The Truth About How You Make Money

Many salespeople have lost focus on the most important aspect of their jobs.

They are so busy pushing their product down the throats of their clients, they miss the entire focus of their job: To solve a problem.

This video will help you get on track and make more money.

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Here is the transcript of this episode of Four Minute Fixation:

The Truth About How You Make Money

I’m Dave Lorenzo and this is a different type of episode of Four Minute Fixation.

I want to address something with you that is an epidemic. You see it all over television these days, especially if you watch TV news. I see it more and more. It’s starting to creep into business, and it will really have an impact on your ability to make money. That’s why the title of this episode is How You Make Money. I don’t care what business you’re in. I don’t even care what role you’re in. You make money by solving problems for people. If you sell products your products must solve a problem for someone. Sometimes that problem may be achieving a goal, or fulfilling a purpose or a specific need. Other times it’s a real serious problem. Solving problems for people is the byproduct of finding out what they need, helping them understand their needs, and then helping them want the solution that you can provide to help meet their needs.

I’m going to say that again because it sounds a little funny. Most people don’t realize what the problem really is so they don’t understand what the solution really is, and they don’t want the real solution, because they don’t know what it is. So your job is to help understand the problem, convey that understanding to your client, and then find the solution for them, and provide it. This requires you to listen, and that’s how you really make money. Now the issue that I see, the thing that’s become epidemic is people not listening to one another. We get all wrapped up in emotions, and we get firmly entrenched in our positions, and we become defensive, and we stop talking. Or worse, we start yelling at one another.

The key is understanding what your clients’ problems are, and then helping them solve those problems. So you have to listen. My rule of thumb is that we should be listening 80% of the time and only speaking 20%. Or even less. So I want you to think about this now. Think about how you provide your services to your clients. Do you go out and just ram your only solution down your clients’ throats? Do you go out and try and convince people that what you have is the best thing they are ever going to find? Or do you listen to their problems, understand what their issues really are, help them understand that they need it, and then allow them to make a choice? Do you do that?

If you do you’ll be successful. If you just scream at them and try and shove your only solution down their throat, you won’t. We need to change the discourse that we all face these days. Whether it’s on TV, or whether it’s in our business lives, or even in our personal lives. What we need to do is we need to sit back and listen to other people. Understand why they feel the way they feel, help them get to the real root of their problem, and then help them solve their problem. That’s how you make money.

I’m Dave Lorenzo. This is Four Minute Fixation. We’ll see you back here next time.

How To Develop A Client Community


There are three main reasons to create a community for your clients:

Reason One: They will invest more money in your services.

Frequency of interaction builds trust. If your clients see you and interact with you more often, they will invest more of their money in you.

You stay top of mind. People forget about products, services and people who are not “in their face.” If you stay connected with your clients as part of a community, they will never forget about you.

You can introduce new products and services to them quickly. If you want to get immediate adoption of a new product or service, your client community will make it easy and natural.

Reason Two: Clients who are members of your community will refer more frequently.

If your clients feel they are part of something special, they will want to share it. That leads to referrals. It’s that simple.

Reason Three: You will reduce client attrition.

Clients who are part of a community are less likely to leave you for the competition.

These are the reasons why you should create a client community. The video and transcript detail how.

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Great sales resource:

Make sure you check out this great audio program in the Valtimax Resource Center:

Everyone wants to know how to win people over to their way of thinking. Persuading a client to try a new product or service is never easy. Getting someone new to sample your services can take weeks (or months). Convincing your kids to clean their rooms is one of the toughest tasks a parent can face.

But now there is a way to make those difficult persuasion tasks easy.

My new audio program: Million-Dollar Secrets of Power Persuasion was developed to help you become a master-persuader.

This great audio CD and workbook will help you make your case to your kids, your clients or a jury.

Invest a an hour in this program and your persuasion skills will help you lead the pack and put more money in your pocket.

Million-Dollar Secrets of Power Persuasion

Here is a transcript of this episode:

How To Create A Client Community

Would you like your clients to spend more money on your products or services each and every single month? Would you like your clients to bring to your doorstep, qualified, new, prospective clients? How would you like your clients to invest their hard earned money in promoting you? I’m going to show you how to do that right now, so come join me.

Hi I’m Dave Lorenzo and welcome to another edition of four minute fixation. Today we’re discussing how you can create a community, an engaged community, among members of your current client base. Think about this for one moment: There are people out there who know you, like you, trust you, and have enjoyed working with you in the past and they’re just sitting there waiting to promote your business. In fact, they’re waiting with their hard earned money in hand, looking to give it to you again, because they had such a great experience when they gave you their money the last time. But you’re not taking advantage of that right now. And why aren’t you taking advantage of that? Well, you’re not taking advantage of that because your clients don’t have a sense of community among all of them related to the service and the products that you’ve provided them.

Think for a moment about Harley-Davidson or about Disney or about Weight Watchers. All of these places, all of these companies, have developed a sense of community among the folks who visit them. And what do they do? They invite the people who are their best clients to come and enjoy higher level products and services and they invite them to bring people they know in with them to experience the service and the power of their brand. Now you may be a small business owner. You may be an entrepreneur just starting something new. Or you may be a professional, like a lawyer or even a doctor, or an architect, or a real estate professional, and you’re saying to yourself, “I don’t have the resources to develop a huge brand like Harley-Davidson or like Disney” and that’s fine.

What you can do is create a group that meets perhaps once a month for breakfast or lunch and you discuss things that are important and relevant in your local community. You provide some educational information around what’s going on in your industry and you invite a local speaker, perhaps a politician or a local figure of importance, in to speak to this group as well. What you’re doing is you’re creating a community. You’re creating a reason for people to come together and discuss what’s going on in the neighborhood and discuss what’s going on in the industry and bond. As time passes, these people will develop relationships and those relationships may lead to future business for each of them, but they’ll also lead to future business for you.

You see, one of the basic needs we all have is the need to belong and you can create an environment that fulfills that need for your clients. So regardless of whether they came to you to solve a problem or they came to you to fulfill a goal, you can create a community that helps them feel like they belong to something really special and you’re at the center of it.

Now notice when I discussed forming this community, I didn’t talk about building it around you. I talked about building it around the needs of the people in the group. The common thread that holds the community together is the relationship with you. The way to do this, as I said, break bread with them once a month, either a breakfast or a lunch, and then maybe once a quarter or two or three times a year do a social event where they can all come together and just relax. Perhaps have them go to a baseball game together. You take them all to a baseball game. Perhaps you can go to a cooking class or to a wine tasting or something along those lines. Create a reason to bring them together in a social setting two, three, or four times a year. Create a reason for them to come together for educational and networking purposes once a month and you’ll be amazed at how quickly your business grows as a result of you being the community organizer, so to speak, for the community of people who are your clients.

Here are three more great videos you should watch right now:

How To Communicate With Confidence And Power The words you use can move mountains and launch ships. Well, that’s a slight exaggeration. But communication is important. Learn how to communicate like a pro. Watch this video.

How To Eliminate Business Overwhelm

The clutter in our lives – both physical and mental – slows us down and prevents us from becoming more successful. Eliminate the clutter today with this episode of Four Minute Fixation.

How To Take Action

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How To Make Speaking Engagements Pay


One of the most common things I see as a consultant, executive coach, author and professional speaker is the professional who speaks well but cannot use those speaking engagements as a business development tool.

I’m sure you’ve seen it as well.

A great lawyer gets in front of an ideal group. He lectures them for 45 minutes and then goes back to the office and waits for the phone to ring.

A gifted author is invited to speak to a group of people in the perfect demographic for his book – yet he sells few of them at his speaking engagement.

A talented educator speaks to a group of students yet no one signs up for her class.

