PHENOMENONTMPHENOMENONAchieve More In The Next i 2 Months Than The Previous i 2 Years

The

Experience

with

Dr. Charles MartinPractitioner of the Phenomenon™

Attention Dentists, Professionals and Entrepreneurs….Breathe New Life into Your Practice and Business

Discover How You Too Can Learn My Proven Secrets to Building A Wildly Successful Practice or Business, START Seeing A 30%, 50%, even 65% Increase in Production ALL IN 12 MoNTHS oR LESS

www.InTheNext12Months.comUSA $9.97

2

If you like this eBook you should also try:Create the Lifestyle of Your Dreams by Learning How Email and the Internet can Double (or even triple) Your Income. Imagine…creating $5,000.00 - $25,000.00 a MONTH in extra income while working less than ever beforewith Alexandria Brown

How To Start or Transform A Struggling eBay Business Into A No-Fail, Money Generating Machinewith Andrew Lock

Best Opportunities Today For Chiropractors To Quickly and Easily Make More While Working Less Than Ever Beforewith Ben Altadonna

How ANY Independent Retailer Can Discover The HIDDEN WEALTH In Their Retail Business And Can See Increased Sales of 20%...50%...Even 100% Within 12 Months or Lesswith Bill Glazer

Discover How ANY Loan Officer Can Easily Bring Home 6 Figures, Working Fewer Hours and Finally Start Enjoying Life Againwith Brian Sacks

How Anyone, Of Any Background, Any Education, Living Anywhere Can Quickly and Easily Create A Highly Successful Internet Business In 12 Months or Lesswith Derek Gehl

Learn the Secret To Building a WILDLY Successful Commercial Real Estate Business…more money, less work in 12 months or lesswith Jim Gillespie

Stop Wasting Precious Time and Money with Unproductive BehaviorsLearn How To Quickly and Easily Achieve the “Millionaire Mindset” and in 12 Months or less you too can experience The Phenomenon™with Lee Milteer

How To Transform Any Struggling Mortgage Business Into A No-Fail, Money Generating Machine… While working less than ever beforewith Michael Miget

Best Opportunities Today In Making More and Working Less In The Highly Profitable World of Real Estatewith Rob Minton

Best Opportunities Today For Anyone, From Lifeguard to CPA, To Quickly and Easily Build A Highly Profitable College Planning Businesswith Ron Caruthers

Auto Repair Shop Owners…Learn How to Go from Working 70 and 80 Hours a Week, to Working Only a Few Hours Per Week…Make More Money Than Everwith Ron Ipach

Learn How Regular People Just Like You Are Bringing In An Extra $10,000, $25,000…Even $50,000 or More PER MONTH In Quick Turn Real Estatewith Ron LeGrand

Best Opportunities Today For Independent Restaurant Owners To Quickly & Easily Make More While Working Less Than Ever Beforewith Rory Fatt

Found: Your Missing Phenomenon™ Link Discover Ryan Lee’s 21 Day Secret System For Achieving Superior Health And A Phenomenal Lifestylewith Ryan Lee

The Truth About Making $400.000, $800,000 or even $1 Million Per Year In The Mortgage Industrywith Scott Tucker

Learn the Single Greatest Strategy For Improving Your Credit and Achieving A Phenomenal Lifestyle.Feel Like You Have a Second Paycheck Coming in Every Month!with Stephen Snyder

The Truth About Making BIG MONEY With Real Estate Investing…just imagine, in 12 short months you could be making more by working less than ever beforewith Tim Winders

How Anyone Can Build A Wildly Successful Online Business Regardless If You Know Anything About Computers Or The Internetwith Yanik Silver

How to Get $100,000…$300,000…even $500,000 (or more) Worth of FREE Publicity. Discover how any entrepreneur or business owner can boost sales by getting publicity in newspapers, magazines and on radio/TV shows - without spending a nickel on advertisingwith Bill & Steve Harrison

Attention Dentists, Professionals and Entrepreneurs….Breathe New Life into Your Practice and Business. Discover How You Too Can Learn My Proven Secrets to Building A Wildly Successful Practice or Business, START Seeing A 30%, 50%, even 65% Increase in Production ALL in 12 Months or Lesswith Dr. Charles Martin

Stop Getting Scammed by Those So Called Real Estate “Guru’s”…Discover a PROVEN Way to Create A Predictable and Consistent Residual Income From Real Estate Investing Imagine…$2,500 - $10,000 EACH MONTH, working just 1-2 hours a day and creating the lifestyle of your dreamswith Jim Canale

Experience the Phenomenon™ by Transforming Your Body and Your Life!Imagine…a whole new lifestyle in less than 12 monthswith Lloyd Irvin

Dentists…STOP Working So Hard For Average Profits! Discover How You Too Can Learn My Proven Secrets To Building A Massively Successful Dental Practice, START Seeing A 30%, 50%, even 65% Profit Increase and Skyrocketing Referral Rates…ALL While Taking More Time Off and Enjoying Your Practice Like Never Beforewith Ed O’Keefe

How Anyone from Any Background CanQuickly and Easily Learn a Profitable Skill or Trade And Rapidly Build Their Very Own Highly Profitable Business…All In 12 Months or Lesswith Gene Kelly

Make Your First Real Estate Deal in 21 Days or Less GUARANTEED! Just think…No Sitting in Classrooms, No Empty Promises…ONLY a Proven System that is sure to have you making more in 12 months or lesswith Sherman Ragland

Copyright © KGS Enterprises, LLC. KGS Enterprises, LLC expressly disclaims all warranties as to the contents of this publication including, without limitation, the implied warranties of merchantability, fitness for a particular purpose, and non-infringement, and makes no warranty as to the results that may be achieved by using the information contained in this publication. Because this information can be used in a variety of ways to fit various business purposes, KGS Enterprises, LLC will not be responsible for any damages (including, without limitation, indirect, consequential, special, or punitive damages) suffered or incurred by any person arising out of such person’s use of or reliance on this publication or the information contained herein.All rights reserved. Reproduction or translation of any part of this work beyond that permitted by Section 107 or 108 of the 1976 United States Copyright Act without permis-sion of the copyright owner is unlawful. Requests for permission or further information should be addressed to KGS Enterprises LLC.

