Posts Tagged ‘business success’

How to Get Work From Architects Using the Website


By Paul Sanneman- Dream Business Coaching Founder-

The website® has made marketing for the general contractor and subcontractor much easier than it used to be.  I have developed a specific technique for general contractors, and subcontractors, it works very well. In fact, I have used this exact same technique to get as many new clients as I want for my personal consulting business.

Step one: You go to the website and identify those people you would consider as prospects. For a general contractor, you would go to architects. This means you select the category architects, and then choose an area geographically that you’re interested in. For example, select architects within 10 miles of San Francisco. You then look at each architect’s listing and decide the one(s) you would like to work with. Once you have chosen an architect you want to work with, copy the top of their listing, which gives the basics about the company; the name of the owner, their address, and phone number. You then copy and paste this information to a word document and then print it out. This gives you a very basic paper copy of a lead sheet to work with.

Step two: Then you place the all important phone call. The most difficult part about getting in touch with contractors or architects is to actually, physically, get them on the phone. Here is an example of a message you leave to get them to call you back.  Hi, I found you on, I’m interested in what you do, please give me a call back, my name is Paul and my phone # is 123-4567.  DO NOT LEAVE ANY MORE INFORMATION THAN THIS. Use your personal cell phone, so when they call back it will not have your business name on the answering machine.

A lot of the people you call will call you back because, they went through a lot of effort to be listed in, and they also think you are a potential job. The next 10 seconds are crucial. You have to be honest, tell the truth, and get them to be excited they called you back. Your phone script should go something like this. I found you on, I am a general contractor, I’ve been in business for 20 years in the bay area, and I’ve worked with several architects like…. Make a list of people they know, and will be impressed with. State how long you have been in business, and continue to drop the names of references that they know. This should establish instant credibility for you, and will make them want to continue the conversation.

The entire mission of this conversation is to get an appointment. If they ask for more information, you will want to use any information you give as a reason to see them in person. For example, if they say, can you tell me a little bit about more your company? You close again and say, it is much easier to explain in person, that’s why I would like to set an appointment.  Turn any excuse or objection into a reason to meet.   Again the whole mission of this phone call is to get an appointment. This is assuming that you can meet them in person. If you’re trying to get a phone client, or you’re selling on the phone, this is where you give your sales presentation. If they say, I will not talk to you until you send me more information.  Then you send them an email, and then you set up an appointment over the phone to follow up that email.

Don’t forget to keep closing. You may have to close them three or four times. Remember in closing you repeat any objection(s), so they know you heard them, and then you close again for the appointment. The entire purpose of this process is to get an appointment with qualified prospects. I have found that when people hear you found them on they’re not offended when you call them. They went to time and effort to be listed on  It’s like you’re part of the same club, in most cases, they will really like to talk to you. I have one client the told me the best thing that ever happened on, was that I found them. I hope you get the same luck with that I’ve had.  It’s a great tool, it works nationwide, and it’s going to get nothing but better.

Step Three: After calling many, many® prospects you will be left with three categories of responses. They can be receptive, and pick a time and place for an appointment.  They can be disinterested, not call you back and blow off all other attempts to contact them.  They can be unsure, and do not set an appointment, but do give an indication of interest, just not right now.   Now that you have the responses, it’s time to organize the information.   For each category of response you have, place the paper copy lead sheet with the business info in that category.  This is so you do not call the same uninterested lead twice, wasting your time and theirs’.  Also, you do not want to unknowingly call an interested lead twice, give them your same pitch, and look disingenuous.   The maybe responses go in their call back category.  Remember, a little organization will save a lot of time.

Define Business Success

by Jim Noh-Kuhn, Dream Business Coach

How do you know if your business is a success?

Without thinking about it, most people think they know what business success is. Coming up with a definitive answer is one of the most important things that you can do for your business.

Well-meaning managers often define it in financial terms. While those are certainly important, the financial numbers are just that – numbers. They do not tell the story of how it feels inside, whether there is fulfillment, or an emptiness that even strong financial numbers can not fill.

In my experience, business success will always be tied to core values. If they are being expressed, then there will be a feeling of success.  The more conscious one is of the values, the stronger the feeling of fulfillment. It’s important to identify a definition of what each value means. Two people can have the same value of “family” but it may mean something completely different to each of them. These kinds of details are integral to defining what success is for your business (as well as for your life!).

