Mal Emery - The Millionaire Maker

It was Wedding Bells for Mal Emery over the Christmas Break

Mal Emery — Tue, 07 Feb 2012 07:22:09 +0000

So what did you get up to over the Christmas break? It was Jingle Bells and Wedding Bells for my new bride and I, a happy day shared with just 40 family and friends, most of whom couldn’t stop telling me how lucky I am. They were making fun, tongue and cheek but they really meant it and frankly, they are right.

It was Jingle Bells and Wedding Bells for my new bride and I, a happy day shared with just 40 family and friends, most of whom couldn’t stop telling me how lucky I am. They were making fun, tongue and cheek but they really meant it and frankly, they are right.

If you check out the photo of my bride and I, you can see I have a grin from ear to ear for lots of reasons, some of which are blatantly obvious. That said, I am one of those guys that likes to be married, love sharing my life with someone and don’t feel complete on my own.

Although I have done it (gone solo), I don’t mind my own company, but frankly, nothing compares in my mind to sharing your life with the love of your life.

So what did you get up to on your Christmas break?

Mostly, Christmas and the Christmas family gathering is something we all share in common.

It’s often the only time the “WHOLE” family gets together for the year.

It is unusual for me to write on a subject that has such universal participation, so I suspect most of you will be able to relate to my VERY VERY personal experiences over my Christmas break.

Parts of this rant are incredibly personal, it contains information I have rarely shared, if ever, in a manner such as this.

However, I truly believe by baring my soul again here to you, it may be instructional and useful to you. In other words, I believe you can benefit from it personally and in business.

I don’t know the “lay of the land” in your family, but in mine, I’m the baby. I have 2 sisters and a brother, it goes girl, boy, girl, boy. I love my sisters and brother and I am proud of them too, but I don’t hang out with them.

I know they love me too, even though we don’t hang out. I suspect they are also proud of me, even though they have never said so, you see, I am very different to the rest of my family. Always in a sense, the “black sheep”, only entrepreneur for starters.

When I was at school, my mother was often summoned to the principal’s office for harmless bad behaviour, no cheating, stealing or fighting, just pushing the boundaries.

I got the “cuts” at school many times, while on the other hand, I doubt the rest of my family ever got them, bunch of goody goody two shoes. A couple of incidents come to mind, once I jumped the school fence and ran through a rose garden, that got me the “cuts”.

Another time I left the school grounds to make a phone call to mum who I knew was going into David Jones in the city, this was long before we had shopping centres and going into the city was a big deal.

Anyway, when mum went to town, she always bought us a few treats and I got caught putting my order in. By the way, do you remember those red phone boxes? Well I didn’t hear the bell and got caught out again, that got me the “cuts”.

Another time there was an “all in” lemon fight where some kid got whacked between the eyes with a lemon which pretty much knocked him out. That got quite a few of us the “cuts”.

On another occasion, in primary school, a pretty young thing gave me a kick in the bum as she ran past me after school. Unfortunately, I chased her down and did the same thing, that got me the “cuts”.

Mum needed to explain to me that the girl did it because she liked me and was trying to get my attention… sorry Val.

In more ways than one, my whole school life was a nightmare for me, a complete and utter struggle. Worst reader, worst speller, made in those days to stand in front of class and try and read, turn me into a nervous wreck.

That’s how the teachers did it in those days but by today’s standards, probably child abuse.

It certainly left its scars on me, in fact, I managed to complete 10 years of schooling without reading a book, after all “Malcolm couldn’t read”.

I never read my first book until I was 41, it was called “Thick Face, Black Heart” and It took me 2 months to read.

Wait for it, you will love this… for 20 plus years of my adult life, I wouldn’t walk past a book store. Sent me into a panic attack just thinking about what happened back in primary school when I was made to read to the whole class.

In spite of all this, by the age of 41, I had done alright (accumulated a small fortune), probably bought and sold 15 plus businesses using my wits and intuition, which by the way, has served me well. I was a marketer and I didn’t know it.

I simply asked myself back then as a youngster, “how can I get them (the customer or client) to buy from me as opposed to my competitor?” That question produced the right answer and it is still the number one question I ask myself today and you should to.

In fact, how would you like to, at the tender age of 23 (after having been fired by a multi-national company), start a business and sell it 13 months later and have almost enough money left over to buy the equivalent of a $500,000 home today?

Well that’s exactly what I did.… Read the rest

Don’t Let Anyone Pee in your Pool in 2012

Mal Emery — Thu, 22 Dec 2011 07:21:58 +0000

I want to relay to you a story I read, not sure if it’s truth or fiction, but given a new year is upon us, I believe it’s very apt. A travelling salesman buys a swimming pool for his family on the condition that little Johnny takes care of the pool while he is away, that is he vacuums it, clears the filter and gets out the net and scoops out the leaves.

Anyway, after his first week away he arrives home on Friday and says to his wife “How is little Johnny doing with the pool?” She says “he hasn’t touched the pool all week”.

He grabs little Johnny by the scruff of his neck, takes him out to the pool, picks up the pool cleaner and little Johnny and throws them both in the pool, forcing Johnny to clean the pool.

However, when he isn’t looking, little Johnny gets even by peeing in the pool.

The story even has a happy ending, you see after many attempts to get little Johnny to clean the pool and failing, he finally figures it out and jumps in the pool with little Johnny and they have a ton of fun cleaning it together.