3

Charles Martin

Name: Dr. Charles W. “Charley” Martin

Family: Married for 30 years to wife Holly and has four daughters, Brooke, Kelly, Whitney,

Barrett and one son, Alex.

Lives: Midlothian, VA, a suburb of Richmond, VA

Businesses: Phenomenon™ Practitioner, Experiencepreneur® Business Coach and

Consultant to dentists, professionals and small businesses, Certified Experience

Economy Expert for creating unique experience and transformational-based business

and practice; Affluent Practice Systems: Coaching groups for dentists, Coaching groups

for small business and professionals; CEO: DentistryForDiabetics®, LLC; Dental

practice for extreme smile makeovers and transformational dentistry.

Major Accomplishments

-One of the country’s leading sales and case presentation experts. Designs and teaches

transformational sales technology.

-Creator of Experiencepreneur® programs for professionals and small businesses including

coaching groups and individual consulting.

-Author of chapters in two of Dan Kennedy’s books (one on marketing and one on management),

The Dentist Guide to Nearly Everything , Timesellers: How to Escape the Trap of Charging by the

Hour and How to Charge More and Have your Clients Love It (in pre-publication)

-Produced DVD program with Jim Gilmore: The Experience Economy for Dentists

-Produces a variety of business and practice management informational products, premium web

sites, done for you marketing, subscription newsletter, video and audio products, managerial tool

kits.- teacher and coach who has guided and personally coached and instructed over 50 dentists from

across the United States and Canada about dentistry and their dental practices.

- has been awarded the designation of Master of

the Academy of General Dentistry, Diplomat in

International Congress of Oral Implantologists

(Dental Implants), and Fellow in the International

Academy of Dentofacial Esthetics (Cosmetic

Dentistry)

Phenomenon™ Experiences: Doctor Martin has

experienced the Phenomenon™ several times

throughout the last six years. First when in 2002

he went from a six dentist, thirty-five member

practice producing 2.4 million annually to today

practicing alone (with only six on staff) and still

producing 2.4 million. The increase in profit and

even time off with a decrease in stress levels has

been a Phenomenon™. Since then he has been

starting new businesses and teaching others how to

do achieve the same levels of success.

PHENOMENONTM STATISTICS

2001- Introduced direct marketing

and business building techniques

to practice and increased

earnings to 2 million.

2004 - started mentoring and

coaching other dentists , adding

a high six figure income while

simultaneously growing the

practice. 2006-2007 - Started ne

w

businesses that went from zero

to over one million in the first

year of existence.

4

An In-Depth Interview with Dr. Charley Martin About Opportunities In Building A Highly

Successful Practice or Business

The Phenomenon™ Interview

Q1: Let’s start with a brief description of the opportunities you introduce people to and the education and support you provide….

Martin: I teach people who sell their time for money how to break the chains of time and the limits on making money imposed by charging by the hour. So if one has experiences the fact that for them, time is money, what I teach is probably appropriate for them. This encompasses quite a few people. It includes all members of the professions like dentists, chiropractors, lawyers, physicians, architects and accountants. It includes other professions too. It includes consultants of all types, entrepreneurs, and small business owners. Really anyone in a service industry who is exchanging their time, care, skill and judgment for money needs help as a Timeseller to break the bonds, the chains that really prevent him or her from achieving all of the success that rightfully should be theirs.

I’m a dentist by original training

and still coach and mentor some of the finest, most successful dentists in the U.S. and Canada. I teach them strategies, mindset, thinking processes of success and how to achieve success at a whole new level. Typically I am one of the advisors sought when professionals, entrepreneurs and small business people aren’t able to find anyone that can help them get past their problems and barriers. I provide tools of application with my support team, help my clients leap ahead and leave their competition behind. Our support and education comes in the forms of a web site, toolkits, a newsletter, CDs, ongoing monthly teleseminars, workbooks, mastermind coaching and private consultation. For many, the benefits of my program are more time and freedom, for others it’s about making the money you deserve for all your hard work. My point of view is that the best deserve the best rewards and the best help. That’s why I focus on breaking the time/money dilemma – so others can achieve their dreams.

Q2: What’s it like for a person getting started in your field? How different, how costly is it? And in the spirit of the Phenomenon™ how quickly can they experience success? What can happen in just 12 months?

Martin: Well, frankly the rigors of gaining a professional education and then in succeeding in one’s own practice or business are not for the faint of heart. It’s rough. The average professional practice takes ten years and hundreds of thousands of dollars to reach a respectable income level. For the small businessman or entrepreneur this process on average takes even longer. What’s worse? The 96 percent failure rate. That’s right, a 96 percent failure rate over a ten-year period. That is the chance of success of a small business in the United States, according to the Small Business Administration.

Many consultants, lawyers, etc. are so busy providing services they forget they have a business and as so limits their ability to achieve a practice of any true size. Too many

We interviewed Dr. Charley Martin, the man who has led thousands of dentists and other professionals to achieve amazing marketing results with his done-for-you systems and coaching programs. Charley first experienced The Phenomenon™ when he went from a six dentist, thirty-five member staff producing $2.4 million annually in 2002 to today a single Doctor with six staff producing 2.4 million in profits. Charley continues to recreate Phenomenon™ type achievements in his businesses time after time, but none of this was by accident. Let’s see just how he did it and what we can all learn from him and his amazing story…

5

Timesellers (those people who sell their time for money) have bought themselves the right to have a job running at 70 to 80 hours a week and without the benefits provided by working for a large company just so they have the freedom of being on their own. It is part of the American dream to go out on your own, to make it, to survive and then thrive.

Unfortunately the path is strewn with failure, broken spirits, divorces and families left wanting. You do hear about the small number of successes. What about the failures and the mediocre results? I think they’re far bigger than we realize. What I’ve realized is that the struggles and pains of simply working hard at the wrong things can be eliminated. It is possible to achieve your dreams. It will still be a lot of hard work. That won’t change.

