Please Note: This message will change your life, your trajectory, even your goals. If you want to get to the next level, and the level after that — read this, let this sink in. I’m about to break down the main keys to prosperity that will work for anyone, anywhere. Also, if you’d like to really get this message locked down, you can find the audio recording of this message on Soundcloud ☺
FIRST, YOU’LL NEED TO UNLEARN THE LIES THAT YOU’VE BEEN SOLD…
“Competition is a good thing.”
Have you even heard anyone say that?
Of course you have, but what you didn’t know is that this statement was never meant for the entrepreneur — it’s for consumers.
If you want to truly get to the next level in your business, in your life, in your finances, etc — then you’ve got no choice but to become the dominating force within your marketplace.
I want to be everywhere, you should to. I don’t want to “compete” — I want to “dominate”. Why? Because the leaders don’t have to compete.
CONTRACTIONS = OPPORTUNITES
In order to dominate your marketplace, you’re going to have to get used too and even start looking for contractions.
If I’m a pro football player that’s been practicing my butt off, I like a muddy field. That gives me the advantage over my competitor. I’m trained for this but my competition probably isn’t.
You see, I’m ready and even looking for contractions within the marketplace so that I can take advantage of them and dominate.
In 2007 the economy crashed. Who got wiped out? The pretenders. It was all those pizza delivery guys that should have never been into real estate in the first place and they were totally un-prepared for the bust and so the marketplace disciplined them.
The marketplace will always punish those who are not prepared.
When things change — when contractions happen within your market, that’s your opportunity. That’s when you can dominate the marketplace. The pretenders will fall away and you can choose to fall with them or rise to the top, the choice is 100% yours.
When the economy crashed, what went through your mind?
Did you watch the news? Did you let others influence your thinking? Of course you did. Unless you’re already a multi-billionaire, you probably haven’t learned how to control your mindset yet. You think you have, but there’s still lies that you’ve been sold that are keeping you from realizing your dreams, from becoming more than successful — from becoming a dominator.
The most dominating force within the world today is the media. 800 channels throwing and puking trash, negativity and just plain crap all over us — pushing negative thoughts to everyone and we just sit back take it in without a second thought.
If you want to dominate your marketplace, start by creating the news instead of watching it.
- Start writing for the newspaper instead of reading it.
- Don’t watch the news — make the news!
What are you learning here? You’re learning about MINDSET. To dominate your marketplace, the first thing we’ve got to overcome is your thought life, how you think and why you think it.
This isn’t going to happen overnight, but if you don’t start — you’ll never make it.
Champions dominate. Everyone else complains and blames it on the economy.
When the stock market crashed back in 2007–2008 people would come up to me and say “Jonathan, this economy is crazy, what are you going to do?” — my response was simple, I’d tell them “I’m not participating”.
Do you realize that you actually have a choice. You can choose to participate, or to dominate — it’s up to you.
I stayed focused on my targets and I believed that I would be successful. And so, here I am…
YOU ARE THE CAPTAIN OF YOUR SHIP
Do you know what the #1 issue within your business is?
It’s the people you have around you. When the shit hits the fan, most people look to hire someone to get them out of the shit. That’s the wrong answer. Instead, I look for who to fire. It’s chopping block time! Look internally — not externally.
I am the master of my company, of my ship and — if it’s off course, no amount of new hires is going to correct it. I’ve got to find the cancer and cut it out.
This is the mindset you should have. Negative people, people without conviction, will kill your business. It’s just that simple.
“If you know what day it is, you’re not busy enough.”
People are funny. Anyone ever tell you “get some rest” or “make sure you take a day off”… Or, how about this one “the Lord’s day is Sunday, we don’t work on Sunday”. I love that one!
Let’s look at that statement for a moment… If you really read that passage it clearly states that God created the universe the week before he rested, on the 7th day.
He created this entire world in 6 days. I know all kinds of people taking a Sunday off to “rest” that didn’t create jack squat the week before!
There’s nothing wrong with spending time with your family and being a good parent, husband, wife, father, and all that stuff. We’re supposed to do that… But if you’re going through the week looking towards Friday week in and week out — you’re never going to dominate.
