amount of exposure and it's
fascinating that was my life-changing
experience I can tell that's when I
realize Who I am
what's my personality what profession
really fits into me and then from there
upon I apply for G that's how I became
the best guy in GE B'nai because I'm so
prepared to get to that entry-level job
that I crushed it when I went there
rather than I yeah you were you were
incredibly prepared when you went there
and guess what you were volunteering
your time
yes something in return again and that's
giving we talked a lot about giving
business your gratitude I know it's kind
of the latest buzzword with motivational
stuff the gratitude really does make a
difference and here is me you're giving
something and I'm sure your your
employer loved it they're getting all
this work meanwhile you're soaking it up
and you're getting ready to apply it in
your in your next position which was
discharged yeah yeah I was actually
sincere in my own thing and I never had
the more
of money you know throughout my majority
of my career I was not chasing money
because even though that's the end goal
because money will follow you I have
that belief - I don't need to chase
money because you if you are offering
value if you're really that good the
money will follow you so that that's my
philosophy so I focused on me and what I
can do for the company and the company
will take care of me right so somehow
when I landed up with GE interviews and
all I was able to get through that stuff
because I was competing again against
all these MBAs with lot of experience
but you know guess what they gave the
job for me and I also proved that I am
the best so that's how I got Internet
and I got the trainings and then even
after the trainings I worked there for
more than five and a half years I was
the best and I got in an award for
securing largest of word supplier were
connected by any GE employee in India I
got that award too so I counted - you
continue tonight right to be heir to do
well you know so that's that's the
background the to where it where it all
started and then I moved on to a couple
other multinationals fortune 500
companies did very well and then you
know 2005 I came to you as I did one
master's degree a master's in marketing
management I'll take that then I reached
a point where I'm like I want to learn
but I'm not learning anything so that's
why I left those jobs I did not leave
those jobs for better money I left those
jobs because I am not growing if I don't
grow
I cannot take top positions thank you so
you're you consider it looks like you're
a lifelong learner on which which does
kind of explain a lot about your
character it seems like you're you you
know we don't want to write and you want
to be active and you want to be doing
different things and I'm sure that in
your business coaching you get you know
exposed to so many different companies
doing different things as if a say for
me that you say you weren't driven by
money and the money will come I love
that quote because I find that in a lot
of entrepreneurs honestly I find that in
myself as well it's like I'm not really
driven by money but give me the
experience to learn and grow I will and
and I found you
fortunately the way the world works is
the money comes when when you do all
those right things right things yeah so
I I quickly reach to the saturation
point and they go to the next one and
the next one that's always company's
master's was this was this the first
master sir at that time then I did and
then I came I thought okay let me go to
us you know us is supposed to be the you
know most advanced country so that
somebody like me will get better
exposure better knowledge and I get the
chance to work with better you know
managers that's how I chose to come to
us at the time in after working seven
eighty years there then I think and then
I went to school here then I did maybe
an international business then you know
it gave me a different perspectives and
more exposures and again I got better
corporate world I worked for a couple
companies business development manager
Account Manager lot of different roles
different experiences and then then I I
felt that oh man now that I have it
looks like I know now how to run
companies what it takes to be successful
and all that stuff then it started in me
so why not I start something on my own
you know
I think I have the right skills I think
I have the right education I also have
when our right there perspectives and I
work for very small companies in us so
on the other side I'm working for very
very become pleased then I work for
literally mom-and-pop companies hundred
million or even five hundred thousand
like start absolutely they have some
ideas then and then I then I then I
realized all the problems that these
guys are facing and they're not getting
my perspective I because these guys are
way too small
and I have brilliant ideas but when I
shape these ideas like we're speaking
different languages that's okay you know
it's they're different worlds anyways
but it helped me to learn things from
this side of the table I say so they
were worried about cash flows and how do
I through the bills next month and how
do I make payroll yeah and you're
already used to dealing with a very
large multinational exactly and then
also