What can change are the results, where you take the express elevator to the top instead of climbing the stairs that are uncertain in themselves with a 200-pound backpack weighing you down trying to kill you in the process. When you work at the right things it’s like having a combination to the vault. Even if you’ve done virtually all of it right, if you’re missing just the last number or last numbers in a string necessary to open the vault it remains closed, locked forever no matter how good, right and diligent you’ve been. Doing the wrong hard work is like having to push a boulder up a hill forever.

The Phenomenon™ for Timesellers is about beating the system

everyone else plays by – the system that makes them only as good as their competition. The Phenomenon™ for Timesellers is about achieving a whole new level of success. It does take some new thinking and it does take some hard work, but doing the right work makes the difference.

Q3: Let’s look back on how you got started…

Martin: Oh, boy, this is an interesting story. I first went into practice as a dentist working for a dentist who frankly wasn’t very good technically. But he was wonderful with people. He could make anyone feel like a million bucks and did it on a regular basis. His patients loved him even though he was very poor at what he was doing. I learned a big lesson from him. Finally his incompetence caught up with him and he stopped practicing dentistry. Over the years of evolving as a dentist in my own right, I did a whole number of things. I learned early on that if I was going to be just a dentist I was going to become just a dentist with just-a-dentist results and I didn’t want that. I evolved. I learned my craft. I learned how to do and be a great dentist, which is no small feat, requiring literally thousands of hours, and tens of thousands of dollars annually to accomplish that. Then I became aware that even though I had become a very good dentist I was woefully inadequate in another areas - and that was business, strategy, marketing, selling, positioning, personnel, financial controls, quality control, planning. There are a slew of subjects to be learned just beyond being a professional.

So I became a student of business building and marketing and strategy and overcoming what I learned pretty early, the time/money barrier. In fact, after only being three years in professional practice I started coaching other people in professional practice. I’ve been a constant student, having spent over 13,000 hours in training looking for answers, looking for the truth of how to make a life and make a living or having a life worth living. I learned it was how you think about your work, how you strategize, how you take action, how you market and sell your services as a Timeseller that makes the difference.

One lesson I learned early: How to take off more time. I’ve been taking off ten weeks or more per year for 20-plus years now. I knew I did not want to burn out. I learned a lesson from my in-laws, who happened to die way too early. I noticed how hard they worked to get to retirement and then early in their retirement first she died and then he did. Sadly, all those years they’d work to spend time together traveling, doing all those things they wanted to do didn’t happen for them. But it taught me and my wife a valuable lesson. You live your life now. So I’ve been a continuous student of how to be successful as a Timeseller. I’ve looked high and I’ve looked low. I’ve looked beyond the regular places to find what could supercharge my own professional practice and I found many that’ll help both dentists and Timesellers of all persuasions to do the very same thing.

Q4: Fast forward to now and

6

describe your business like it is today.

Martin: Well, it took me longer than I wanted. But today I still take my ten weeks vacation per year and now I have a seven-figure income. I still practice, run a number of other businesses and teach. I teach because I love to see the deserving who’ve earned the right to get super success that should be theirs get that success. I want my clients to become the person they’ve always wanted to be while building a big booming business or practice. Frankly that gives me a thrill. Oh, I still work plenty hard but it’s different now. I have the freedom to choose, the freedom to travel, the freedom to further my intellectual and humanitarian pursuits. It’s more fun, more rewarding personally and professionally. I had this future in mind and I felt creative and now I’m helping others do the same.

Q5: What are five or six turning points or discoveries or breakthroughs that occurred for you along the way?

Wow, only five or six? Well, how about if I give you eight. Before I start I’d like you to note that these are also the breakthroughs that I help my clients experience so they can see the futures they want. These are the elements that I use to help them feel the sweet song of success.

The first one was becoming aware of the importance of people skills and how to use them to influence people. This is a skill of persuasion, and understanding how people want to be persuaded

that is so key for a Timeseller.

The second breakthrough I had was the requirement of professional competence. You have to be good at what you do BUT being good at what you do is only part of the successful equation. Being good at what you do is just the baseline. Truthfully, most people don’t know how to evaluate your skills and competence as a Timeseller. Here’s a little hint: You have to teach them how.

The third realization that occurred for me is that we’re all mostly stopping ourselves. I learned that back in the late ‘80s about how to stop doing that to myself.

Then I realized how important it was to have a mentor or mentors and a mastermind group. A mentor, someone who’s been there before, a guide. I’ve had many over my lifetime and I’m particularly proud of the fact that I have, that I was smart enough to choose successful practitioners, successful people in all different kinds of fields to help guide me. The second part of that is to have a mastermind, of finding likeminded people committed to helping each other. The power of a mastermind is one plus one doesn’t equal 2, it equals 8 or 16 or 64 because it is that powerful. It’s interesting that the whole concept of the mastermind has been around for a very long time popularized by Napoleon Hill in his book Think and Grow Rich and actually predated him by a whole lot. But he helped popularize it and it’s still here. I feel badly for the people who aren’t part of a strong mastermind because it is that important.

Next in importance is the importance of leadership. People want to be led. They want to be shown the path. Leadership has all kinds of forms to it, and you need to apply leadership in its different forms at different times to different situations. Leadership is both science and art. It is by understanding the science that one becomes artful in its use with experience. Don’t confuse just experience with the understanding of a subject and then its artful use learned from experience. This is a common mistake. Interestingly, once you understand leadership and its forms, your prior experience becomes available to you so you can practice the art of leadership. So the next realization was the importance of leadership.

The next realization was the importance of Strategy and it’s what I call rule breaker thinking. It is the rule breakers in business and in life who have created the really new, who have created new levels of success. If you look around at any of the big companies today, they were once rule breakers who did not follow the rules of their industry! It is important when planning the strategy for one’s self to have a strategy that elevates one beyond the competition and makes you virtually unduplicatable. They can’t compete with you. Most small business and professional practices work without one consciously chosen strategy. Of course, then you are cast into the sea called “just like everybody else,” adrift without real power of self-determined direction. Strategy is all about getting you where you want to go, faster, easier and better. I help my clients discover the strategy that

7

helps them leap forward, getting more done in the next 12 months than the last 12 years.