You can focus on time off and vacations and TV and all this crap the world is throwing at you — or you can spend your time building something. The choice is yours.
This is a new economy, the 5 day work week is dead and the 4 hour work week is a gimmick some guy used to sell books.
In today’s marketplace — you’ve got to be on 24/7, you’ve got to be everywhere, easily accessible — in other words… dominating.
There’s nothing wrong with vacations, but why don’t you plan on your dream vacation and really make it happen instead of casually going through a work week just so you can not work on the weekend. That’s what slaves do. That’s how slaves think. Stop it!
You’re not a slave, you’re a dominator. Stop being a bitch!
“bitch” = to be unpleasant, complaining, difficult (webster: to complain of or about). It’s the exact opposite of what it means to dominate.
I Might Be Wrong. But I’m Certain In My Wrongness.
You ever have people give you their opinions, even without you asking for it? I have. And it’s pretty funny because 99% of the time, they are dead wrong.
“I wouldn’t do that if I were you.”
My father used to say that to me all the time. In fact, my father was wrong when it came to giving me advice about 90% of the time.
Don’t get me wrong. My dad worked hard. And I learned everything I know about sales, being a good husband, father, etc. from him. However, his worth ethic and work mindset comes out of an era that I don’t live in. He built up his business in the 70’s and 80’s — the economy has changed.
We’re in a new economy. The old guard is dying.
If I would have listened to my dad, I probably wouldn’t be here today. There was actually a time when my father told me to close down my business because we were not making enough money. That doesn’t make him a bad person or a bad parent — that simply means he had a different mentallity than I did. He had a “play it safe” mentatlity. Nothing wrong with that, it’s just never been for me.
My father’s generation makes up the middle class. Do you know why the middle class is having the hardest time in this economy… it’s because they work from a mindset of safety. They don’t take risks, they stay careful. Never putting their necks out there too far for fear of losing everything. It’s this fear that stops them from making progress.
Let me be clear — I’m 100% OK with making a mistake.
It’s my mistake to make. I’d rather go all in and shoot for the moon, and make it half way then never try.
Unfortunately, the generations that are growing up now haven’t been properly introduced into this new economy. That’s why only 1 out of every 1,000 entrepreneurs even make it. And that’s why 1 out of every 1,000,000 entrepreneurs ever become truly prosperous.
The moral of this story is… No matter what your decision is, commit to it. Own it. Set your target and keep your eye on the prize. Don’t listen to the na’ sayers. Just do your thing!
Let me define the terms rich and/or prosperous for you — I define being rich/prosperous as ‘no lack. Having enough.’ — that’s true prosperity.
Having enough to realize your dreams, to enjoy this world we live in, to help the sick, give to the poor, etc.
Money is not the root of all evil, it’s the “love of money” that’s the root of all evil.
I don’t want money, I want marketshare! I want to dominate. To influence, to be successful. This isn’t about getting rich — it’s about making an impact and changing lives.
Look at the most successful people of our time;
Warren Buffet, Bill Gates — study them.
Look at how they think.
Now, surround yourself with people like that.
Listen to and read content like the stuff I’m writing right now — this will get your mind set correctly.
It takes time, it won’t happen overnight. However, I guarantee you that you’re not going to get the answers to how to grow your business or how to dominate your market by watching the news tonight. You’re not going to realize what it’s like to be truly rich by listening to those voices around you that aren’t 100% committed to your vision, to your goals.
BURN OUT IS BULL SHIT
Anyone ever say things like this to you…
“Hey, you resting.”
“Oh, you’re working to hard. You should rest.”
My answer to them is — You don’t know if I’m tired. You’re tired — Not me. No one has ever died because of hard work.
Burn out is bull shit. Non-dominators will tell you that you’re burned out — but the truth is, you lost your purpose. You lost your meaning.
If you’re feeling tired, ask yourself “What’s my purpose?”
Do whatever it is you have to do to find meaning again — then, you won’t feel tired, you’ll feel inspired.
Set your targets, write down your goals. Don’t be afraid to dream big!
