delegate or drown by michaels beejal parmar - …. virtual product... · delegate or drown table of...

DELEGATE OR DROWN 1

Delegate or Drown

By

Daven Michaels & Beejal Parmar

2 DELEGATE OR DROWN

Table of Contents

Chapter 1: Outsourcing Revolution ....................................................................................... 3 Chapter 2: Your Master Plan ............................................................................................... 17 Chapter 3: Your Virtual Success Team ................................................................................ 48 Chapter 4: Global Collaboration .......................................................................................... 67

DELEGATE OR DROWN 3

Chapter 1

Outsourcing Revolution

Chapter 1 Outsourcing Revolution

4 DELEGATE OR DROWN

OUTSOURCING REVOLUTION

You can’t go to a personal development event and not hear about outsourcing.

Outsourcing is big news in the entrepreneurial and Internet marketing world. Why?

Because it is truly one of the essential keys to success in the new global economy.

Many so‐called experts have created outsourcing training. This program is

different because it was created by professionals who know, and work, in both sides of

the industry. We outsource tasks. We provide outsourcing services to hundreds of clients.

We are marketing‐focused. We are going to teach you how to outsource effectively, and

the dos and don’ts of outsourcing. This is going to completely change the way that you

run your business, the way that you look at business, and the way that you plan your

future business endeavors.

Let’s talk for a moment about being overwhelmed and stressed. I’m sure if you’re

out there and you’re self‐employed you can relate to those feelings. If you can’t, you’re

not in business, right? In today’s business environment there are increasing numbers of

solopreneurs and entrepreneurs. If you’re reading this, there’s a great chance you’re

working from home, that you’re a solopreneur. Why do we have so many solopreneurs

these days? Because thanks to the internet we can work anywhere. Many people now


5 DELEGATE OR DROWN

work from home. It’s cheaper, it’s more convenient and you can spend more time with

your family. So why is it that, as entrepreneurs, we’re experiencing all this stress? Is it

because there’s more work on the table than there ever has been? Perhaps yes. We can

do more today because of technology, right? We can do what might have been a week’s

work, in the past, in just one day, thanks to computers. But I think, however, we’ve

adapted to that to a certain extent.

So why is it that we are so bogged

down? Can you relate to this? Can you relate to

sometimes working an eight, 10, 12, or 15 hour

day only to find that the next morning, you

wake up, you check your email, and there’s 100

emails waiting for you? It’s just ongoing, isn’t it?

So why is it? Why are we so bogged down? I

was thinking about this the other day. Why is it?

What has changed? What is the paradigm shift

that has made things so crazy? I think is the fact

that if we’re working from home, we’re solopreneurs. Formerly, you had an office, you

had employees and you worked at a desk. If something came along and you’re like, I’m

too busy for this, you would immediately shift it to somebody else, right? And then you’re

back working. But when it’s just you, how can you delegate? To whom? You need a virtual


6 DELEGATE OR DROWN

team. As a matter of fact, without a team, you’re going to be working in your business.

You’re going to be an employee. You’re still working for the man, the man just happens to

be you. You have to get outside of that. You have to learn on your business, as opposed

to in your business. It is the only way that your business will take you to where you want

to be.

We talked to entrepreneurs from all over the world and many told us they feel

overwhelmed, and experience a great deal of stress because they’re working long hours

and that it is having a negative impact on family life. One of the reasons we’re so

passionate about outsourcing is that it gives us a way to help entrepreneurs not only

make more money, but also improve the quality of their lives.

It is liberating to get to the point where you can work on your business, where

you’re a business strategist and not an employee. It’s liberating when you begin to run

your business like a big corporation. There is a lot of money to be made, and there are a

lot of great things you do with your company. And you can begin to live the lifestyle that

you dreamt of when you became an entrepreneur.

Why did you go into business for yourself? Was it so you could spend 15 hours a

day in front of your computer answering emails? I hope not! If that was your reason then

you’ve probably reached your peak. There are reasons that you became self‐employed.


7 DELEGATE OR DROWN

There were reasons that you stopped working for somebody else and decided to bite the

bullet and be your own person. We want to help you rediscover those whys.

LEVERAGING AND DELEGATION

One of the secrets for success and wealth creation is leverage. Ask any speaker or

trainer who teaches entrepreneurial students. Leverage is the art of doing less and

achieving more. It is an art every business owner needs to learn if they want to turn their

dreams of financial freedom into reality. It is simple: to make money and achieve financial

freedom, you have to learn how to effectively leverage other people’s skills, time, and

resources. Almost every single personal development and entrepreneurial speaker or

trainer tells their students about the importance of delegating work to others. If you are

busy answering your emails, answering your phone calls, you’re not an entrepreneur.

You’re a solopreneur. I can’t emphasize this enough: we want to help you get from being

your own employee to being a true entrepreneur, where you have time and freedom to

enjoy your life.

Email is the greatest productivity killer there is. Here’s a challenge: take out a

piece of paper and write this down right now. Write this in big letters on a blank piece of

paper: I WILL BE OFF MY EMAIL WITHIN SIX MONTHS OR LESS. Write it down. I WILL BE

OFF MY EMAIL IN SIX MONTHS OR LESS. You have to get off email. Worst case scenario

may be emailing for a couple of hours a night, or a couple of hours in the morning. But it’s


8 DELEGATE OR DROWN

imperative that you get off email. Get somebody at a lower level to handle your email.

Your virtual assistant can get you off of email.

WHAT IS OUTSOURCING?

Let me give you some examples of outsourcing. If you have a handyman comes to

fix your toilet, that is outsourcing. Do you do your own dry cleaning? I think not. You

outsource it. When you go to a restaurant to eat, you are outsourcing. You are

outsourcing every day, and you’re doing it all the time. You may have a personal assistant.

You have employees, or you don’t. You may even outsource to your kids by asking them

to do things around the house and paying them for it.


9 DELEGATE OR DROWN

Figure 1. The Benefits and Concerns of Outsourcing


10 DELEGATE OR DROWN

Why outsource? The decision to outsource is based on several factors: your skills,

your available expertise, your time, available talent within the company, financial

considerations, projects, and tasks that have to be performed. Let’s talk about the

financial considerations for a moment. It’s our goal to get your virtual assistant

generating income for you as quickly as possible. Because at the end of the day, we want

to get your VA to pay for itself, then you can expand from there. But you can breathe easy

once you’ve got a virtual assistant that’s actually generating income for you. There are

financial considerations, projects, and tasks that have to get performed. Outsourcing

allows you to reduce stress and spend more time with your friends and family. It also

allows you to look closely at your business, think about it and come up with great ideas.

Better use of your time is key. If you want to cut costs, generate more leads for

your business, or run multiple businesses, outsourcing is the way to do it. And you want

to manage your multiple streams of income. The benefit of outsourcing includes more

time for you and your family, increased revenue, a better quality of life and, once again, it

reduces your overwhelm and stress. I repeat, you want to be working on your business,

rather than being buried in your business.



GLOBAL LABOR FORCE

Let’s talk for a moment about your

global labor force. Thanks to the internet,

entrepreneurs can access talent in any

country in the world. Web‐driven

outsourcing actually started with India.

During the dot‐com boom, a ton of

money was invested into India and a big

chunk of that was spent laying pipe that

went under the ocean, which carried fiber‐optic cable over to India. Hundreds of millions

of dollars were spent on that and those data lines were expensive. Suddenly big

companies, the big corporations, had access to India, where they were able to source

inexpensive labor. As a result, their businesses grew. Well, what happened after that?

There was the dot‐com bust? Well, after the dot‐com bust, those companies went

bankrupt and then the second‐tier of people came in. You know, the pioneers generally –

not always – but the pioneers often fail and it’s the copycats that come in and make all

the money. So, the copycats came in, the next wave of business, and they were able to

purchase those lines for pennies on the dollar, and make them available at a very

inexpensive rate. That was the beginning of outsourcing 2.0, if you will. That’s when the



whole world began to have access India and other developing nations. That’s when

outsourcing became available to everybody. Just as the internet has leveled the playing

field, so to speak, this wave has leveled the outsourcing field.