The seventh was the importance of Systems. You have to get organized so that others can help you get your work done. You have to have systems just for personal organization. But systems are important to let people predictably perform their work, understand what they’re supposed to do and how to get it done. A vitally important concept: Without systems, you are chained to your business because what is in your head is the system, so you carry your body into your business everyday. The clear and obvious solution is to write it all down and into a form that others can understand so they can do the work.

The last, and this is one of the secrets I’m particularly proud of and one I’m pretty much known for and advise to all sorts of people all around the world about, is the secret to charging higher fees or prices and have your customers or clients love it. Yeah, it’s about doing that. Because as a Timeseller you’re stuck otherwise with charging what everybody else

charges and being limited on what your income can be and how much time you can take off.

Q7: Is it reasonable to say that it is easier for someone beginning in your business today to achieve significant success than it was for you, when you started out? I’m going to assume you’ll say ‘yes,’ so – why?

Martin: You know the answer. Of course it is. Look, Earth it’s like this. Once sailors thought if they sailed too far west they would fall off the edge of the Earth. It wasn’t until the great discoverers went out and actually circumnavigated the globe that they realized that Earth was a sphere covered by water and one could go around the world on a ship. And there were no dragons and there was no falling off the Earth. But this thought was so prevalent that seamen would not go to sea. Well, the discoveries have already been made for you. You can have a route to navigate you to where you want to go. Frankly, I’ve found the trade route to the riches that you should have, and that is how to be a Timeseller successfully. But beyond just success, a whole new level of time, freedom and money.

Look, I’ve spent enormous sums finding out what doesn’t work. I’ve spent an inordinate number of hours looking in the un-obvious places, looking into the usual suspects and even places where I felt there were answers and there weren’t. I’ve tried many things and failed at things so many times. And I’ve done it with speed, and that’s one of the reasons I’ve been successful. I feel a lot like

Thomas Edison. It said that he experimented somewhere around 10,000 times to find the right combination of that filament that would glow brightly to make a light bulb. Well, for many of my clients I am Thomas Edison because I’ve found the right light bulb that lights up their future. I know it sounds corny but really it’s true.

So really it is easier now than it has ever been. If you decide to get an experienced guide, someone to lead you past the interesting but fruitless little sidelights, you can be going down the super highway at high speed and climb the mountain that we all call success. But you do need someone that’s been there. The other choice is to continue not getting what you want, continuing to have to learn these lessons, same lessons by yourself. Some will eventually get there, some would never get there without having a guide, and even for those who would get there the pain, the frustration, the hours, the waste of time, the waste of money could never make up for what could have been had by having a guide who’s been there.

Q8: What are the biggest benefits of your type of business?

Martin: Well, it’s personal, baby. Look, I get a huge satisfaction with helping the searching find what they’ve been looking for for so long, to help overcome the natural limitations that occur in professions, to entrepreneurs and small business people. It is my opinion that you deserve to have the same level of success as the CEO of a Fortune 500 company.

“One of the biggest benefits of this business is I get to

choose what I do, how I do it, who I get to work with

and on my terms, the terms that I like to work with. That’s

one of the biggest benefits of being a ‘Timeseller’ who’s found the key that breaks the chains of time and money.”

8

Don’t you agree? Many of you are smarter than they. That’s easily evidenced. And frankly, it’s not fair that you have to become a Fortune 500 type with all those problems and rules to achieve the financial security, freedom and the time that you should get based upon how smart you are and how well you do what you do. One of the biggest benefits of this business is that I get to choose what I do, how I do it, who I get to work with and on my terms, the terms that I like to work with. That’s one of the biggest benefits of being a Timeseller who’s found the key that breaks the chains of time and money.

Q9: How much money are people making with your strategies?

Martin: Well, honestly it could be millions. It all depends on how closely you follow the systems. One client told me he saved $750,000 just by one idea. The great thing about not spending the money is it’s instant net. Typically a client will increase 25 percent in the first year of working with me and then continue to do so each year in years following. I’ve had clients go up as much as 400 percent over a period of two years. Here’s the kicker. Once the increase occurs it just continues to go on and on and on. They don’t revert back. Now, if you just tally up a $100,000.00 increase in a year, over ten years that’s the first mil. But it wouldn’t stop there. My work will allow them to retire with a smile on their face at the time of their choosing and the financial freedom to have the retirement they always wanted.

Amongst the strategies my clients are finding that their average case size or transaction size will often double or triple; that they require fewer clients, customers, patients or patrons to have the success they want. A lot of times when it’s smaller it requires a smaller organization or fewer personnel if you don’t like working with people or that many people and have management headaches. Here’s another benefit. For those who do not have the problem of personnel management, you make all your personnel more productive. It’s also about making more money for you as an individual and taking the time off that you like. Does ten weeks sound good to you?

Q10: We both know – people are skeptical. They’re going to doubt that the real picture is as rosy as you make it out to be. They’re going to suspect there’s a part of the story you’re not telling. Or they’re going to accept your accomplishments as fact, but still doubt that they can experience the same kind of success. What do you have to say to people with these kinds of doubts?

Martin: You know, for the doubters it’s natural to be skeptical. “This can’t be true.” “I’ve looked all my life,” blah, blah, blah. Yeah, well if it’s been done it’s probably possible. Look, I live what I teach. If you go to my website you can find testimonials of my clients, see pictures of my facilities, get videos of me, find out all about me, check me out, that’s fine. You’ll see pictures of me on trips, my cars, my offices, all my things. So go ahead and check me out…that’s fine. And the second thing

about doubters, this isn’t true for everyone but there are some who are perennially skeptic, who are skeptics internally, people who simply don’t want to believe it’s true. For those, you’ll continue going on being right about making everyone else wrong and you’ll likely remain poor. Good luck.