Now, I can find 2 morals to this story that might be instructional to you, given that we are fast approaching New Years Day.

A really neat time of the year where you get to metaphysically, in a sense, draw a line in the sand, put the good and the bad of the previous year behind you and start with a fresh sheet of paper.

You see, you get to write the script for next year, after all, if we are sucking oxygen, we are all on the treadmill called life, so we might as well make it a good script.

Not really sure who figured this New Years Eve caper out, but I like it. Anyway, here is the 2 morals you can take from the “Peeing in the Pool” story…

The first moral of the story is don’t let anybody rain on your parade in 2012. Don’t let anyone pee in your pool, draw a line in the sand and make a commitment to be and become who you need to become to be the best you can be, and make 2012 your best year yet.

The second moral of the story is don’t try and do it on your own, seek out the RIGHT people and knowledge to help you get the “job done”. Most likely, it will mean you will need to leave some friends and associates behind and find some new ones.

For that to happen, mostly you will need to become A NEW YOU in 2012. After all, Einstein said it very well didn’t he, when he said “The significant problems we face cannot be solved at the same level of thinking we were at when we created them”.

There is no doubt for business, 2012 will bring with it significant problems or opportunities, depending upon your view point.

Which reminds me of another story. It’s the story of the 2 shoe salesman sent to Africa to do some research on a potential to sell shoes.

One salesman returned and said that “there are NO opportunities to sell shoes in Africa, they don’t wear shoes”. The other salesman returned and said “there are LOTS OF opportunities to sell shoes in Africa, they don’t wear shoes”.

It all depends upon your outlook and what keeps you stuck from seeing opportunities…

The 1 Critical Mistake That is Keeping You Stuck

The Wallet Reflects the Head. The truth is money is made mentally long before it’s physically collected. I think it was Prosperity Preacher Reverend Ike who said “People have more hang ups about money than they do about sex.” And I think it was Zig Ziggler that said “Hardening of the attitude is more dangerous than hardening of the arteries.” Either way, the message is the same.

If you ain’t got it, you’ve got to look at your thinking. Most people however prefer to take the easy option and blame the education they didn’t get, the parents they had, the government of the day, inflation, in fact blame anyone or anything that is handy other than themselves. We have bred a society keen to abdicate responsibility for anything and everything, money and success is high on that list.

“How to Make $100,000 in the Next 100 Days!”

Immediately, most people who read that headline will dismiss it as being impossible to achieve. There is a very good reason for that. It’s because most people make the mistake of equating money to time.

At a glance, there is a good reason for this type of thinking.

After all:

Most workers get paid by the hour/week/month
Taxes are paid by the year
Most bills are charged monthly or quarterly

So to make that sort of money in 100 days you need a different paradigm. The new paradigm needs to be:

Stop thinking in terms of time and start thinking in terms of IDEAS, VALUE AND MARKETS because clearly there is no labour you can do to make that sort of money. There is NO Dollar coin in circulation that wasn’t FIRST BIRTHED IN AN IDEA that then is distributed through manual labour.

The fact is I and some of my rebellious clients and associates have done even better than the headline I’ve described and made $100,000’s in an hour, a week, a month.

Of course there is a very good reason why they don’t teach this at universities. The most obvious is they don’t know how to do it and as a consequence can’t teach it. The next problem is they have a bias against the concept. I could make a certain bet that I have made more in an hour than my teachers ever made in a year allowing for inflation.

OK, so you’ve read this far. If you want to make the sort of money I’ve referred to here, there are four things you’ll need to do:

1.… Read the rest

It’s Wedding Bells for Mal Emery and his New Bride

Mal Emery — Thu, 15 Dec 2011 02:18:16 +0000

Most of you will already be well aware that about 2 and a half years ago my wife Polly succumbed to ovarian cancer after a hard fought 3 and a half year battle with it. From a personal perspective, it was the darkest 3 and a half years of my life and frankly, nothing prepared me for the final stages, it’s just plain ugly.

On the other hand, I have of course survived, in most part because of the love and support offered by a handful of individuals, I sense the need to publicly name them here.

First and foremost, my marketing maniac daughter, Denva and her then girlfriend Anita. They were there for me every bit of the way, adding a very small bit of normality to a totally abnormal life. Will admit to consuming far too much grenache shiraz together, on their porch.

Heck, they fed me, watered me, gave me an ear to talk to and a shoulder to cry on and I didn’t do the dishes once, not asked or expected to. My daughter, for the last 31 years has been my greatest blessing and achievement.

I have to admit, she was an each way bet in her early teens. It was either going to be highly constructive or highly destructive, luckily for me, it turned out to be constructive.

There are a few others that should not go unmentioned, namely Ian Marsh. My friend and General Manager today, who in his wisdom, having seen me on my knees, transported himself, his wife Jenny and daughter Brooke from NSW to the other side of the continent, Western Australia, to run my business.

Jenny even dragged a horse float with 2 horses in it across the Nullarbor. What a girl! All to save a sinking ship. Basically, with Ian leading the way, my business as it was then, has been totally reinvented, more importantly, I’ve been reinvigorated.

If you benefited by my teachings or still benefit from them, you should thank Ian Marsh because I doubt very much that I would be doing this today if it wasn’t for him.

