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03 Feb

YOU NEED MORE MONEY…AND IT ALL STARTS WITH SALMON.

When it comes to nature, bears are the toughest competitors out there. You need to emulate their model in your own business. Bears are the strongest natural example of pursuing your business with a deeper level of GRIT. Here’s why (and it all starts with salmon):

 

Salmon swim upstream and return to the parts of the river where they were born. Many animals hunt the salmon as they swim, including bears. The strongest and toughest bears go to the part of the stream that causes the most trouble for the salmon to cross: the waterfall.

 

The stream runs hard here. The rocks are slippery and dangerous. The hardiest bears know that because of the danger, this part of the stream is the least crowded. Here the salmon jump high to clear the waterfall. The bears sit poised and wait for the salmon to jump, then reach out and catch them in midair.

 

Unlike the other bears downstream, these Gritty bears take a large, juicy bite out of the salmon and throw the dead salmon back into the stream. These bears know that because they have risked the most, they reap the biggest reward: salmon after salmon, mouthful after mouthful. Abundance.

 

The next group of bears are also smart. Although they are not as Gritty as the first group, they know that the other side of the salmon is still available for them, so they sit and wait a little further downstream. When the half-eaten salmon comes their way, they grab it and eat the other side.

 

The competition is a little fiercer at this mid-level location, but the salmon are still plentiful. These bears too throw the salmon away and it floats downstream further.

 

At the bottom of the stream where the rapids end and the water moves slowly, the rest of the animals wait. Here, the foxes, coyotes, birds and rats fight for salmon skeletons. This group fight over the crumbs. The work is hard because the bones have little meat left and the competition is stiff.  Sound familiar?

 

Are your customers the skeletons of the market? Are your business dealings so low-level that your competition doesn’t want them and that’s why you are stuck with them? Force yourself to move upstream to find better customers, better employees and more abundance.  Find customers who have bigger businesses, more needs, and the ability to provide you with more revenue.

 

I have told this story so many times in my company that a member of my sales team presented me with a miniature grizzly bear for my desk. I keep it in front of me always, as a reminder that I want to be the Grittiest bear at the most dangerous part of the stream.  

 

The most dangerous part of the stream, and the toughest part of business—where the competition is the smallest, but the rewards are the greatest. Abundance awaits the Grittiest.

 

Whether a bear in nature or you in your business, abundance awaits the Grittiest of us all. The crumbs await the weakest.

 

Which bear are you in your business? Fight the temptation for the easy way out. The more you embrace Gritty behavior, by moving upstream, the closer you get to achieving abundance and greatness.

 

Here are 9 tips to help you find the courage and strategy to move upstream, work with better customers and make more money.

#1.  You must have a healthy self-esteem.  The reason you work with those deadbeat clients or have married a deadbeat is because you don’t think you are worthy of better.

#2.  You must believe the what you are doing / selling.  Without belief in yourself, your product and your service, you are toast.

#3.  Become the expert in your niche.  Experts get paid…amateurs get crushed.

#4.  Move up the food chain. – Don’t do business with people at your level or below.  Always play up, never play down.

#5.  Understand your value. – What do you do better than anyone else?  This is the super power of value that you bring to the table.

#6.  Bring more value. –Now that you know your value…bring it.  Offer it up at every chance.  Don’t wait for the customer to see, it, offer it up, explain it and sell the crap out of it.

#7.  Increase your prices.  You can always come down…it is very hard to come up.

#8.  Follow up like a madman or madwomen.  This is connected to #1 and #2.  If you believe, you will want them to have your product/service and massive follow up should come natural.

#9.  Don’t assume, ask. – You don’t know it all.  Never stop asking questions and never start thinking you already know the answers.

ABOUT THE AUTHOR: Matt Manero is the Founder and President of Commercial Fleet Financing, Inc. (CFF) located in Dallas, TX. CFF is celebrating its 21st year in business and provides financing for commercial fleet vehicles such as box trucks, cargo vans, big rigs, tow trucks, dump trucks and construction equipment. CFF is a 3-time winner of the 2014, 2015 and 2016 Inc. Magazine Top 500/5000 Fastest Growing Private Companies in America. Matt has helped dozens of employees and thousands of small business owners move closer to the money they deserve. He is the author of, “The Grit”, and his forthcoming book, “I NEED MORE MONEY” will be out in 2017.  Learn more at www.cffnationwide.com or call 972.247.8447 phone or on all social media platforms via @Matt Manero.