You might wonder: is outsourcing good for the U.S. economy? You have to start

thinking of yourself as a citizen of the world, as a citizen of this big, blue marble called

Earth that is getting smaller and smaller and smaller. If you’re in the U.S., you have to

stop thinking of yourself as just a citizen of the U.S. You’re not. You’re a citizen of the

world. The U.S. is entrepreneurial already, and as it changes it will become more and

more entrepreneurial. One in two households, roughly, has some sort of home‐based

business. And this trend will continue. You will source your labor from wherever it makes

the most sense. Wherever it’s the most effective, wherever the best pool of people is,

wherever the least expensive pool is; that’s how it will work. If you’re somewhere else in

the world, you can’t think of yourself as a citizen of your country. You have to think of

yourself also as a citizen of the world. You’re in a global business, you’re going to get

more and more business globally, and you have to think of yourself as a global business.

Outsourcing companies often get blamed for contributing to the economic crisis,

but that’s just simply not the case. Things are changing, absolutely and, over the next

decade or so, the odds are that these inexpensive overseas domiciles won’t be so

inexpensive. As more and more revenue comes into countries, they will have inflation,



prices will go up and, eventually, everything will level out and become global. But that’s

probably a decade away and we’ll want to see how that turns out.

It is absurd to blame outsourcing for the economic crisis. Labor markets have

always shifted. Companies have been outsourcing since the onset of commerce. The

reality is that many businesses would not be able to operate if it wasn’t for outsourcing.

When businesses do well, local jobs are created. So let’s talk about successful

outsourcing. There are different types of outsourced employees that you can hire. There

is the VA or virtual assistant, an outsource rep or virtual assistant that specializes in the

tasks that can help grow your business. Internet marketing, networking, call center

management, research, inventory, and billing are just a few of the duties that your

personal rep can perform. Most VAs are fairly versatile. In many cases, you may want to

find a specialized outsource employee. These could be, let’s say, technical, like websites,

software, database professionals, like accounting, and maybe even architects, social

media, to help manage your Facebook, your LinkedIn, your Twitter, internet marketing,

on‐page and off‐page SEO, telemarketing, outbound calls or inbound calls, creative,

design‐related, or writers.

In the next chapter, we’re going to cover the essential keys to successful

outsourcing. These are: knowing what you need to outsource, knowing how to outsource

a given task, finding the right individuals to perform the tasks, and how to effectively

manage your outsourced employees. This is going to change your life.


NOTES:


Chapter 2

Your Master Plan

Chapter 2 Your Master Plan


YOUR MASTER PLAN

Welcome to Creating your Outsourcing Master Plan. In this chapter, you will learn

how to identify tasks that you can outsource to others, and decide which task to

outsource first. This will help you to shift from being a micro‐manager to being a macro‐

manager. Entrepreneurs tend to be micro‐managers. Almost all entrepreneurs are guilty

of being micro‐managers at some point in their career. Unfortunately, micro‐

management usually leads to a bottleneck in your business, impacts your ability to grow,

and leads to working long hours and feeling overwhelmed. Our goal is to set you on the

path to becoming a macro‐manager. You want to be working on your business, not in

your business.

The answer to this problem is to learn how to delegate and outsource to others.

Delegation is the art of leveraging other people’s skills and time. Your success and ability

to monetize different income streams is going to be based on your ability to delegate the

tasks associated with the income stream or project, to other people. You simply won’t get

rich working by yourself. Nor will you achieve the financial freedom that you seek. If

you’re a solopreneur, entrepreneur, business owner, corporate executive, speaker,

author, or musician, learning how to delegate business tasks to others is essential.



Delegating a task or project to someone outside of your company is referred to as

outsourcing.

Figure 2. 4 Reasons Why Outsourcing Works

Next we are going to talk about the entrepreneur’s curse. Have you heard about

it? Otherwise called, “do it all myself‐itis” or “take home too much‐itis”. The symptoms of

these two diseases are feeling overwhelm, stress, lack of sleep, and anxiety. Again, the

answer to this problem is learning how to delegate and outsource. Many entrepreneurs

are simply addicted to overworking, which leads stress. Even when tasks are delegated,



entrepreneurs just find new tasks to take on and find themselves overwhelmed again.

You need to understand your healthy working capacity. For some of you, it could be 40

hours per week, for others, it could be 80 hours per week, and for some of you, it might

be 20 hours per week. Our healthy working capacity changes depending on life

circumstances.

To demonstrate this, try this simple exercise. If you’re driving, wait until you get to

your destination, find a drinking glass or cup and fill it with water to the rim. Now pick it

up and notice as you move around and try to maneuver, how easy it is to spill the water.

Your glass is at its spill‐point. In life, we often fill our time to its spill‐point. This is called

your working capacity overload point. Now go ahead and take a second glass. Empty

about 20 percent of the first glass of water into the second glass. See how much easier it

is to handle the glass of water? We each have a different healthy working capacity.

Nobody can tell you how much you should or shouldn’t be working. That’s for you to

decide. However, if you are working long hours, and even longer weeks, and feeling

overwhelmed, you’re probably surpassing your healthy working capacity. If you’re feeling

tired, restless, stressed, not getting enough time for you and your family, your glass –

your healthy working capacity – is at its spill‐point. You’re filled, and it’s not healthy.

Even when some work is offloaded to others, a lot of entrepreneurs find new tasks

and projects to fill their glass back up. It’s an addiction. Decide how many hours you want



to work, not have to work. Knowing your healthy working limits, and delegating tasks to

others, will allow you to achieve success and lead a more enjoyable lifestyle. The first step

towards successful outsourcing is to take a deep breath and get comfortable with the fact

that you don’t have to do it all yourself. You can delegate tasks to others. Other people

are ready and willing to help you succeed.

TIME MANAGEMENT

What is the best use of your

time? It could be working a specific

area of your business, such as client

meetings and sales calls, or it could be

spending more time with your family,

or more time for yourself. When

you’re clear on what you should be doing, delegating tasks to others becomes easier.

What is your hourly time value? Understanding this is very important for delegating and

outsourcing. Let me give you an example. If you earn $10,000 a month, your hourly time

value is just over $60 per hour. Now, let’s calculate your time value. Take your monthly

income, divide by the number of weeks you work – typically four – and divide again by

the number of hours you work in a week. For example, I used 40. Now, this is a crude

calculation; however, it serves the purpose of demonstrating the value of your time,

versus the value of delegating tasks to others. If your time is worth $60 per hour, does it



make sense for you to be doing tasks that you can outsource to others for just over $5 per

hour? In some cases, yes. If you fit your earning capacity, you may want to do the task

yourself. But usually the answer is no. In most cases, you want to outsource to others

who can do the same task for less.

One of the most common questions asked is: where do I start? The other common

question is: how do I make more money with a virtual assistant? Both of these questions

will be addressed. Ideally, it would be nice to delegate everything so you have plenty of

time for what you want to do. However, we each live in our own circumstances. We know

that you have budget and time limitations. We all do. Before we get into how to delegate,

we need to prioritize your projects and the tasks associated with those projects.

DELEGATING AND PRIORITIZING YOUR PROJECTS

We will look at a simple way that will help you decide what to delegate first. Start

by writing a list of all your key projects, including income streams. For this example, we

will consider an income stream a project. Of the projects and income streams you’ve

listed, prioritize them. A quick way to do this is to pick the first project and compare to

the second project. Which project is the more important to you? If the answer remains

the first project, compare the first project to the third project. If the answer remains the

first project, compare to the fourth, and then the fifth, etc. Now, if the second project is



more important than the first project, you’ve got to compare the second project to the

third and the fourth and the fifth. When you identify the most important project, put a

1 beside it. Then pick the second project on the list and compare to the third, the fourth,

and the fifth. This is a quick way to prioritize your projects. Using this technique, you

should be able to identify the priority order of your projects. If you have a list of more

than 15 projects, we recommend narrowing the list down to the top 15. Efficiency experts

recommend keeping the number of active projects to less than 15. You will want to take

the most important project, or income stream, and decide which tasks associated with

that project you want to delegate first.