This happens because most folks do not view public speaking as a vehicle to advance their business or personal agenda.

That is our focus in the episode of Four Minute Fixation.

We want speaking engagements to have an impact – directly in our wallet.

Be sure to watch the video and read the transcript (below).

But before you do, make certain you are subscribed to our channel on YouTube. You can do that by clicking this link: Subscribe To Four Minute Fixation On YouTube

Also be sure to sign up for email updates from Valtimax Consulting. Each day we add new educational content to the Valtimax website. You don’t want to miss out. Sign up now: Email Updates From Valtimax

Here is the transcript from this episode of Four Minute Fixation:

How To Make Speaking Engagements Pay

Speaking to an audience is like money in the bank. What does that mean? How can you make that happen? Join me now and you’ll find out how. Welcome to another Whiteboard Workshop here at Four Minute Fixation. Today we’re talking about how you can structure your speaking engagements so that they produce more money for you, regardless of whether you’re an attorney, a doctor, an architect, someone who’s in any type of professional service, or even a business owner who wants people to come into your store, visit your restaurant, join your club. Speaking engagements are one of the best ways to attract business regardless of the industry that you’re in.

How can you make speaking engagements pay off? This question is one that weighs on the minds of many professionals and the reason is because they’re out there educating the world. They’re teaching the world specifically what to do and then the world has no need for their services. Today we’re going to describe for you how you can provide a great educational experience for your audience and yet still leave them wanting more, still leave them wanting to ask you what else you can do for them. We’re going to talk about how to do that in just one moment.

The first thing I need you to do is I need you to focus on these videos. It would be a great favor to me if you would subscribe to these videos. Make sure that you subscribe to our channel on YouTube. This is really helpful for us because it allows you to leave feedback. It allows you to leave comments for us. When you leave us comments we can improve the videos and we can provide you with videos that you want to see.

The other thing that would be helpful for us is for you to go on Facebook and search for Four Minute Fixation. Spell those words out, four minute fixation, and you’ll find our page there. Give us a thumbs up, like our page, like some of the entries on the page. We would really appreciate it. That page is actually a community of people dedicated to continuous improvement. Finally, follow me on Twitter. Let’s talk. Let’s chat on Twitter. You can tell me what you want to see more of. Tell me what you like to see in the future on these videos. Give us some feedback. My Twitter name is @TheDaveLorenzo. Thanks very much for that.

Now let’s talk about how you can make more money with your next speaking engagement and every speaking engagement that follows. Take a look at the board over here. We have our whiteboard because it’s Whiteboard Wednesday. You’ll see that I have six things listed on the board. Number one is you have to tell them what to do and not how to do it. Number two is you have to provide stories that support the points that you’re making in your speech. Number three, provide lots of info. You’re probably doing this now, but I want you to make sure that people are drinking from the fire hose. Really, really important.

Number four, give them an actionable next step. What should the audience members do tomorrow when they leave the room? Number five, leave them wanting more. Always leave them thinking to themselves, “Gee, what this guy gave us today as part of this event was great. I wonder what else he has to offer?” You got to tease them a little bit. Leave them wanting more. Then number six, make them an offer. You have to make an offer so that they can avail themselves of your services in the future, plus you have to give them something that they can take away from the talk.

Let me go into each of those points in detail with you. First we’re going to start with point number one. Point number one is telling them what to do and not how to do it. There’s a couple of reasons for this, not the least of which is that if you tell them how to do it, they might be able to do it themselves. Let’s face it, you can tell someone how to remove their appendix and if they really want to they can try and do it themselves. They’re going to get the best outcome and they’re never going to get the best outcome in any situation regardless of what the business is if they do it themselves.

They’re always going to get a better outcome if they hire a professional like you to do the work for them, but that’s not the least important reason to tell them what to do and not how to do it. The most important reason is because you want them to get the best possible result, you can’t give them a do-it-yourself guide, just like you wouldn’t want to give them a do-it-yourself guide to removing their appendix. No matter what, they’re never going to get the best result by doing it themselves.

Another reason why you want to tell them what to do and not how to do it, and this is the least important reason, is because you don’t want disagreement in the room. If you tell somebody, “Do it this way because,” and you give them reasons, some wise guy in the back of the room is always going to refute the reasons that you give them. You don’t need that during your talk. Don’t get down in the weeds. Don’t give them the minutia. Tell them what they need to do. Don’t tell them how to do it, for any number of reasons. I gave you two. There are dozens more. Just tell them what to do, not how to do it. It’s irresponsible to try and give them the step-by-step guide because you don’t have enough time to train them. There, I just gave you a third.

Now, stories must support your points. The reason why we want stories to support your points, every point that you make in your talk, is because we’re looking to evoke emotion in the audience. When people are emotionally engaged in your talk they like you more. People who know you and like you will purchase from you. People who know you and like you will want to hire you. Tell stories, particularly self-deprecating stories, to evoke emotion. Very important.

Number three, give lots of information. Make them drink from the fire hose. You have to speak very quickly. The faster you speak the more information you can jam into a 45-minute or a 50-minute or a one-hour talk. That’s what you need to do. Give them a ton of information. Make them break their hands trying to keep up, because if you give them so much information they will be overwhelmed. The information will wash over them like a wave crashing over them in the ocean and they’ll say to themselves, “I need to hire a professional. I can’t do this myself.”

Number four, give them an actionable next step. When they leave the presentation they are going to be overwhelmed with information. Tell them specifically, “When you walk out of this room here are the first two things you need to do. Number one, you need to do this, and number two, you need to call me.” Number one is very important. That should be the actionable item as a result of what they hear in your talk. Give them one thing to do, and one thing only, at the end of your talk. At the end of your talk give them one thing to do in their business, in their life, as a result of hearing you speak today. Then after they do that one thing ask them to call you. That’s the actionable first step.

Number five, leave them wanting more. How do you leave them wanting more? You do what’s called open loops. This is kind of a neural linguistic programming term. It’s nothing tricky. It’s nothing deceitful. What you do is, you start to give them information about a specific topic and then you just stop because you’re going to run out of time. How you do this is very simple.

You do something along these lines: “Today I’m covering in this Whiteboard Workshop the six things you need to know in order to make speaking engagements pay off. You can use these six things right now to make a big, big difference in your speaking but there’s probably seven or eight other things that you can do that will put an even finer edge on it, that will be advanced strategies, that will help you make even more money. This specific video is only a few minutes long. Can’t give you all that information in this short period of time, however, we have other videos here at Four Minute Fixation that will supplement this one. Be sure and check out the other videos or give me a call if you want more information. If I can I’ll give you some of this information at the end but you have to stay tuned after the credits.”

See what I just did there? I left you wanting more. I said there are six things. These will have an impact if you implement them. There’s some advanced strategies. Not going to be able to cover them today. You can call me if you want them. You don’t even have to say, “You can call me if you want them.” You can leave that part off. You can just say, “There are some more advanced strategies you can implement. You can watch some of the videos that we have on our website where there are just some advanced strategies you can implement,” and move on. Leave them wanting more.

Then, finally, make an offer. The offer I make at the end of each one of my talks when I speak to a live audience is I offer them a copy of one of my books as long as they hand me one of their business cards. Hand me a business card, I hand you a book. What does that do? It gives me their contact information and I follow up with them forever and ever afterwards. I send them a weekly email. I communicate with them when I have events so that I can invite them. That’s what I offer. You don’t have to write a book. You can do a free report. The report should be relevant to the topic on which you’re speaking. If you’re speaking about how to refurbish a car engine your topic should be Five Things Your Mechanic Won’t Tell You About Refurbishing Your Car Engine and Why You Need to Know Them Right Now. That’s the whole title.