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31 Jan

The #1 trait I have learned from Billionaires

I personally know 2 billionaires. You might know more, but when you started from ZERO like me, I think it is cool to be able to call a billionaire on his cell phone and actually have them answer.
They are different than you and me. The old saying that “they put their pants on just like you and me…” is true, but that’s about where the common trait ends. Billionaires see things differently, they see the future. They rarely see the present. They have guts to make decisions NOT based on what is going on today, but in fact, what is going to go on in the future. It has been amazing for me to see them put their vision to work and then see the results. BUT… the #1 trait I have learned from them is not their vision. It is their optimism.
The ability to keep optimism about the future is vital to success, happiness and yes…more cash. Regardless of economic conditions, regulation changes, hiring or firing missteps or even downturns in business, I never see my billionaire buddies get negative. They remain steadfast that the future will be better than the present. You should too. As business owners, managers or just plain regular “Joe’s”, we need to be optimistic. Our connection with others and to ourselves is to create an environment that allows others to begin to believe that they too can achieve. In fact, I have seen my friendship with them get strained when I lose my optimism. They don’t want me to be the “downer” in the group and when I am, I see less interested in chatting. I have learned to increase my optimism at all times, and when I do, they want me around more.
Optimism is connected to the future. To really tap into it, YOU MUST HAVE A VISION OF YOUR FUTURE! If you are not sure of what your future looks like, it will be very difficult to be optimistic because you are living for today. Success comes from doing it today, because it leads to the future you have dreamed about. In short, you are created a LIFESTYLE BY DESIGN…YOUR DESIGN.

ABOUT THE AUTHOR: Matt Manero is the Founder and President of Commercial Fleet Financing, Inc. (CFF) located in Dallas, TX. CFF is celebrating its 21st year in business and provides financing for commercial fleet vehicles such as box trucks, cargo vans, big rigs, tow trucks, dump trucks and construction equipment. CFF is a 3-time winner of the 2014, 2015 and 2016 Inc. Magazine Top 500/5000 Fastest Growing Private Companies in America. Matt has helped dozens of employees and thousands of small business owners move closer to the money they deserve. He is the author of, “The Grit”, and his forthcoming book, “I NEED MORE MONEY” will be out in 2017.  Learn more at www.cffnationwide.com or call 972.247.8447 phone or on all social media platforms via @Matt Manero. www.mattmanero.com

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20 Jan

ROAD GRIT Newsletter – January 2017

ROAD GRIT is a monthly newsletter for the customers and vendors of Commercial Fleet Financing, Inc.

TRANSPORTATION INDUSTRY NEWS

Brutal winds topple at least 16 trucks in Colorado
AGC Outlook underlines need for construciton workers

Construction costs rise to end 2016 on high note

THE GRIT – Video Message from our Founder

CFF STAFF PROFILE

UPCOMING EVENT – FREE WEBINAR

New and Used Equipment Financing Basics Webinar

Join Matt Manero on Thursday January 26th at 12:00 am CST to take the mystery out of financing. Our goal is to help you reach success in your business. Matt Manero will cover the basics of financing new and used equipment.
Click here to Enroll Today

HUMOR – Because we all need to laugh


A contractor is offered a very good job opportunity that happens to be on the other side of the country. It’s so good however, that he decides to pack up all his tools, ship most of them over, pack the rest in luggage, and fly to the job. so anyways, while he is in the air, the pilot comes on the intercom and says the airplane is going to crash. Everyone but the contractor panics. The contractor reaches into his luggage, and pulls out a 100′ cord and starts unwinding it. the person sitting next to him asks him what he is doing. he tells her that “I’m going to open up the door of the plane, hold on to one end of the cord and throw it out of the plane, and jump out. It’s a power cord, it’s bound to catch on something.”

