When you want to grow your business fast, you need more than just support – you need business experts with competitive insights and tenacious drive for YOUR success.
B.D. Dalton, aka ‘The Lazy Over-Achiever’, has over 25 years’ experience in financial and business sectors, building successful businesses on two of the world’s most influential continents: the United States and Europe.
B.D. has continued to grow his businesses, Temple Row Wealth Management and Rockfine Group whilst expanding his horizons, becoming CEO of a Legal Practice. This contributes greatly to his growing knowledge of the business world, allowing him to share his insights and concepts through nationwide speaking engagements, workshops, conferences and coaching.
B.D.’s business nouse can be found in his three published books: True Gravity, Grow, Sell and Retire, and The Assisted Purchase where he shares his logical tried-and-tested strategies and systems. Grow, Sell and Retire has been brought to life in the form of a successful podcast series as well, giving busy commuters an easy way to access the knowledge.
The proven success of B.D.’s work with businesses across the region has received recognition, being shortlisted and winning awards at various ceremonies.
Michelle Dalton is Founder of Rockfine Group Limited, and she loves a list.
She creates lists for everything: agendas for team meetings, priorities for the day, week and month, who needs to be called and when, who should be added to this distribution list, what’s for dinner for the week, etc. With so many different hats, she even has lists of lists!
So here is a list of things you might want to know about Michelle Dalton:
Born in Alaska
Studied Business and Marketing at the University of Alaska Anchorage
Moved to England in 2002 with her husband
She likes to get up before the sun rises
Worked at MedilinkWM at Communications Director for 10 years
Took a break from work to be with her young family
Started freelance marketing after being approached by previous medical device manufacturing clients
Started investing in other businesses initially exploring the healthcare market then by default moved into technology
Launched Rockfine Group to house all investment work and strategic support
Expanded marketing role to include contracts and operations for FCA-regulated Temple Row Wealth Management
With heightened senses and insatiable curiosity, Michelle is always up for a coffee and chat – so please get in touch!
Recently, I interviewed Steve Moore, author of Ineffective Habits of Financial Advisors, for my podcast show Grow, Sell and Retire. Steve has coached some of the biggest players in the game including Apple and Microsoft as well as coaching elite NFL athletes. He has inspired me in so many ways over the years and, once again, his wise words got me thinking, how can we up our client game and really bring the WOW factor?
When I was in school, I saw a play called ‘Death of a Salesman’ by Arthur Miller. Willy Loman, the main character was a brilliant salesman but tried to get to the top by creating an unrealistic image of himself. The lie he was living stopped himself from ever moving forwards. Ultimately, Willy dies because of his own actions. Instead of killing the salesman, I’ll show you some ways you can kill the rainmaker!
Brand you. Your ideal clients need you to be three things: Aspiring, Inspiring and Perspiring. Your business is built around you. Whether you run your own business, you’re in a small team or a large company. The clients you attract will be the reason you can grow your wealth to new levels. The best thing is that you will be able to do it with the clients and people you actually want to be around. When we enjoy work and are surrounded by the right people, it becomes a lot more fulfilling.
Here are three things you can do to make sure that you are setting out your stall to pull in the right type of clients.
1. Make your story and client engagement tools aspiring to the ideal clients, ensuring you become their solutions guru.
a. If you are an IT company that wants to work with customers who have 250-500 clients, then your stories and marketing should be around how clients started off with 50 employees and on their way to the top your solutions helped them aspire to get to the next level. b. Your Accounting or Legal business needs to show how all businesses start small and have service professionals, but when they wanted to make the next big step is was you that helped them lay the foundations.
2. When your aspiring powers have the ideal clients hooked and the story encourages them to gravitate towards you and ask you how it works, then you’re ready to lay down the “framework of inspiration”.
a. Make a simple client engagement process. It needs to be written out in the form of a concise list that lets the client know what is going to happen next. b. Get your team to do things that make the client feel like they are doing well. This can be something as easy as comparing weekly sales of certain products or looking at how their website compares to a competitor. Simple tasks and completing them inspires hard work.
3. Perspire. Now comes the real graft. This is where the majority of clients stay reactionary. You need to be able to get them carry out the hard work. This way you can show that by working with you and following the system you have introduced they will see HUGE improvements.
a. If you are a marketing company then this will come in the form of changing the way they deal with clients across all levels of staff. Many times this means that the “rain makers” and bosses need to relinquish control to the newer / younger staff. For example: the boss should not control everyone’s calendars because the team needs autonomy to schedule meetings and better prepare. After all, marketing is not just about big billboards and blingy banners. b. If you’re a manufacturing company you need to focus on the competitors and target a list of things that you are able to do specifically better. Go to functions and networking events that give you the opportunity to showcase, speak and present your unique specialities.
There are so many things that you can do to make the next steps. It takes a solid plan that requires dedication. Your road to the top will accelerate when you focus on only 1 thing from each of the list above. What can you do today that will magnetise ideal clients to your Aspiring, Inspiring and Perspiring style?
Demonstrate your ideal clients experiences to your team. Then show your clients how to describe what you do to make them amazing.
The 12 month online training course I designed, Space Camp, covers 12 different sections. The first 6 months focus on you. one of the sections being Brand “YOU”.
Flowing hair and bronzed skin glowing in the sun, running in slow motion across a blazing hot beach is David Hasselhoff en route to save a drowning damsel, or retrieve a car stuck in the sand. The 80’s was an awesome time for stunning sights and cheesy story lines;
Sales Genius 2 delivers smartcuts on branding, lead generation, sales techniques, sales training, marketing and sales from 20 top worldwide sales professionals who share their savviest thinking on winning more customers and driving revenues.
Edited by Andrew Priestley Foreword by Forbes Riley (The $2.5Billion Pitch Woman, USA) Contributors: Janet Efere, Steve Lamb, Rob Brady, John Durkin, Steve Hall, Hannah Mac Lennan, Sian Thomas, Patrick Thorp, Michale Killen, Gloria Gunn, Lorne Mitchell, Richard Hose, Forbes Riley, Daphne Taylor Street, Matt Giggs, Curtis Harren, Mike Hacker, Kylie Denton B.D. Dalton II, Jonnie Jensen and Andrew Priestley.
When you are looking to add someone to your group, it takes Energy, Time and Focus. If you think about it like a bank account, then your team has only a limited budget to get to the success it desires.
Every elite sales professional dreams of evolving beyond transactions into the coveted role of a trusted adviser. In my framework, these apex performers embody what I call the 3G Adviser – the Guru, Guide, and Gladiator. Today, we’re focusing on that crucial Gladiator role – when you must armour up and fight for your client’s best interests, even if it means fighting against their own resistance.
Do you want to break free from working for ‘The Man’ and not have to answer to anyone? The idea of being your own boss is an exciting prospect but also a risky business. All entrepreneurs and business owners intend to grow their business and wealth, especially when we have the potential to do so. You can picture the image in your head: Your idea, your business, your name above the door – but can you picture an image of the journey you go on to get to that point?
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