I’ll bundle the rest up, Matt and Amanda Clarkson, Andrew and Daryl Grant and the rebel himself Pete Godfrey, stood up for me in more ways than one. Can’t leave out my mate David Glendinning, whose own wife succumbed to the same disease at 41 a few years earlier. Dave was there for me many times as I fought to understand the disease, learning from his experience.

In fact, I raised and donated about $130,000 to Ovarian Cancer Research to help with early detection all in the name of David’s wife, Madeline Glendinning.

The irony of all this, is while I was raising money and donating to Ovarian Cancer Research, my wife had the disease. You go figure.

Finally, I can’t leave out my very best friends John and Cheryl Denton. They supported Polly and I through thick and thin and remain my dearest friends today.

These lifelong friends showed their character when it was needed most, lucky Mal.

You know, there is someone else who I can’t leave off this exclusive list. That person is Lou Mladineo, a devoted, loyal, tolerate and personal assistant back then and still to this day. Lou saw my daily struggle more than anybody did, she was there when my heart was beating out of my chest and when the tears were streaming down my face.

You could ever be as lucky as me to have be equivalent of my Lou. If you have had the privilege of talking to her on the phone or meeting her personally, you would agree with me wholeheartedly.

I have to acknowledge the part that my clients made in my survival and recovery also. They represented a form of sanity in the insane world I was living in, mostly when I drove out of the driveway everyday to go to work, I could separate the two worlds.

So to did, taking my clients money for fee for service which held my feet to the fire, and got me out of bed in the morning when I didn’t want to.

So thank you to you all for that.

There is something else that got me through and it’s an inner truth that has never let me down that may very well be instructive to you.

The truth is, and I have proved it over and over and over again in my life, that is behind ALL adversity is a greater and better opportunity. Gotta tell you, at the time it didn’t feel that way.

Don’t get me wrong, I wouldn’t wish what happened to Polly and I on anyone but from my experience, every cloud does have a silver lining.

Looking back, that 3 and a half years felt like a lifetime. When Polly passed, I had to rediscover normality, I had forgotten what it was like.

I’ll never forget the description a psych gave me to describe my plight. About 6 months into all of this, I sought professional help, not just for me, but so I could be more help to Polly. He described it this way and it’s very apt.

“You are on a horse, it’s a wild horse. It has no saddle or reins, it’s out of control, you can’t stop it or get off it and you are hanging on for grim effing death”.

And he added on the second visit “by the way, I can’t help you and there is nothing wrong with you. This will all end one day and you will start a new life”.

His words have rung in my ears for years and their truth has now come to pass. You see my friends, and you must be my friends because I would hardly bare my soul in this way to total strangers, on the 17^th day of January 2012, I am taking myself a new bride, her name is Ying and she is Chinese.… Read the rest

More Dangerous Trends Facing Business Today…

Mal Emery — Wed, 30 Nov 2011 01:40:01 +0000

Dangerous Trend #7 – Same is Lame in Marketing Today – Competition is Fierce and the Power has Shifted back to the Buyer to Buy, or Worse still, Not to Buy

I know that is a long title but it is necessary to get my point across and there is a couple of points here.

Marketing Genius PT Barnum

Firstly, the same old marketing we use to use that use to work, in spite of the fact that it wasn’t that great, won’t cut it in the new economy where the power is firmly in the hands of the buyer or prospect to buy, or worse still, not to buy.

In actual fact, the economies of the western world have been kind to us in the past. We have often done well or alright in spite of the fact that our marketing was inept.

Read on to discover why “Same is Lame” today and what you can do to stand out in a world of clutter and noise, where the power is in the hands of the buyer…

The old scatter gun approach to marketing, the days of firing a shotgun knowing you would hit something in a marketing sense, are gone forever.

Today, particularly with the Internet, you need rifle like precision with your marketing. Google has added new meaning to the word RELEVANCY to succeed on the Internet, everything has to be RELEVANT.

Your URL, your blog, your website, your ad words, your social media strategy, everything online today needs to be RELEVANT if you want to succeed.

It was PT Barnum who said “You can’t catch a Whale with a Minnow”, I would add you definitely can’t today, however, most people are fishing in a marketing sense, with a minnow hoping to be outrageously successful and then, of course, wondering what happened, what went wrong.

It was flawed in the first place, you got the result your marketing deserved. You can no longer do same old same old “water off a ducks back” type of marketing.

Here is an outrageous example of outrageous marketing that might help you understand what I am getting at.

First I want to tell you about the late great Gary Halbert. He tells the story of working with Tova and Ernest Borgnine on their cosmetics company. Seems he took them from “grossing about $20,000 per month and being in debt… to… grossing about $800,000 per month… and… I managed to do this in less than half-a-year”

Here is how he did it. You see, Tova was on the lookout for a perfume she could brand as “Tova” but hadn’t been able to find one. Anyway, with that in mind, the late great “prince of print” one day found himself reading The National Enquirer.

In it, there was an article that explained “How all perfumes have, as their main ingredient, something called an ‘essential oil”. It further went on to explain how “If you know what ‘essential oil’ is, you can buy some for a pittance, mix it with a little water and alcohol… and presto… you have something smelling like Chanel #5 or Opium for a fraction of the cost of buying the real thing”.