What ever happened to that childlike mindset we used to have? Remember when we were kids and we set those crazy goals for ourselves… to be a rock star, astronaut, or whatever. Somewhere along the line, you lost your belief, your purpose.
When I deliver this message there’s always someone who says “but, I’m too old — I have responsibilities now. I have to be practical.” — WTF! Seriously!?! What’s practical about giving up on your dreams? Nothing.
SALES IS THE DRIVER
Let’s circle this back to my favorite, and most important, topic of all. Sales.
If you’re going to become the dominating force within your market, you’re going to have to get really, really good at sales.
Sales is perceived as this dirty, nasty thing that un-ethical people do to take money away from the good people.
Don’t’ believe me? When I say “SALES” — what’s the first thing that pops into your head? Is it cheating, lying, stealing, greedy, used cars, etc?
That’s because you have the wrong mindset about sales.
That’s because this entire economy has the wrong mindset about sales.
Do you get scared or even give up when you hear “that’s more than we planned on spending”… why is that?… It’s because you don’t understand sales.
Luckily, I do. So here’s a quick lesson.
When someone uses the “BUDGET” objection, did you know that actually means they are ready to buy!
When you hear “that’s more than we budgeted” — you perceive that is a “no”.
When I hear the phrase “that’s more than we budgeted” — this tells me that this prospect has purchased something from everyone accept me!
They are trying to put a “budget” into place to control their desire to purchase!
Prospect — “This is way more than we were planning on spending.”
Me — “I know, I’m with you, sign right here. Press hard, 3 copies. This isn’t the first time you’ve gone over on your budget and it wont’ be the last. Let’s go!”
I know that this isn’t the first time they’ve set a budget and gone over it. That’s how people are.
“But Jonathan, isn’t that pressuring the buyer?
I don’t want to pressure them.”
That statement proves to me that you don’t fully believe in what you’re selling. If it truly is a good deal, if it’s the right product for your prospect — then show some freakin’ confidence!
When they turn to you and say “I don’t know, are you sure? Should I do it?” — Your answer should be an enthusiastic “YES! Sign here — Let’s go.”
If you have confidence and you believe 100% in your product then why wouldn’t you do all you could to get your product/service into the hands of the exact people that it can help? Right!
Stop being a little bitch and sell your product!
Why is sales so hard? It’s not. Sales is easy — let me demonstrate why we have so much trouble with sales…
The Real Estate Example;
In Miami real estate is hot. You can’t buy anything there right now. Why? Because of people coming in from France, Russia, etc — these people are coming in and saying “This is cheap”! That’s because of the area they are coming out of.
To these new buyers, Miami is cheap. To the Real Estate broker coming from Arizona, these prices are ridiculous, even robbery. It’s a mindset issue.
You see, People living in the neighborhood never change the market. They are always looking at the market from their rear view mirror.
To dominate the game, you’ve got to be in the game.
The next time you get into your car, take a look at the rear view mirror. Now, compare it’s size to your front windshield. There’s a reason the rear view mirror is only 4 inches long and your windshield is 4 feet wide. Your focus should be forward!
Stop looking in the rear view mirror and making decisions based on your past and what you see in your own neighborhood. Get into an abundance mindset and your world will change, I promise… Eyes forward!
Another huge issue that entrepreneurs face today is their fear of rejection. I could go on and on about how participation ribbons and lazy parenting has lead to this, but I’ll leave that alone for a minute.
It takes the same amount of effort to work for a $1,000 sale that it does to work for a $100,000 sale.
It doesn’t matter if you’re selling $1,000 items or $100,000 items — you still have to go through the same amount of rejection, the same amount of effort, the same amount of bull shit.
Get used to hearing the word “no” right now. In fact, I love it when a prospect says no. No means “you haven’t presented enough value. I don’t believe you.” — that helps me get better.
In the end, the sales process doesn’t change — the payoff does.
THE SUCCESS FORMULA
There are 4 keys to becoming successful…
- Get Certain — You’ve got to get certain and stay certain!
- Get out of obscurity — Get social, write a book, do something.
- Be memorable — You need to occupy brain space within your market (see #2)
- Be persistent — This simply means you need to call prospects more than 3 times.