other things that I realized with this
smaller companies they have a lot of
blind spots these problems are real
problems they have other problems of
their own mind
small business owners define themselves
as small business and they become small
yes they they they have their own
mindset I am small business so I need to
behave like this guy why is that they
they're not thinking about scaling their
business that they're not thinking of
how do i scale mice my revenues you know
like fifty percent next year they cannot
visualize themselves they so those are
the problems that I saw they I'm not I
did not see that kind of energy I did
not see the confidence I did not see the
boldness in the steps that they take
they're launching a product they start
with the product oh this is my baby I
research 20 years on this product I'm so
much a task through this product but
nothing I'm not doing anything to get
that product to the market so that's a
missing link you need to know when to
bring the product to the market and at
what I send all the things you need to
have the knowledge otherwise it's not
going to fly yeah it makes a lot of what
you say it just really resonates because
and you were talking a lot about you
know what's in a person's subconscious
mind and what is it really is ultimately
controlling you and says that you can or
cannot do something which people who
have had success they they really see
that and they they have to find a way to
go beyond that and break through that
wall yeah I'll give you a weird maybe a
Sports example a friend of mine who is a
like a leading weightlifter he said
that when he wanted to add you know you
have the big plates then there were
forty five pounds each on the ends he
said when he wanted to go from like
three plates of four plates he said it
was all psychological because there's
something that tells you you can never
go to four plates on each side you know
right and you have to indict it I think
it takes a lot of self-awareness to
realize that and it really impacts us in
business we have to see how in the world
is it that we can get into our mind in
effect that kind of changes strategy and
say that
like from a young age you were looking
at some different ways of thinking
thanks to the spirituality that you were
involved with as well as some of the
motivational type of books I know nobody
likes that motivator
you know something that drives you paid
right yeah yeah it's belief system in a
simple language belief system you know
what do you believe that that is the
problem so I have not seen that they're
like passionate about their product
passionate about their business they're
hungry all those things are fine but
they don't have the belief that this
year I'm going to do two million dollars
revenue I don't I'm not seeing the
confidence that was that is what I was
bringing onto the table but they were
never getting it a lot of things that I
have suggested or brought into meetings
and hold it took 12 to 15 years for many
people to realize what I said to them
they call me now you told me this in
2007 right you're right and I was told
wrong in front of everybody that I'm
wrong at the time it took 15 years for
them to realize that I'm right it's
amazing because a lot of times a lot of
times we think that it gives us strength
you know to say that well you know I'm
looking at the dollars I want to make
sure that we don't go out of business
I'm you know some of that conservativism
is the reason that you're still around
you know whenever you have a recession
or something like that but it can also
really hold you back if you're not open
to new ideas and new ways of practicing
information and business processes in
particular which is why you're so that's
how I learned and I realized that these
small business owners really need help
you know that's how I realized that they
need help and and I was thinking that
they know a lot of things idea it says
how much they don't know through my
experiences hmm lot of which I was
thinking that you're a businessman so
from if you look at from outside
perspective they think that you know
everything in what you do in reality
what I realize is that son that true
these business owners are struggling but
they
don't know where to go and get answers
they cannot share with employees they
cannot go and share with the family they
cannot go and share with anybody unless
they network with somebody who already
did it if your goal is 10 million
dollars
tell me how many friends do you have
that that have already done 10 million
dollar revenues that you can go and
chitchat with them and have a cup of
coffee and have a family in my
experience I am NOT saying business
owners having such friends they are
having somebody at their level they're
having somebody at their level or
somebody at the pillow level right now
it's feel like you know if you play
tennis you want to be playing somebody
who's better than you are because yes
they really somebody on your same level
you're never gonna improve you're not
gonna get there yes the other thing 
yeah and Krishna is it as you know
entrepreneurs can it's a it can be a
very lonely business even though you're
really reaching out to the world and
trying to get clients because yeah some
of it is that you're you kind of hide to
some degree you know because you know