Q11: All right, let’s get into some detail. Let’s go through the nitty-gritty of exactly how a person makes money in your business/with your strategies and methods. Let’s start with Step One…

Martin: THere are seven steps to this process. The first one is get your mind right, have the right kind of thinking, the right kind of strategies and applications to be successful as a Timeseller. Number two is find a mentor/coach who’s been there, done that, knows the path, knows what the pitfalls and who can help you speed your way by avoiding the potholes and the detours and all the things that get in your way of getting there. Number three, associate with likeminded people. Find a mastermind group that makes sense for you, people who have an interest in growing, who are optimistic about the future, who are hardworking, who aren’t a bunch of complainers and whiners and moaners. I haven’t seen a complainer, whiner or moaner ever be too successful in life. Unfortunately, too many of them try to pull other people down. Number four is make a strategic plan of how you’re going to set yourself apart, how you’re going to get potential clients, patients and prospects to choose you over all other possible solutions. Number five: Execute the plan with

9

marketing, positioning, PR, with sales, handle personnel, get your financial controls in place. Have your systems and organization ready to grow so you can too. Number six, continue to re-evaluate your business, test new ideas, measure what’s working, pilot new projects. Throw away the losers and then you should strengthen the winners. Keep those. It’s only by trying new things can you change. A definition of insanity is keep doing what you’ve always been doing expecting to get a different result.

Number seven, repeat the process. Keep making sure that you have your mind right and continuing to create and build your practice or your business.

Those are the steps as a Timeseller. Amazingly enough they apply to just about everyone, don’t they? One of the comments have been made well, how can you help me because I’m blah, blah, blah. My business is different. Truthfully, it’s not. There are principles of people. There are principles of business. There are principles of money. There are principles of sales, marketing, planning. All of those are the same. Yes, your technical craft is different. But truthfully your technical delivery of your service or product isn’t what’s been probably holding you up. It’s probably all the other pieces and parts that few people have much training.

Q12: Next, I want to talk about The Phenomenon™, and your experiences with it – but first, let’s tell people how they can take a next step and learn more about

everything you offer to help people in your field.

Martin: Well, if you want to get more about me you can go to my web site www.affluentpracticesystems.com. Or you can always call us at 866-263-5577 in the United States, or you can always give us an email or drop us a line. Our address is 11201 Huguenot Road, Richmond, Virginia, 23235.

Q13: Okay, let’s talk about The Phenomenon™. Give us some insight into your understanding of it and how you’ve applied it in your life.

Martin: Well, the Phenomenon™ for me is about changing your way of thinking, changing your way of doing and then operating by rules that I’ve set and I can help you do the same thing. I’ve built myself up and so with that I’ve built my own practice up. I’ve gone from six dentists doing $2.4 million to just me doing $2.4 million with ten weeks off. So I think that would be pretty much a phenomenal result. But I’m going to share three principles with you that I’ve applied and there’s more of these, believe me.

Principle number one, not all clients have the same value. The 80/20 rule says that it’s only 20 percent of your clients that give you 80 percent of your profit. But here’s the second part of the 80/20 rule. It’s the 20 percent of the 20 percent that really give you your income. You see, it’s that 20 percent of that 20 percent that give you as much as two-thirds of your income. Far too few Timesellers

recognize the discernible variable value of their clients. It is very important that you do so because obviously you want to pay attention to those who give you the most money, who give you the most work.

Principle number two, clients want to trust you, to be taken care of, to be guided. It is your job to be that trusted advisor, to guide them into making the right choices. Yeah, that means you have to have integrity. Integrity doesn’t have a price tag until you lose it. Just ask the people in prison now for having lost their integrity for doing the wrong things. Unfortunately the real victims of Enron and World Com and Tyco etc., have been the American people because they lost trust. Expect more skepticism out of your clients because of it. So be the trusted advisor, be someone trustworthy. Your clients will love you for it.

Principle number three is value. As long as the value you deliver is equal to or greater than your fee or price that you charge then your clients, patrons or customers will gladly pay it. See, it really is all about value that you bring. It isn’t that much about time. A big critical issue for the Timeseller wanting to explode his income is to understand he’s delivering a customized service. It is one of eight different types of general businesses that is in America today. And as a customized service you have to diagnose and deliver, literally manufacture the product itself or the service. The problem is scalability. There’s only one of you. You can’t do any more than what you can do. Once your time

10

is filled up then you’ve got to do something differently. So this is an important understanding that you need to have a Timeseller. My guess is, if you are a Timeseller, every day you get a real strong understanding of there’s only so much energy you’ve got. It’s how you set up the entire system that makes the difference, how you think, how you market, how you lead, how you sell, how you operate, how you work with people, how you plan. There are a lot of how-to’s that are different to experience the Phenomenon™ in a whole new place. I believe that bright, intelligent professionals, entrepreneurs and small business owners have earned the right for this level of success and I want to help them get there.

Q14: The theme of The Phenomenon™ film that you were a part of is –getting more accomplished in the next 12 months than in the previous 12 years. You have lived it, and seen it, but for many people, this is going to be a difficult concept, possibility and goal to wrap their heads around. Using your strategies, capitalizing on the opportunities we’ve been talking about here, what could a person do in just the next 12 months?

Martin: Well, he or she could indeed experience far more in the next 12 months than in the past 12 years if he’s willing to change his thinking, decide to let nothing stop him and has the right coach who knows the path and has the tools to help him get there. It’s important for the person wanting to experience the Phenomenon™ to make the decision to do it, to act

on it and then to follow through. If a person thinks the Phenomenon™ will occur just by showing up or continuing to do what he’s always done without changing he’s in the dark. It just isn’t going to happen.

No, it’s hard work but fruitful work that leads to lasting improvements. It’s about doing the right work so you can have the success that you should. It’s about getting more time, making more money. It’s about having a business or practice based on your rules. It’s about more freedom. It’s about more professional satisfaction and personal satisfaction too. That’s a Phenomenon™ and that’s something a Timeseller can have.

Q15: I’m sure you have some final ‘words of wisdom’…..

Never stop dreaming the big dream. It creates the energy and passion deep down where it really matters, where you feel it in the gut. Picture what you really want to have and then decide to go get it. Remember the universe listens and works on your side when you know where you are going and make strides forward with positive attitude and conviction.

While all that is true, it is also true that it takes more than just dreaming. That’s where I come in. I help people get what they really want by teaching, guiding and mentoring my clients. I work with them as a partner committed to their goals. I provide tools to get there, workable systems, marketing systems, strategic thinking, and sales attraction technologies. I help them evaluate all pieces and parts.

