A balanced business is one which utilizes all opportunities available to create business and cash flow.

Why do we want a balanced business?

A balanced business is desirable because it will provide you with a solid business with less chance of bad seasons or events jeopardizing your business and income.
A few reasons we want a balanced business are:
• Multiple streams of income
• Constant cash flow
• Less stress
• Easier to maintain once you get it going

Income opportunities

In direct sales and network marketing generally we have the opportunity to generate income by providing three services. The services are:

• Product sales
• Hosting shows or events
• Opportunity to create income

All other services fall under one of those services. When you eliminate one of your services, such as not sharing the opportunity, you are reducing your income by 1/3. In network marketing or other sales-based businesses, some companies do not do home parties. This is reducing a lead source. Even a company that is not a home party-based referral system can benefit from doing home parties. The realtor, insurance sales rep, or vitamin rep could do a home party or workshop for clubs to generate leads. I went to a home party that was sponsored by a friend. She made light snacks, and invited a financial adviser in to chat. There were 8-10 in attendance and I am sure that at least 2 of the guests started investing with the adviser. They became educated, saw the rep as being an expert and developed a relationship with the adviser and then spent money.

A balanced business will focus on all of the income opportunities: growing a team, (creating income), home parties (free products, creating income) and selling products. All other services fall under those three categories.

Marketing A Balanced Business

A balanced business will take advantage of every form of advertising and marketing available to them. In network marketing frequently individuals have a tendency to focus only on one lead source. Many network marketing professionals rely solely on their shows for generating future business. Others depend entirely on friends and family to create cash flow. Neither of these approaches will work. There is an unlimited supply of leads out there and when you create a balanced business, you take advantage of all of them. My personal favorite approaches to lead generation include:

• Public speaking
• Fairs and Expos
• Picking up cards at bulletin boards
• Internet marketing

For more marketing ideas on how to find business, check out this post: 41 Ways To Find Business

Professionals Run A Balanced Business

Power-UP For Professional Results is an 8-CD set that teaches best business practices for sales professionals. A best-business-practice is a system that when applied to any business will give the same results. Professional business practices include balanced business. This study set includes three hours on prospecting, finding business, and filling your calendar. If you do not have enough business, click here. There is no excuse for not having enough business. You too can have a balanced business.

Catalog Shows Are Gravy

I have heard people say that they do not do catalog shows because half of them never close or maybe because the sales are not worth the effort.  This amazes me! As a sales professional you want to take advantage of every source of revenue that is available to you. Catalog shows are like gravy, why wouldn’t you want gravy?! You already are in the business of handing out catalogs, host coaching and customer service. So a catalog show fits right in and is another way of creating cash flow in your business. Cash flow is what it’s all about. So, let’s make the most gravy we can. Let’s put systems into place that will make the most out of every catalog show!

Keys To Good Catalog Shows

The key to good catalog shows is to believe that they are a good source of cash flow. Most catalog shows don’t do well because the consultant does not give the catalog show host any attention. The way to have high catalog shows is to give them as many catalogs as they need. Don’t be stingy with catalogs; host how many people s/he will have helping them to collect orders. Tell her or him that they can have anywhere between 3 and 8 catalogs, depending on how many places you want to leave them or how many people will be helping you.

Host Coach Catalog Shows

Host coach your catalog shows and give them your time.  Teach them how to have a good show. Since we are so business-oriented, we think that everyone already knows how to collect orders. This is not necessarily simple for the average catalog show host. Do you teach them how to do the tax or how the order form works? Do you teach them what payments you accept and how to collect money? Many catalog hosts are not comfortable with the money, so they never get started on the order-taking. Do you teach them how to increase the orders when they hand out the book? Any time the host can point out something in the book, and tell them what page it is on, then the sales will be a little higher. Ask her what her favorite product is and then give her/him the word choices. Tell her when you hand out the catalogs: “My favorite product is the XYV on page 6.” Or teach her/him to say “Our special on page 23 is at 20% off this month.” Always tell her why you want her to do this. It will increase the average purchase, because people will look more slowly at the book, see more things they want, and then spend more money. If you don’t tell them why, they won’t do it. It is your job to teach them how to have a successful show. The catalog show host deserves your time. Stay in contact with them and contact them in every media format available. Use phone, email, web announcements, post cards and answering machines. Treat your catalog host just like you do your live host and you will get similar results.