You offer that report at the end of your talk. Say, “Now, I don’t have enough time, as I said, to cover everything but I do have a report available for you. Simply pass your business cards to the center aisle and each one of you will receive, in your email inbox, my free report, Five Things You Need to Know About Refurbishing a Car Engine but Your Mechanic Will Not Tell You. If you want that report, pass your cards to the center aisle right now. I will come down, pick those cards up. We’ll get that report to you right away.” Make the offer. Follow up forever. Twenty percent of the people who are on that list will do business with you at some point. If you get 100 business cards there are 20 clients in that room. Think about that for a minute. If you’re not doing this right now you may get one or two pieces of business from the people who remember you. Everybody else will forget about you.

These are the six steps you can follow right now to make speaking engagements pay for you in your business. Make speaking engagements pay off by following these six steps. I’m Dave Lorenzo. This is Four Minute Fixation. We look forward to seeing you again next time.

Here are three additional resources you will find valuable:

How To Prioritize Your Schedule With The Time Management Matrix

Do you want to make things happen? You may be focusing on the wrong things. This video will help you fix that. This is a new twist on the time management matrix pioneered by Stephen Covey.

How To Respond To Negative Reviews

Negative reviews stink but they happen to everyone. On this episode of Four Minute Fixation you will discover how to handle these reviews.

How To Use Social Media The Right Way

Too many people are shooting themselves in the foot on social media. This means they are hurting their personal brand instead of helping it.   This video will help you see what to do and what NOT to do on social media.

Benefits Of Public Speaking For Business Leaders


Public speaking is one of the best ways to initiate new relationships.

There are several benefits to adding public speaking to your marketing plan.

Today we cover four of those benefits:

1 – Create Better Visibility For You And Your Business

2 – Improve The Perception Of Your Credibility

3 – Differentiate Yourself And Your Business From Everyone Else Who Does What You Do

4 – Initiate New Relationships And Develop More Leads For Your Business

Here is the transcript for this episode of Four Minute Fixation:

Benefits of Public Speaking For Business Leaders

What could you possibly gain from speaking to a large audience? Come with me and find out. Today we’re fixated on the benefits of speaking to your business, to your professional practice. A lot of times when I introduce speaking as a way to initiate relationships with new people, folks tell me, “Hey listen, I’m not a great public speaker. It’s going to take me a lot of work to get good. Even then, once I get good, I’m going to be uncomfortable for a long time, so I’m not sure that it’s really going to benefit my business if I become a public speaker.”

A couple of things I’ll say about that before we even get started on the benefits of speaking. You’re going to get good if you have the talent for speaking with practice, with repetition. Also, the fear of speaking in front of people will go away with preparation and with practice. If you have a talent for public speaking, if you’re naturally gifted at getting your point across in a succinct way, and you can connect with people in a live setting, you should definitely give speaking a try.

Now when it comes to preparation, I will tell you that the rule of thumb I use is one run-through of your speech for every minute in length. If you’re giving a ten-minute speech, you should run through the whole thing ten times. If you’re giving a 60-minute speech, you should run through the entire speech 60 times. What does this mean? It means you need to prepare well in advance. That’s what it means. You should go through your speech and change it up and work on it until you get to the point where you have internalized the information. You’ve made it your own.

When you practice something 60 times and you get up in front of a live audience and you look around and you connect with each person in that room, there is a feeling that comes over you of complete mastery, of mastery of yourself, mastery of the information, and mastery of the room. I’ve you’ve watched some of the other videos I’ve done on public speaking here at 4 Minute Fixation, you’ll know that we talk about practicing in front of a live audience. Incredibly valuable, and it will help you get more comfortable. Don’t worry about the work that goes into it, because the benefits are enormous. We’re going to talk about those in just one moment.

We’re three minutes in now to 4 Minute Fixation. I need to remind you to subscribe to 4 Minute Fixation on YouTube. You’ll find a little red button down at the bottom of the screen. Make sure you click that button and subscribe. That helps us out a lot. If you want to follow us and keep up with everything, join us on Facebook, Facebook.com/4minutefixation. You can also follow me on Twitter; I’m @thedavelorenzo on Twitter. Fantastic.

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Now here are the benefits of public speaking:

First and foremost, visibility. If you have a talent for communicating wt people, you can get up in front of any number of people, ten, 15, 20, 1,000 people and deliver your message. You can motivate them. You can differentiate yourself from everyone else who does what you do. Even more importantly, or before you do all that, you have the ability to get in front of tens, hundreds, even thousands of people with public speaking. You can’t do that in a one on one setting. You can only sell to people one at a time in a sales setting. When you speak in front of an audience, you get to leverage your ability to communicate.

Second benefit is credibility. When you are on a stage in front of people, you have an enormous amount of credibility. You have very, very high perceived level of expertise on the topic that you were brought there to discuss. People automatically put on a pedestal because you’re on one. You’re on a platform when you speak. That’s where you are in people’s minds as well. Your credibility is phenomenal. We have visibility and we have credibility.

The third thing you get from speaking, the third advantage, the third benefit of speaking as a way to initiate relationships is differentiation. You can clearly differentiate yourself from everyone else who does what you do because you’re delivering your message in a powerful way. You get to differentiate yourself because you’re the only one speaking in a room full of hundreds of people. Fantastic way to differentiate yourself.

The final benefit that we’re going to discuss today: lead generation. This is the intention of a relationship. You can get up in front of a room full of people and you can say, “Anyone who wants to do business with me, raise your hand right now.” When they raise their hands you can ask them to do whatever you want. Now that is a metaphor. That’s not actually what you should do. There are a number of different techniques you can use when you’re speaking to identify people who are interested in your services. Even if you don’t do anything, people will crowd you after you speak. They’ll come rushing over to you to shake your hand, give you their business card, get your business card. If you do nothing, people will naturally find you and do business with you.

There are some techniques you can use to attract business as a speaker, and we’re going to get to that in a future episode of 4 Minute Fixation. This is one of the videos in our series on public speaking. Hope you enjoyed this episode of 4 Minute Fixation, and I hope you join us right back here again. See you next time.

Here are some additional resources you should use to build your business:

How Long Until I Receive A Return On Investment From Marketing?

This episode of Four Minute Fixation was in answer to a question from a viewer. Most people do not know how to measure return on investment from marketing and they don’t know when they should expect one. This video clarifies both of those points.

How To Ditch The Guilt And Become More Productive

The reason your productivity is suffering is because you are a slave to your own guilt. Learn how to abandon your guilt and become more productive.

How To Make More Money By Making Better Business Decisions

This video outlines a rational decision process everyone can and should use. Follow this process and make better decisions.

How To Speak More Often And Make More Money Part 1


This is part one in a series on using public speaking to attract new clients.

In this episode of Four Minute Fixation you will discover the seven types of speaking engagements and how they can help you attract new business.

We discuss:

Keynote Speeches

Becoming a Featured Speaker

Doing a Breakout Presentation

Speaking on a Panel

Developing and Conducting Seminars

Town Hall Style Talks

Platform Selling – Sales Pitches

Be sure to subscribe to our YouTube channel for more great episodes of Four Minute Fixation.

Here is a transcript of this episode:

How To Speak More Often And Make More Money Part 1

Do you want to make more money every time you open up your big mouth? Come with me to find out how. Welcome to our special video series on speaking more and making more. This series will teach you how you can leverage the power of speaking engagements to make more money in your business than you ever imagined possible. That’s right, speaking engagements can help you bond with your audience, and your audience members will become clients and referral sources. When that happens, you make more money.