you might have a good year you might
have a bad year sometimes small
businesses will have one year that makes
up for five years of losses things may
not be as organized as they could be
you're a one-woman or one-man show
that's good got a hundred different
tasks you're doing so feel like none of
those are getting done professionally
the same level at this right level but
at the same time you're worried that if
you reach out and try to get the
expertise in those areas it could
bankrupt you so it's all this mixed fear
and and you know there's an idea that
goes into it meanwhile because the many
are working 18 hours a day they don't
have the time to reach out peers do
meetups and then maybe get very lucky
and meet someone like yourself who will
you know give them some advice and get
them right so you're right absolutely
because they're so busy you know
building the business working on
vanities they don't have time to go for
those networking meetings and all that
so I realize out of experience that if
they're really focused on on top two
things or three things that they need to
accomplish this year and then all these
with people who who can take them there
they don't need to do too much
networking I start doing networking
myself I am very careful now with who my
network because once I got that clear
then everything became simple all I'm
looking at is two three people in in
each one of my goal that's it and those
three people can change my game
otherwise you're going to these
networking events where everybody is
trying to sell everybody so I'm going to
help anybody if you come with a bunch of
cards you exchange bunch of cards couple
weeks down the line they don't know who
you are you probably don't know who they
are and then maybe randomly may get one
good lead that's also very difficult
these days so yeah that's beautifully
put Christian because I just want to
accentuate that because it's so
incredibly important on my own
experience was I was doing a lot of
going to a lot of networking events and
as you know I'm a business owner and
I've had startups as well as being in
the in the law but when you go to a
networking event and anybody you tell
anybody I'm a lawyer they've had the
other way everybody's always looking for
the people with the dollars the investor
so it's not the easiest thing but it's
sellable eight today but your
connections your networking is
incredibly important for you but I do
want to add that I remember there was a
time like years ago or so when I was
going to a lot of these networking
events and exchanging cars and stuff and
I look back and I said this isn't
getting me anywhere meanwhile I have a
friend who plays golf and and I don't
play golf but he he did and I'm sure he
still does and I noticed with one or two
people he would have very nice bonds
with and I asked him one time they exist
networking so good and mines so poor and
he said because when you play golf with
somebody you spend four hours with them
you really get to know that person it's
a completely different thing than going
to a networking event where everybody's
changing cards kind of like going to a
bar to you know meet their wife or
husband you know so you know ya be lucky
to maybe connect with somebody but it's
like yeah it's
different experience absolutely because
in a business requires that level of
understanding trust and you know
establish credibility before they do
anything so it requires the deeper level
of interaction so so yeah I said that's
the lot of changes you know they can
network online nowadays in a business
owners have optional LinkedIn and so
many other ways to do that stuff but
again everything is good as long as you
know what you're doing you know
otherwise you're wasting time people
waste time on everything but the reality
is if you got to be really focused
exactly what you want you need to really
know that and then just focus only that
one thing complete that and go to the
next thing because that otherwise if
you're reaching somewhere is very
difficult because we have access to
everything but you know you only have so
much time so unless you really are clear
about your goals really are clear about
what kind of people you're looking for
whether there are customers employees or
strategic partners clearly narrow down
to everything and then somehow or that
they will be visible for you you know
once you are clear if you are really
clear about that you know I'm looking
for so instead of company this company
this is the revenue this industry this
is the profile this is a job title of
the person that I'm looking at then you
can narrow down you cannot be everywhere
you cannot be other other way around
that's why you know sales same set
marketing change over the last twenty
years sales has completely changed so
these days people with a lot of
experience are the ones who struggle a
lot according to me because they have
all these old-school methodologies and
principles which which are no longer
valid or they won't work now because
right now everything has become
consultative approach problem solving
you know this is this is a new game
altogether that same is the case with
entrepreneurs in a you cannot sit behind
the computer and start innovating and
then still in again it doesn't work that
way you need to know how to be in front