Boost The Sales

When you are closing the show, tell them the benefits they get. Say things like, “You are at $235 in sales, that means you get $20 Free and a half-priced item; at $300 you will get $30 free and 2 half-price items. If you had a couple more days would you be able to get a couple more orders?” Then when s/he gives you more orders say: “Wow! You are doing terrific. You are at $322 so you get $30 free and 2 half-price items. If you had a couple more days would you be able to get to $400 because then you will get ….?” And so on. Inch the catalog show up by stretching the show along to higher levels.

Catalog shows are gravy

Catalog shows are like gravy and you should take advantage of them. The more time and attention you give to booking shows, the more cash flow you will generate! When you pass on catalog shows, it is like passing cash on the street and not picking it up. Don’t pass on the gravy! Take advantage of every income opportunity your business has to offer. Pass the gravy!

Keep Your Home Show Talk Time Short

Your show time should be no more than forty five minutes. Short shows will make you more money. For every minute you go over 45 minutes you are losing a dollar of sales.
When I say your ’show’, I am referring to your official presentation. From the time you start talking until the time you stop talking should be no more than 45 minutes. That also implies that your show has an official start and stop. The guests actually are aware that you have officially started and officially ended.

This Applies To All Network Marketing Companies

I have said this frequently at workshops and always get caught up in a controversy. For some reason everyone thinks that their company is different. The Direct Sales Association has determined in studies that when your show presentation is longer than 45 minutes your sales will drop. When I am presenting this topic, the sales field has a huge list of reasons why their direct sales company is different. It doesn’t matter who I am presenting to, the objections are the same. I hear the same reasons why this doesn’t apply from sales professionals selling: make up, plastic containers, food and food mixes, kitchen tools, romance enhancement, vitamins, you name it. Everyone thinks that their network marketing company is different.

Excuses Why Their Direct Sales-Home Party Shows Are Different

We provide education
We play games and have fun and educate
The guests want to see more products
There is more to say about our product than XYZ products
The host expects us to give more information about the products
We teach a lot of tips
You cannot say everything I have to say in a short time

Everyone Is Busy

Taking the time to think through your presentation and plan it will allow you to create better value for your guests time. If anyone has ever said to you, “I am too busy…..” to host a show or be a sales rep, then you really need to look at the length of your show. When someone says “I am too busy”, it doesn’t mean they are busy. It really means that you have not given them enough value for their time. Time and Fun are the two biggest commodities in America. They are not too busy to watch TV, go to the movies or sit on a lawn chair all night and watch a soccer game. When your show time creates great fun and provides value-packed time, then people will be coming up to you asking if they can host a show. The CD in Create A Cash Flow Show on What to bring, What to Say and Word choices will outline a system of show organization which will provide value to your guests for the amount of time they spend at the show.

Less Talk Is Better

Less is more. Less is better. If there is one thing that people will not tolerate, that is being bored. Don’t rule yourself out, just because you think that your company is different. Think about how you can use this to create better cash flow in your business. Successful sales consultants say ‘How can I?’ Not ‘I can’t!’ Less is better for everyone because we all have full lives.By keeping your show to 45 minutes and providing great value for that time, people will spend more money and want more time with you. When you give them more value in less time they will see the value of hosting a show. They had fun; they learned and had a terrific time. Your calendar will fill up and your sales will skyrocket.

Create A Cash Flow Show CD Set Has Systems For Presenting That Will Work In Any Home Party Business!

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What is the cash flow Funnel ?