Let’s look at how to do that. Once you

prioritize your projects, look at the tasks

associated with that project. Take a blank

sheet of paper. Create four columns on the

sheet and label as follows: column one, Tasks

You Have to Do; column two, Tasks You Have

to Outsource; column three, Tasks That You

are Doing that Could be Done by Others; and

Column four, Tasks You Would be Doing if You Had More Time or Money. Let’s look at

column one. Think about all the tasks associated with that project, and enter them in the

appropriate columns. Let’s look at column one. If the tasks in this column are



overwhelming you need to reevaluate how you’ve structured this project, or business.

You have already maxed out your healthy working capacity. You need to create a new

game plan. Review column one again and ask yourself: do I really have to do all these

tasks myself, or can I delegate the tasks to somebody else?

Let’s look at column two. The tasks in this column represent the tasks you have to

outsource, because you don’t have the expertise or skill set. This will often include

website design, software development, designing databases, and graphic design. These

are tasks you may have outsourced in the past. The tasks that are in columns three and

four are the ones you should be outsourcing to others. Now we need to prioritize these

tasks to decide what to outsource first. You need to ask yourself the following question:

what can I outsource to others, so I can better use my time? You might need more time

to generate leads for your business. Or you might simply want to work fewer hours and

reduce the stress in your life. The second question to ask yourself is: what can I outsource

to generate more leads or sales for my business? You may want to outsource the

promotion of a book or a concert or an event. This list should include tasks such as

telemarketing, social media, article writing, article and video posting, business card

follow‐up, appointment setting, blog writing, and blog commenting. In addition, you may

want to outsource your email filtering. Go ahead and prioritize the tasks in column three

and four, in order of which ones you should be outsourcing first.



As your business grows, you can outsource more and more to others, so you can

better use your time to pursue other projects, or simply have more time for yourself and

your family. This is not an overnight process. It can take weeks, months, or years to fully

implement an outsourcing strategy for your business. The key is to get started. Start with

the first task on your list. You can always add other tasks later on.

TIME AND BUDGET FOR OUTSOURCING

Now that you’ve identified the tasks you want to outsource, you need to decide

upon your time and budget. Generally speaking, you get what you pay for. If you pay low,

expect a lower quality performance. Higher paid employees usually result in higher

performance. High quality work, however, does not result in a high rate of return. Let me

give you an example. Articles can cost a few dollars, all the way up to $50 per article. And

while your $50 article might be extremely well‐written, it does not mean it will generate

better results. Do your research. Evaluate how much you should be paying for certain

tasks. Remember, you can hire managed outsource employees and virtual assistants for

just under $6 per hour.



Before we jump into hiring an

outsource employee and actually

delegating the tasks you’ve identified,

there is an important step in the

process. This step is often overlooked or

not given the attention it deserves. One

of the keys to successful outsourcing is your ability to create systems and easy‐to‐follow

instructions. Here is a great thing: once you’ve hired and trained your first virtual

assistant, they can create instructions for additional outsource employees you may hire in

the future. If you’re in need of help, you need to use the call sign – SOS – Simple

Outsourcing Systems. Systems set you free.

So what is a system? Well, for the purpose of this training, consider a system as

being a set of detailed instructions that describe how the task is to be performed. Create

a set of instructions so that someone else, like your virtual assistant, can follow your

directions clearly and completely. Easy‐to‐follow instructions make for successful

outsourcing. Instructions can include the following: flow charts, diagrams, drawings,

written instructions, audio, and video. Once you’ve created the instructions, you should

follow them yourself. Follow them exactly as you’ve written them. If you can follow each

step and accomplish the task, your virtual assistant should be able to do the same.



Let’s talk about allocating your time and your budget. You can go with either a

part‐time or a full‐time service. Many of the companies out there, if you choose to use a

company, only offer full‐time services. The best thing to do is decide how many hours you

will need each week. Then double it. Here’s why: you’re going to need more hours than

you think you’re going to need. Generally, if you think you’re going to need 10 hours, try

to grab 20 and if you think you’re going to need 20, go for 40.

We advise that there is a 60‐day litmus test when it comes to outsourcing. We find

that most employers are micro‐managers. Can you relate to that? Most entrepreneurs

can. It’s a challenge to have employees that are an ocean away, where you cannot see

what they’re doing on a day‐to‐day basis. Now, you are in the loop. You do receive

reports. You can monitor their calls. You can monitor their computer. But it is still a whole

different experience from having somebody in your office that you’re working with. We

always tell our clients to hang in there for the first 60 days. We have two types of client –

some love it right away, others need a period of adjustment. Sixty days is usually what

gets them through. Once they pass through this 60‐day tunnel, they come out just loving

it. They love the concept. They want to hire more employees. It completely changes their

life. It’s really quite amazing.



OUTSOURCED EMPLOYEES

When it comes to hiring, you really have a couple of options. One is direct hiring –

in other words, finding a freelancer or hiring a company. This course is specifically made

so that you can outsource in the U.S. or you overseas – it’s entirely up to you.

Figure 3. Top Reasons for Outsourcing



There are two basic ways that you’ll outsource. You’ll either have a freelancer, or

you’ll work with a company. Now, our first choice is always working with a company. Let’s

talk about the pros and cons. Hiring a freelancer is pretty easy to do. You can go to

Craigslist, Guru, or Elance and you put in your requirements and you’ll be hit by a myriad

of different people with different offers. The real problem, though, is that there isn’t

accountability. Now, you may save a buck or so. That’s not guaranteed these days, but

you may save a little money. The question is: is it really worth it? You have to answer that

for yourself. If you work with an actual outsourcing company, you’ll have accountability.

Let’s say an employee doesn’t work out for you. If you’re working with a company that

has a facility where they have hundreds of employees they can easily replace that person

for you, generally within hours, or maybe a day or so.

Also, let’s say that your employee is leaving you. With a company, they’ll give

notice, and during that time, they can actually have the new employee come in and have

them work together. The training is done on your behalf so you don’t have to waste your

time training. Conversely, let’s say you were working with a freelancer, and they decided

that they were going to leave you. Who knows? Maybe they had a problem with their

family, or they found a better position, and they’re just gone. Then you have to start the

training process all over again, and it’s time‐consuming. Your time is definitely worth

more than about $6 an hour, so it probably is better to use a facility, but that is up to you.



Figure 4. Outsourcing Risk Factors

Let’s look at some other pros and cons. Say that you’re working with a freelancer,

and they just disappear on you. All of a sudden one day they aren’t answering their

emails. Do you have recourse? Well, no, you don’t. Whereas if you work with a company

you could go to the HR manager, or you could go to the management of the company.

You could even demand a refund, or recourse. So once again, there’s accountability also.



In addition to that, let’s take a look at infrastructure. If you’re working with a

freelancer in the U.S., the internet generally works, the power’s always on, the phones

are always working. Overseas, in developing nations, that’s generally not the case. As a

matter of fact, it’s pretty common to not have power the entire day, and to have things

go wrong, and to have the internet go down for extended periods of time. You have to

decide whether or not you can work with that. Most cases we find, especially today,

that’s really not acceptable. When you’re working with an actual outsourcing company,

they have redundant infrastructure.

THE INTERVIEW PROCESS

Let’s talk about the interview process and interviewing your new outsourced

employee. Remember, you’re going to either have a freelancer, or you’re going to have

an employee from a facility. With a freelancer, you’ll probably receive a whole bunch of

emails from people that are interested in working for you, and then you’ll probably do a

lot of your interviewing over email, possibly chat on Skype and maybe even talk on Skype.