Today we’re going to talk about the seven types of speaking engagements that you can leverage to make more money in your business. We’re going to do this countdown style and we’re going to start with speaking engagement type number seven, and that is platform selling. This is one of the most underutilized strategies in speaking. You’ll notice that if you are in a large company and you give sales presentations, what you’re doing is you’re most often presenting the features and benefits of your product or service, and matching them to the needs of your clients. I have a special formula for doing that that I teach my clients. When you give this type of a presentation, it’s called a platform sales pitch. Most people just call it a sales pitch. The term platform sales pitch comes from when you’re standing on a stage or a platform and you’re selling to an audience.

You can give a platform sales presentation or a platform sales pitch to anybody at any time in an audience that is qualified to buy from you. If you’re a sales professional and you’re going to pitch to a decision maker, and it’s just you and the decision maker, you’re still giving a presentation. You’re still giving a speech. The platform sales pitch is speaking type number seven, and that’s how you can attract more business by just matching the features and benefits of your product or service to the needs of the individual who you’re standing in front of.

Speech number six is the town hall or Q&A-style presentation. You see a lot of political candidates do this. Also, a lot of senior executives in companies do this with their employees. What they’ll do is they’ll get up on a stage and they’ll stand there and they’ll field questions from the crowd. You, as a business development professional, as a sales professional, or as a business owner or a professional like a lawyer or an architect or a professional in a service business, you can get up there and you can field questions from the audience on your service. You can answer questions about your industry. You can answer questions about your local market. You can answer questions about your specific company and the services you provide. There’s a whole host of ways to leverage the town hall or Q&A-style presentation.

Now, you have to be very comfortable on your feet. You have to be extremely confident, and you have to know the answers to the questions about your industry, about your local market, about your business. You have to be able to do all of those things, but a town hall or a Q&A presentation can be a powerful way for you to make more money by connecting and developing more relationships in speaking.

Way number five, or speaking style number five, or type of speaking engagement number five, is the seminar or the training class. I’ve done training classes that have gone from a length of an hour and a half all the way up to three, four, and five-day seminars. Now these can be paid or they can be free. You can do these as a series or you can do them individually. Seminars are powerful because people will work with you and they’ll get to know you over time. The trust will be great as it’s built up. Seminars build up a phenomenal amount of trust between the person presenting and the people enjoying the information. Seminars are powerful.

The fourth way to leverage speaking engagements to grow your business is being a part of a panel or a panel presentation. You’ve seen these when you’ve gone to events before. There’s usually a person on a podium, and then there’s a table full of people next to that person. There are questions coming from the audience and the people on the panel are taking turns answering the questions, or each member of the panel gets to make a presentation and then they take questions after.

Now, this is a tough way to make a connection with the audience. The way you can leverage this for your benefit and your success is to be controversial. Get out there and take positions that no one else is taking. As long as they’re congruent with your beliefs, you will do a good job of standing out from the crowd. Panel presentations can be effective, but you have to go into them with a very focused strategy as to what you’re going to do and how you’re going to work the limited time you have to interact with the audience.

The third type of presentation is what’s called a breakout or a concurrent session, a breakout presentation, breakout session, or a concurrent session. This is where you go to an event and there are six or five or even as many as a dozen different sessions going on at one time. You may have a main conference with a thousand attendees, and after their main session breaks, there will be a dozen, 12 breakout sessions, each with a hundred people in them. You can do a breakout session and use that session very effectively.

In fact, I’ve done multiple breakout session at a big conference where I’ll present on the same topic but the audience changes. I’ll present three times in a day and the audience will change so people get to see me, and they can come during different time slots. Breakout presentations can be highly effective. It’s usually a more intimate audience than the large group, and you can really make a connection depending upon the amount of time you have.

The number two type of presentation is what I will call a featured speaker. Sometimes you’ll have a program, it will be a one or a two-day program, and there will be one main speaker who’s known as the keynote speaker. Then there will be three, or four, or five featured speakers. These people get about an hour, or sometimes 45 minutes to speak. They’ll do presentations on very specific, focused topics. Being a featured speaker is a great way to connect with your audience. You can be the third, or fourth, or fifth speaker to speak during the course of a day. You can be the night owl featured speaker. You’re the speaker who speaks at night or during dinner. Those speaking slots are fantastic. You should take them whenever you can get them. A featured speaker has the opportunity to connect with an audience in a way that’s powerful.

The number one type of speaking engagement, the one that everyone is familiar with, is the keynote speaker. You’re the headliner. You’re the one who everyone’s come to hear speak. Usually this is reserved for an author or someone who has a very high level of standing in an industry. You can be the featured speaker if you’ve written books, if you’ve appeared on television, if you have some drawing power. They usually use the keynote speaker as a person, a man or a woman, who has a tremendous amount of drawing power and can put people in the room. Usually people who are in the military and they’re war heroes, or people who are phenomenal motivational speakers will be considered the keynote speaker. As a keynote speaker, most of the time you will get a speaking fee, and you will also have a chance to develop an intimate relationship with your audience.

These are the seven different types of speaking engagements. The platform sales pitch: This is when you’re just blatantly pitching your services. You’re matching features and benefits of your services to the needs of the client. The town hall style: This is a Q&A where you up there thinking on your feet, moving, answering questions. The seminar, where you up there teaching people. The panel presentation where the audience is sending questions to a group of people at the front of the room, where there’s a group of people at the front of the room usually sitting at a table, and they get to give individual presentations for a very short period of time. The breakout speech, where there are concurrent sessions going on and people can choose to come to your session. The featured speaker: This is somebody who’s in a supporting role. There’s there or four of them during the course of a one-day event. They speak on very specific topics related to the theme of the conference. Then the keynote: That’s the headliner. That’s the people that everybody’s coming to see.

You can use any of these types of speaking engagements to attract business. I would encourage you to look up conferences that your clients are attending and see who the different types of speakers are in these roles, and find out how you can become any one of these types of speakers. Write those seven down. Look for conferences and apply to become speakers in any one of those roles.

When you join us for our next session, we’re going to discuss the strategy you can use when you’re speaking to make a better connection with your audience and have them develop a deep relationship with you. I’ll see you next time right here at 4 Minute Fixation.

How To Showcase Your Expert Status


Malcolm Gladwell has famously written that it takes 10,000 hours of practice to become an expert.

You’ve put in your time. You surpassed 10,000 hours years ago.

You are an expert.

Your clients think so.

You’ve gone to school. You’ve worked hard.

But people don’t recognize this expertise – at least not in the numbers you would like.

And those who do come to you for help, don’t pay you a fee premium for your services, like a true expert.

You feel as though you still need to battle everyone else for each new opportunity.

How do you change this?

How do you position yourself as a true expert in your field?

How do you command a fee premium commensurate with your level of expertise?

There are five ways to demonstrate your expertise to the world. These strategies are not difficult to implement. They simply require focus and consistency.

They are:

-Write and publish often

-Assume a position as a community leader

-Provide the media with education and information

-Speak everywhere often

-Obtain and leverage testimonials

In this episode of Four Minute Fixation we detail how you can leverage all of these strategies in your business.

Be sure to subscribe to Four Minute Fixation on YouTube.

Also make sure you sign up for our daily email updates so you don’t miss any of the great information we share.

Here is the transcript from this episode of Four Minute Fixation:

How To Showcase your Expert Status

Are you an expert nobody’s ever heard of? We can change all that in just four minutes. Come on with me. In this episode of 4 Minute Fixation we are going to focus on how you can share your expertise with the world. That’s right, you can become an expert in the eyes of the people who use your services, in the eyes of the people who hire you, in the eyes of the people who will come into your business. We’re going to discuss five ways you can become known as an expert in your field, and we’re going to do that in just one moment.

First, I’ve got to remind you that if you like this video, make sure you click on the thumbs up. Give us a thumbs up. We really appreciate it. You can do that on YouTube or you can do that on Facebook. Make sure you hit the little red button down in the corner of this video. The little red button in the corner of this video, that’s the subscribe button on YouTube. It makes a huge difference when people subscribe to our content not only for us but for you. If you subscribe to us on YouTube, you never missed out on anything.