I was at a seminar today that was boring as hell. Many of the attendees got up and left. Actually, I had expected it to be the best one of the entire day because the speaker was a professional that I had heard of previously. I didn’t walk out because I have learned in the past that you never know when you are going to hear something that will change your life. That did not happen to me today, although I did get the inspiration for this post.

Funnel is a Sales Concept

This professional speaker was talking about overcoming fears of networking and developing leads. She spoke to the audience as if we were in kindergarten and dwelt continuously on how to overcome your fear of starting conversations with strangers. One thing that she did bring up though is the funnel. She did not elaborate on it much, so I am sure that the concept went over the heads of most of the attendees. I have frequently thought that the funnel should be taught in our field more often. The funnel is a sales concept that in itself can be a key to success in any sales business. Direct sales and network marketing are no exception. When you understand the funnel concept, you will understand a system of creating cash flow.

Business as a funnel

Think of your business as a funnel. The more leads you put into your funnel the more business comes out the bottom. Massive efforts will lead to massive results. When you think of each lead as being a grain of salt or spices that you are pouring into the top of the funnel and as they come out the bottom they are business or cash flow. The more spices/leads you put into the big part of the funnel, the more that will trickle out the bottom. The concept is simple, yet not always easy.

A Funnel has a really wide part and a narrow part. Many sales people go for the close, or the show, or the opportunity first. That scares people off. Using the funnel, you draw your business deeper into the funnel gradually, so that they begin to create desire for your product or services. Your business funnel is very broad at the top where your lead has only a little or no commitment, risk or interest in your services. As the leads travel deeper into the funnel they become more committed to you and become hosts, sales reps, company leaders or higher value customers. When we go for the close, ask them to host a show before they understand your product line, or ask them to be a consultant before they are sold on your product, you are pushing them into the small whole at the bottom of the funnel in reverse. Understanding the funnel concept will go a long way to improve your results. Allow your leads to voluntarily climb into the funnel because you attract them to you, then drawing them in gradually, will produce incredible cash flow results. The more you put into the top, the more you will get out the bottom. The key to success in any sales business is massive quantity of leads in the funnel. When your funnel is full, you will never be scared that you do not have enough business!

Cash Flow Funnel

Take a minute now print out this Cash Flow Funnel. Now let’s diagram YOUR cash flow funnel.

The way you get people in the funnel is to offer them something they want. As they voluntarily jump into the funnel they will then go deeper into your services, one step at a time. Write in the top section what is your first contact and how you get them into the funnel. The wide part of the funnel is the point of first contact and the more you put in the top, the more you will get out the bottom. The top is the first step or point of contact. It could and should be many things. How you get people into your funnel will be unique to your business. It could be a opportunity to enter a prize drawing at a fair. It could be an attendee at a luncheon at which you are a speaker, or it could be someone you met at the mall who was interested in a catalog. An individual who asked to be put on your newsletter list would be another first contact to start to fill your funnel. The more that goes into the top of the funnel, will give you more out the bottom. How you get them into the funnel is unlimited and unique. Once in the funnel they begin to drop down to a deeper level. Take a minute to jot down several ways you will bring leads into your funnel.

What is the next ring?

The next step may be to buy a product or to attend a show. It could be just a small item. Then the next level a bit deeper in your funnel may be a larger product or the opportunity to host a show, followed by the business opportunity, then the opportunity to be a leader. As they drop through the various levels of the funnel, they will enjoy our services and or product and voluntarily move to the next level, purchasing more expensive products and becoming more interested in the higher end services and creating more cash flow for you.

Creating varying levels in your funnel will allow people to sift through and out the bottom. The more you put in the top the more you will get out out the bottom. Some of your grains of  spices/leads will skip some sections of the funnel. Others will get stuck and never drop to the next level, and others will fly through all levels at the speed of light, voluntarily. The key is to keep the funnel full, so that some spices/leads are always falling out the bottom.

There are three lessons in this article.

1. Don’t leave a crummy seminar before you hear the inspiration that will change your life.
2. Don’t go for the close before you have developed the leads and sifted thought them.
3. Fill your funnel because the more you put in the top, the more will come out the bottom.