Quite often, these people don’t have a lot of infrastructure, so they may not have the

bandwidth to actually talk to you. But more and more, we’re seeing that they actually will

be able to chat with you on the telephone, via VoIP or Skype. So that’s an option. You’ll

really have to make sure that you’re clear on what your needs are and you’re going to

have to ask a lot of questions, because there’s no screening process with these people.



So the next step is you’ll go through

your interview process, and you’ll actually

interview these people on the telephone.

You want to make sure that you are very

clear on what your needs are, that you ask

good questions, and that you make sure

that you think about what you’re going to need over the next several months, and make

sure they’re going to be able to deliver. Ultimately, today, technology is moves so rapidly

it is impossible to be up on everything. It’s physically and mentally not possible. So no

matter what your employees’ skills are today, they’re going to need new skills tomorrow

and they’re going to end up doing training with you.

But ultimately you’re looking for somebody you can work with. You need to make

sure that you like them, that you feel confident in their ability, that you’ll be able to work

well together and, if they’re going to be working with your clients, that they’re going to

put a good face out there for the company. They’re going to keep learning and growing

with you, and that’s exactly what you want.



TERMS AND CONDITIONS

If it’s important to you that your employee does specific things in a certain

manner, then a contract might be a good idea. If you’re working with a freelancer, I would

suggest it. Just to make everything clear. Will that contract be of help if it’s overseas? No,

most likely it will not be. But contracts are great because they spell out what everybody’s

expectations and duties are within that agreement. They can be important. Contracts can

also be important as far as your commitment to how long you have to hire your

employee. Many outsourcing companies do have contracts. You have to hire them for a

year or certain number of months.

Let’s talk about terminating your contract. What happens when you’re done

working with your outsourced employee? If your work is done, you just wrap it up. If you

have somebody working for you as a regular employee, you should try to give them 30

days notice as a courtesy.

Let’s talk for a moment about attrition. You need to realize that when you spend

very little money to get an employee in the U.S., you’re going to have incredibly high

attrition, right? You’re going to be working with somebody who is transitioning. They’re

just going to work for you for a while, and then they’re going to move onto something



else. It’s totally different in the Philippines. The wage that you’re paying is actually an

exceptional wage. So as a result, you’re going to have incredibly low attrition. The odds of

you losing your employee are unlikely.

BONUSES

Let’s talk about bonuses for a moment.

Bonuses are completely elective. Do you have

to pay bonuses to keep your employee happy?

No, definitely not. But, can bonuses make a

difference? Yes. They can definitely help you

get a higher performance rate, it can make a

difference in your employee’s life and it can make a difference in the lives of their loved

ones. You have to realize that in a place like the Philippines the level of poverty is striking.

It’s a level of poverty that, unless you’ve been there, you’ve probably never been exposed

to. It’s unbelievable. You’re making a huge difference in these people’s lives by paying

them and you have to realize there’s no such thing as a Filipino that just supports them.

They’re always supporting their mother, their sister, their father, their brother. So you’re

not just helping one person, you’re helping a family and you’re making a big difference in

the world, and you should be very proud of that.



Do bonuses help? Absolutely. Are they expensive? No. Let’s say you pay

performance bonuses of $100 in a month. Would that be a great hardship for you?

Probably not. Would it get your employee to give you a higher performance level? Yes, I

would say absolutely. Would you make a massive difference in several people’s lives?

Absolutely. So it’s something you want to take a look at doing.

So how would you do it? You’d start with the outcome, and work backwards. So if

you were willing to spend, let’s say, $100 a month on a bonus, and let’s say on average

your company would close 20 deals in a month, so then you would give them $5 per deal.

If they over‐perform then they’d make even more, and you’d be happy. It’s a win‐win

situation. So that’s how the bonuses work.

How do you send bonuses to your employee? Well, there are several different

ways to get money to a freelancer overseas. Of course, you can wire them the money;

that can be costly, although it’s a lot easier to wire money than it used to be. It used to be

that you had to go to your bank. Now you can do it electronically, online. But there are

other services out there, too, like PayPal and Xoom.



CONFIDENTIALITY

So you may pay a bit more for a company, but it’s generally worth it. Another

thing we should touch on is confidentiality. Is your valuable data safe with a freelancer?

No, it’s definitely not. Anything can happen to that data. One thing you need to take into

consideration, though, especially if it’s overseas, is that although your data is vitally

important to you and your business, it’s really of no use to somebody in, say, a country

like the Philippines. There’s nothing they could do with it and it won’t mean anything to

them. So is your data safe over there with a freelancer? Well, there is no guarantee. But is

it much of a risk? Probably not.

These days, there are a lot of things you can do to

protect yourself, as well. Most CRMs these days are web‐

based. So you can have a web‐based CRM, where you can

store your data. All this information can be encrypted and

you can use this with a freelancer or with a company. In addition to that, let’s get very

specific and talk about data like credit card information. Let’s say you have an e‐

commerce business and you’re taking valuable credit card information. Generally, if it’s in

some sort of shopping cart system, the agent will only be privy to maybe the last four

digits of the card. But let’s say that they could see all the information. In the Philippines,



or in many of these developing nations, it probably would not be a big deal, because most

of the people that work for you just don’t use credit cards. They really wouldn’t know

what to do with credit card information. So generally, your information is incredibly safe.

One other thing that can be done, though, is

you can sign NDAs. If you’re working with a

freelancer, they can sign an NDA, which should

protect your data legally, but honestly, will you be

able to hold that contract up? No. You want to do it to

maybe just set some ground rules, but you’re not going to be able to enforce that

contract. You’d have to hire an attorney overseas and spend a lot of money, and you’d be

in a legal system that you know very little about. If you’re working with a company, you

have a little bit more protection.

HIRING EMPLOYEES IN THE U.S.

So let’s talk for a minute about finding your outsourced employee. Well, you’ve

got a myriad of different options as to where you might outsource. Of course, it can be in

your own backyard, or it can be an ocean away. Let’s talk about some viable options. Of

course, there is the U.S. In the U.S., you’re going to find people that speak great English,

they completely understand our culture, they’re nearby, and they have no infrastructure



issues, but you’re going to pay a little bit more money. And there are times when that

works just fine for you. A good example is if you have marketing material that needs to be

mailed out, it wouldn’t make sense for that marketing material to be mailed out of the

Philippines. It would be too expensive.

HIRING EMPLOYEES OVERSEAS

So there are times when you’re going to outsource to the U.S., and why not? But

overseas, there are a lot of different options. So let’s talk about some of them. There are

many, but there is a handful that really stands out today. China is going to be an

outsourcing superpower soon. There are still language issues, but it is right around the

corner and they’ve got a huge population. The pioneer in outsourcing was India and India

can be an amazing place to outsource to because the brainpower of India is

mindboggling. There are a billion people in India; they are highly skilled and highly

educated. As a matter of fact, if you’re looking for programmers, if you’re looking for

research, if you’re looking for MBSs, you can get them from about $16‐30. You can also

find low‐level outsourcing help there, too, but it’s not cheap anymore. It used to be $12,

$14, $16 an hour. You’ll be hard‐pressed to find something that inexpensive in India.



Figure 5. The Main Contenders of Outsourced Work

Even though we don’t suggest using India for outsourcing, there is an exception,

and that is web designers. You generally can’t find too many outsourcing companies that

will actually work in our time zones here in the U.S. They want to work in their own time

zone. They want to work regular hours. There are big companies that will work whatever

hours you want, such as these huge conglomerates over there. But the smaller companies

won’t do it. So with web design, it actually works out pretty well because you can just

give them the information and then the next day you wake up and it’s handled. India’s

not my first choice for many things, except possibly web design.