Finally, the way I advocate to find out what your values are is not to brainstorm with a white board and a few of your top managers. Instead, it’s to look at what is most important, for example, why you started the business in the first place; or look at your conflicts, because your values are showing up there.  Often times, it’s far easier to identify your values using support. That may come in the form of a coach, or someone else who you have hired; it can also come from a colleague, friend, or family member.

Once your values are revealed, you can articulate exactly what success is. Specifically, when what you are doing is a manifestation of a value, you will feel successful. Therefore, define business success in the terms of your values. Then, look to see how they feel, and if you feel more successful.

Ten Factors for Job Satisfaction

by Joyce Lillis, Dream Business Coach

If you are a boss or manager, the following list can help you create a work environment and company in which employees remain loyal, want to stay, and do their best work.

If you are an employee, this list can help you identify what is working or not working in your current work situation. It could help you give constructive feedback to your boss or manager if you feel comfortable doing so. Or it might help you identify and find a more ideal position in the future.

1. Work is personally satisfying

2. Contributions to the team are appreciated

3. Company has high ethical standards

4. Colleagues do job with integrity and professionalism

5. Company research mission is logical and practical

6. Employees are included in decision-making that affects them

7. Improvements in capabilities/performance are recognized

8. Company offers adequate healthcare benefits

9. Company is concerned about maintaining morale

10. Company fosters spirit of teamwork

As you may know, knowing what you want to create is critical to getting what you want. Use this list to create a successful work environment for your company .

Rate your company on a scale of 1-10 for each factor. Where is your company succeeding and where can it improve?

Thriving in a Down Economy

by Coach Elena Pezzini

The economy is an extension of yourself. For example, if you have a negative view of what’s happening, work, money, politics, then your economy is negative. If you enjoy what you are doing, who you are and believe your economy is good, then your economy is enjoyable and good. If you are happy, your economy is happy also because it reflects and extends you.

Can you relate? How’s that true for you? Think about it now.

Everyone talks about the economy nowadays.

What’s the economy? The dictionary definition of economy is….(drum rolls please):


Therefore, you are managing your economy or is your economy managing you? Are you in charge of your economy or are you letting someone or something else be in charge? I am encouraging you to take charge of your life.

How do you start? It’s simple. It all starts …from inside of you! It all starts from your mind or thoughts that lead to your feelings and actions.

What’s the 1st Synonym of economy, according to the dictionary?


What’s a recession?

What’s scarcity? Scarcity is a state of mind. Repeat it now. Why? Because physics has demonstrated that the Universe is infinite, abundant…so how can it be scarce? We made it scarce with our thoughts, feelings and actions! But it doesn’t have to be that way; we can change it! It has been done many times before, so why can’t you?

This is why I think a economical recession once in a while is excellent. It is excellent because it makes us and you practice abstinence, so we don’t over do it, such as continue to over spend, over eat, over this, over that, etc.

Recession means downsizing, getting rid of what useless, so that we can create new space to fill it with something more meaningful, more important. It means reducing, such as reducing debt owed.

Antonyms of recession are:

Spending, liberality, increase, so the recession is the perfect time to spend more quality time doing what you love, free/liberate yourself from what/who doesn’t serve, and increase your offering of what you have to offer, what you know and do best. Do you see how the recession is great???

Can you already think of some ways of how the recession is good for you?

Your income is directly proportional to the value you bring to the market place!

Your income is the average income of the 5-10 people you hang with the most!

SO this recession time is your time to increase your value to others and/or other things, so that you can increase your income!

Recession means something got receded, contracted. So how to defeat a recession? Expand! Don’t stay closed but open up!

Look at your own Financial GDP history, from when you were born until now. Change every pattern you don’t like. This is your time, this is your opportunity!

Recession is a normal part of life. A recession always passes.
It may take a long time. Research different point of views, think critically and creatively, adopt for a moment a new perspective and see how your life changes immediately.

Take a trip abroad and notice how Europeans, like me, for example, have a culture of saving, of not utilizing credit cards. I didn’t even know what a credit card was until I moved here to the States, at age 20. European institutions still rarely issue credit cards.

Where can recession escalate to?


What’s a depression?