Let’s talk about the five ways you can become known as an expert in your field. Way number one is to write. When you write, you educate not only the consumers who use your services, and by consumer I mean if you’re in business to business, these could be business leaders who are purchasing your services. You also educate who folks who are in your industry. You can become an industry expert simply by writing. Where do you write? If you’re in the business to business world, you write in trade journals. You should always try to publish articles in trade journals with as much frequency as is absolutely possible. Because when you write, people read what you write, they see the byline in there, and you become known as an expert.

If you are marketing to consumers, you have a product that’s good for consumers or you have a service that’s great for consumers, then you need to write in places that consumers will read. Online is a fantastic place. Writing articles on websites dedicated to the exact thing that people are searching for, that’s ideal. If you’re selling a kids’ product or a kids’ service, writing on websites that mom’s go to is critically important. If you’re selling a service for fishermen, writing on fishing websites is critically important. You can write about what types of fish are biting at what times of year, what types of bait and lures to use, what types of boats work best, rods, reel reviews, anything along those lines. Writing is critical. It makes you an expert in your field.

The second thing you can do is become a community leader. If you’re looking to market to consumers, get out into your community. Join civic organizations. Join community-based organizations and become a leader in those organizations. You must become a president or a committee head because that credibility transfers to you. If you’re in a business to business market, become a leader in your industry trade groups. Very, very important. Leadership and industry trade groups conveys expertise. That credibility is passed to you, so community leadership is the second way.

The third way: media. Become a resource for reporters in your market niche. Offer your services to reporters who are writing stories in the subjects that you’re an expert in. Being an expert, serving on background, meaning educating the reporters so they can write a better story, is really, really important. Why? Because if you help the reporters, they’re going to likely use you as the subject of a story at some point, or they could use you as somebody who’s a resource for them for the long-term and they could introduce you to people about whom they’re writing. Serving as an expert in the media is phenomenally important. How do you do that? You contact editors. You contact reporters of trade magazines if you’re in the business to business community, or in consumer publications if you’re going after consumers, editors and reporters.

You can also contact producers of radio shows. The producer is somebody who books the guests on a radio show. Producers of TV shows, they book the guests on TV shows. These are the people who need experts all the time. Call them. Tell them what you’re an expert on. Better yet, come up with a story idea and pitch them on a story idea. Perfect example: When my first book, Career Intensity: Business Strategy for Workplace Warriors and Entrepreneurs, first came out, I pitched a story to producers all over television. The story was five secrets the boss doesn’t want you to know. I outlined the story. I had the five secrets ready to go. I pitched it to a bunch of producers. The first one that said yes, I got on that TV show. It happened to be Today in New York. I was on Today in New York. My book was featured and I was interviewed for a five-minute segment. It was phenomenal. Worked out really well for me. I came up with a story idea, pitched it to the producer. They had a five-minute slot to fill. They used my story idea. That’s how you can use the media to help you become an expert.

Number four: speak everywhere. Public speaking is a great way to become an expert. If they can get ten people in a room and they’re interested in your subject, go talk to them. It doesn’t matter if you’re in the B2B market or B2C, business to business or business to consumer. Speaking is a phenomenal way to elevate your status and become an expert. How do you get these speaking gigs? You look for conventions where people go who are interested in the subject that you’re talking about. How do you find these conventions? You look through trade journals. You look online. Here’s a great tip: Search for conventions where people you want to target are congregating. If you’re targeting the wedding industry, look for wedding shows in your local area. Do a search for wedding shows just like brides would search. That’s the big tip. Search where a consumer would search. Find events that the consumer is looking to go to. Get in the head of the buyer. Find out what they would search for. You search for the same things, then you contact the person who’s promoting the show, ask them if they need a great speaker. You go and you speak there. Speak everywhere. Any place people will round up ten people, you go speak there. Teach them something they didn’t know about your industry, about your profession, about how to hire an expert like you. Teach them these things and you’ll be viewed as an expert.

Finally, number five: testimonials. Ask everyone for a testimonial: anybody who’s ever used your services, anybody who’s ever worked with you, anyone who’s ever been able to give you a reference as an outstanding member of the community. Have them write the testimonial on letterhead. Carry a camera with you. Your phone is also a camera. If you have nothing else, use your camera phone to record them giving you a testimonial. Get permission their full name and the name of their company if you’re in the business to business space, or their full name and their city if you’re in the business to consumer space. The full name is so important because of credibility. It gives you more credibility. Then show those testimonials to everyone. Post them on your website. Create a brag book that contains copies of the testimonials. Hand it out to everybody you know. Include testimonials with your proposals. Include testimonials with a letter introducing you and your services. Put your testimonial, a link to them in your email signature. Use testimonials everywhere.

Those are the five ways to be viewed as an industry expert. Number one: write. Number two: community leadership. Number three: media. Serve as a background expert for the media. Number four: speak everywhere. Number five: testimonials. Use these five ways today and become known as an industry expert. I’m Dave Lorenzo. This has been 4 Minute Fixation. We’ll see you again next time.

Here are three additional resources you can use to increase help grow your business and advance your career:

How To Get Your Marketing Message Through

All of us get hit with hundreds if not thousands of marketing messages every day. This episode of Four Minute Fixation will help you stand out in the crowd.

How To Overcome Loss Of Business And Sales Rejection

Rejection never gets easier. This episode of Four Minute Fixation will hopefully make it easier.

How To Make Use Of Feedback

Feedback can be valuable. Knowing when to use it is critically important. We discuss how you can use feedback to improve your business and attract more clients.

Five Self-Awareness Qualities Of Successful Business Leaders


If you’re looking to become a successful business leader, this episode of Four Minute Fixation is definitely for you.

Today in our Whiteboard Workshop we outline the five self-awareness qualities of successful business leaders.

These qualities are:

– Abundance Mentality

– Recognition

– Vulnerability

– Respecting Other’s Points Of View

– Not Harboring Resentment

For more great videos like this be sure to subscribe to Four Minute Fixation on YouTube.

You can also sign-up for our daily email updates. This includes articles, audio programs and videos.

Here is the transcript from today’s episode of Four Minute Fixation:

Just how well do you think you know yourself. Join us today for the five self-awareness qualities of successful leaders here at Four Minute Fixation. It’s a whiteboard workshop. Welcome to another addition of Four Minute Fixation. Today we’re talking about the five self-awareness qualities of successful leaders. I’m going to show you those qualities on the whiteboard, but first I need to remind you to watch these videos all the way to the end. We always put a little something special after the credits roll, so make sure you stay with us all the way to the end of the video. Also, if you like the video, give us the thumbs up. Also, share it with a friend. Share it with somebody else. We love it when you share these videos. It helps us out so much. If you like the videos, give us a thumbs up on YouTube or on Facebook and share these videos with your friends. We really, really appreciate it.

Let’s get right to the five qualities, five self-awareness qualities of successful leaders. These qualities will help you out. Let’s see how you compare. Let’s take a look over at the board. You’ll see that quality number one, self-awareness quality number one for leaders, is having an abundance mentality. Having an abundance mentality is really important. What does this mean? So many people today have a scarcity mentality. That means that if I succeed, you fail, or my success in some way takes away from you or it takes away from someone else.

Nothing could be further from the truth. If I succeed, you can succeed too. In fact, I can help you succeed and we can both succeed together. One plus one could equal five, it could equal six, it could equal 25. Successful leaders have this abundance mentality, especially as it relates to money. There’s a sea of money out there. All we need to do is wade into it and go out and get it. When I make money, that in no way takes away from anyone else, because there’s enough money out there for everyone. If I help other people make more money, that in a way enriches me because it emboldens my confidence and allows me to make more money in return. That’s an abundance mentality. There’s more than enough for everyone. All you need to do is go out and get it.