If you’re looking for Spanish speakers, we prefer three places: the Dominican

Republic, Panama, and Costa Rica. They are a little more expensive – actually,

considerably more expensive. Now, if you need a mix of Spanish and English and you’re

doing phone‐based support, what you can do is you can use a phone tree. So you can say,

“press one for English,” “press two for Spanish” and then it can go to their respective

centers. This is a good way to cut costs.

Finally, if you’re going to be using regular outsourced employees, our choice has

always been the Philippines, and the rest of the world is going in that direction now, too.

As a matter of fact, many of these Indian companies are now using a Philippine approach

for their voice‐based services because they have very light accents in the Philippines. The

Philippines was a U.S. territory for a long time. As a result, they love our culture, they’re

very Westernized, they speak great English, they laugh at your jokes, they tell great jokes,

they’re warm, they’re friendly, they’re hardworking, they’re trustworthy, they’re well‐

educated, and you can get them cheap. It’s inexpensive to hire employees overseas. In

the Philippines, you can get employees for $6‐7 an hour, sometimes even less.



MANAGE AND WORK WITH YOUR OUTSOURCED EMPLOYEE

You should be able to readily get hold of your outsourced employees by phone,

email, Skype or chat, and even text. The great thing is that with smart phones, you have

easy access to your virtual assistant. If you have a VoIP phone and have a Wi‐Fi

connection, you should have no problem staying in touch with your virtual assistant

overseas.

Features you may want your virtual

assistant to have access to include: call

recording, call queuing, and predictive

dialing. Call recording allows you to record

your agent’s calls, and have them emailed to

you at the end of each day. This is a great tool for quality control and coaching. Call

queuing allows your customers and callers to be placed in the queue while they wait for

the next available agent or representative. This feature is ideal for the small business that

receives incoming calls into functional areas such as sales, technical support, customer

service, and more. Those days of losing potential customers can massively be reduced

using call queuing technology. Predictive dialing automatically dials your calling list for

your outsourced telemarketing agent. This increases your agent’s productivity



exponentially. Your agent uploads the list and logs in. The predictive dialing system then

begins to dial. Your agent is alerted the moment someone picks up the phone. The

respondent’s information is displayed on your employee’s screen, so they can address

them personally. Watch your response rate increase a thousand fold using predictive

dialing technology. This is a must‐have for all telemarketers.

Let’s talk about email accounts. We recommend your virtual assistant uses an

online account. If they’re going to be filtering your emails, you can set up an email for

yourself, which they manage. They can filter your emails and forward important emails to

your primary accounts.

Managing your outsourced employees is not that different from managing

employees locally. You want to create systems for allocating work, reporting at the end of

the day, end of the week, appointment setting, project management, either using Excel or

online software. Let’s look at some of these in more detail. If you’re using a virtual

assistant to make appointments for you, they can make entries into your Google

Calendar, which you can sync with your Outlook, and even your smart phone.

Let’s talk about how to use Google Calendar. You can add appointments to your

primary calendar, then create another calendar, which your virtual assistant has access

to, and he or she can add appointments to that calendar. He or she will also be able to



see your personal calendar to avoid booking conflicting appointments. If circumstances

change, you simply contact your virtual assistant and have him or her reschedule the

appointment.

Another free resource you might want to use is Tungle.me. Tungle.me allows you

to send a URL link to people who are requesting a meeting with you. Tungle.me syncs

with your Google Calendar and only shows open time slots. When your contact receives

the Tungle.me link, they will quickly see the free times and select a time that works for

them. Learning how to use calendars and teaching your VA how you want them to

manage calendars is very liberating.

Let’s talk about document sharing. You’ll be

creating a lot of documents, either in Word, Power

Point, or Excel. You can use a free resource like

Google Docs to share documents. You can also use

Central Desktop. Central Desktop is a great

collaboration, document sharing, and project

tracking resource.

Remember, your virtual assistant is not you. You need to get over perfection

paralysis. One of the most powerful phrases in delegation is, “good enough.” We hear all



the time that some people utilize freelancers, complaining that their tasks were not

performed to their satisfaction. While this may be true in some circumstances, the reality

is that a lot of people set unreasonable expectations. Learn to set realistic expectations,

and know what is good enough for that task. Be realistic with your VAs abilities and the

time you allocate for tasks to be performed. And the results will transform your business.

Armed with the information in this chapter, you should be delegate key tasks, hire

an outsourced employee, and have the ability to manage and work with your VA.


NOTES:


Chapter 3

Your Virtual Success Team

Chapter 3 Your Virtual Success Team

DELEGATE OR DROWN 49

YOUR VIRTUAL SUCCESS TEAM

Figure 6. Why Outsource?

When you think of successful business owners, who do you think of? Bill Gates? Richard

Branson? Donald Trump? Do they write software, fly 747s, or build skyscrapers? Of

course not. They have an entire team of people who work for them. They are visionaries.

They’re like conductors of an orchestra. Their job is to lead. Your goal is to come up with

great business ideas, pick up the phone or send an email out to your team, and sit back



and leverage their skills and talents, and watch as your dreams and visions turn into

reality.

THINGS YOU CAN OUTSOURCE TO YOUR VIRTUAL ASSISTANT

In this chapter, we want to give you a big picture perspective and introduce you to

a range of tasks you can outsource such as:

1. Marketing

2. Social Networking – Twitter, LinkedIn, Facebook, new connections,

messaging

3. Articles

4. PR

5. Squidoo

6. HubPages

7. Bookmarking

8. Blog marketing

9. Video marketing

10. Monitoring blogs for spam

11. Radio marketing

12. Submitting media kits



13. Follow‐up emails

14. Telemarketing

15. Communication filtering

16. Emails

17. Voicemails

18. Customer support

19. Inbound phone

An outsourced employee can be trained to manage many of these tasks.

However, we recommend training a VA to be good at a few related tasks at a time. Don’t

overload them. Let’s review social media marketing and lead generation, and how your

virtual assistant can help you with these:



Figure 7. Social Networking around the World

• LinkedIn. LinkedIn’s a great place to find new prospects and clients. A

great way to do it is through connections so your virtual assistant can go

through and do tons of connections. Remember, each time you connect,

it’s a marketing opportunity, so send out your marketing message. You can

connect into groups. You can also have your virtual assistant do research

to find who the key people at XYZ company are that you want to be

working with, and then you can send out messages to those people and

begin the introduction process.



• Facebook. You can have your virtual assistant add friends. They can send

messages on your behalf on a regular basis. They can create pages for you,

especially fan pages, and find more fans and help you in the marketing of

your Facebook page.

• MySpace marketing campaigns. MySpace has fallen out of favor over the

last couple of years. But honestly, it kind of creates a big opportunity for

us. As a matter of fact, nobody’s really focused on MySpace, but there’s

still millions and millions of people that are on MySpace regularly. You can

use it for local advertising. It’s actually one of the best kept secrets.

• Twitter. You can have your virtual assistant add followers to your account,

do status updates, and send regular messages. They can find you more

followers.

• Video marketing. Video is huge. As a matter of fact, these days, video is on

just about every website. If it’s not, it’s probably not a website that sells.

But there’s a lot of confusion out there as to what exactly video marketing

is. A lot of people think that video marketing is just simply putting a video

on YouTube or putting a video on your website, but there’s a lot more to it.

When we’re talking about video marketing, what we’re talking about is



• creating short content videos of one to three minutes, prepping it a certain

way so that there’s a Chiron or lower‐third at the bottom that has your

website on it, and then shooting it out through video aggregators all over

the web, so that you’ll actually get traffic from it, as it will show up on

Google, sometimes within hours.

• Your virtual assistant can write and maintain blogs and monitor comments.

Even if you want to write your own blogs, your virtual assistant can put

them on article sites, blog sites, and monitor the comments. They can also

comment on other people’s blogs. That’s how you get valuable linkbacks to

what you are doing.

• They can send a periodical newsletter. This is really critical. People will

respond to your ads, and they will come to your website, and they’ll

request information. Inevitably, they will not buy anything from you. As a

matter of fact, more people will not buy from you than will buy from you.