I look forward to talking with you, working with you and being the coach that helps move you from the limits of being a Timeseller into a whole new realm.

11

STEP 1: Decide what you want to have. This is first for a reason. Only a small percentage of people ever make this decision. First decide and then watch your world shift. It is magic.

STEP 2: What are you passionate about? What would you do for free if you had to? Since you are going to be doing this for a long time, wouldn’t it make sense to enjoy what you do so thoroughly that it doesn’t seem like work?

Here is a little secret: what you are interested in will usually match your natural talent. And when you are working inside the domain of your natural talent, life becomes a personal joy for you and those around you.

Take a long hard look. Listen to the voices that seem to sing when you come across your natural area of tal-ent. What seems to feel like it belongs?

STEP 3: Design your business and life around your talent and what you want to have. The key here is what you will not do. Good design eliminates and accentuates. Figure out how you can do more of what you love and less of what you don’t.

STEP 4: Find out who’s already been very successful in your field, area of talent or adjacent one. Find out what they did and learn from their actions. Caution: If you do what the average are doing, you’ll get the same average results. Do yourself a favor and model your-self after the uber-successful in your field or “borrow” from the success leaders in other fields… or preferably both. This is what I have done for twenty plus years and now do the same for others on the path to phe-nomenal growth.

STEP 5: Create your business or practice so you can charge higher prices and have your clients/customers/patients love it. (This is where I excel, in particular, in designing and managing the Mindset, Strategy, Po-

sitioning, PR, Marketing, Sales, and the Experiences you make for your clients. This is called Experience-preneuring™.) Using presently available resources, begin with The End In Mind. The goal achievement neurological system gets activated when you keep the end in mind, finding answers in the everyday act of living, answers that were previously skipped, ignored or filtered out as unimportant.

Ignore any call for delaying. The consistent mistake that most people make is waiting for resources to be-come available. Avoid this mistake by doing what you can now. GET STARTED.

STEP 6: Decide what you have more of: time or mon-ey. Then apply most abundant resource at multiple points that will forward your strategy toward what you want to have. For many, time is the most abundant. Put it to use. For others, money is most abundant, use the money consistent with your strategy to accelerate your growth at phenomenal rates by leveraging it with Experiencepreneur™ Principles.

STEP 7: Assemble a group of likeminded people to aid you in achieving your perfect business and lifestyle. These will include:

Your Coach: Someone who has gone where you want to go and has a record of helping others get there too. Find someone that resonates within you – how you think, what you feel and what you value.

Your Mastermind Group: The sheer synergy and energy of a group of forward-thinking, smart people thinking and working on your behalf and you on their behalf creates logarithmic leaps ahead. Wisdom is borne from the experience. Real progress is made. Not baby-steps. Not shuffling along. Gigantic bounding Leaps of moving ahead.

9 Steps to Success from Experiencepreneur™, Timeseller and Phenomenon™ Thought Leader

Dr. Charles Martin

12

STEP 8: Design your milestones that lead to your perfect business or lifestyle. I say perfect, while under-standing perfect just doesn’t exist. Still the only way to get better is to work towards the excellence, making progress everyday. The joy comes from the learning, the journey of experiences and relationships and the mastery of the process. It will take work – everything worth having and keeping does. But isn’t it better to combine your hard work with wise work? Everyone says he works hard. Hard work alone won’t get you there.

STEP 9: Measure as you go, that which you can mea-sure you can manage. Simply counting anything leads to near instant improvement. The more accurately you can measure , the better you are able to stay on course and make corrections as you go

Your Bonus Step: Celebrate your successes. But don’t dwell on them or get stuck in the success. Take some time to reflect on what worked and why. Keep doing what is working while continuing to look for better, more effective ways. The average person never does

figure out what worked and why.When you do fail, find a way to profit from the experi-ence. Learn from it. Apply the lessons. Failure isn’t a four letter word, but quit is. Persist. Find Success and Emulate it. Join a mastermind of like-minded people who want the same things you do.

Dr Charles W MartinExperiencepreneur™ that teaches you how to charge

more and have your customers love itPhenomenon™ Thought Leader

TimesellerCoach & Founder, Affluent Practice Systems

866-263-5577

13

Special Report

Sample From Dr. Martin’s Newsletter: The Weekly Juice

“Whaling”

Every casino wants them. They get all sorts of freebies, benefits and inducements – free air travel, suites, food, drinks. If they are a big enough, they can ask for and get just about anything they want.

These people are known as whales. Literally meaning they will bet a LOT of money and likely lose a big bag of dough, too. It pays the casinos to cater to this type of guest. In fact, it pays them so well that specific hostesses are assigned to act as concierges to them.

The average guest receives none of this. His value as a guest is so far less that the casino cannot afford to do much, if anything, for this “Little Guy.”

Are you surprised that the casinos figured this out long ago?

They know what helps them build those over the top, palatial hotels and resorts with enormous gaming areas. The largest of these in the world is, of course, Las Vegas. It is viewed as an entertainment Mecca and fitting place for celebrations, bachelor and bachelorette parties, and quickie weddings. Experientially, it is composed of entertainment, escapism, esthetics and no small amount of education.

They are the best whalers in the world. They know that size matters!

How many whales are there? Not that many. They are only a small percentage of the total visitors.

Casinos are smart. They do everything they can to glorify the experience of being a whale so other non-whales want to move up. The casinos have created a pecking order. Within the culture of gambling, a whale has more status and importance.

And, since virtually everyone has an eternal need to feel important, they feed the need and smile all the way to the bank.

Bam. Three quick lessons from people who know how to make a lot of money.

Segment your list of clients so you 1. know what kind of client is the most profitableTreat your best clients differently than 2. everyone else.Make becoming a best client desirable.3.

Here are three more, less obvious lessons you can ride to profits.

The Make Me Feel Important Rule.

Why this rule continues to get overlooked amazes me. What people will do to get recognition boggles the mind. Reality shows are filled with people who are willing to sacrifice all sorts of personal information and appear the fool for fifteen minute of fame.

The wealthy contribute billions to have their names attached to their philanthropy. Now the practice of philanthropy has become part of the responsibilities of the rich.