Back to the board. You’ll see quality number two: successful leaders provide recognition. Successful leaders provide recognition. They recognize their employees. They recognize their guests. They recognize their clients. They recognize people who’ve gone above and beyond or done well for them. The next time you are out at a restaurant, stand up, shake hands with the waiter, and say thank you. Get the waiter’s name. Take the address of the restaurant. Write him a note card telling him that you appreciated what he did. We as a people are under recognized. Human nature is that we crave recognition. If you have employees in your company, in your firm, wherever you work, make sure you’re doing something a little bit special for each one of them to recognize the effort they’re putting forth. Make sure you’re recognizing your clients. Tell them how much you appreciate them on a regular basis. This is so important. So few people do it, that you will be a hero. Even more than that, you will make them feel like a hero, and that, my friends, is phenomenal.

Back to the board. Number three: make sure you show some vulnerability. Successful leaders show vulnerability. What do I mean by that? If you forget a word, it’s okay. If you make a typo, it’s okay. If you walk across the street and you stumble and you fall down, laugh at yourself. Allow others to laugh with you, or even allow them to laugh at you. When I teach my clients how to public speak, especially when I’m teaching them to public speak to a large audience or an audience of professionals, let’s say, people who think they’re smarter than everyone else, when I teach them to speak to those groups, the first thing I have them do is demonstrate some vulnerability by telling a story about how something happened to them.

Why do I do this? Because I want people to feel what these folks feel. I want them to feel something that is less than perfect. Because that’s the common denominator in all of our lives. None of us are perfect. None of us are perfect. That’s what we all have in common. With that common denominator, by showing some vulnerability, people can relate to you. They can make an emotional connection with you. That’s why this is so successful for leaders. That’s why this is such an important leadership quality.

Number four: respect opposing points of view. Successful leaders respect opposing points of view. These days, particularly in politics, it is very in vogue, shall we say, to bash other people’s points of view. It’s the thing to do to differentiate yourself. I hate that. That’s the lowest common denominator, is appealing to what other people hate. Respecting other people’s points of view doesn’t mean you agree with them. It simply means that you can entertain your point of view and your point of view in your mind at the same time. That’s all it is. That’s the definition of an intelligent person, someone who can entertain opposing points of view at the same time. A sign of intelligence is surrounding yourself with people who don’t necessarily agree with you. Why? Because you are fact checking your opinion, if you will. You are checking your thoughts with what everyone else thinks to make sure you balance your point of view and it’s rational.

Always surround yourself with people who can provide you with a devil’s advocate point of view. Devil’s advocate, by the way, is someone who argues a case against sainthood in the Catholic Church. That’s what the devil’s advocate is. It’s simply someone who presents the opposing point of view. In a consulting business or any business we would call this a red team. This is a team of people who are formed to make sure that every contingency has been thought of, and they attack the plans that are in place. Make sure you surround yourself with people who can present an opposing point of view so that you test all of your theories before they go out into the world, and you plan for every contingency.

Number five, point number five, is successful people air their grievances and they move on. They don’t harbor any ill will inside them. If I have a problem with you I’m going to tell you point blank, look, I have this problem. Here’s what you said. Here’s why I didn’t like it. What do you think about that? Is there anything we can do to work this out. After that conversation, it’s over, it’s done with. I move on. I don’t hold a grudge. Why? It’s unhealthy. It’s unhealthy for me emotionally, and that manifests itself physically in illness, so it’s unhealthy for me physically. I air my grievances and I move on.

Here’s the thing: you can never hold a grudge. Holding a grudge will be like an anchor weighing you down. It’s the ball and chain around your leg that you never ever get rid of. Air your grievances and move on. Never ever tolerate passive aggressive behavior. Your facial expressions and your words should always match your feelings. These are five self-awareness qualities that successful business leaders possess. It is my hope that you work on perfecting these in your own life. I try to perfect these every single day. I work on one of these qualities. Some days I work on multiple ones. I’m not there but I’m trying to be there, and that continuous improvement is what life is all about. Life, from beginning to end, is one big continuous improvement process. As long as you make progress, you’re succeeding. This has been Four Minute Fixation.

I’m Dave Lorenzo, and we’re here each and every single day helping you make a great living and live a great life.

Here are three additional videos you should watch to continue your process of personal continuous improvement:

Eliminate Limiting Beliefs

Whatever you believe, you can achieve. Believe you are successful or believe you are a failure. Either way, you are right.

How To Make Sure Your Next Presentation Is Successful

When people leave your next business presentation what will they take away? This episode of Four Minute Fixation will help you make certain you give them something valuable.

Use Facts To Make Better Business Decisions

This is a brief video that demonstrates the importance of rational decision-making. Look for facts when you make your next decision.

Toughen Up: Stop Being Offended

“You’re not funny.”

“I’ve laughed harder at funerals.”

“You stink on ice…”

These are a few of the things yelled at me when I was learning to do stand-up comedy. Well, these are the things people yelled that are clean enough to print here.

I was no stranger to being on a stage. Before I decided to try my hand at comedy, I was a seasoned public speaker. I have averaged over 40 talks per year for the past 6 years.

And I’ve worked my share of difficult rooms. (Try being the after-dinner speaker at a convention of personal injury attorneys in a casino. Or giving a talk to a bar association in the middle of a Red Lobster on a day when they are running a senior citizen special.)

But nothing prepares you for being on stage, in a bar full of drunks, late at night, and not being funny.

People are going to say stuff and, you learn how to deal with it. You do that by being funny and putting hecklers down fast and hard.

Life is more subtle.

When people talk trash about you in the real world it is much more difficult to shut them up.

Sometimes, you don’t even hear people bad-mouthing you.

You can’t use a heckler put-down at work or with the members of the PTA who are saying nasty, false, ugly things about you.

But you can do something better…

You can live well.

You can succeed.

You can be the exact opposite of the people who are spewing the negativity.

In business and in life people say things that are hurtful.

But those things speak volumes about the people saying them. The statements are a reflection of THEM.

Grow thick skin.

Offense is never given. It is only taken.

You can simply choose not to become offended and live your life.

You know what other comics told me when it came to hecklers?

Just be funny.

That’s the best way to deal with them.

Do your job. Do it well.

Stop being offended and start being good.

The best revenge is living well.

Here is the transcript to this episode of Four Minute Fixation:

Toughen Up! How To Stop Being Offended

You hurt my feelings.

If you never ever wants to say that or feel that again, join me now and find out how.

Welcome back to another episode of Four Minute Fixation, today we are fixating on how you can never ever take offense to anything again. That’s right, I said you will never ever be offended again because you will not take offense. This is a critical element of the entire psychology behind being more resilient, being more focused, and being more productive.

You should never take offense when someone comes after you personally, especially in a business setting. Part of healthy self-esteem is understanding that offense is taken, not given. When someone says something hurtful to you, it’s up to you to decide how you can process it, and whether or not you take it to heart. Here are five steps you can use, to never ever take offense.

Before we get to that, let me remind you, to watch these videos all the way to the end, there’s always a little something extra after the credits roll.

Also, if you like these videos, make sure you give us a thumbs up, and make sure you subscribe on YouTube.

This will make sure you never ever miss an episode.

You can follow me on Twitter, I’m @TheDaveLorenzo on Twitter, and also you can connect with us on Facebook.

That’s Facebook. Com/fourminutefixation.

Let’s talk about the five steps you can take to never ever take offense, take a punch to the gut, again.