of customer you need to know where your
customer is you need to know how to
present things to the customer in the
right way so you
so it's a happy combination for
everything it is is what I'm talking
about that will make an entrepreneur
successful the small business owners the
solopreneurs that you're talking about
they are they're mostly as you rightly
said they're in in a spending time with
themselves they're not so much visible
outside because they're well there's so
many things to get you know worried but
they have solutions you know they can
identify successful people start
networking them ask for help seek help
they don't need to pay people will help
but they need to see that you have the
fire in the belly do you have the real
fire
are you really passionate about you know
committing to deliver what you want to
deliver the answer would not see us for
many cases that's why they're not
getting out they're not really that
hungry yeah I'm sorry yeah no I'm this
is really really good stuff I just want
to parse it out a little bit yeah people
get yeah I mean you're now you're giving
us some actionable advice yes yes and
you know hopefully people will have a
chance to reach out to you directly
we'll have your contact but it's I would
love to hear some of that actual advices
you're telling them you have to show
that you have the fire in the belly and
there's a difference now you know
there's we've got social media running
the world
 which can be an incredibly great
thing or you can be looking around
saying you know what happened to all my
clients they're no longer coming in I
mean I know a lot of Realtors that are
looking around to going what happened to
my clients whereas the people who got
into the social media are able to do it
so when you come into a a company and
it's let's say it's within 500 K to 5
million or so let's call that a small
business a boutique company in when
you're coming in and they they have that
issue for you and they say well I don't
know what to do it's like because I used
to have all these clients to reach out
to me I'm not getting new ones I've got
the existing ones but that's only gonna
last a certain time meanwhile all the
competitors people I've never heard of
before or getting into social media
they're getting the message out and
everything and everyone knows about them
but not me so I may be the best or a
think I'm the best at what I do
but no one knows about me
what's some of your actionable advice
yeah yeah I think the first thing first
things first is that what is your
message you need to have a message to
the market like you know as a business
you need to create you are communicating
as a business all the time right but
what are you communicating you got to be
very you know strategic and cognitive
about that part the second thing is what
is your market dominating position
what is your market dominating position
what may I yeah I will I I will solve
your problem in the next thirty days if
I cannot solve this problem in the next
30 days I will return your money back so
that is a clear market dominating
position you know if you are a realtor
right I will sell your home in the next
30 days if not I will not I will I will
not take any commission from you that's
a bold statement
how many realities can say that how many
Realtors can say that yes there are
almost twenty thirty million Realtors
across the country today Realtors are
struggling because of the Kobe's 19 the
problem here is of course what is your
message what's your market dominating
position they don't have answers I'm a
realtor so what everybody is a realtor
and then I'm a doctor so there are
thousands of doctors so what's the big
deal about you so the message is more
important now sorry enough yes the
messaging seems to be more important now
because now you're playing in the globus
case yet you're not just going to
looking for local clients who might
never you because you never get says
okay that yeah that person is a great
gal or great guy yeah and so they don't
know you but now you've your and you
have a bigger outreach and the way to
get that is by showing is showing that
you have that yes to the top or maybe
that virtualization Krishna that's what
is going to interrupt your clients like
ten things to look for you know ten
things to ask your physician before you
go for next annual physicals right that
is a report a doctor you know if a
doctor generates that report and then it
gives that report to
so patient and the doctor is telling
that ten ten things to ask your
physician before you go to the next year
annual physicals yes Mort where would
you go next you would go to the same
doctor because he's the one who educated
you they establish some trust for Shu
solution so that may be perhaps on a
unli page or something like that yeah
yeah yeah they need to have a landing
page you know every business you need to
have a landing landing page and and a
squeeze page where it captures the
customers information and in and just
because you're asking that information
they don't give it in exchange job that
you give a report create a report give
something of value a valuable report
that it could be a two pager or or or or
it you know or a temperature or even ten
points and then they get it they found
some value and then you have the