The funnel will create desire and committed customers and sales representatives. Putting massive quantities of spices/leads into the funnel will lead to massive spices and leads coming into your business.

Cash Flow Generator – Network Marketing or Direct Sales

Your network marketing or direct sales business can be a Cash Flow generator when you put systems into place that Create Cash Flow constantly. Entrepreneurial gurus like Robert Kiyosaki and Robert Allen advocate having several streams of income into your house. In the 21st century, it is impossible to survive on one stream of income. The system of creating various passive streams of income is a system that protects you against financial misfortune. We have all heard of people who lost their life savings, retirement or nest egg in the stock market. Sometimes we hear about people who make money or lose money in real estate. Other people have invested into an internet marketing program only to realize that when you build a web site, that doesn’t mean the buyers will come. The best cash flow strategy or system is to utilize many different forms of revenue generating. It is the old system of ‘don’t put all your eggs in one basket.’ You may have a great job, and feel pretty secure. Today that is not enough. What are you doing with your income to create a cash flow generator for the future? What if you get laid off? The days of job security are over! Don’t get fooled or lulled into feeling financially safe, just because you have a great paycheck. Everyone should create several passive systems of income such as internet marketing or network marketing that, when they are mature, will continue to produce passive income into the future or a cash flow generator.

I recently had a conversation with a woman who is a product user for a network marketing company. She loves the product, yet is extremely disappointed because of the company’s continued e-mail and encouragement in regard to the network marketing aspect of the product. The company, of course, wants her to share it with her friends.
Why wouldn’t you share something you like with a friend? She is going to stop using the product because she wants no part of a “pyramid” scheme! This is a ridiculous conditioning that many people have against network marketing. Network marketing is a viable business model that is practiced all over the world, including corporate giants like Warren Buffet. If you have ever recommended a movie or a good book or a store, then you too have participated in network marketing. The only difference in the business model of network marketing is that the referrer gets a referral refund, commission or rebate for brining in new customers. Even in conventional businesses, someone makes money on the sale of the product. Overcoming this bias is getting easier and easier due to the continued growth of the industry. Taking the time to educate the prospective candidates for your business will pay off.

Additional Streams of Income

Network marketing and direct sales are the perfect solution to creating an additional stream of income while still maintaining your “job”. When you invest time and money now into creating a system of cash flow with a network marketing business it will generate cash flow long after the effort becomes easy. Many people get started in network marketing and do not stick with it, because they do not think that the effort gives them a big enough pay check. That is because they are programmed by society to work a certain amount of hours and get paid a wage for that time. The problem with that system of a job (working for someone else in exchange for money) is you always have to go to work to receive money. In other words you are always trading your time for money. People who are financially independent understand that their time is far more valuable than money. This is why they put time now into generating income for the future, even when they may not “get paid” today. The stock market and network marketing are very similar because you are “investing” in the future. In direct sales and network marketing, investing today for the future will create a cash cow or a cash generator. This is another one of the conditioning biases that as a leader you must overcome in your sales team. Take the time to focus on the long term benefits of creating cash flow based on today’s efforts to create a more stable financial future for your team.

As a dedicated employee for 30 years, I had to change my conditioning to become a successful entrepreneur. When coaching new consultants, I often say that you must work or put in effort to get paid. If you do not go to work you will not get paid. In network marketing your efforts are far more effective long term than they are at the moment. The efforts you put forth in network marketing will pay off at the soonest in 60-90 days and well into the future. The employee mentality is one that is difficult to overcome with new sales reps. I would suggest actually talking about this issue with new sales consultants, and explain to them the investment concept so that they are willing to wait for the results. The only way to fail in the network marketing business is to stop.

When you are coaching new sales reps or sharing some of your mentoring ,time will be well placed by educating them on the benefits and process. They need to understand the time element of creating a cash generator for the future.

The systems that I have used to create a network marketing cash generator are all laid out in great detail in the two home-study sets Create A Cash Flow Show and Power UP For Professional Results. This series of systems take effort to incorporate into your business but will result in a cash generator that is almost effortless down the road.

