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  • MICHAEL ZIPURSKY
  • Coach to Elite Consultants
  • CEO of ConsultingSuccess.com

The “MOST” Powerful Success Principle “Ever”

Success-Principle-Powerful

I stretched both my legs out. Took a deep breath and ran past the houses before reaching the main road.

The street was empty. I could hear a whirring sound in the distance, probably from the highway in the distance. But the birds were chirping all around me.

All the recommendations, best practices, books, and podcasts preaching the BEST way to do something often don’t tell you the MOST important part – just because they have found one way is best for them, doesn’t mean it’s best for you.

As I reached the intersection I saw a few kids in uniforms heading to an early morning sports practice.

It was a few minutes before 6am. I kept running and soon reached the river.

I took a quick right turn to get off the road. Running on the dirt path felt so much better than on concrete.

To my left the river. To my right Japanese rice fields and fruit trees.

I couldn’t help but think how easy it would have been to stay in bed “just a few minutes longer.”

I’m sure you’ve had that feeling, right?
japanrunning

Could They All Be Wrong?

But sleeping in a bit isn’t good for you, they say. At least that’s what all the ‘best-practice’ articles are saying…that the only way to succeed is to get up early.

Or to write in a journal in the morning. Or to ________ (you fill in the blank).

Are they wrong? No.

Could all those articles and books possibly be giving us the wrong information? Yes and no.

Here’s the reality. There is no right or wrong.

If you want to stay in a bed a bit longer, go ahead.

We can toss around blame and play the game. But when we are honest with ourselves there is only one person that can take responsibility for our happiness and success – and that my friend, is ourselves.

If you want to get up at the crack of dawn to get more done, power to you.

All the recommendations, best practices, books, and podcasts preaching the BEST way to do something often don’t tell you the MOST important part – just because they have found one way is best for them, doesn’t mean it’s best for you. Continue Reading

Determined to Grow Your Consulting Business?

>> New Program: Learn how to consistently attract your ideal clients and grow your consulting business < <

The driving force

How determined are you to succeed?

I remember when I was young and I wanted to save up money to travel overseas, I would take on almost any job that I could.

Grow-Your-Consulting-Business

My number one priority at that time was making money and saving money so that I could go overseas and travel. I would open up a phone book (you remember what those are, right? Most people use them as monitor stands, now) and I would just start going through different sections.

I had just picked up the phone and started dialing for dollars. I wasn’t going to let anything stop me from getting a job. I wasn’t going to stop calling until I got a job.

This one specific time, I went through landscaping. I just started calling companies and said, “Do you have a job? Can I work for you?”

Just imagine that.

There I was just making phone calls – but it’s interesting to note that I actually landed a job that way! There was a company, it was called English Lawns, and I called them up. I believe the owner’s name at that time was Nick. He had a strong English accent.

We had a quick chat and he said, “Yeah, if you can be available in two days, then I can hire you.” I said, “Actually, I’m not available in two days. I have some family thing going on, but I can start right after that.”

And I got that job.

Because I was determined.

I had just picked up the phone and started dialing for dollars. I wasn’t going to let anything stop me from getting a job. I wasn’t going to stop calling until I got a job.

It starts with a goal

My question to you is, “How determined are you?”

Imagine if I had let fear get in the way…if I would have said, “You know what? I’m uncomfortable making these calls.” And I was! Picking up the phone and calling people isn’t something that I just do for pleasure.

It wasn’t at that time and it still isn’t now, but I had a goal and it was a priority for me. I was determined to achieve it.  So what did I do? I took action on it and I wasn’t going to give up until I got the result and the response that I wanted. Continue Reading

When Consultants Should Hire Contractors or Outsource?

>> New Program: Learn how to consistently attract your ideal clients and grow your consulting business < <

A consultant in my coaching program recently asked me, “When should I hire contractors?”

Change your mindset

I remember when I first started one of my consulting businesses, this was a question that I was struggling with. At that point I was making about $6,000 to $8,000 a month and I wasn’t quite sure.

If you spent a little bit more money to hire someone who was really good at it, that would free you up significantly to spend more time on the higher valued areas of your business like working with your paying clients.

I was putting off the idea of hiring contractors because I kept saying to myself, “Well, I can do this better than they can and I can do it faster than they can. And if I need to spend money to hire them it’s going to cost me. That’s an expense. That’s going to take money out of my pocket.”

outsourcing-for-consultants

I continued to put it off, and as my income climbed I started to become a little more comfortable with the idea. It wasn’t until I really recognized that I needed to shift my mind set.