humility and then you can also create a
funnel which is basically a way to
communicate to your future prospect on a
consistent basis and then you can
automate that right so once they're the
funnel they get this continuous updates
or new knowledge or new things that they
need to know any change this that had
happened in the law or any changes that
are happening around they they will keep
in on getting these messages for next
one year or two years so if you have is
this kind of a model then what happens
is your job is to have the traffic
flowing to your website and then your
your website captures the customer
information they get a report and
they're in the funnel then then you
constantly you know or communicating in
an automated fashion you're busy in your
job but the system runs by itself and
then slowly these customers gain trust
and then they know that next time when
they want something they know where to
go they already we are coming back this
is how the successful businesses now are
implementing and they're crushing it
using technology and marketing but
they're but the businesses and the
people who did not
are still in the world fashion way you
know basically poor calling messaging
you know social media having an
appointment and then you know not
telling the lead building grapple you
know four five meetings ten meetings and
probably don't closed anything so
there's so there's a I just want to
unpack a little bit of that because
there's so much really really good yes
yes you know do you recommend some of
the marketing automation that's out
there some of the marketing automation
software because it sounds like you're
really talking about messaging and yes
and that messaging is building Authority
yes see I'm a doctor and you're gonna
you're gonna learn all kinds of great
stuff for me so yes if it as a service
you're giving them instead of spamming
them and this was that person signs on
you know maybe to your email or maybe
they want to frequent your your channels
they want to know you know what's what's
Christian are gonna tell me next yes no
then by then they might go to Amazon and
try download your book because you know
then their next thing you know they're
you've established credibility with
someone that you didn't really work with
or know before you know they don't know
you but they feel like they know you
they feel like it they can sort of reach
out and touch you and just because you
brought all this great information to
them and it creates them as well there's
a lot less hard to that yeah so you you
are very strategic in your approach so
you're strategically also communicating
to your future prospects mm-hmm through
automation so you get your time you know
that is what is removing the
business of this solopreneur circum
entrepreneurs building those businesses
because you only have so much time if
you don't automate this these processes
behind you cannot handle
volume clients you can handle one flying
10.15 clients what about thousand
clients there's only so much time you
cannot even handle it so you need to
have a this automated system running
behind generating leads and and giving
you only the qualified prospects who are
ready to pay ready to close
those are the ones you you you interact
with pretty much other than that
everything should happen in an automated
fashion that's how you build business
yes that means I have to get all that
great information when they need you
they come to you they come it does how
could you help me with my because you
already generated lot of you know value
to him you've been feeding him with lot
of information that others are not doing
it because they don't have it in our or
they don't have a system to communicate
that they're great there are so many you
know better services providers out there
but they're not getting any business
because they have no message you your
your message or your your your reports
or something everything should be result
oriented what is it that you're going to
solve you know I'm going to do your
annual physical check but that any
doctor will do that what is it that you
would do I will make sure that you you
will not leave my office without right
into freaking any any kind of chronic
problems or something like that right
you have to talk about that end result
right you know even if you do the same
thing there is something that you need
to make sure that you know that you do
that others don't do you always need to
ask you know so what if you say if you
say hey I'm doing this this is the
feature and this is the benefit of my
product so what it sounds like it
reminds me of there was a there was a
famous coach named Zig Ziglar
interesting name right and the and I I
just remember listening to his tapes and
things and one thing he always said was
don't be a wandering generality when you
can be a meaningful specific well sounds
like you're really honing that message
into yes get into that company and you
say all right let's cut to the chase who
are the main customers for you how do
you get the message to the absolutely
that's it that that is it you know that
is the real thing you know because
everything else is just you know
supporting activity for that trend
result like what is it your goal for
your business for the next one year you
want to add 40 percent ok is it 1