First thing you can do, is practice positive preparation. If you’re going to put yourself out there, you’re going to give a speech, you’re going to meet with some folks who may be critical of you, you’re giving a talk to your employees, or you have to do something that’s putting yourself out there at risk of being emotionally vulnerable, here’s how you can practice positive preparation.

Positive Preparation Step One: Listen to testimonials or watch testimonial videos that people are giving you. When people tell you that you’re good and they take the time to write it down on paper or a record a video for you, reviewing those testimonials about do you do for others, is helpful to boosting your self esteem. That’s how your rejection armor that helps you, keeps you from, being really vulnerable in case somebody says something that you may take offense to.

Positive Preparation Step Two: Watch a video of you performing at a high level. Watch a video of you performing at a high level, or if you don’t have video, visualize yourself performing at a high level. Think back to a time when you performed at a high level, go there in your mind, and do this for five to ten minutes before you go out and give a speech, before you meet with that employee, before you go into that job interview, or you pitch for that big deal.

Positive Preparation Step Three: Put on your headphones and listen to some empowering music. Do this before you take the stage, do this before you go on the job interview. This positive preparation is really important to putting you in a good state of mind, a positive state of mind before you do the activity that’s going to risk vulnerability, where you could potentially be vulnerable to the criticism of others.

Second thing you need to do, is repetition and familiarity. If you’re giving a speech, go to the room where you’re going to be speaking ahead of time. Either the night before, an hour before, or five minutes before. Stand in the room, take in the environment, soak it in. Make sure you’re familiar with it, when we’re familiar with something, we become less intimidated. If it’s an activity where you’re exposing yourself to vulnerability to being criticized, do the activity over and over again in advance. Do some repetition. I tell people who are speaking all the time that they should practice in front of a live audience, the “live studio audience.” You do this because being in front of people makes you comfortable, makes you more familiar, makes it more familiar to you. Familiarity and repetition give you comfort and you’re less likely to feel vulnerable to criticism even though the criticism may come.

The third thing you should do, is go to a positive place mentally after you’re finished. If you’re performing, or if you’re in a sales meeting, or if you’re pitching for a big deal, or you’re meeting with an employee to deliver difficult news or information, afterwards take five minutes, go by yourself to a place, a positive place mentally. Review the activity in your mind, and only think about the things that went well. Cement those in your mind immediately after you finish. Get them cemented in your mind, these three things went really well. I don’t care if the performance, I don’t care if you were booed off stage, if you were heckled in a comedy show, after your performance sequester yourself, get as far away from the stage as possible, go some place isolated, and think for five minutes of the things that you did right. Get those cemented in your mind, and then go out and do whatever you have to do, get on with the rest of your day.

The fourth thing to do, is to remember what I started this video with, offense is taken. You have to take it in order to be offended. You can simply choose not to be offended, and it will bounce right off of you like rainwater. The offending comments, or the offending statements will bounce right off of you like rain water if you choose not to take them. Now I know, sometimes there’s personal criticism and it’s hard to deflect it, I know it is. Your choice to not take it personally is your choice, remember that. If you don’t take offense, then you won’t be hurt.

The fifth thing, always remember when somebody criticizes you, that’s really about them, it’s not about you, it never is about you. Criticism is about the giver, it’s never about the receiver. Somebody can say that I have a big nose, or that I speak too fast, or I have a New York accent, or whatever, they don’t like my hair. I am what I am, the criticism, personal stuff, is about them. Only accept, welcome, and wanted critique, only accept solicited feedback, unsolicited feedback is worth what you’re paying for it, and that’s absolutely nothing.

My name is Dave Lorenzo, this is Four Minute Fixation and we’re here today, and everyday, to help you make a great living, and live a great life.

Here are three more resources you can review on this topic:

Don’t Expect A Thank You

You shouldn’t do things because you expect others to appreciate them. You should do them because they are the right things to do.

How To Control Your Emotions And Advance Your Business

If you keep your emotions in check you can do some great things. Advancing your business requires you to keep calm and carry on. This episode of Four Minute Fixation can help you do that.

Thrive In Spite Of Mistakes

Everyone makes mistakes. Use them as rocket fuel to propel you and your business forward.

Never Trust People Who Are Late


A few years ago an attorney called me and requested a meeting to discuss his law firm. He was having trouble getting a handle on his growing practice and he was not happy with the fees he was receiving from his clients.

A good client referred him to me, so I agreed to a free telephone consultation with him. He was 20 minutes late for this consultation.

He asked if we could meet in person (with a promise of retaining me to help him with his issues). I agreed to that meeting at a restaurant in Miami.

I arrived at the restaurant about fifteen minutes early. I got a table, was seated, and perused the menu.

Thirty minutes passed and my lunch date was 15 minutes late. I glanced at my watch, ordered an ice tea, and began reading the newspaper.

At the half-hour mark (remember I had been sitting there for fifteen minutes prior, so I was waiting 45 minutes) I called the gentleman with whom I had the appointment. He answered the phone and said he forgot all about it but he could be there in 20 minutes.

I declined, left the restaurant, and went about my day.

I did not receive an apology. There was no offer to compensate me for my time. In fact, he acted like somehow, it was my fault.

Nine months later this same lawyer reached out to me, again seeking assistance. I politely told him I didn’t think we were a good fit.

That was three years ago.

Life moved on and I completely forgot about this entire situation.

I ran into this gentleman last week. We were both attending a meeting in Miami.

When we were introduced, he said we had met before.

When I enquired as to where and when he said:

“We had a calendar mix-up and I was 20 minutes late for a meeting. You told me you would not do business with me. You were a real jerk.”

It is interesting how people revise history in their minds.

I’m glad I didn’t do business with this gentleman.

Why?

Three reasons:

–He didn’t respect me enough to be on time for either of our meetings

–He didn’t respect himself enough to be on time for either of our meetings

–He didn’t respect the work we would do together enough to be on time for either of our meetings

Does this seem a little harsh?

It’s not.

It is a good habit for business and for life.

There are plenty of great clients out there. There are plenty of great people with whom you can partner. There are plenty of great people who you can befriend.

You do not need to compromise your personal integrity or subordinate your self-confidence and put up with an irresponsible individual.

Never trust people who are late. Place your trust with those who deserve it.

Here is the transcript for this Four Minute Fixation episode:

Never Trust People Who Are Late

Never, ever, trust someone who’s chronically late. Want to find out why?

Come with me.

Join us now.

Welcome back to Four Minute Fixation.

Today we’re fixated on people who are chronically late, and why you should never ever do business with them. There are three primary reasons why you should never do business with someone who is chronically late.

Number one, they don’t respect you. They didn’t leave their last meeting, or leave their home, or leave their office early enough to get to where you are for your meeting on time. They don’t respect you. They had something else they were doing that they allowed to run long, that they thought was more important, and they didn’t choose you over the thing they were doing. Now if it happens once, it may be an accident. If it happens twice, it may be coincidence. If it happens more than that, this person has a problem with respecting others, and that person should not ever be someone you should trust with your time, with your money, or with your clients.

Reason number two you should never do business with someone who’s chronically late is that they don’t respect themselves. They don’t respect themselves. They know their tardiness is a poor representation of them. Let’s face it, the time that they were late with you, that wasn’t the first time they were ever late in their lives. They’ve been late other times. People will have conversations with them and they will not pay attention. They don’t respect themselves enough to maintain their own reputation because they’re continuously late. They don’t respect you, they don’t respect themselves.

If you need more than that, here’s the third reason why you should never ever do business with people who are chronically late. They don’t respect the reason why you’re getting together. They don’t respect the reason why you’re getting together. I will tell you very matter-of-factly that these reasons are make or break issues for me in doing business with people. They’re make or break reasons for doing business with clients. They’re make or break reasons for entering into partnerships. They’re make or break reasons for social relationships.

