ON THE COUCH: Shocking Confessions of a Self-Made Millionaire: Baby, If You Ain’t Got Back End, You Ain’t Gonna Succeed

ON THE COUCH: Shocking Confessions of a Self-Made Millionaire: Baby, If You Ain’t Got Back End, You Ain’t Gonna Succeed

Here’s the unvarnished, uncensored truth about success. Even if you’re a rock star sales person who knows how to sell, if you don’t put at least as much effort into taking the deal and your client relationship successfully through the back end post-closing process, you will not ultimately achieve the success that you initially thought you had “in the bank”. And, any gain realized at closing, could be lost, or even worse, cost you more than you initially banked.

I don’t want you to think this post only relates to business, because it relates virtually to every aspect of your life. The success of your life (personal, financial, physical, emotional and spiritual) is contingent upon an on-going commitment to actively engage in efforts to do what you need to do to keep all your affairs operating in good working order.

Too many times, I’ve either witnessed or been a part of a deal gone bad because someone who sold something dropped the ball on delivering the goods, services or warranties that were promised.

Baby, if you ain’t got back end, you’re gonna regret it down the road. It just ain’t worth the risk. Take the time to take care of the deal, transaction, contract, relationship, or account. If you do, instead of regrets, you’ll achieve maximum sustainable success…and be a whole lot happier, healthier and wealthier in the long run.

You don’t close a sale; you open a relationship if you want to build a long-term, successful enterprise. ~ Patricia Fripp

Here Are the Top Six Things You Must Do to Achieve the Optimal Back End Strategy for Long-Term Success:

1. Live the Reality the Sales Cycle Does Not Stop at Closing the Sale. See it as phase 2 of building a successful long-term relationship and nurture it.

2. Maintain A Balanced Achievement of Pursuing New Sales and Servicing Existing Customers. Repeat business is the biggest payout you can achieve. If you’re only focusing on new sales and new leads, you’ll shortchange your success.

3. Realize Achieving a Successful Deal Is Found in the Details. Fearlessly pay attention to the details of the deal. Many people fear losing a deal if they assert their boundaries on deal points and contract terms.

4. Be Honest with Yourself and Others. Don’t offer something that you realistically can’t manage to maintain over the term.

5. Value and Prioritize Your Relationships Over Money. When you care more about people than money, you will begin to see both your wealth and well-being skyrocket.

6. Habitually Go the Extra Mile. Exceed in delivering more service and value than necessary or expected.

At the end of the day, your relationships are what makes you or breaks you. Whether it’s your relationship with yourself, others or God; as you consistently and continuously serve, appreciate and value them, they will, in turn, serve you by adding long- term value to your wealth and well-being.  If you got back end, they’ll in turn, cover yours.

In Closing My Shocking Confession: I had just signed a long- term lease agreement with a great company to provide their product to my enterprise.  The terms of the deal allowed them hefty earn outs and commissions during the life of the contract which would far exceed the purchase price. Both the provider and I were very excited about our new relationship and we sailed through the closing. They banked the purchase price. And, within 60days, all the problems began.  A whole host of issues arose from not having the support staff as promised, to constantly charging for non-contract driven items. After months of friendly attempts to get them back on track, they finally come forward in stating they didn’t have what they had promised and didn’t have the resources to deliver on the contract. However, they expected me to honor the terms of the contract by solving and financing their problems for them! Their belief that they “had me over the barrel” for all the time, effort and expense I’d invested, emboldened them to attempt to extort more from me.  They didn’t believe I would walk away. I’m sure you can guess what I did? I cut my losses and got out. And, legally recouped cash.

 

ON THE COUCH: Shocking Confessions of a Self-Made Millionaire: DO YOU HAVE THE INTENT TO SUCCEED?

ON THE COUCH: Shocking Confessions of a Self-Made Millionaire: DO YOU HAVE THE INTENT TO SUCCEED?

Success is achieved by those who not only have an intent to succeed, but live intentionally every day to make it a reality. Yeah, yeah, we’ve all been over-dosed on the “just visualize it and it will happen” new age philosophy of manifestation. But, I’m here to shout it out to the rooftops that if you stop at visualization, you will not succeed. Merely sitting in an armchair visualizing your dream as a reality devoid of taking action, just won’t get you where you want to be. You must get up out of that armchair, hold that positive vision in your mind’s eye, head out your front door and live out each day by taking intentional action on everything that you can possibly do to realize your vision.

Wikipedia defines intention as: A mental state that represents a commitment to carrying out an action or actions in the future. Intention involves mental activities such as planning and forethought. My point here, being that, if there is no follow through on your mental commitment to take action, then the chain to success becomes broken.

“There are only two days in the year that nothing can be done. One is called Yesterday and the other is called Tomorrow. Today is the right day to Love, Believe, Do and mostly Live”
Dalai Lama

Living intentionally is how you become a master at crafting and attaining the life you desire. If you aren’t intentionally living your life, you are letting life live you, and that won’t get what you want. It’s the difference between being the victor of circumstances or the victim of circumstances. What will you choose?

 Here Are the Top 6 Ways to Live Each Day with the Intention to Succeed:

  1. Take Control: Run your day, don’t let the day or others run you. Someone else’s emergency, is not your emergency. Most “emergencies” are not emergencies. Keep calm, use rational judgement in deciding if, and when you need to become involved.
  1. Take Personal Responsibility: Don’t allow yourself to fall into old bad habits. Self-correct immediately if you find yourself slipping. Do not rationalize a slip with deluding yourself by believing: “It’s just one day, nothing bad will happen”.
  1. Don’t Wing it: Have a plan for your day and prepare for that interview, speech, presentation or meeting.
  1. Seize Each Day: Act as if today is the last day you’ll ever have the opportunity to succeed. Don’t take any day for granted. Each day is a precious gift waiting to be received.
  1. Be Fearless: Be bold. Be different. Lead and don’t follow. Live out loud the truth of who you are.
  1. Use Self-Restraint: Avoid engaging in distractions and in taking action on non-essentials, which are those things that do not directly relate to the accomplishment of your daily prioritized action plan.

Life can change in a blink of an eye. I have a saying: “count to one, and your life has changed forever”.  Live each day intentionally as if it’s your last day to take action on having the life you aspire to have tomorrow. In so doing, whatever may come tomorrow, you will have developed the habits and character traits of a champion and will succeed no matter what is or isn’t happening in life and the world around you.

In Closing My Shocking Confession: One day I’m prepped and ready to run both the LA and Boston Marathons. Then, BAM, the very next day, I was diagnosed with life-threatening cancer. The doctors told me I could not run Boston because being on a plane too far away from a hospital could jeopardize my life. I thought about what they told me. Then, I went on to run both marathons. I was strong, I had prepared, I KNEW within me that I would be ok and was determined not to succumb to fear or doing something that was going to rob me of attaining the goal that I had worked so hard to achieve. The “standard” protocol wasn’t going to become my standard. I intentionally lived each marathon day, and every day thereafter, fearlessly living my truth, pursuing my goals and honoring my belief that you don’t need to follow the “norm” to succeed. I have my finishers medals and I’m alive, well and happy.