Because every hour that you spend on lower-value tasks – things like administration whether it’s bookkeeping or filing or going to the post office, doing reporting, playing with PowerPoint or KeyNote presentations…these are things that are actually taking you away from spending more time on higher-value tasks.

What’s it worth to you?

If you look at what you are receiving in compensation from working with your clients and we adjust it to an hourly level (you likely know by now if you’ve been following my videos or ConsultingSuccess.com that I’m not a fan of hourly fees or any period of time), you get a sense that your time is worth significantly more than what it would cost you to outsource and bring in a contractor to work on certain areas of your business.

The best way for me to demonstrate is to think about it this way: if your current hourly fee is $200/hour and you’re spending five hours each and every week doing the lower valued tasks – things that you can get someone else to do for $20 or $30 an hour, what that means is you’re losing $170 for those five hours each week (the difference between what you could be making if you were working with a client compared to what you’re paying someone to do it). Continue Reading

The Truth to Achieving “Instant” Results in Your Consulting Business

>> New Program: Learn how to consistently attract your ideal clients and grow your consulting business < <

Instant results don’t exist

I know there are a lot of people out there who claim that it’s easy to achieve instant results.

What I want to share with you is, that it’s really just a fallacy. There is no such thing as instant results.

instant-consulting-business-results

Yes, there are exceptions. Yes, there are possibilities for you and others to achieve what may seem like instant results. Yet, if you look at most of the great entrepreneurs and most of the great successful consultants out there (and, really, anyone in business) that has achieved success, it’s almost never overnight.

They’ve taken action. They’ve committed to moving forward. They’re not satisfied just standing still and observing. They’re not satisfied just collecting information.

It’s almost never instant.

Many steps on the path to success

What has happened is that they’ve taken the right steps over time.

They’ve found someone that can help them to get to where they want to go and they’ve learned to perfect the system that they’ve worked on day in and day out, that they’ve taken consistent action on. That has led up to that tipping point and that’s where they starting seeing success.

But it doesn’t happen overnight. It’s not instant gratification, instant success and instant results that so many people online these days like to talk about.

They try and make you think that, if you just sign up for this or take action on that, that tomorrow your world will be different! As if somehow you’ll go to sleep and wake up and you will now be rich. You know what? That’s ridiculous.

Not only is that insulting to you and to the marketplace, but it just isn’t true.

Exceptions are never the rule

What I want to share with you is the idea that you can see great results.

I look at many consultants who have gone through my coaching programs who have seen amazing results. Some in weeks, literally in a week, two weeks. Others have achieved $100,000 in new client business within seven weeks. I’ve had consultants generate millions of dollars in a matter of weeks by going through the coaching program and learning a process, but that is not the rule.

Those are amazing results. But not everyone will achieve results so quickly. Continue Reading

How Consultants Get More Clients and Increase Fees

I’m proud of the results the consultants in my Accelerator Coaching Program have been achieving. Here are just a few of the recent successes…



>> Would you like me to personally help you to grow your consulting business? Get in touch now


Ready to take action? Want to learn how you can consistently attract your ideal clients, increase your fees and grow your consulting business?

Let’s make it happen. Schedule a free marketing session so we can learn more about you and your business and see if you’re a good fit for the Accelerator Coaching Program.

Schedule Your Free Marketing Session Now

To your success,
Michael Zipursky

How to Develop Your 3 Month Marketing Calendar: For Consultants

>> New Program: Learn how to consistently attract your ideal clients and grow your consulting business < <

90 days to success

I want to talk to you about a simple three-month marketing calendar that you can create that will have a profound impact on your business.

3-month-marketing-calendar-consultants

You see, when most people think about marketing calendars they think about these big, elaborate plans and what happens with those plans? Well, they spend a lot of time building them. They spend a lot of time preparing them. They spend a lot of time thinking through them but then what happens is they spend very little time actually implementing them.

In your case think about what your goals are for the next three months. Ask yourself what are the steps you need to take to get there as quickly as possible and then put a plan together.

There’s no point having a three-year marketing plan if you don’t know even what you’re going to be doing for the next three months, three weeks or even three days.

Right? You can’t get to three years if you don’t have clarity on the short term.

Start small, Think big

What I observe with my clients is that the value of having a three-month marketing calendar is incredible.

What you want to do is you want to think about what steps do you need to take over the next three months to reach your goals.