For every maybe 10 new prospects that you get, one to two might

purchase. So 80%‐90% of them are not going to purchase. Why are they

not purchasing? There are a few different reasons. For one thing, they may

not be able to afford it. Two, they didn’t like your product or service.

Three, they did like your product or service, but the timing just wasn’t



right. Timing is everything, isn’t it? As a matter of fact, on the web, timing

changes moment by moment. So you’re looking at one website and then

you see another website and now the timing’s right. Something triggers

you, and you purchase.

So when clients don’t buy from

you, what does it really mean? It simply

means that they don’t want to buy from

you right this moment. But they may want

to buy from you in the next moment. So

what’s going to happen is, they’re going to

go to your website, and if you have a good website, you’re going to educate them, and

then what’s going to happen is, the next person’s going to come along and sell them. So

you’re doing the marketing for that next person and you don’t want to do that. You’d be

amazed at how many business owners do this all day long. So by having newsletters, by

having follow‐up series auto responders, by maybe doing direct‐mail, or sending out gifts

such as key‐chains, pens, bottle openers, or magnets, etc. Doing whatever keeps you in

front of your prospect and client is key.

Let’s talk about clients for a moment, because if somebody buys from you, is that

the end of your relationship? Well, absolutely not, that’s the beginning of your



relationship and somebody that buys from you, as long as you do right by them,

will buy from you forever, right? They want to buy from you; they want to buy from

people they trust, and people who bring value to them. It’s amazing how many

entrepreneurs out there have a business and they sell something and then they’re done,

they don’t continue to follow up. You need to keep in touch. One example is by email

newsletters. They can be weekly, biweekly, or monthly.

• Article writing is key. With pay per click – where you’re spending money on

Google, Yahoo, or MSN and the money is rolling in, the business is rolling –

but when you stop any form of advertising, (whether PPC or anything else)

the leads dry up immediately. But with article marketing that’s not the

case. Your articles are always out there and they will continue to get traffic

over time. So you definitely want to put some focus on article marketing.

• Websites are a must. One of the main things is lead capture pages, or

they’re often called squeeze pages. This is where you’re going to send

people when you want to get your leads. These are not regular web pages.

They basically have a video, a little bit of content, and then they drive

people into typing in their information, such as their name and email

address, so that then you can begin marketing to them and giving them

more information.



There are also sales pages. Sales pages are critical. If you don’t understand the

sales page here’s an example. There are a couple different types of websites; there’s your

regular website which is information‐based, and then there are sales pages. These pages

are geared specifically towards selling.

More and more people are involved in e‐commerce. If you are, the odds are pretty

good that you’re on one of the two most popular platforms for your shopping cart:

1ShoppingCart or InfusionSoft. Quite often it works out that you start with 1ShoppingCart

and later end up in InfusionSoft because InfusionSoft is more expensive than

ShoppingCart. Each platform has its pros and cons.



• Telephone answering services can save you from being on the phone with

customers all day long, and business owners should not be on the phone

generating leads. Even if you’re good at it, you’ll just become a bottleneck

in your business, and you don’t want that to happen. Voice services can

include telemarketing, customer service, help desk, technical support, and

• Appointment setting. Appointment setting is really important. Let’s say you

go out to a trade show or an event, and you come back with a bunch of

business cards. You can have your virtual assistant scan those cards in, put

them into your email follow‐up series, and then call them to set up

appointments. That way, your time is only spent on the phone actually

making valuable sales calls.

• Your VA can provide research for a variety of needs, such as: content for

articles, presentations, teleseminars, and books. They can find you affiliate

partners, find people in your target market, obtain a list of companies or

individuals and prepare and email preliminary materials to those people.

They can research other venues for advertising, other media platforms,

software options, or spend time researching compatibility, creating surveys

and organizing and implementing them and then taking that data and


crunching it and coming up with information to help you in your marketing

and the creating of new products, and new office equipment and supplies.

Research is interesting because there are two ways you can do. You can have your

virtual assistant work the same hours that you’re working, so they can handle research

for you, or you can take the whole day to sort out what needs to be researched and then

give it to your employee.

• Administrative or secretarial services you can outsource are entering

business cards into a database, maintaining your daily calendar using

virtual calendars like Google Calendar or you can even use Outlook, event

booking, organizing travel reservations, checking your voicemail and then

sending the messages to you either via email or transcribing them, or

calling that person and cross‐connecting you in the call. They can route

client requests and get in touch with clients that have significant messages,

confirm sales for the week, complete routine paperwork every day,

duplicate or backup your files to keep them safe, and they can even order

office supplies for you.

• Another thing they can do for you is transcription. Your virtual assistant

can transcribe your recordings, teleclasses, teleseminars, etc., and they can


send out emails to all participants. They can take transcription over the

phone and transcribe that as well.

• Human resources activities can also be replaced, for example writing the

job description and requirements, managing announcements, placing ads

on online, receiving and reviewing resumes, confirming references on

employment applications, conducting the initial interviews on the phone,

updating clients to have the annual performance reviews, bookkeeping,

and billing.

• Your virtual assistant can create a PowerPoint presentations, diagrams,

and charts. They can clean up handwritten meeting notes or minutes, type,

edit, print, and send messages on client letterhead, and write reports and

basic documents.

• Would you like to spend all day answering support emails? Perhaps you

already do. Your time will definitely be better utilized on other business

billing activities. Business communications are vital but make sure you set

up a system and get others to execute it for you on a daily basis. Your

virtual assistant can produce and set up employee and project manuals,



• sort incoming emails, reply to standard emails, forward important emails,

and update emails while you’re on vacation or on a business trip.

• Did you know that a VA can actually manage your snail mail? You can have

your mail sent directly to them; they can scan, and email you your mail.

Your VA can then sort through the scans and inform you of any letters that

require your attention. You can even train your VA to scan your credit card

statements and look for errors. What’s really cool is there’s an iPhone app

for this, so you can see your snail mail on the go on your iPhone.

WHAT TO OUTSOURCE FIRST

The first projects and tasks you need to outsource are the ones you must do. Until

these are done, you really can’t move forward with your business or income stream.

These typically include product development, web design, web copy, setting up lead

capture pages, and sales pages. After you’ve outsourced the must‐do tasks, then you can

outsource lead generation and money making tasks.

It’s important to generate additional income to cover the cost of hiring your VA as

soon as possible. Once you’ve accomplished this, it’ll be easier and more affordable to

outsource other tasks.



If you’re a great salesperson, a great lead

generator, or networker, you might want to

outsource the tasks you don’t want to do before you

outsource marketing to others. By outsourcing the

tasks you don’t want to do, you’ll give yourself more

time to generate leads for yourself. Look at the tasks

that you are not good at such as graphics work, flyers,

diagrams, e‐book covers, posters, business cards, etc,

and outsource these types of tasks to professionals

who can do it quickly and efficiently.

The next tasks you should look to outsource are the boring tasks, the time‐

consuming and repetitive tasks. In most cases, these cases will be on your hate list. Many

people find the repetitive nature of social media boring. Posting articles, for example, is a

repetitive task, which can include posting to multiple sites, bookmarking hub pages,

posting content all over the web, building links, writing articles, and things like that. This

is a perfect example of a boring task that you can outsource.

Then you might want to move on to customer service. Depending on the business

and volume of sales calls, you may need to outsource your customer service immediately,



or when the sales volume increases. A location‐based business can hire an

outsourced VA to handle bookings and incoming calls. There are some tasks that we

recommend not outsourcing. These tasks include proprietary information and other

sensitive data.