On yet another fine day, the Prince of Print finds himself walking aimlessly through the streets of Westwood Village which is located just west of Beverly Hills. He comes upon an outdoor kiosk on one of the sidewalks on which he happens to be strolling.

This little kiosk is filled with hundreds of test-tube-like thingys which are filled with different kinds of liquids. The friendly girl working in the little kiosk explains to ol’ Guru Gary each test-tube-like thingy contains a different kind of essential oil… and how… she sells those essential oils to women who like to concoct their own perfumes.

Hmm. Quite interesting.

The Prince queries the sales girl, “Is there any one or two kinds of essential oils which women seem to like better than the others?”

“Oh yes!” she responds. “This one. It’s called ‘China Musk’ and women much prefer it over all the others.”

“No kidding,” the Prince continues. “Why doesn’t someone pour China Musk into a bottle, mix it with a little water and alcohol and call it ‘ABC Perfume’?”

“Gee, I dunno. That sounds like a good idea,” the fair maiden replies. “I guess it’s just nobody ever thought of it.”

Hmm. Well, “prince of print” Halbert was sure thinking of it, and he bought a test-tube-thingy of that stuff and took it to a high-end jeweller.

“I want you to make a real fancy bottle to hold this liquid,” he told the jeweller. “Then, I want you to have the name ‘Tova’ etched into that bottle.”

A few days later, he picked up the bottle (it looked great), poured some China Musk, water and alcohol into it, screwed the top back on… and VOILA!… he created TOVA PERFUME!

Hey, that was a neat, not-so-little “BIG Idea,” wasn’t it?

Another few days later at Melrose Avenue in L.A, where Tova and Ernie are engaged in a photo shoot. During one of the breaks, Tova comes out, he tells her he has a little present for her and hand her the bottle.

“What’s this?” she asks.

“Your new fragrance,” replies the “prince of print” Halbert.

She looked very, VERY dubious… but… she opens the package… admires the bottle… twists the top off… and… ever-so-softly inhales the aroma.

“Oh… my… God!” she exclaims. “THIS IS IT! It’s perfect! It’s just what I’ve been looking for! How did you make it? How did you develop the formula?”

“Tova,” he calmly repled, “you wouldn’t believe how much work and experimentation I’ve put into this. I’ve hardly had a wink of sleep for nearly three months. This project has involved me in the most difficult research I’ve ever done in my entire life!”

Before they could talk more, she gets called back into the photo session.

He leaves, but Tova and Gary get together a few days later.… Read the rest

More Dangerous Trends Facing Business Today…

Mal Emery — Thu, 24 Nov 2011 03:59:20 +0000

Dangerous Trend #6 – Plan to Dominate or you will be Dominated

Continuing on from where I left off recently with the “7 Dangerous Trends Facing Business Today”, here is DANGEROUS TREND #6.

But before I do that, just left me remind you of the DANGEROUS TRENDS we have covered thus far.

DANGEROUS TREND #1 – Business is Getting Tougher and Tougher
DANGEROUS TREND #2 – If you Don’t Master the Internet you will be Left Behind
DANGEROUS TREND #3 – Responding Slowly to the Ever Changing Chaotic Global Economic Conditions will see you First and Most Effected by Them, Not Least and Last
DANGEROUS TREND #4 – There is a New World Currency and it’s not the US Dollar, it’s TRUST
DANGEROUS TREND #5 – The Old Ways of Doing Business DON’T Work Like they Use to

Now let’s get to work on DANGEROUS TREND #6 “Plan to Dominate or you will be Dominated”… to some of you, this will be the most important TREND of all. You see, I want to make you UNBEATABLE and IRRESISTABLE in the business world; I want you to have to never compete on price, worry about a competitor or a recession ever again.

But there is a problem; most of you are VERY BEATABLE and RESISTIBLE…

Read on to discover why it has never been more important or a better time to become UMBEATABLE and IRRESISTABLE in your market or niche…

Read on as I reveal it…

You probably remember the Indiana Jones series of movies, maybe you even remember the famous “sword and the gun” fight out of Raiders of the Lost Arch.
In that clip from that movie, Indiana Jones is confronted by a massive sword-wielding giant of a man who with one swipe could easily lop off his head.

Confronted with that fact, Indiana Jones pulls out his gun, changes the game and shoots this guy dead instead of trying to fight his way out of the dire situation.

I affectionately refer to the as the “Indiana Jones School of Business” where any time you like you can choose to win, choose to DOMINATE, choose to change the game.

You see, you’re fighting a battle on three fronts; firstly, consumers with more knowledge want to pay you less for your products and services and work you against your competitors.

Secondly, your competitors at the same time are out to steal your clients.

And finally, we have a compromised government hell bent on putting obstacles in the way of business instead of removing them, burdening the business world with unnecessary red tape and costs as a recent article in the Queensland Courier Mail, Thursday November 10^th rightfully pointed out.

And I quote, “In one of the most ridiculous rules stifling small business in Queensland, piggery operators are required to install illuminated exit signs inside pens, occupied solely by pigs. Regulators also demand an escape door for pigs to use in case of fires, but which farmers fear the animals can use anytime”.A former pig farmer Darryl Stewart sarcastically proclaims and I quote again “the biggest difficulties were teaching the pigs to read the signs and procedures… and train the foremost intelligent pigs as fire-fighters”.