The reality is that we are all built the same. It is

14

human nature to want to feel important.Smart Timesellers feed the need. By doing so you can ease your work, enhance your relationships, and grow your business or practice at a pace that will make you the envy of your competitors and colleagues.

Your most affluent, successful, and well to do clients and prospective clients have a larger need for recognition than normal. Why? The answer lies in what they have accomplished and their position.

Few are the successful who have anyone that openly gives them the admiration they deserve. Yes, I said deserve. If you look at what they have accomplished, you would agree that they have gone past “average man.” Often their colleagues are envious of them. Their enemies damn them. Their families treat them as if they were just like everybody else (because to them they are.) If you show me any high-achieving individual, very few of them have ever received the kudos they want.

The make me feel important rule has been around for as long as man. It has been written about for centuries. Yet, comparatively, it is the most ignored of all human needs.

It is the tool used by colleges to get their alumni to part with a sizable portion of their accumulated net worth. “Yes, we will be glad to re-name our school in your name.” Evidence: Duke University was re-named early in the twentieth century after a wealthy donor gave them a fortune. More recently, the Michigan School of Business was re-named the Ross School of Business upon the donation of $100 million from an alumnus.If you can become a bit inventive, you’ll find dozens of ways to keep this ever-endearing principle capturing clients for you. And it never gets old. Done well, the client never wants to leave you.

Next lesson:Understand and Apply the

Power of Transaction Size

How much more money, time, and effort does it take to service your best clients/patients/patrons and guests? Answer: more than it costs to handle the average customer. But how much more is it? Hmmmmmm.

Your profits come from the difference between your costs to deliver your services, experiences, and transformations and what you get paid to do so.

OK, no great news there. And there are three points that do need hammering home:

1. The difference between a big fee client and a little fee client in terms of delivering what you do stacks up favorably for the big fee/price client. The overhead costs just aren’t that much more to serve the big client. Yes, it will take more of your time, energy, efforts, smarts; but, overall the leverage of your efforts occurs with the client who spends the most with you. The added bonus is that often the big client is easier to work with, more appreciative, and allows you to perform your highest and best services. All of this yields professional and personal satisfaction.

2. How many clients do you need to hit your productivity targets per year?

Let’s do the numbers. Let’s assume you want a million dollars of gross income. How many clients do you need to hit your target?

If each client is worth 200 dollars, you need - 5,000 clientsIf each client is worth 1000 dollars, you - need 1,000 clientsIf each client is worth 2000 dollars, you - need 500 clientsIf each client is worth 10,000 dollars, you - need 100 clientsIf each client is worth 50,000 dollars, you -

15

need 20 clientsIf each client is worth 100,000 dollars, you - need 10 clientsIf each client is worth 250,000 dollars, you - need 4 clientsIf each client is worth 500,000 dollars, you - need 2 clientsIf each client is worth 1,000,000 dollars, - you need 1 client

The fewer the clients you need, the faster you hit your goal. How would you like to work in your profession or business?

Not every client has the potential of high value. Many have no need for your highest and best service or widget. Unfortunately, too many times small businesses and professionals fail to bring those who do need that to the point of saying yes.

The type, scope, and breadth of your marketing and costs of that marketing are vastly different depending on the average unit purchase or case size.

3. The third point has to do with decreasing costs. As you serve fewer clients, you need fewer staff and smaller offices. The costs of your organization decreases overall. Smaller groups are easier to manage. So the spread increases between your costs of delivery and your fee/price …and so do your profits.

The challenge is to continually create and coordinate a professional practice or small business that effectively serves fewer clients/customers/patrons/patients delivering your highest and best services, experiences, and transformations at larger fees. For many the problems of doing so are overwhelming. Many want to do this, but lack proven meth-ods to get there.

Next lesson: You Can Do What Casinos Can’t

The gaming industry has a problem with whales.

It is finding enough of them. The gaming whale knows he is in demand. It is a certain persona that has the financial wherewithal, temperament, and schedules to visit that little-bit naughty fantasyland known as Las Vegas. There aren’t that many, so public relations, marketing and sales efforts encompass the world. They are selling an experience as a gain. That is a tougher sale than you have to make.

Most of your clients think first about fixing problems, then the possibility of gain.Gaming really doesn’t fix any problems, although it can create quite a few. You do fix problems through your services, experiences, and transformations. But there is more to it. When you are at your best, you can find plenty of whales, because you can make them.

How is that?

While many clients have an idea of their prob-lems, usually it is a gross underestimation. It is human nature to tend to gloss over these. You can diagnose problems and opportunities previ-ously unknown or unrealized. No matter what your field is, you can engage your client in an au-dit or diagnostic session designed to root out the problems they face. Most clients and prospects have an utter lack of fully understanding the depth of problems they have and future implica-tions if left untreated or unsolved.

In other words, you help them find problems they did not know they had and then make the effects of them real to your client. Viola, you have made a whale.

The beauty of this is that you have served your client/customer/patron/patient well for doing so. You have used your superior knowledge, train-ing, skills, talents, and abilities to find problems and present solutions that improve the quality of life of your client and /or his company. You have become the trusted guide they have often sought, but have failed to find.

Copyright 2007 Charles W Martin

16

Success Stories“Dear Dr. Martin, I just want you to know that I am very excited about the next year. This has been the best time and money that I have spent. Last month we collected what was needed to create my dream income which I figured last meeting. Yesterday I was able to have two different patients go ahead with esthetic dentures, getting me out of the middle ages regarding my fi-nancial department. We have been intensely working on creating the financial systems for our office based on your lecture last. I feel like a big weight has been lifted. Things are going so well now with your help I feel like I’m living my dream.”

