Introduction
Things To Do
“Strategies for Success” Action Plan
Change
Change is Unavoidable
Roadblocks to Personal Change
Questions to Ask Yourself
Sailboats, Yachts, and Tall-Masted Ships
What Makes Businesses Grow
Profile of a “Sailboat” Company
Profile of a “Sailing Yacht” Company
Profile of a “Tall-Masted Ship” Company
Tall-Tales, Running Lean, and Cautionary Winds
Words of Advice
Leadership Styles
What’s Your Style?
Design an iPhone
What’s Your Style? A Closer View
Myths About Stress
Three Facts About Stress
Typical Reactions to Intolerable Stress
“Z” Patterns in Stress
Versatility and Flexibility
The Perception of Your Flexibility
Pricing for Profit
10 Misconceptions About Money
Small Business Statistics
Our Money Beliefs, Profits
The 5 Parts of Your Income Statement
A Quick Overview
“Thumbnailing” Your Price
The 5 M’s of Cost of Sales
Extraction Clearing Pricing Form
Job Costing Worksheet
Daily Production Log
Field Inspection Guide
Effective Selling in a Crowded Marketplace
Selling, Part 1: An Overview of the Sales Process
The “Three-Legged Stool” Business Model
Residential Services
Commercial Services
Disaster Restoration
Where Does Selling Fit In on the Above “3 Legs”?
Selling, Part 2: Managing Salespeople
Start with the Sales Objective
Establish the Sales Plan
Conducting Sales Calls
Managing and Measuring Activities, Sales Meetings
Selling, Part 3: Hiring and Compensating Salespeople
Recruiting and Interviewing Candidates
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