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Create Cash Flow After The Show

Finally, I am back with the last of the three-part article on how to Create Cash Flow After The Show. In the first two posts I went through how to start the train moving, so if you didn’t read those yet, go back now to the posts of May 30 & 31. Cash After Show is an acronym for Creating Cash Flow After the show. There is no cash flow after the show if there is now cash flow before the show. Once the cash flow starts, like a train, it is hard to stop. During the past week I had lunch with a friend who took the tele-seminar Cash Flow After The Show and she said that it is too much work for her, so she is not going to do it. Cash flow never happens without effort. The beauty of this and all of the systems that I teach is that when you put a system into place it takes less effort. Just like a train, the effort to get moving sometimes seems like work. Once you are rolling you are just along for the ride. The effort is well worth the cash flow. This system of Creating Cash Flow will work for you when you put the effort into setting it up.

Today we are focusing on the last part of our acronym, SHOW. Finally we are to the point of talking about the after the Show part of Cash After Show, because the SHOW in Cash After Show stands for the following:

S in SHOW is for Sales after the show and Show Tally

Your show tally is the accounting of the events which took place at the show. This is your explanation of show benefits for your host. You absolutely must go over the show benefits with your host the night of the show. You have put time, focus and energy into getting the sales rolling along so now is the time to capitalize on that train which is moving at high speed. Your host already circulated books, told all her friends and relatives about the show, just had fun at the show, so while she/he is into it, still excited and the wheels are rolling, go over the tally or benefit package so that the host stays motivated to continue to gather the orders to achieve higher sales. If you wait and call the host back the morning after, you will lose the momentum. Go over the benefit package the night of the show! On the tally you will want to go over the money. Do that first, because it is basically a negative. Give her the checks or explain how the final payment is going to work, etc and put it in writing for you and for her. Hopefully your show tally is in duplicate, so you can take one home with you and leave one with her as well. List the shows scheduled and the people that said they might be interested in hosting a show so that she may contact them and encourage them to do so, before you give them a follow-up call. Then the benefits will be listed as far as what the benefits are now, and then where they can go with more sales. Lay it out so that the host can see the benefit package three levels to four levels up from the current level. If your company has a form to use to go over the benefits, then use that. If there is not one available that comes with three to four levels incorporated into it then you might want to adapt the one I have included here.
Show Tally#1
The goal is to inspire the host to higher levels. Let’s say that the show is at $480. When going over the benefit package explain what she/he will get at that level and then say, “At the $500 level you will get …… we will not close the show until you get there, you can easily get one more order”. Then say “if I were you though, I would shoot for the $600 level with all those catalogs you have out, it will not be a problem for you to hit $600.” Then say: And at the $700 level you will get….. that is certainly within reach….. Do you have enough catalogs? When would you like to talk next week to wrap this up?”

When you act as if it is normal for to collect orders after the show and everyone does it, then it will be normal and everyone will do it. You planted all the seeds necessary to make this happen during your host coaching and during the show. You can even take the time to put together a list with the host of who they are going to get back with if you want and remember: do not be stingy with your books. At this point also, if you company pays you a commission on what the host buys at a discount or at half price, then be sure to encourage them to take advantage of the awesome discounts for future gift-giving needs. Pick a date to close that is about 4 days away, write it on the tally and write it in your calendar and give her a copy of the tally.

H in SHOW is for host.

Doing your show tally is host coaching for after the show. H is for this host finding future hosts because she/he will increase her/his benefits by doing so. Put the information on the tally and encourage them to encourage their friends who had an interest and did not date a show. Point out to the host the extra benefits available for all shows scheduled and encourage them to ask all the after show outside orders if they are interested in hosting a fun show. Use your show tally to generate future shows because future shows are Cash Flow After the show and leverage the momentum that you have with this host to find future hosts.