NOTES:


Chapter 4

Global Collaboration

CEO S

lot of

one‐ti

could

compa

maste

that a

busine

memb

and p

take a

C

GLOBAL

This chapt

Space. Think

films on the

ime fee for l

never afford

anies in all f

ermind talen

llows you to

ess owner th

bers at the F

eople that a

advantage of

Chapter 4 G

D

L COLLAB

ter is about o

of it like My

e website an

ifetime mem

d. This includ

ields, as wel

nt individuall

o do more bu

hat joins CEO

Fortune leve

re in the dev

f these. If yo

lobal Collabor

DELEGATE O

BORATION

outsourcing

ySpace, exce

d a 140‐cou

mbership, an

des the lead

ll as lawyers

ly, privately,

usiness in a w

O Space atte

l, mid‐groun

velopment s

f

t

y

A

a

ou are gener

ration

OR DROWN

N & NETW

your netwo

ept it is CEO S

ntry institut

nd get to hire

ding coaches

and law firm

, and one‐on

week than y

ends 10 mee

nd, professio

stage.

It’s a

from every c

trade show i

your busines

Any busines

and reduce t

rally happy w

WORKING

rking and th

Space, a spa

ion that serv

e a phantom

s, and traine

ms. You are

n‐one. You ca

you often do

etings in 24 m

onals, three t

wonderful c

continent he

is held in Las

ss while you

s that wants

the cost and

where you ar

G

he first thing

ace for CEOs

ves business

m board of d

rs to the top

able to acce

an go to the

o in a year. U

months. The

to 15 year o

community,

elping each o

s Vegas. You

’re at the tra

s to grow mo

d time to do

re at and do

68

to discuss is

. There are a

ses. You pay

irectors you

p Fortune

ess this pool

e trade show

Usually a

re are

ld businesse

with people

other. The

u actually run

ade show.

ore rapidly,

so, should

n’t want to

s

a

a

of

w

es,

e

n

Chapter 4 Global Collaboration


grow more rapidly, then you aren’t a candidate. If you’re not already in business,

or going into business, you’re not a candidate, unless you want to affiliate with a

business. It may be you are a salaried employee and can’t get a raise. You love your

position but you’d like to also be on the board of a hyper‐growth company, and help

them in other ways while you keep the job that you love. That is a way to earn wealth,

not just generate cash flow.

Investors, venture capital companies, and private equity firms, love this place

because it lowers their footprint of cost to a better quality deal flow and higher yield

profits. If you go online to Ceospace.net, look at Show Me The Money, and you’ll see

checks are actually written while the program is in session. They are large checks and

there’s lots of funding. Some of the brands you walk by in stores every day are in the auto

space. For example, the best new auto product of the year, Tow Truck in a Box; or in the

Children Educational Toy Space, Piano and Guitar Wizard; in the burglar alarm field, the

Consumer Electronics Show award‐winning Laser Shield. You’re walking by these products

that are national brands; you just don’t know the owners are graduates of CEO Space.

Other brands that are part of CEO Space are Chicken Soup for the Soul, When

Venus and Mars Collide, and some of the best‐selling titles from Mark Victor Hansen.

Some of the new products coming out are from leaders that you are familiar with, like

Tony Robbins. These are products you’re buying on the shelf at Home Depot. There are



18 products on QVC right now. You’re buying them all the time; you just don’t

know that the owners, again, are from CEO Space. They gain their skill sets, their contacts,

their manufacturing, and their distribution, from one central marketplace, from this five‐

time‐a‐year world trade show where everything is under one roof. Everything costs more

money and takes longer if you’re not in CEO Space. Study the website and prove it to

yourself. This is an investment, not an expense. You’re going to make a lot of money,

guaranteed.

A great example is the Lisa Nichols brand,

which was also built at CEO Space. You can see films

from her that talk about her evolution into the top

motivational training company in the world for

teenagers in public schools. She is the first woman since Hillary Clinton to get a million‐

dollar advance on Chicken Soup for the Soul and she did that in one of the worst recession

markets in 100 years. She says it is all because of CEO Space and would have never

happened without CEO Space. She is telling you that on video, and she’s telling you why,

and how, and she’s encouraging you to follow in her footsteps. She’s become fabulously

wealthy, and a superstar with her own television show, because of CEO Space.

You may be thinking this is just a networking event. It’s a lot more than that, that’s

for sure. CEO Space is a graduate‐level curriculum that develops advanced degrees in



entrepreneurialism worldwide through major universities. They are also now

engaged in selling the company to an international bank so you’ll see CEO Space in the

lobbies of banks all over the world, offering their training. The reason it is so exciting to

the leadership in these industries is that the model of competitive capitalism, of how you

organize and competitive organizational theory, has failed and doesn’t produce the

performance and results that we all desire, results that are predictable and controllable.

You’ve seen it time and time again with the meltdown, abuses and so forth. Cooperative

capitalism is what we’re looking for. It replaces the competitive bureaucracy of

communism, which was itself a failed attempt to rectify the breakdown in the modeling

of competitive capitalism. But neither work. The perfected model, the systems for the

perfected model, are now known are being taught in college‐level curriculums that allow

a re‐definition of your organizing – whether it’s a dentist’s office or a Fortune company.

You organize inside your workplace, your work space, along cooperative and collaborative

principles. You solve problems differently; you operate in a different model of

accountability. Instead of using fear and punishment as incentives employees are much

more motivated and compelled to uncork the latent potentiality that you’re losing in your

business. Your business is like a leaky bucket. All the leaks get plugged and, all of the

sudden, the water you were pouring in starts to overflow. You can’t get overflow in a

competitive model, because you constantly have a leaky bucket. You lack the execution

intelligence that you require. But you will always reach that overflow state as you

remodel along cooperative lines of organizational theory. This is what executives who

come through CEO Space training value so highly. It’s not the business they wrote, which



was significant and more than they thought, but was the way in which they’re

going to conduct their affairs in the future, because they have higher degrees of ability

now to predict and control outcome.

OUTSOURCING OVERSEAS

We believe outsourcing is

fundamental to the success of American

business. It is part of a new global

economy. When we work in the spirit of

cooperation, it’s truly a win‐win for

everyone. When people in the U.S.

outsource overseas, they’re not only

helping their own business, they’re

empowering people overseas, people that

have a lot less than we could ever imagine. In fact, the middle class in many countries has

increased for the first time in history, thanks to U.S. outsourcing. That said, there are

many people in America who blame the economic crisis on companies outsourcing jobs

overseas, many still seem to be living in fear and hold onto a belief that outsourcing is un‐

American.



It’s an easy ignorance. In other words, prejudice is ignorance. So it’s an easy

ignorance not having all the facts because we don’t educate our people and they don’t

really have the facts. People think that if we did things differently we’d have better, and

more, employment opportunities in our country. But in fact, what you’re looking at is an

age of tremendous change, the degree of that change is staggering. It’s beyond anything

humanity has ever known. So the notion that we should safeguard and protect anvil‐

pounding blacksmiths in an age when drive on tires, is wrong. We should retrain people

not to get burned and work as hard as they were working, so they can do inner‐tube

repair. They’ll make more money and have better jobs. It takes retraining so our way of

life is not at risk at all. We’re having entirely new industries created to replace the

antiquated models that we used to have. For example, we used to have assembly lines

that were heavily labor‐dependent and everybody is worried about the jobs going

overseas in the automotive plants. But it’s not the overseas labor that is creating the

overseas effort. It has to do with beat in the boardroom. We have to design and think up

better cars. Those cars are going to be made by robotics, wherever they’re made, and

increasingly, the labor is going to be reduced, but somebody has to make the robotics. So

you’ve got the labor in the robotics. It’s transferred from the tire repair job, where it used

to be a horseshoe repair job. We have biotech and new health industries, new

biosciences, and nanotechnologies. We have new aero defense that you’ve never even

thought of before. Pulse weapons and pulse energy. We have entirely new alternative



forms of fuel and energy. Agros, and all sorts of organics. We have entirely new

footprints of industrial – we couldn’t even conceive them on the horizon.