Again, the def. of depression is: a mental state. This applies to economical depression as well. People perceive, anticipate fear, which exists only in their mind, and start acting economically depressed and everyone and everything gets affected because we all are part of another one or another thing. It’s a fact: it’s quantum physics!

A depression, according to the dictionary, is a period during which business, employment, and stock-market values decline severely or remain at a very low level of activity. SO what shall we do instead? HEIGHTEN ACTIVITY

It–meaning our recession– doesn’t have to infect you, unless you let it. Everything has no meaning except the meaning you give it to; nothing has value except the value you give it to. Nothing is recessed, depressed unless you make it that way.

So, pretend for a moment, now it’s an upturn, it is a bull market and start attracting whomever and whatever you like.

You are not responsible for everyone else, and everything else and the whole entire world, but just yourself.

If you haven’t yet, start saving and learn the power of compounding, the only way to become and stay wealthy, by investing with compound interest.

Stop reading now and decide which 1 action you are going to take in a moment!   What is it?

When will you start doing it?

Money/wealth is psychology based, like anything else that is created by humans and their minds, in this world. You are in control of your mind and you can change it at any time you say so!

by Coach Elena Pezzini

The 7 Building Blocks of a Healthy Business

by Janice Drescher, Dream Business Coach

Life Vision

Establishes the owner’s connection to himself and what’s important to him/her

Business Vision

Creates a clear picture of where the business is headed and what it’s all about

Organizational Structure

Defines the functions of the business.  It is the framework needed to fulfill the business vision.

Position Descriptions

Clarify roles, responsibilities and hiring needs.  A tool that helps establish accountability.

Systems Development

Documents best ways of operating day-to-day for consistency and a high operating standard

Management System

Establishes accountability, respect and trust in an environment of shared expectations and predictable results

When you look at your business through this rubric of 7 Building Blocks it makes it easier to see what you have in place now and what you need to add. Focus on these one at a time and you’ll experience your business getting easier to manage. Contact Paul at Dream Business Coaching at 1-415-599-9006.

How to Know if Your Business is Healthy

by Janice Drescher, Dream Business Coach

A healthy business is one that gives the owner(s) the value they want from it while providing a needed product or service, a good work environment and the desired quality of life and freedom.

Can your business operate well without you being there to hold it together?

Are you driving the business where you want it to go instead of being driven by the business?

Is the business separate from you? Does it have an identity of its own, apart from you?

A healthy business can reflect your values and high standards, but does not have to depend on you.

A healthy business needs a strong foundation. To get the value you want from your business, you have to know what you want from it in the first place. Then you have to do what it takes to make that happen in a way that sets you apart from your competition.

It starts with the basic building blocks. When all the necessary building blocks are in place, they become the strong foundation for a business that is poised for healthy day-to-day operation and growth. Without them, things often just don’t work as well as they could. And if they do go well, it seems that the people dedicated to making it happen pay a high price in the form of frustration, disappointment or overwhelm.

The building blocks establish ways to treat people well and honor their efforts while getting the good results everyone is there to get. That’s a win/win! Too much life is spent in the workplace to accept anything less!

Intrigued? Want to know how to create a business that can stand on it’s own apart from you? The next blog entry lists what those building blocks are!

Creating These 7 Key Areas in Your Business Helps You Build Long Term Success

by Janice Drescher, Dream Business Coach

Putting systems in place in all the key areas of your business builds a solid foundation, helping to ensure the predictable results and long-term value that business owners want, deserve and at times, find elusive.

There are 7 key areas:

  1. Marketing and Sales – To set your business apart from the competition and achieve the sales goals for the profitability you want
  2. Internal Operations – To ensure you deliver consistently on your marketing promise by having the systems in place that ensure predictable results
  3. Recruitment – To ensure you find the right person for the job
  4. Financial Systems – To ensure you know where you stand
  5. Organizational Structure – To clarify roles and responsibilities as well as lines of authority, eliminating confusion and duplication of effort
  6. People Management – To develop an environment of trust, respect, accountability and shared expectations
  7. Leadership – To establish leadership in your company that lights the way, energizes, takes action and delivers

Analyze your business according to these  7 key areas and decide if more systems are needed and in which areas. Coaching can help you with your assessment and suggest practical solutions for systems you might need to develop for your business.

It’s having these 7 systems in place that allows your business to operate independently of you, or any one person, and ensures business success and longevity.

Which systems do you have now and which do you need to develop next?