I am a mentor for ugurus.com and in every class I get asked this question “How many times should I call a prospect back?”… my answer is “Until they buy or die.”
Isn’t that stalking?…
Not if it works ☺
Let me illustrate this using my own marriage as an example…
When I met my wife, I fell in love instantly. It was truly love at first sight. My goal wasn’t to “date” her — it was to marry her.
- CERTAIN — I was absolutely certain in my decision, I was going to marry this women.
- OBSCURITY — I need to get her attention, so I went where she went, moved to her town, started hanging out where she hung out. (It’s not stalking if it works!)
- MEMORABLE — I created all kinds of cool stuff to do, took her out on crazy dates. I put myself out there and was as entertaining as I could possibly be!
- PERSISTENT — I didn’t give up, even when she told me “I’ll never get married again” I didn’t take NO for an answer.
You see, I remained certain of my goal to marry this woman and I saw it through to the end. We’ve been married for 13 years now. All I had to do was set a target. And, the most important part — I never lowered my target.
This is why most guys don’t get what they want.
They lower their target.
They lack commitment.
They go for the easy options.
I could have done what most “non-dominators” do and lowered my target when my wife told me that she would never even consider getting married again. But, I didn’t. That’s the difference between me and you right now — I dont’ take NO for an answer. I go after what I want, with a passion!
Instead of going for a 10 (my wife is a knock out!) I could have gone for an 8 or a 6. But, that’s what non-dominators do. They lower their own goals because they lack CERTAINTY and PERSISTENCE.
In order to land this amazing sale of a lifetime (i.e. marrying my dream girl) I had to stay interested. Invested. This was/is my obligation, my responsibility, my duty. No one else’s.
I’m telling you this very personal story to illustrate a point…
Why cant’t you have everything you want? Why not?
The truth is, you absolutely can, but you’re going to have to fight for it and become hyper focused on your targets. And never, ever lower them.
I love it when broke people try to push their philosophies on me. It’s entertaining. I know that they mean well, but they just don’t get it.
“Money won’t make you happy.”
Neither will being broke!
I’ve been broke, I know what that feels like and happiness isn’t a word that comes to mind.
Were you happy when you had no money? Seriously! Did you walk around saying “Oh my gosh, I’m so free because I don’t’ have any money and can’t pay any of my bills but I just don’t’ care this happiness is overwhelming!” — nope.
Being broke sucks. Trust me, I know.
The simple fact is whether you think you’re worth $100,000 per year or $1,000,000,000 per year — you’re right.
The only thing standing in the way of your prosperity is you. It’s the way you think. It’s what you believe you’re worth.
Dominate. Commit. Don’t be a spectator. Get in the game!
What do you believe in? Do you truly believe that you’re valuable? That your business is the best? That you can realize your dreams? What do you believe? Let’s get honest for a minute…
Webster’s defines belief as: “to have confidence in the truth, the existence, or the reliability of something, although without absolute proof that one is right in doing so: Only if one believes in something can one act purposefully.”
Notice how it says “without absolute proof” — only if one believes something can one act purposefully.
So I ask you again… what do you believe in?
This is why most sales people have trouble. They get afraid to apply pressure because they don’t believe in their offering.
Think about it — Pressure creates diamonds!
Why wound’t you apply pressure if you believed without a shadow of a doubt that your company was the best fit for your client.
People need to see that you are certain.
Confidence creates sales.
4 Characteristics of Great Leaders
- Duty Driven
If you truly desire success, if you want to dominate your marketplace. Then you’ve got emerse yourself into that belief, dedicate yourself to your targets, commit to seeing things through to the end and make it your duty to succeed.
The next time someone says “the economy is crashing” — you should get excited because when the economy crashes next time, and it will, the pretenders will die off and the dominators will gain marketshare.
Until that happens, start looking for your opportunities right now where you can take full advantage of the contractions within your market.
IT’S YOUR RACE TO WIN OR TO LOSE.
Thanks for reading! To check out the audio podcast, visit my Soundcloud account at — https://soundcloud.com/jonathanhinshaw/how-to-dominate-your-marketplace-in-the-new-economy. If you liked this message, please share it!