DID YOU KNOW – Transportation Trivia

  1. There are over 6 million construction workers in the United States.
  2. The construction industry accounts for about $1 trillion worth of structures a year.
  3. There are more than 650,000 construction employers in the United States.
  4. Each year construction creates or sustains over 28,500 jobs.
  5. The Komatsu D575A weighs 142.5 tons and has an engine that generates 1150 horsepower.

ALWAYS FREE TO YOU FROM CFF

BUYING TRUCKS, TRAILERS OR EQUIPMENT?

CALL CFF TODAY AT 972-247-8447.  Phone us for your FREE, NO OBLIGATION QUOTE.

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19 Jan

YOU CAN’T TALK ABOUT MONEY & IT’S MAKING YOU POOR

 

I play poker on the second Tuesday of every month, with basically the same group for the last 13 years.  My friend and old neighbor is gracious to host the event each month, cook gourmet food for us and let me be part of it. The group is made up of older friends, most pushing their 70’s in age.  Our favorite activity, even more than playing cards, is eating incredible food and talking.  We talk about everything and one of the common topics is money.  Most of the group are well heeled, some VERY well heeled, and they love to talk about money.  No bragging rights, or one-upmanship, just open and honest dialogue about the importance of money.  How much is enough, where they are investing, what to look out for, what exotic destination are they going to next, and so on so on.  I’m very lucky to have been invited into this group because I see how rich people have handled their money to become rich. Without a doubt, removing fear from your money situation and being open to discuss money with your friends is a key component to the rich.

If you can’t talk about your money, you can’t make more money.  And if you can’t make more money you are screwed.  The richest people I know have ZERO problem talking about money.  In fact, they love talking about money.  The poorest people I know will leave the room the minute you bring the topic up.

But how can you start the dialogue inside your circle of friend or family?  How can you get your own significant other on the same page so you too can will at the game of money?  Here are some tips that I have used and highly recommend you start using.

 

  1. Why does money matter to you? Start with the end in mind. Why do you want more money? Is it freedom, security, travel, toys, charity, etc.? It’s your why, so take the time to get crystal clear about why money matters to YOU and what money will do for YOU.
  2. You are not a money guru. The numbers are. If you want to create open dialogue about money and become great at the game of money, you need understand that it is not you…it is the numbers, the results, that are the guru.  If your needle of net worth is increasing at a rate that is meaningful to you and your why, then you should be pleased.  If the needle is not, and you still consider yourself a guru, then you will alienate the people around you and be looked at as a blow hard.
  3. Don’t be an asshole about money. If you have knowledge and money then take time to offer learning assistance to someone who doesn’t have it.  If you don’t have money, cowboy up and ask for learning assistance from someone who does.  Humility opens doors, being a jerk closes them.
  4. Schedule a meeting at home. Get everyone together to discuss your family money situation.  Here is a KEY POINT – don’t spring it on them. Give them 1 week to prepare.  Give them the time, the rules, the guidelines and the desired outcome of the meeting so they can be prepared and less defensive.
  5. Share it all. Don’t hold back, lay it all out to yourself and your trusted supporters.  The credit card debt, including the “secret” cards, the hidden cash account, and the unpaid tickets.  All the outstanding bills should be on the table so everyone is clear on the current state of affairs.
  6. Write your money down on paper. You need to have a simple balance sheet and income statement for you to know where you stand.  Keep a list of your assets vs. liabilities and your revenue vs. expenses.  Rich people know their money numbers.  Poor people hide from and guess at them.  Refresh these often so you can see the positive trend moving forward and upward.
  7. Figure out how to be team. Being a money team does not mean you are on the same page on everything.  As the great coach John Wooden said, “It is perfectly fine to disagree, it is not fine to come across as disagreeable.”   Your team should, over time, be supportive and helpful.  If they are not, then you have two choices.  1) Don’t reach your financial potential. 2) Change teams and win at the game of money.

 

Remember, who you hang around matters.  In addition, who you communicate with matters.  Open communication about money puts you, your family, your spouse on the same page.  Lack of communication about money puts you in the poorhouse.