You want further proof that this government is messing it up for small business? This time from the front page of The Australian newspaper, August 5^th 2011. “Finally, an official body has exploded Julia Gillard’s claim that her Labour market regulation is promoting productivity rather than under mining it. Her new ‘Work Fair’ system has trashed one of our biggest employing industries”

Add this all to the fact that retailers in Australia have Labour costs which are “20% – 30% more expensive than other developed countries” and we pay “some of the highest rents in the world, even charging more than Hong Kong and London” Source assembled by Alex Liddington-Cox using material assembled by Morgan Stanley

All this points to a country whose businesses have lost their ability to be competitive in the global economy.

Trust me, you are fighting the war on these three fronts. You need to be the lion of your jungle, after all, the lion starves last in the jungle. Just like Indiana Jones in Raiders of the Lost Arch, you can change the game anytime you like.

So if you don’t “Plan to DOMINATE, you will be DOMINATED”.

All the best,

Mal Emery… Read the rest

More Dangerous Trends Facing Business Today…

Mal Emery — Tue, 25 Oct 2011 03:03:23 +0000

Dangerous Trend #5 – The Old Ways of Doing Business DON’T Work Like they Use to and the Power is Squarely in the Hands of the Consumer to Buy or Not to Buy

I have just spent the best part of a week doing seminars with the brilliant futurist Harry S Dent and the picture he paints isn’t “rosie” for us locally and it gets even worse internationally. He bases all his predictions on the age driven behaviour of you and I.

Basically, we decide economic outcomes, not governments and institutions, they in fact only account for a very small percent of Gross National Spending.

With all that in mind, it should come as no surprise to you that the old ways of doing business don’t work as well as they used to, in fact, international research shows that you need to spend 3 times as much to get half the result with your marketing today.

Put it simply, costs are up 300%, returners have halved. A good reason for this is the amount of clutter and noise competing for the prospects attention. I have found some research that indicated we are exposed to over 5,000 marketing messages per day. Either way, it’s high.

You see, organic business has dried up. They won’t just “Walk in the Door” like they used to, they won’t come back time and time again, they won’t spend more often, they won’t refer their friends and they won’t be loyal unless you give them a VERY GOOD REASON.

It gets worse, you’re fighting the war on 2 fronts. 1 – Buyers are wanting to pay less and pit you against your competitors and 2 – your competitors want to steal your clients.

So the truth is, western economies have been kind to us. In the past you didn’t need to be a great marketer, it was possible to make money in spite of your poor efforts. Frankly, you will no longer get away with that.

To WIN in today’s chaotic new economy, where the power has shifted back to the buyer requires a completely different model…

Read on as I reveal it…

“You Must Stop Selling and Start Educating, Consulting and Advising Prospects about the Benefits your Products and Services Deliver as Opposed to Each and Every Competitor in your Category”

- Mal Emery

Best you read that again, it could be worth a fortune to you…

Let’s face it, no one wants their child to grow up to be a stereotype sales person who is pushy, lying, cheating, untrustworthy, snake oil salesperson do we?

However, if we think about a doctor who diagnoses and then prescribes solutions to people’s problems, then I am sure you would be much more comfortable with your child selling under those circumstances as a trusted, educated, knowledgeable, qualified, confident, capable sales person.

And that is exactly who you need to be perceived as in the eyes and mind of your prospects… someone who EDUCATES them and solves their PROBLEMS.

Seems to be a good time to share with you my definition of an entrepreneur, “Someone who solves people’s problems at a profit”. Of course, if you didn’t solve their problems at a profit, you wouldn’t last long. I mean, nurses and fireman solve people’s problems but they are not rich are they?

Bottom line, don’t let them think you are in sales for one second!

The best way to do all this is…

Consultative, Advisory Selling using the Lead Generation Marketing Model.

You must see yourself as an agent of change, a creator of great value, benefit, advantage and enhancement in the lives of your clients and prospects. Be the liberator, the maven and the magician of your category or industry.

Be the wizard, quite honestly, everybody is generally trying to be the wizard, it’s just their marketing sucks. You know, the coffee shop is trying to make the best coffee, it just sucks at marketing that fact.

Consolidative Advisory Selling is the MOST cost effective, the MOST immediate, the MOST enduring, the MOST impactful and the MOST powerful marketing strategy a business owner could ever devise.

Consolidative Advisory Selling using FREE education usually delivered via a combination of FREE Report, FREE CD, FREE webinar etc… will see sales increase by up to 500%.

In fact, 89 of the top 100 money making websites on the planet responsible for billions of dollars in sales all start with FREE advice and education… you have no valid argument against it.

What all this means is that the “Free Line” has been moved and it’s not going back.

The balance of power is now in the hands of those among you who would choose to consult, advise and educate your prospects or clients about the benefit that your product brings to them.

It’s the only way to take the power back off the buyer in the chaotic collaborative world we live in today.

So stop selling and start educating and advising. Your client will appreciate you more and so will your bank manager.

All the Best,

Mal Emery

Read Dangerous Trend #1-3
Read Dangerous Trend #4… Read the rest

More Dangerous Trends Facing Business Today

Mal Emery — Wed, 24 Aug 2011 05:17:46 +0000

So last month I revealed 3 of the 7 Dangerous trends facing business today…

Here I am going to reveal another one and it very well might be the most important information I have ever revealed…

And you know what a big statement that is to come from me…

Anyway, just a recap, and you can read them simply by referring to my last rant here.

