Academy of Business Owners Blog

Training, Guidance & Insight for Business Owners

Don't Sign Surety Contracts

Easter always brings back memories of the worst month of my adult life. At the end of May 1992 I was wrestling with a decision. Close my business? Or not? Most business owners face this decision. It was my turn after eight wonderful years. I did what I thought was the most honourable thing for...

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Why Waste Money Attracting Strangers?

We waste real money to attract strangers. We don’t invest a few hours to stay in touch with people who already know us. We try to find strangers in magazines, on billboards, via car signage, through Google Adwords, via Social media, ... I’ve studied thousands of small business owners since...

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Borrowing Brilliance - The fastest way to succeed...

David Murray Kord wrote an excellent book, Borrowing Brilliance. He suggests that you keep close watch on your rivals to see what they do better than you. They might well be sneaky, thieving crooks. But they form the league you play in. If take sales away from you then find the reason. Find it....

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Stop Taking Failure Seriously

Don Miguel Ruiz presents four guidelines for living a great life in his superb book The Four Agreements. The second guideline is: Don’t take anything personally. This is perfect advice for any person who needs to sell to survive. He says nothing others do is because of you. What others say...

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Business success in two sentences

Business success in two sentences. The two crucial things I have learned at the helms of my own businesses since 1984 are: Call prospects within 30 minutes. Each call offers massive upside and zero downside. More here... Don't sign a suretyship. Each signature offers zero upside and massive...

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Easy Selling #2 - Phone First

A few weeks ago I spoke to a frustrated client. He was en route to his office to do "yet another quote". He complained about the time needed to prepare quotes after each email enquiry. He did not keep track of his conversion rate. He felt that it was one in every five proposals sent. He never...

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Easy Sales Approach #1

Right now, while you are reading this, before you read the next paragraph, make a note in your diary to call your biggest client during this past year later today. Not email. Phone. You will call to say thank you for the business. I know it sounds wimpish. But humour me. While you’re at it,...

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2 Biggest Marketing & Selling Mistakes Small Businesses Make

In early 1995 I went to a therapist. At the time I counselled people going out of business. Harrowing work because I was a couple of years down that same path, and I could see what was coming for them. Each individual still clung to the optimism I had recently lost. "What am I offering them if...

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2 Great Reasons to Not Sign Personal Surety

The REAL pain caused when a business closes is the result of the owner(s) signing sureties. Here is an email I received yesterday... I write this to you since you are in a position to help prevent more of this sort of thing happening. Last night, one of my friends, business partners and...

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