Dr. Leonard F. Anglis, DDS, MAGD, ABOIPast President,

American Board of General DentistryLowell, Indiana

“Hello. My name is Dr. Steve Matarazzo. I want to tell you about my experience of being in this Dr. Martin’s mastermind coaching program. It is spe-cial. First, here is what you should know about me. I have over twenty-five years of experience. And I like to think I am quite good at what I do. My big problem before was that my clinical skills had out-run, out-grown my skills and training in marketing, manag-ing and case presentation. It was very frustrating to know what I was capable of providing, but had such a hard time getting patients to say yes to my best care. After all, what good is superior training and subse-quent skills if you aren’t using them to help patients to excellent care and yourself to a better practice? You should know I tend to be skeptical because of my experiences with programs and speakers who say they are one thing and then you find out they are quite another. Many of the speakers we hear today never have had much of a practice, but lecture as if they are a gift to dentistry. But I was always looking for the “real deal” - someone who could do what he preached. I guess I got lucky. The encouragement of my fellow members in Charley’s program has been real support. How well have Charley and his program worked for me? Well, in November, I had my best month ever. Then again, in December, we had another stellar month. This

past January, I had my best month ever again. I have nearly doubled my monthly production and collections already after being in the program for just five months. Many of my fellow members are experiencing their best months ever. Make no mistake about it. It has been some work, but it has been so nice to know it is the right work to help me achieve the practice for which I have worked so hard. I smile now when I think about it. I now have tons of new information and tools to help me get to where I want to go. I would have never had all this new information available to me on my own. I would have never made the changes in my practice and myself if I tried to do this alone. The program has been everything he has promised and more. He and his program have my highest recommendation.”

Dr. Stephen J. Matarazzo, DMDQuincy, Massachusetts

“Warning! If you are looking to study with the best of the best in the dental field then look no fur-ther. I would highly recommend the Affluent Group to anyone interested in learning how to effectively com-municate. This study group is so enjoyable and the knowledge gained is limitless.”

Thomas M. Kachorek, DDS, FAGDClinton Township, Michigan

“Charley Martin’s Mastermind Coaching Program has unleashed a tremendous hidden poten-tial in my practice. It allows me to associate and pick the brains of 30 very successful practitioners from around the country. To learn from their mistakes as well as their triumphs and to see what works and what doesn’t. The first weekend alone will save me over $750,000 in the next five years by just following through with one idea. I feel there is a tremendous opportunity that has just been laid out for me. Now it’s up to me to run with it. I can’t wait ‘til we all get together again.”

Dr. Gregory J. Smith Lakeville, Minnesota

17

“If you have been considering a coaching pro-gram, Dr. Martins program is the one. He addresses many aspects on the business side of dentistry. Thatmany of us are weak in, at least could use some ad-ditional help in. Dr. Martin addresses issues of lead generation for new patients, case presentation, market-ing, financial and many other areas of practiceimportant to attaining the successful business we strive for and deserve. The method of asking for referrals and the proper timing is important. Ideas for staff involvement are critical to your success. The examples he teaches can be implemented immediately and with great re-sults. This is the 3rd year that Dr. Charley Martin has been my coach. The 1st day of the 3rd year has been just as rewarding and informative packed as each day of the previous two years. Do this today. I’ll be looking forward to meeting you.”

Joseph G. Marcius

“You can be cynical; however there is a money back guarantee if it is not for you. It is a high-class quality program, extremely well done - greatenvironment (1st class). I was amazed at the quality of the other practitioners I found in the group and their level of expertise for the greatest part. There were people from all over the U.S. I felt I needed tobring up my clinical skills in areas these people did very frequently - full case. There were things I used to do and I recog-nize I need to have again in terms of welcome pack-ages sent to new patients. Levels of expectations and information about the office and the doctor. There were many ideas I knew about others but they were presented in a unified whole. As to other marketing programs this is com-prehensive - a ten. I have always been a firm believer in cost/benefit and quality in a direct relationship, especially when proven so. This is a unified plan - a strategy and with expertise from the various fields necessary to give this the best chance for success. I have some ancillary experience of these areas (marketing, sales) so I recognize the different mindset

and the amount of expertise needed to utilize the me-dia opportunities and psychological appeal factors that need addressing.”

Natalie A. Amann King of Prussia, Pennsylvania

“Stop considering the Coaching Program and just do it! The ideas generated from the knowl-edge, power and energy in the room will more than pay for the course after the first session. Charley Martin knows how to get to the bottom of the problem and help you develop a solution in a positive man-ner. It’s not his way or the highway but what works for you in your office and your location. I can’t say enough about how you will benefit from attending this program. The relationships that are built with quality dentists across the country are invaluable.”

Sheila Williams Suwanee, Georgia

“I didn’t quite know what to expect from the course, but I had a great experience in store for me. It was like Christmas morning. Everything I had imagined was there – and more. Hearing that several other successful offices were experiencing similar problems as ours was a bit of a relief, because we weren’t alone. Solving these problems, or discussing potential solutions with other energetic and successful dentists was a blast. Never before had I been involved with a group of people who were so skilled, passionate, and dedicated to their profession. Charley contributed his enthusiasm and terrific ideas to guide the group. Without Charley Martin I truly doubt whether this experience would have been as fruitful. I now feel better prepared for the dental career I have ahead of me. I am also excited about the pos-sibilities of the practice I am in, and I cannot wait for the next meeting to spend more time with this great group of people.”

Ryan Edwards Dunwoody, Georgia

18

Are You Ready To Learn The Proven Strategies and Secrets That Will Have Your Practice And

Business Making More In The Next 12 Months?Allow Me To Send You…NOT ONE…NOT TWO

but…

Three FREE GIFTS Worth $481.97

FREE Gift #1(a $47.97 value)

Dr. Charley Martin’s “Time vs. Money” DVDThis 10 minute DVD will show you how to understand and conquer the time vs. money dragon that locks you down and put a ceiling on your income and denies you the freedom to work by your rules, the way you choose.

FREE Gift #2(a $197.00 value)

A FREE subscription to my…

Affluent Practice Systems NewsletterAccelerate your business’ success and fill your brain with the juiciest, most profitable practice building secrets and strategies by getting your hands on this newsletter each and every month. Always insightful, often daring, sometimes hilarious, get you and your business juiced with the actionable ideas you’ll find in my APS Newsletter.

FREE Gift #3(a $237.00 value)

An INTERVIEW OF Dr. Martin conducted by Dan Kennedy on selling to the affluent, persuasion and conquering the sales stoppers. This is one you’ll want to listen to several times over.

To learn more or to get your 3 FREE GIFTS worth $481.97, simply go to

www.CharleyMartin.com