DANGEROUS TREND #1 – Business is Getting Tougher and Tougher
DANGEROUS TREND #2 – If you Don’t Master the Internet you will be Left Behind
DANGEROUS TREND #3 – Responding Slowly to the Ever Changing Chaotic Global Economic Conditions will see you First and Most Effected by Them, Not Least and Last

Ok, let’s reveal the big one…

DANGEROUS TREND #4 – There is a New World Currency and it’s not the US Dollar, it’s TRUST

I’ve been talking about trust for years and the importance of it. How it’s the number one barrier to business and how it’s there and affects everything, even though you can’t see it.

I’ve been a bit like a broken record on the subject, nagging about the need for business owners to embrace tactics that build TRUST first before you attempt to make a sale.

So from that perspective, none of this will come of a great surprise.

What may surprise you however is that “TRUST is now the New World Currency”.

If you want proof, you only have to look at the fact that ‘News of the World’ closed its doors after 168 years of business within 24 hours of the disastrous revelations of phone tapping.

And of course they knew that once they had lost the TRUST of the reader, their paper was doomed. So why did this 168 year old business literally close at the speed of sound?

It’s because the world today is an interdependent world called the “Collaborative Society and Economy”. Everything dies and thrives based upon the absence or presence of TRUST.

The best work I have ever read or heard on this subject is by Stephen M.R. Covey. You can find it at www.speedoftrust.com and this information comes courtesy of him simply because the great man wants to see TRUST embraced in a world where simultaneously we no longer TRUST business or governments. I highly recommend his work. All he asks is that you attribute the source as I have done here.

You see, the number one question on the mind of the consumer is…

WHO CAN I TRUST

So it’s necessary today that you view TRUST differently than you ever have in the past because TRUST is no longer just a nice social thing to have, it’s the greatest financial multiplier and driver for business today.

TRUST is not just social, it’s the “New Currency” on the chaotic new global economy and just because you can’t see it, doesn’t mean it isn’t there.

In fact, I believe it’s the…
“Ultimate Key of all Keys to Success in Business Today”

You see, people have been so betrayed by governments and business that they no longer believe anything. From a business perspective, you are not starting from zero in the sales and marketing process, today you are starting massively negative.

And you need to understand the difficulty of the task in getting them to buy.

Stephen M.R. Covey gives a great example of the SPEED OF TRUST and how it pays a massive dividend in a monetary sense if you have it and how there is a massive tax if you don’t.

Example he gives is of Warren Buffet, arguably the second richest man in the world on a billion dollar deal, he literally did on a handshake in 29 days.I can only imagine how long deals like this normally take. I would expect maybe even years and I can only imagine how much it would have cost with the insanity of people checking people, checking people, the legal fees alone would probably break my bank.

However, because Buffet is such a credible, TRUSTED brand and because he himself has a philosophy of extending TRUST first, it allows deals like this to be done at break neck speed without the massive financial build associated with it.

The fact is, where there is high TRUST there are high results, where there is low TRUST there are low results. There is a quantitative economy tax to low TRUST and we all know it, in fact, TRUST makes the world go round and if you take it away it grinds to a holt, especially today.

There is a crisis of TRUST today and TRUST always affects 2 measurable outcomes, Speed and Cost.

Research proves that when you are highly TRUSTED, clients will spend more often, you will get more clients, clients will refer more often and clients will be more loyal.

Today more than ever, you must convert that tax into a dividend by playing Win Win, the client must win first then you can win.

I believe that… the ability to establish and grow TRUST is the number one marketing skill and competency leaders and business owners must master today.

Thanks again to Stephen M.R. Covey for his contribution to building a better world where TRUST is seen for what it is, the “New Currency” of the new global chaotic economy.

More DANGEROUS TRENDS to come…

All the best,

Mal Emery… Read the rest

7 Dangerous Trends Facing Business Today

Mal Emery — Tue, 26 Jul 2011 02:19:50 +0000

There are 7 DANGEROUS TRENDS in the market place that will dramatically affect the way business is done now and in the future.

Frankly, if you don’t know what these trends are and if you do know them but do nothing about them, you will be left behind faster than ever before…

These 7 DANGEROUS TRENDS are also not a passing fad or phase, generally they are here to stay for sometime at least.

So if you are keen not to become a victim or statistic of these 7 DANGEROUS TRENDS and you don’t want to finish up like many of the disaster stories we are reading about on a daily basis, then this rant may very well be the most important one you have ever read…

So DANGEROUS TREND #1 is…

DANGEROUS TREND #1 – Business is Getting Tougher and Tougher

FACT, we live in ever changing, chaotic, uncertain difficult economic times.
FACT, consumer confidence is down and the “Consumer Sentiment Index” continues to dive.
FACT, bankruptcies have nearly doubled from 2007 – 2010.
FACT, cost of living continues to rise with no end in sight.
FACT, consumers have pulled the pin on endless spending.
FACT, consumers have been burdened by 7 Reserve Bank rate increases since September 2009.
FACT, competition is fierce with consumers bombarded with up to 5,000 marketing messages per day.
FACT, the cost of getting a client today has doubled, even tripled and results are down.
FACT, the power is squarely in the hands of the consumer to buy or not to buy.
FACT, the consumer is distracted, nervous apprehensive and confused.
(These FACTS are subject to change based on where you have found them and timing.)