Opportunity is the O in SHOW

Your business opportunity is the best way to Create Cash Flow After the show. On your show tally, put down how much the host would have made had he/she been the sales professional. Ask the host, how did you enjoy being a consultant for the past 6 weeks? Compliment the host on her/his sales skills and ability to generate sales and interest in hosting. When you put on the show tally her/his commission, it will remind you to ask them again if they have ever thought of doing what you do? Memorize those words, “Have you ever thought about doing what I do? No… oh well, you were so terrific at putting this show together and gathering up orders, I thought you would be an awesome consultant…You should keep it in the back of your mind if you ever need an additional steam of income into your home.”

Wrap-It Up Is what the W in SHOW stands for

You can wrap it up in person for that personal touch or you can wrap it up on the phone for the convenience of all. Either way, do the same thing. Take the additional orders over the phone and then do what you did above at the show. (Generate more sales, ask about potential hosts and offer her/him the opportunity again.) After they give you the orders say “Wow you did terrific, you’re at $674 now, you are only $26 away for an additional $xyz for free, if you had another day is there anyone else who may want to order?” Then on the next day when the host comes back with another offer and is at $733 say “Wow you are only $67 away from the $800 level; would you like another day?” You could go on like this forever. Working the system like this, you will occasionally have a host go from say $555 to $1000, and that is because you got the train moving before the show and everything is already in place. The orders are easier to get after the show when the system is already set up for it. You can not stop a moving train! Another way to increase cash flow after the show is if you company pays you a commission on what the host buys at a discount or at half price, then be sure to encourage them to take advantage of the awesome discounts. Always ask, would you like anything else at you discount, Christmas, birthday gifts, etc. So ask the host if she any of her/his outside orders decided to host a show and get their phone numbers. Last and not least, compliment your host one more time on the terrific show she/he had, and the terrific sales consultant she/he was for the past month and ask if she/he would like you to teach her how to create an additional stream of income.

To summarize this three part article:

Cash After Show is our acronym.

The C in Cash is to Circulate Catalogs
The A in Cash is Attitude and Attendees
The S in Cash is Sales
The H in Cash is for Host Coaching
A is for Attitude and Ask
F is for Fun and Focus
T is for Tell
E is for Energy and Enthusiasm
R is for Remind, Remind, Remind
The S is for Sales after the show and Show Talley
The H in SHOW is for host.
The O is for Opportunity
The W in Wrap-It Up Is what the W in SHOW stands for

So, are you going to get that train moving and Create Cash Flow After the show? It is a system that works. When you put business systems into place your business will Create more Cash Flow with less effort! Create A Cash Flow Show home study set is a system of systems that Create Cash Flow in any home party business.

Professional Attitude Brings Professional Results

The new set Power UP For Professional Results Is getting RAVE reviews! When I completed the Power UP For Professional Results home study set, I was impressed with the volume of information included in the 8 CD set. Now that I have offered it at seminars and sales professionals are incorporating the information into their businesses, I am hearing great reports from the field.

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This is the second of the three part article, Create Cash Flow After The Show. Yes you can increase your sales after the show. Cash After Show is the acronym for 13 secrets to generating sales after the show. If you haven’t done so yet check out the article posted on May 30th to see what the first 4 secrets are in the Cash part of Cash After Show. Today’s post will focus on the AFTER part of the acronym Cash After Show. Remember that in order to have Cash Flow After The Show, you must have Cash Flow before the show! The reason is that you can not stop a moving train. So let’s keep working on that train so that it will keep rolling after the show.