Most of the jobs in a five‐year

university program that a graduate is going to

be able to do are not even in existence at the

time they enroll in the institution. They’re

going to come into existence during the time

they’re going through, and the university won’t

have taught the course about them, because

they’re new industries. So these are high‐paying jobs. These are jobs that involve

intellectual capacity. These are jobs that also take care of higher‐priced labor, more

skilled labor and we do have a big retraining job in developing countries. But we certainly

don’t have a sinking way of life. I think the best future possible for the entire planet, for

all of humanity, full partnership lies ahead.

When we first started in the gasoline industry, there were four people that made

money. Four people could come out to your car – wash your windows, check your wipers,

check under the hood, check everything from your tailpipes, fill your tires, fill your car –

you never got out. Today, you get out yourself and do it all. It used to be 25 cents a gallon



when they did it, and the lifting cost was not that much more, and look what it is

today on the cost, as that tide rose.

SUPER TECHNOLOGY

Super technology is a product from the University of Alabama and it basically

suggests that if you want your brains to walk out of the training – whether it’s corporate,

private, institutional, government, or institutional, such as a classroom for a third grade

class – you’re going to have about a 34 percent uniform retention at the level you want,

test score measured, after they walk out, in normal deliverables. If you modify the

classroom physically to a brain tested, it’s the brain’s favorite way to learn –

Superteaching.org. You can actually, for $29,000, own a classroom that’ll give you 82%

uniform understanding over the subject matters you want retained, instead of 34%. So do

you want your brains as 34% uniform understanding, or 82%? Say if it’s a mission in

theater. Now you have a way to make all classrooms in the world brain‐friendly, so cortex

area retention is three times greater. So I suggest the research that’s being conducted

and suggested by the University of Alabama be examined and that you become party to

it, and that as soon as possible, you reconfigure your classrooms and use Super teaching

as the mechanism for making those classrooms of tomorrow.



The highest adult power is the

power of request. You make the

power of request in your mind, but

you speak the power of request in a

way that the other brain

misunderstands what was in your

mind. It doesn’t hear what was in your

mind with the vividness and the force

and the impact that you actually thought, mentally, was going to be transmitted. SNAP is

the most powerful form of your next request. It’s worth the whole membership fee when

join CEO Space, just to elevate the level of your request. Maybe the request is for funding;

maybe the request is for a new market share or customer base or client acquisition.

You’re getting too many rejections. You’re not getting the kind of customer base that you

should have, or buyer velocities you should have. It’s all in the language you use to make

the request. By changing that language, by elevating the quality of that language by 30 to

40%, we can elevate the results by 500%. It’s an exponential leverage, like a Richter scale

on an earthquake. So developing your SNAP request, your powerful request that has

impact on the other brain – and it is uniform – the others tell you you’re there when

you’ve arrived. You know you have improved your request. No one has ever helped you

to that degree, and you cannot get this at Toastmasters, you cannot get this anywhere in

the world. So this effort is multi‐day, even for MBAs at the senior level of the



largest companies on Earth. Their problem is they’re trying to make what we call

pure vision.

Pure vision has to be renewed once a year and transmitted with buy‐in to the

entire system of your 140 divisions. To the extent you don’t have pure vision understood,

or the buy‐in is too weak, you get a lot of discord in your organization, and fragmented

results. To the extent you have collective buy‐in to pure vision, properly transmitted,

which is all in the power of your request, the difference of what you can do

organizationally, reaching your goals and objectives and shareholder values – is a

prediction and control missing mechanism that comes from the SNAP. I’d say the most

appreciative of the SNAP components are the senior executives of the largest companies

in the world. Though everyone else rates it as equal to, or second to, cooperation theory

in organization principle for the workplace. Both are very powerful components, and as

you can see from listening just this far, we’re no‐nonsense. We are not a motivational

program. We are practical. If you’re not using what we impart to you in six months, it’s

already been taken out. And most of our program is actually doing business interactively.

We teach you SNAP by having you do it, to get your business, actually, motivated

customers to buy from you, while you’re there. You’re in the trade show. You’re actually

getting business and global alliances, regional alliances, state and local alliances – you’re

getting customers for a retail store, a restaurant, a dentist’s office, or a Fortune company.

And it’s all CEO to CEO level of opportunity matrixing. And there isn’t a comparable

market. We promise it will not be like



anything else you’ve done, it will be a new experience. If you’re taking the time to

come for more than the money, you expect a new experience; you want it to be a new

experience. Well, it will be, and you won’t be disappointed.

It’s very complicated to

deliver because you’re over a

spectrum of requests. The

request might be that you are

trying to acquire a biotech

plant, the request might be that

you are trying to negotiate a

deal in China with the government, the request might be you are trying to start up an

alternative fuels company and you need my first several investors, the request may be,

you need some outsourcing. It is very specifically tailored to that particular CEO’s agenda.

There are five to seven SNAPS being honed that are the priorities of the moment for that

CEO. Then in the next quarter, a new set of problems come up. They come back because

they want to remodel the power of those requests for now the new agendas that have –

because they’ve resolved the first set – come up, and they need a second set. Because

business is fluid and evolving, and now you have a continuous process of meeting the

demand cycle of resolution management. So this is a missing mechanism and tool of

continuity for business owners that they can use coming four days off work and running



their business from the trade show and getting more business in a week than they

get in a year, and improving their SNAPS all year long.

LOCAL NETWORKING AND APPLING A GLOBAL ATTITUDE

CEO Space is in 140 countries and they have chapters from Beijing, Romania, all

over the EU, South American, Africa, etc. Fortune companies need to investigate

downsizing their outsourcing costs so they need to check on – do an outsourcing checkup,

to do their price comparisons, and the quality that’s available from your research on 12

continents. Anyone in between that’s growing their company needs to look at the

outsourcing message as a component of their survival, their strength, their prediction,

their control of outcome, and their profits. They need to explore it, find out what their

options are, and begin to explore the outsourcing option. A local level that moves to a

regional level that moves to a state level or province level, which then moves to a multi‐

state or multi‐province level, and then moves to a global level. For products and services

that are appropriate – there’s some that it’s more challenging on your deliverable – but

for those that are appropriate, your online presence allows you to be multi‐lingual, multi‐

cultural and overnight, all over the world. There are companies that have started up with

very young brains in their 20s, and sold their companies in 24 months for in the billions of

dollars. Most of us, it’s time issues. If you can give us time back, if you can become our



time machine, if you can reduce our pain to do something more pleasantly,

recreationally, efficiently, familiarly with our families, you can be making fortunes.

We’re talking about thinking globally,

regardless of what it might be, product or service.

Allow everyone to think and enter it. The Earth is flat.

We’ll fall off if we keep going. The water of the Earth

couldn’t stay on if it was round. All these were wrong

thoughts. The Earth is the center of the solar system.

Wrong thought. You were put to death; you were

burned at the stake, for thinking otherwise. So I want you to realize, your software is

actually not able to conceive the world is round, and if you’re not letting the world in, you

need to get new software, that’s all. Just be aware, it’s only your software that tells you

why you can’t. Switching into how you will. Replace why we can’t with how we will. Let

the world in.

CEO SPACE INFORMATION

CEO Space takes place several times a year at the Lowe’s Hotel in Lake Las Vegas.

It’s a non‐gaming property that’s in the center of a golf course and it looks like you’re in

the Med. There are over 200 local chapters all over the world. They cover every state and



every province in North America and a spreading footprint, geo‐footprint, all over

the world.

What you will find at a local CEO Space meeting:

• Free weekly networking.

• Guest speakers that are celebrities on business topics.

• A weekly $1,000 seminar that you never pay for it.

• An ability to get back and complete your charity by being a mentor, where

you as a business owner come back and make your first charity, your first

tithing, tithing your brain, tithing your contacts, tithing your experience,

tithing your ability to help someone else.


NOTES

delegate or drown by michaels beejal parmar - …. virtual product... · delegate or drown table of...

Documents