I could go on… but I won’t. What’s important is how you respond to these FACTS. Simply, the old ways of doing business that saw you live “high on the hob” in the past, will not feed you in the style you have become accustomed to in the future.

Bottom line, our economy has been good to you in the past and tolerated your meagre efforts, your lack of marketing skills, your lack of customer service and your reluctance to change.

In fact, if you have any intensions of surviving all this, you are going to need to embrace change, the sooner the better before it is too late. But a caveat, RIGHT CHANGE, not just change for the sake of it.

DANGEROUS TREND #2 – If you Don’t Master the Internet you will be Left Behind

FACT, searches on Google increased from 2.7 Billion in 2006 to over 33 Billion in 2009
FACT, spending over 100 billion making the Internet the new feasting ground for shoppers
FACT, 97% of consumers use online searches when researching products or services
FACT, the new “Word of Mouth” is online social media like Facebook and Twitter
FACT, Facebook and Twitter have nearly 750 million members combined
FACT, those members seek and make recommendations for products and services
FACT, 78% of consumers trust peer recommendations
FACT, YouTube is NOW the second largest search engine on the planet
FACT, YouTube gets 300 million visitors per month who watch over 2 billion videos
FACT, There are more than 200 million blogs
FACT, 19.2 million Aussies have mobile phones and 20% of them are smart phones with internet access
FACT, 152 billion text messages were sent in a single month recently
FACT, 90% of those text messages are read within one minute of receiving them
FACT, according to Yahoo, 92% of business searches start online
FACT, only 26% of small business have invested any time and effort in marketing online
FACT, your prospects and clients are searching online to find businesses they can trust to buy from
FACT, marketing online isn’t an option anymore, it’s an absolute necessity that you get it right
(These FACTS are subject to change based on where you have found them and timing.)

The good news is there is still time to figure this all out and get established before it is too late.

And, the Internet is the greatest money making breakthrough in our lifetime, the Internet really is the money making, “Cash Spewing” opportunity the dreamers said it was.

We have clients doing 10’s of thousands, 100’s of thousands and millions of dollars online annually for products and services they would have normally bought from a traditional media outlet.

DANGEROUS TREND #3 –Responding Slowly to the Ever Changing Chaotic Global Economic Conditions will see you First and Most Effected by Them, Not Least and Last

Basically, things won’t change and improve unless you do. Today, like never before you will be rewarded for your level of SKILL, more specifically, your MARKETING and SALES SKILLS. You know Mike Tyson had an incredible SKILL, Boxing, but when that SKILL left him, everything left him.

Mike Tyson had an ephemeral SKILL that is it dissolved or evaporated as he aged. Now even though he earned in access of 300 million in his career and he is dead broke with little or no chance of recreating his wealth.

So my definition of REAL WEALTH is a “timeless enduring SKILL that delivers value to others that can’t be taken away from you in the future. Marketing and sales SKILLS will separate more than ever, successful rich people from broke, mediocre and average people”.

So you are going to need to MASTER CERTAIN SKILLS or you will pay a tax. And the better you are at something, the more you will get paid. And to get paid the most, you must be the best.

The good news is, every master was once a disaster.

EVERYTHING I am good at today is because I invested enough time, money and effort to be good at it, EVERYTHING I’m still bad at is because I never invested enough time money and energy to be good at it.… Read the rest

How Would you like to Make Sales where NO Sales Exist?

Mal Emery — Thu, 23 Jun 2011 01:17:03 +0000

If your response to that question is no, please stop reading now and stop wasting your time and mine. Simply, the rest of this article will be of no interest to you.

However, if you literally said a resounding YES then read on because for some of you, your ducks have finally lined up.

To set the stage, I need to wind the tape back a little and reveal a true story that some of you may of heard from me before, unlike most stories they will not be romanticized overtime, it will be true and factual.

It pinpoints the time and place where I discovered one of the greatest marketing breakthroughs that exist on the planet today. This breakthrough is single handily responsible for making millionaires and multi millionaires among my members, past and present.

It has single handily taken businesses from the brink of bankruptcy to MASSIVE success… at warp speed. It’s the one thing that if you get it right, you can literally afford to get everything else wrong and still succeed above your wildest dreams.

It’s the “Billion Dollar Secret” weapon used by just a handful of very smart corporations worldwide.

So here is how I discovered this “billion dollar secret” and how deploying it could easily be worth $100 million dollars in the right hands…

It’s the year 1998 and I am in Brisbane to do one of my evening workshops, in those days to sell a box of marketing stuff for about $3,000. The way I did this was to present for about an hour and a half and then auction a mars bar which included massive added value by way of a box of marketing manuals and audio tapes.

I busted the package up, added a manual and more products as the bidding went higher. The titles as I recall included “How to Turn and Ordinary Business into an Extraordinary Business” manual and 2 hour audio presentation, “How to be a Marketing Expert” big fat beefy manual was included also.

Anyway, I did the DEMTEL thing and stacked the products on top of each other until I was left with about half a dozen folk in the room still biding feverishly.

I had already reminded them this was a real auction and real money was involved.

Then I added the “WOW” factor or “IT” factor if you like… The one thing they wanted more than anything else that took their eye completely off the price and made sales where no sales existed…

In this case the “WOW” factor was a half day personal coaching with me.