Start by thinking about your goals. Start by thinking about that end game or what you want to achieve during that period of time and even beyond that because your three month marketing calendar might get you part of the way to achieving the results that you want for your 12 month goals. Continue Reading

2 Common Consulting Proposal Mistakes And How to Fix Them

>> New Program: Learn how to consistently attract your ideal clients and grow your consulting business < <

Today I’m going to share with you two common mistakes that consultants make when it comes to consulting proposals, and what you can do to avoid them.

Mistake #1: You’re going about it all wrong!

The first mistake that many consultants make is misunderstanding the role that proposals play.

Make sure that there’s nothing really left for the buyer to consider, so that when they get the proposal, their job is just one thing: to say “yes,” or “no,” or “what can we do here?”

When I first started in the consulting business many years ago, I thought that a proposal was like marketing material – something that I needed to really demonstrate and sell.

Consulting-Proposal-Mistakes

I thought that I needed to do a lot of selling, promotion and convincing in the proposal, and so, I would send off these pages-long proposals, with all the information about my background, what we’ve achieved.

Clients never read through them, because that’s not the role of a proposal.

So what does a proposal do?

If you’re introducing new information in your proposal, then what you’re really doing is opening up the opportunity for a buyer to be surprised – to either really misunderstand what you’re trying to say, or to have a lot of questions that they’re not going to have the opportunity to have answered (or that you’re not going to have the opportunity to answer) right then and there.

The role of a proposal is simply to take what you and the buyer have already discussed through your conversation with them, and then to put it onto paper, in summary form that clarifies and confirms that you’re both on the same page.

The right way

There’s a very straightforward process in terms of how to structure your proposal. (We have this listed both in our consulting proposal guide, as well as in different articles throughout the site, but really what I want to focus on in this video here, is the importance of not trying to sell in the proposal, not trying to introduce new information.)

The proposal should only be sent to a client after they have given their acceptance. This means, when they have said, “Yes, I’m interested in working with you.” Continue Reading

How to Achieve Consistent Growth In Your Consulting Business

>> Want to learn how to consistently attract your ideal clients and grow your consulting business? Find out how… < <

The market doesn’t wait for you

I see too many consultants and business owners who think that if they just continue to do things the way they’ve always done them, that they’ll continue to see the level of success or results that they have in the past.

There is no standstill. You never stay at the same point that you are right now.

I can tell you from experience (having built successful consulting businesses for over 16 years) that that’s not the case.

How-Achieve-Consistent-Growth-Your-Consulting-Business

Don’t hang your hat on hope

The most successful consultants, the most successful professionals are always working on taking their game to the next level. Because the moment that you stand still, the moment that you stop learning, that you stop investing in yourself and that you stop taking action is the moment that you go down.

Staying where you are, doing the same things, hoping that things will just continue the way that they’ve always been is called one thing: hope.

But hope is not predictable. Nor does it give you control.

Momentum = success

The moment that you stop investing in yourself, the moment that you stop learning, the moment that you stop wanting and planning to reach that next level, is the exact same moment that your competitors and the competition in the marketplace around you, decide to invest in themselves. Continue Reading

Package and Position Your Consulting Services to Earn Higher Fees

I want to share with you how you can package and position your services to increase your fees and earn more with every project you take on.

Just throwing it out there

I was recently speaking with several international tax consultants to look at getting some help in certain areas of our business. One thing that I saw consistently across the board – that I’ve seen with so many consultants – is that they just put out their hourly rate.

Package-Position-Your-Consulting-Services-Earn-Higher-Fees

I had one international tax accountant tell me, “I charge $450. If you want to come in to talk about your issues, then we can do that. I lower my initial rate, my hourly rate for that first consultation but my fee is $450 an hour.”

What I mean by that is, that if you just stick to an hourly rate, you’re leaving a lot of money on the table.

Now, to some people, $450 an hour might sound like a premium.

However, it’s actually not.

The trouble with numbers

What I mean by that is, that if you just stick to an hourly rate, you’re leaving a lot of money on the table.

>> Want me to personally show you how to successfully increase your consulting fees? Check out this case study. < <

$450 an hour actually sounds like a lot. And for someone to actually make $450 an hour, to many people, that sounds like a big figure. But the problem is that when you just come out and say that your fee is $450 an hour, it doesn’t convey a lot of value.

It doesn’t really give you a compelling reason to buy from that person.

What I want to do is offer you a couple of ideas that will not only help you to earn higher fees, but also help you to win more business because buyers will see them as higher value.

In this case specifically, what could this international tax accountant have done?

Get more bang for those bucks

If you’re a consultant watching this right now, what can you do if you’re currently using an hourly fee? What can you convey greater value and win more business? Well, the first thing is to think about creating a program. Continue Reading