million
let's narrow down the number if you have
to get the texture $1,000,000 do you
know how many customers you need to
actually have signed up you need to know
that at your current price point if you
don't know that you have to figure that
out now
if you have to get their text number of
customers do you know how many cus how
many prospects you need to you know
chase is it a thousand is it ten
thousand you need to know that because
if you don't know that because you may
not know that right now because you
don't know the conversion rates
if you then you need to figure that out
what is that number then if that is the
case then how do I reach to my ten
thousand is my starting point see if you
can do that you got to be strategic you
got to keep working
yes sir I'm sorry interrupt you but then
to use then you set up this automated
system to reach the ten thousand that's
how it works so the planning goes into I
know exactly who the customer is that I
want and then you dry the system
specifically with messaging and
everything else you need automation to
save time it's exactly in order to get
that message out and then the next part
is the execution it feels like you
really have to spend some real time in
the planning and and being strategic
about it before you jump into the
specific tag because if you don't have
your pricing right because today a lot
of business owners struggle with pricing
yes they're in the discount game you
know forty percent discomforted I in my
practice I will never encourage you know
reducing prices in fact most of us most
of my my client inside I let them
increase pricing because our worry is
how do I bring more value than the price
that I charge my customer that's holiday
if your value is clear decisions are
easy if decisions are not easy for your
customer that means there's a problem
with your value the problem is start
with the price that I've heard you speak
very eloquently about this that and I
have experienced this in business myself
where if you you know you you you tend
to say that you know you
don't believe in discounting especially
when you're delivering services I
found sometimes it becomes kind of a
race to the bottom it's like well I'll
just get now then I'll just get more
than and so pretty soon it cuts into you
know any profits you might have made
it's the the problem is sometimes a
product can suffer I mean you do
everything you can to make sure it
doesn't but so basically that's what I
mean about kind of a race to the bottom
instead of finding the value and and in
building it because if you have a good
product people will come and people will
want the product absolutely so let me
let me add one more thing to so that
becomes it you benchmark the problem is
that if my price is thousand dollars I
bring it to seven hundred next time and
guess what the new benchmark for the
customer is seven hundred the basis is
no longer thousand that's the problem
you're digging your own hole you thought
you're helping him no you're not so
that's why it's very important that you
need to in fact it in any practice from
my experience my clients experience it's
easy to close high priced products with
customers who can afford then it's then
reducing the price and then closing
business with people who cannot afford
in terms of the whole experience is so
you get it right I I totally get that in
it let me tell you it's really hard felt
because one of the the issue that a lot
of people a lot of entrepreneurs have
particularly if they haven't really
adopted on to the new paradigm that we
have is it you know there may be a
limited number of people that ever find
them in the first place so they're just
scared to death that those few people
that come to them that they're gonna
lose them as clients and I it sounds to
me like you're saying casts a much wider
net okay you've very focused into the
people you want and those are people
that you want as clients who are the
ones who can afford the service and
willing to pay more and are able to
because you'll be able to give them a
better service  it'll help you
in the long run it's a I really feel
that viscerally Krishna began because
it's been an experience that I've had
one of the hardest things for me as an
odd
nerve was getting to the point where I
said you know I have to learn that I can
just walk away you know I can say look
this is my price if somebody says no no
I wanted lower it setter you have to be
saying look I'm worth it and you know
and I know that you have to be able to
walk away and I promise you that person
if they have any sense will come back to
you and if they're not you you'll go to
another person that will is willing to
pay for your valued services again
and let me just accentuate what you said
what what you mentioned is you don't
want to basically start this you know
this process where you're digging your
own hole because you start with a lower
amount and then it'll be a lower after
that etc and what happens is you're
essentially working for free not
realizing those services whereas out
there there may be the perfect bride or
groom you know the people who really
want you and need you and they're
willing to pay for the best and
meanwhile you're spending a lot of time
with with the person that you're not
gonna end up ultimately being married to