This strategy saw the price climb rapidly and “new players” entered the auction who were previously uninterested in a box of stuff but were interested in the “WOW” factor.

Generally, the price quickly climbed to $7,000 – $10,000. With biding still feverishly continuing, I would suddenly stop the whole auction.

Usually at this point there is 3 to 4 bidders left and I would knock down the price to the remaining bidders to just $3,000 for the whole “stack” including me as the “WOW” factor.

Then I would say to the winning bidders “if it’s ok to offer the package to the whole room except this time, they wouldn’t get a half day with me”, they would just get an hour on the phone. I have never known those lucky bidders to refuse that proposition.

Then I added urgency and scarcity by saying that “this deal is only available to the first 17 to place their order tonight. You can’t get this deal tomorrow, just tonight and tonight only!”

I usually enjoy $40,000 to $60,000 hour and a half and I found a perfect way to get the price up and knock it down with my integrity fully intact and a pile of money in my back pocket.

By the way, this was long before I ever bought a box of stuff on how to “Speak on your Feet”, just sought of figured it out on my own. Heck, it would even work again today, in fact, I have got excited about the idea and might give it a go just for fun.

Anyway, back to the story. The night before my talk I needed to grab a couple of mars bars for my auction. I usually bought 3 or 4 knowing I would hand those to the “lucky bidders” on the night.

For all the chocoholics that bought the pack, I always threw in a mars bar, so when they opened the box, they would remember the auction and the “WOW” they experienced at the time.

So I went into a 7/11 on Ann Street in the Brisbane CBD to buy my mars bars and I asked the guy behind the counter two very important questions, one of which I knew the answer to.

It was obvious, the question was “What is your best selling chocolate?” Frankly, there were mars bars stacked everywhere. Anyway, the guy didn’t say a word, bent down under the cash register and pulled out two shopping bags full of mars bar wrappers.

You see, in those days mars use to say “Buy a mars bar and have the chance to win a mars bar” Today of course, they actually guarantee that one mars bar in six will be free. Here is how it works…

The mars bar rep comes around, counts the empty wrappers and replaces the free mars bars that the store keeper has given away. That was complicated… NOT!

Then I asked “Why do you stack mars bars everywhere?”I wasn’t smart enough to know the answer to this one. He replied “Because everytime I buy two hundred boxes of mars, they give me forty boxes free”

Now, with a profit margin of 18% – 23% on chocolates, you are going broke… slowly. But when you make a 100% on the last forty boxes, you are making some REAL money.

After all, the store owners biggest frustration, want, desire and need is to pay the bills and make a profit.… Read the rest

Money doesn’t have a conscience…and I wish I was wrong

Mal Emery — Tue, 14 Jun 2011 00:35:47 +0000

Money doesn’t have a conscience…and I wish I was wrong

Now what do I mean by the statement “Money doesn’t have a conscience”?

Bluntly money doesn’t give a toss about how good your product or service is nor does it care about how nice you are or whether you’re on a crusade to save the world.

It doesn’t even care if you’re fulfilling your passion or whether you or your cause is in some way “more worthy”.

People even think if they work “more harder” and be “more deserving” then things will turn around for them, be more successful and they’ll make more money.

Some even try the metaphysical equivalent of “working harder” by writing out their goals every day wishing things will change without doing the practical stuff that make things change.

Money moves from one person to another, from one business to another based on a different criteria that will be revealed here…

Just thinking and being more positive will not make things turn around for you. My experience is that people who focus JUST on the mental aspect of being successful will be largely disappointed.

And for most, there is too much focus on the thinking, instead of the mechanical process of being rich and successful.

Think about growing rich for as long as you want and you will starve. Why? Because…

Being successful is a mechanical process.

Does being a better person, working harder, having great products and services help? Of course it does! But that alone, won’t get the job done.

Money can’t distinguish between right or wrong, good or bad, morality or immorality, priest or pornographer and frankly, it doesn’t care.

It does not discriminate based on positive or negative achievement, the basic process is the same.

Watch any sales team in the morning as they get themselves all “G’ed” up about how they are going to go out and “kill em”, sell like crazy.

Then watch their demeanour as they return later, somewhat crushed from the whole experience due to lack of sales.

The door to door guys and the insurance guys get all excited in the morning, but it is a different story in the afternoon.

So where did all the positivity go?

It was flawed in the first place, they had positive expectancy with NO justification.

Positive expectancy, a smile on your face is important, but you need much much more than that.

You see, the best attitude in the world is no better than the worst attitude in the world if you don’t have a REASONABLE chance of success.

All great success uses a system for creating wealth in an environment where it has a reasonable chance of success.

That may very well be one of the most important paragraphs you have ever read. You see, firstly you need a system, in our world, marketing and sales system.

Why marketing and sales? Because it is the one thing businesses can’t survive without. It’s the life blood of a business.

Secondly, an environment, by that I mean a market that you can market to who have and are willing to pay you money.

Thirdly, a reasonable chance of success, no point building a better fishing rod hoping to catch more fish if you are fishing in a smelly pond where no fish can survive.

Won’t matter how good the rod is or how good your bait is, the result won’t change.

Success works in reverse, reason first, positive expectancy second.

So the trick is to give money a reason to be attracted to you, then and only then you can expect to have it.… Read the rest