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Jim Straw Extra Mile - The GOOFY WAY Ned Saved His Job
Happy New Year,
Dunno how many people have noticed that a pre-requisite for making
munny the Jim-Straw-way is the HABIT of Going-the-Extra-Mile.
You cannot set up Finder or joint venture deals without giving away Extra Information.
First - Here's a way of Reverse Thinking this so as to set up
Guaranteed Places to REFER clients OR Do JV Deals so you get paid.
Step I - Assume if you refer a client you won't get paid.
Step II - BAsed on that Assumption - you pre-Qualify BEFORE you Spend Your Valuable time and that of your prospect. Double Check BEFORE U Refer.
You call up and say, "I have Several Prospects I want to REFER to your
company. So could you Please Describe your P aid Referral System OR
Send me a copy."
THEN YOU WAIT.
If they hem and haw and stutter - MOVE ON.
Step III - If they do not ALREADY have a System for p aying you - they
ARE NOT GOING to Start one just for you. Hang up and call the next one.
TO SAY IT AGAIN - You Will NOT Get Paid Unless The Company you REFER
to already has a System in place.
SO. ASK before you damage your Relationship with the person you want to refer.
GO-The-Extra-Mile CASE STUDY -
Ned Got a Job as a Software Programmer
But Was Afraid He'd Get Fired.
I asked him a few questions.
Ned went off to Get the Answers.
Came back to report his company has a BIG Problem with client who DELAY PAYMENT.
I asked, "Would you get into trouble if you sent them a REMINDER Letter?"
Ned wrote some kind of software program
that kicks out the late paying customer list - and sends it to him.
By sending out 10 or 15 letters a week
Ned Reports he has cut LATE PAYMENTS down by 40%.
ACTION PLAN -
"GREAT" I told Ned.
"Now you have job security."
A - "You can ASK your company to pay you EXTRA to boost on-time
B - "You can STOP Mailing Reminders - and have Zero Leverage IF you get fired.
C - You can Continue boosting On-Time-Payments by 40% so that IF
they lay you off - You can THREATEN to stop mailing your MAGIC LETTERS.
"Which will cost them Millions a year in lost interest alone.
Shy fellow that Ned is - he chose option C.
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