The A is for Attitude and Ask

It always comes back to attitude, doesn’t it?! Your attitude about the orders before and after the show affects the outcome tremendously. When you position yourself (positively)with the attitude that it is normal for everyone to have orders before and after the show, then they will. When you position yourself (negatively) that it is hard or pushy, or asking too much of the host, then it will be. Your attitude will determine your hosts’ willingness to collect orders. So your attitude will determine the outcome. Position yourself as a sales professional that always has good shows for the host, and you always will. The other part of A is for Ask for what you want. That means be specific. You may have noticed that I said have 8 orders when I arrive…. I did not say our goal is to have some orders, or that all good hosts collect orders, or that extra orders will give you more free products. I said “Our goal is to have 8 orders before I arrive.” I set a specific bar. Another example is to say “When we have 16-21 guests in attendance, I can guarantee a $1000 show” or whatever it is you are saying. The specific numbers here are not the point. Pick out numbers that work for your business, and remember to go high and be specific. These examples are just that. The things that you ask for specifically are unique to your business. It may be that you ask them to have 2 friends lined up in advance to host a show, or what ever you specifically want. Your Attitude about the ability to reach those specifics and the bar that you set when you ask for what you want will create specific results. Vague statements will result in vague returns.

The F is for Fun and Focus

When your attitude is positioned professionally and you are asking for what you want, the next step is fun and focus. Always have fun, as a part of your attitude. Without the sales rep having fun, then the host won’t have fun either. Be silly in your messages, make fun of yourself, tell the host how much fun it is being a consultant.  Have fun! If you are not having fun, then your host will think it is too much work to collect orders or even to have a show. Stay focused on your specifics that you asked for. In Host Coaching 101 on the study set Create A Cash Flow Show, we talked for more than an hour on host coaching, so I am not going to go into that now. Your focus on your specifics must be carried through continuously in every area of contact you have with the host. Every time you talk to the host, email him/her, leave a message, send a note or card, or web announcement, be sure you focus in a fun way on your specific things you asked for. Every single time you contact the host be focused on your specifics and have fun doing it.

The T is for Tell

Tell your host how it works. We think that she knows how it works and that is because we are conditioned to it. If the host is not comfortable collecting orders, then she won’t do it. Tell her about how the order forms work, the tax, and the payment plan. Tell her how to take credit cards or who to make the checks out to. Tell her what is on special and tell her word choices on how to generate interest in products. Tell her when we plan to close the show. I usually say “In order for our guest to get their orders quickly, our goal is to submit the show within one week of our show date. It is easier when you collect the money as you go along, instead of having to go back later and collect it”. This does a few things. First it implies subliminally that we will have time to collect extra orders after the show and it also establishes the fact that we will not be keeping it open for a month, while at the same time encouraging her/him to get the money when the order is placed. Tell your host how it works so that she/he is comfortable with the process. When I say TELL. I really mean discuss, explain have a conversation and interact, but tell her the facts. Don’t be wishy-washy!

E is for Energy and Enthusiasm

Did you notice how we never get away from the Attitude part! Your energy and enthusiasm is what makes or breaks your business. I am talking about physical and emotional energy. When you are excited and are able to translate that through the phone, letter, card, internet and into the host, then she too will have the energy and enthusiasm to get this locomotive rolling so that we can not stop it after the show is held. Stand up and wave your arms when talking on the phone. Talk in a higher pitch voice. Hand-write notes, even on preprinted cards. Be perky. You may be saying that I am nuts at this point, and I am here to tell you that the only time you will come through as being energetic and enthusiastic is when you overact to the point that you think it is ridiculous. Energy and enthusiasm does not go through the media well. You must overact so that your host catches your energy and enthusiasm so that she in turn can transfer that to the guests.

Remind, Remind, Remind

The R in AFTER if for remind, remind, remind. Always remind your host continuously of what your/her goals are. Every single time you talk, leave a message, or communicate in any way of form, remind her of the specifics that you are asking for and of the fun and excitement we are all having! Remind, remind, remind!

So that is the After in the Cash After Show acronym for generating sales after the show. I know you are thinking that we haven’t even talked about the after the show yet. Well, that is tomorrow. The first part of Cash Flow After The Show is having cash flow before the show, and creating a train that won’t stop. When you have done all 9 of the secrets we have already talked about, this train is really rolling and it won’t stop when the show is held. Once those orders start coming in, they keep coming. My experience is that any host that has 8 orders before the show can usually come up with close to that after the show as well.

So, check back tomorrow for the last 4 secrets to developing Cash Flow After The Show.