1. PRESENTED BY: GREG CLEMENT Making Money and the “LOST Art” of Driving Revenue in a Business

2. It’s the master result of the “why” “how” and “what” in a business All Activities are either “driving revenue” or “supporting revenue” It’s focusing on different ways to make money or make more money What is “Driving Revenue”

3. If you get ONE of these wrong then you won’t make much money or drive much revenue... There is a 3 Step Formula that ALWAYS works

4. Why do I make money? How do I make money? What am I spending my time on? 3 Step Formula

5. Why Do I Make Money?

6. Clement’s Hierarchy of Needs

7. For me my faith is like an anchor that keeps me grounded and focused on what’s really important I need it to feel complete It is my base and my rock from which everything I do stems from. FAITH

8. Hugely Important My goal as a husband and father is really 3 things Love unconditionally Build confidence in Kelly and my boys Make them Happy That making them happy part is often overlooked but I think the key to it all… Family

12. With friends like this who needs enemies Make friends wherever you can Give first mentality, “How can I serve others?” Friends and Fun

24. Ok a REAL one of Josh Tobias...

25. How big’s your PATEOTR?

26. What’s your Magic Number? When you are totally and completely financially FREE FORMULA @ 6% ROI (Annual # x 25 = PATEOTR) 100k net means 150k gross is the MN (taxes) 6% of 2,500,000 = 150k a yr gross (never ending pile) Financial Freedom in a Politically FREE Environment is a rare thing indeed PATEOTR

27. Lifestyle Design – Build your business around your life instead of your life around your business Build yourself out of your business. If you don't do it then nobody else will. You'd be surprised at how easy it is Then that frees up your time to work on other things like your handicap or your tan... LIFESTYLE DESIGN

28. How Do I Make Money?

29. Just simply ask yourself THAT question... (I do it alot) HOW does my business MAKE money?

30. The Answer is by engaging in “Revenue Producing Activities”

31. So what EXACTLY are “Revenue Producing Activities?” (HINT only about 10-20% of the business - Pareto’s Law)

32. 1. Marketing to Sellers 2. Talking to Sellers 3. Negotiating with Sellers Revenue Producing Activities

33. 1. Marketing to Buyers 2. Talking to Buyers 3. Negotiating with Buyers Revenue Producing Activities

34. Doing BPO’s ($32,000 per hour work) Negotiating with the Bank

35. There’s even ONE more level UP

36. Engage in “Hyper-Revenue Producing Activities”

37. 1. Putting Seller/Buyer Marketing Systems in Place 2. Putting Referral Systems in Place 3. Put List Building Systems in Place 4. Putting Selling Systems in Place 5. Developing a “Closing Protocol” “Hyper-Revenue Producing Activities”

38. YOUR 4 STAGES OF GROWTH... Spending Business Time in “Revenue and Hyper Revenue Producing Activities” Building a “TEAM” to make sure YOU can spend MOST of your time in RPA’s and HRPA’s (which means your team takes care of the “details”) Building a “TEAM” to spend time in RPA’s and HRPA’s Finally, BY letting your “TEAM” RUN the Business = FREEDOM

39. People – “There’s no way we could do what we do without awesome people” How can I drive home the importance of this??? Bill Gates says that if you took away Microsoft’s 20 best people then they become a very average company… Topgrading Principle Unique Ability Team - Sullivan Hire A Players – how do you attract them - YOU - must Have a BIG Vision - THEY - Actions speak louder than words – what have they done in their lives NOT what do they say they will do Building Your Business

40. My people...

41. Systems run the business and People run the systems Create the system and test it Track results over time (make sure it’s long enough) Assume some problems not considered To change a result work on the system not the symptom Search for bottlenecks and constraints TEAM BUILDING

42. 10x Mind Expander (Exercise we’ll go thru later in detail)

43. What Am I Spending My Time On? (probably not the right things...)

44. Dan Sullivan’s Personal Economic System Time is an entrepreneur’s currency FREE/FOCUS/BUFFER Days FREE – any day that is 100% dedicated to R/R NO WORK involved FOCUS – 80% of the day is focused on RPA’s BUFFER – dedicated to ensuring great free/focus days. All the other stuff How to become “Addicted To Productivity”

45. That state when your just on… As simple as focusing on ONE thing for 45-90 minutes at a time Things that prevent us from getting in the zone or the flow... - Multi Tasking - it's a disease - Being Interrupted - Electronic OCD Loop - e-mail, vm, web, etc... Think of it this way - Friction is anything in your life that gets in the way, that snags... and makes things not work smoothly - FRICTION IS THE ARCH ENEMY TO PRODUCTIVITY AND RESULTS (MONEY AND FREEDOM) Get in the “Flow” or the “Zone”

46. Spend a little time making your office inspiring Something as little and inconsequential as this could make a big impact on your clarity of thought and motivation Inspiring pictures Clean semi-organized work area Personal pictures Anything that you look forward to… for me it’s a nautical clock from the virgin islands Specific Ideas

47. 1. What are the 3 crucial goals for this week? 2. What are the 3 most important accomplishments this past week? 3. Set up each day as a node and then input 2-3 things you want to achieve that day 4. Brain Dump Exercise once a qtr. personal, business Mindmap Your Week

48. “TRAF” it... Toss Refer Act File All Email and Paper - Tuesday Follow Up Folder

49. YOU or YOUR Business will NEVER be Perfect so deal with it Dan Kennedy says... “Oftentimes good is good enough”

50. Always be working on Something Big Gets your juices Flowing Your Business FIRST then - A book - A charity - Project - Commercial investing - An IDEA Extra Credit