I will not do business with or interact with people who are late. If you are someone who’s been told by others that your tardiness is a problem, or if you’re sensing that your tardiness is a problem, this is your wake up call. This is your opportunity. This is your time to get it fixed.

Never do business with someone who’s late. If you’re a person who’s late, take this opportunity and fix it now. I’m Dave Lorenzo and you can find me here every single day for Four Minute Fixation, where we focus on helping you make a great living and live a great life.

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As a business leader you cannot participate in gossip. If you do, it will kill your business. This episode of Four Minute Fixation explains why.

Control Your Emotions And Improve Your Business

Do not let your emotions get the best of you. Control yourself and have the big picture in mind when dealing with difficult people.

How To Visualize Success And Achieve Your Goals

First you have to believe and then you can achieve. If you can see your goals becoming reality in your mind, you can make them happen. This episode of Four Minute Fixation shows you how.

How To Break Out Of A Sales Slump


Everyone runs into an occasional sales slump.

There are times when you just can’t meet a new client or close a new deal.

When this happens the worst thing to do is get tense and anxious.

Selling is all about self-confidence. If you have it, you get through any rough patches with ease. If you don’t, a slump can seem to last forever.

This episode of Four Minute Fixation is about keeping you self-confidence up while you are going through touch times in sales.

We discuss four steps to getting out of a sales slump:

  1. Check in with all of your existing clients
  2. Reconnect with your former clients
  3. Follow the rule of “three times”
  4. Teach someone the basics
  5. Unplug, unwind and relax

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Here is the transcript to this episode of Four Minute Fixation:

In a sales slump and you want to break out? Well today we’re bringing the high heat. Come on with me to The House That Ruth Built.

Hi, we’re standing in front of new Yankee Stadium today. This is a great picture I took last time I was there. Yankees are my favorite team and we’re standing in front of this picture of Yankee Stadium and I’m dressed in full Yankee gear because we’re talking about breaking out of a sales slump.

This is our mailbag segment. Each and every Friday we reach into the mailbag and we pull out a question from one of our viewers. Today we’re answering a question we received on Twitter from yankeefan1968. yankeefan says, “I’m a pharmaceutical sales rep and I’m in a deep sales slump. How do I break out of a slump and get in front of more doctors to write more prescriptions?” I appreciate the question, thank you for reaching out to me on Twitter and those of you that want to reach out to me on Twitter, my Twitter handle is: @thedavelorenzo. That is @thedavelorezo.

You can also send me questions at YouTube. Go to our YouTube page, just go into the search bar a type in Four Minute Fixation with four spelled out F-O-U-R, Four Minute Fixation and on any video in the comments put your question. I respond to every single comment on our videos so thank you very much for sending me the comments. Those of you who want to put nasty stuff, I’m not going to respond to that but I respond to any comment where there’s questions or people are offering feedback. I love feedback. Finally you can go to Facebook. Go to Facebook The Four Minute Fixation page on Facebook. Click the like button. We want you to like us on Facebook because when you do our posts and our videos come up at the top of your newsfeed and when they come up at the top of the newsfeed you never miss a video.

To yankeefan’s question, “How do you get out of a sales slump?” there’s five specific things. Five things you can do to get out of a sales slump. Number one I want you to check in with your existing clients. I want you to get on the phone and call all of your existing clients. I want you to ask they’re doing, I want you to ask them how their year is going, I want you to ask them if they are in the process of meeting their goals, and if they aren’t ask them if there is a way that you can help them. This may not only lead to a sale, it may also grow and deepen your relationships.

While you’ve got them on the phone, you can also ask the for referrals. You can say something like this, “Mr. Client, I really value as a client and I appreciate having you so much. I wonder if you know someone who’s like you, in a similar role to you, maybe in a different company or an organization that is in your industry that I can help get to the place where you are. I don’t need to work with your competitors but maybe somebody in a similar situation in a different business. Do you know someone like that that you could refer to me, that I could help out?” Asking the question nine times out of ten will get you blank stares, or I don’t knows, or I’ll think about it but that one time out of ten that you get that referral, you’re off to the races. That could be the referral that gets you out of your sales slump.

Checking in with existing clients is great for two reasons. Number one … well actually three reasons. Number one you build a relationship. Number two you can actually get business from the client you can give them help with something they’re currently working on. Number three you may get a referral.

Second thing I want you to do to bust out of your slump, go to your former clients. Go to your former clients and talk to them and say, “How’s it going? How are you doing? I really appreciated your business when we worked together. Is there anything I can currently help you with? Could I be of assistance in some way? How are you doing reaching your goals? Would you like any help reaching your goals?”

Former clients are people we tend to ignore because they’re no longer doing business with us, but you should view them as people that already know you, like you, and trust you they just moved in a different direction. Maybe things have changed. Go to your former clients and talk to them, the trust is already there.

Step three, it’s the rule of three times. It’s the rule of three x if you will. Three x means I want you to do these three things three different times. I want you to make three phone calls every day. Three phone calls every day to new prospects. These are brand new people, people you’ve never met you call them up and say, “Hey my name is Dave. I’m working on this project with this company and your company is a company I’ve always admired. I’m wondering if you have a few minutes to talk to me about how we may be able to help one another. Make three phone calls like that. I’m interested in the activity. You may not get the best possible results. I know you hate cold calling but the activity is what’s important.

The other thing I want you to do is, I want you to write three notes to people. I want you to write physical notes. Take note cards, write three specific notes. I want you to write notes to people saying, “Hey, I admire you. Maybe I saw that you were interviewed in the paper, and go through your local paper and write notes to people that were interviewed. I saw you were interviewer in the paper, I appreciate what you said. Thank you for doing that. I would love to reach out and speak to you about your goals to see if we can work together.” Just write three notes to people every single day. People you don’t know, people who’ve been in the media, people who you may admire, write three handwritten notes, put them in a note card, you can get 50 of these at the dollar store for like $2.99, just a cheapo note card, put it in the mail. Three notes every single day to people you don’t know.

Then I want you to give three referrals. I want you to find people in your database, and I want you to find people to connect them to, and I want you to call people and give three referrals. You’re going to make three phone calls to people you don’t know, I introduce yourself, and see if there are ways you can help one another. You’re going to write three note cards to people who are in the news or people that you admire. These people are quote unquote “aspirational contacts” and then you’re going to get three referrals and give them to people. You’re not going to ask three people for referrals. you’re going to give three referrals to people that are in your database. You’re going to reach out and connect them to three people.

Number four, the fourth sales slump buster, is you’re going to teach someone the basics of sales. You’re going to go back to basics and reach out to somebody in your company who’s new, or who’s just coming up and you’re going to teach them the basics. I don’t care which basic principle you teach them. You can go through my videos and teach them something you’ve learned in my videos, but I want you to teach the basics to someone new. Teaching reinforces things in our minds. You’re currently in a sales slump, I want you to get back to basics, I want you to teach someone the basics of sales and selling.

Slump buster number five is just unplug. Take a day. Take a Friday unplug from everything. Shut down your email, turn off your phone, hang out with your kids, hang out with your family, go on a picnic, go to the beach, totally unplug. Relax and decompress. Often times what happens is when we’re in a slum we press too hard. You need to relax. You need to decompress. You need to chill out. You’re never as good as you are when things are going well and you’re never as bad as you are when things are going badly. Decompress, relax, reset and get back at it first thing Monday morning.

Those are your five sales slump busters. I hope they help you. Thank you very much for your question. Those of you who are out there and you want to send more questions, you can send them to me via email, you can send the to me via Twitter, you can send them to me via Facebook, you can send them to me here at Four Minute Fixation. My name is Dave Lorenzo and this has been out mailbag segment. Let’s go Yankees. Now take me out to the ballgame.

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