Rewind: How To Make Your Own Luck

In one of our most popular episodes, Dan Sullivan and Steve Krein reveal why every entrepreneur has something to offer clients, but most attempt to make convincing arguments rather than compelling offers. They explain the differences between the two approaches, how to reframe everything as a compelling offer, and why this step is critical to sell your solutions.

Show Notes:

A lot of the turmoil that entrepreneurs go through makes up the length of time before they can get to a sale.

Entrepreneurs trying to make a sale have been trained by their industry to argue against the way things are done and argue against competitors.

The school system teaches students that the more convincing you are with your arguments, the further up you're going to go in the academic world.

A compelling offer is when your client has been exploring something, they don’t have a solution, and you come in with something that exactly matches their thinking.

An investment is a bet that something is going to be better than what’s out there.

When making a compelling offer, you don’t talk about what your competitors are doing, but about the difficulty the client is facing in getting something they really want.

Innovations have value if the customer says so.

The vast majority of entrepreneurs are creative without having any appreciation of what they've created.

Resources:

The Profitability Packager

The Impact Filter®

Who Do You Want To Be A Hero To? by Dan Sullivan

Unique Ability®

The Wealth of Nations by Adam Smith

The Theory of Moral Sentiments by Adam Smith