ABOUT THE AUTHOR: Matt Manero is the Founder and President of Commercial Fleet Financing, Inc. (CFF) located in Dallas, TX. CFF is celebrating its 21st year in business and provides financing for commercial fleet vehicles such as box trucks, cargo vans, big rigs, tow trucks, dump trucks and construction equipment. CFF is a 3-time winner of the 2014, 2015 and 2016 Inc. Magazine Top 500/5000 Fastest Growing Private Companies in America. Matt has helped dozens of employees and thousands of small business owners move closer to the money they deserve. He is the author of, “The Grit”, and his forthcoming book, “I NEED MORE MONEY” will be out in 2017.  Learn more at www.cffnationwide.com or call 972.247.8447 phone or on all social media platforms via @Matt Manero. www.mattmanero.com

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05 Dec

YOUR INEFFICIENCIES ARE COSTING YOU MILLIONS

inefficiencies

Watch the video of this article clicking here

With so many experts, gurus and phony entrepreneurs on the internet, you would think that someone would have picked up on perhaps the biggest waste of money within any company…INEFFICIENCIES.  But they haven’t so I will.  The cost of have sloppy and poorly executive processes is staggering.  I’m sure it is costing your company thousands and thousands of dollars per year (or maybe millions) just like it is costing mine.

Here are 7 tips that will help you start to tackle the inefficiencies in your business NOW:

  1. GET THE HELL OUT OF YOUR OFFICE:  As Harvey Mackay, author of the classic business book, How to Swim with the Sharks without Getting Eaten Alive, says, “You have to walk the shop floor daily”.  Today, right now, get out of your office and start talking to your employee’s again.  Time to get your hands dirty again folks.
  2. ASK THIS QUESTION: “WHAT WOULD MAKE YOUR LIFE EASIER?” Many bosses get this wrong.  They ask questions like, “What would you like to see changed?” or “How can our company help you more?”  Those questions prolong the pain of inefficiencies.  Everyone knows how their life could be easier, so start asking it.
  3. NO SUPERMAN or SUPERWOMAN COMPLEX ALLOWED: You can’t have one person who controls all aspects of a department or process.  That is called the superman complex.  They hold the keys to the “secret sauce” and they don’t want to let someone else in.  Additionally and perhaps an even bigger issue is that they will usually just keep stacking responsibility on their shoulders and eventually burn out and quit.
  4. FOCUS ON LARGE EXPENSES & WORK BACKWARDS: Find your largest expenses inside your income statement and start to reengineer the process of how these expenses are created.  In my office we spend $250,000 per year with Fed Ex on just regular letter sized packages with documents for signature in them. When we really dug into the expense, we realized that we rarely get a completed package back.   Why? Because we don’t make the signature sections BIG, BOLD, HIGHLIGHTED & CLEAR ENOUGH FOR THE SIGNOR TO SEE! Therefore, each set of documents can often have 3 or 4 Fed Ex packages sent and received.  At $40 each, that can be a 300% increase in the expense because our process is inefficient for us and for our clients.  This process is being changed and we are working to lower our Fed Ex bill to $10,000 per year.  That is a savings of almost a quarter of a million dollars!
  5. THINK – “HOW CAN TECHNOLOGY SOLVE THIS PROBLEM?” – There is no emotion in technology and there is a ton of emotion in people. If you can find and use technology to help create additional efficiency inside your company, you may save yourself a ton of cash and headaches.
  6. You Might Have to Take a Step Back to Step Forward – removing the inefficiencies in your business and create new, much more efficient systems, might actually (like in my company) slow down growth and cost you money. But if you can step back today, to make two giant leaps forward tomorrow…that is money well spent in my book.
  7. BE BOLD: Lastly…YOU MUST BE BOLD.  It is so easy for us to just leave it the way it is.  Change is hard, disruptive and it can be expense.  So you must be BOLD and have the guts to peel back the layers until you hit the root of the inefficiency.  You must also once again be BOLD to rebuild it the right way.

Trust me…the inefficiencies in your business are costing you far more than you think.  In many cases, 10%, 20%, 30% of revenue and profit is simply wasted.  Therefore, regardless of the revenue of your company, the project of removing the inefficiencies and getting more efficient is a VERY HIGH VALUE PROJECT.

mattblog2

 

 

 

 

ABOUT THE AUTHOR: Matt Manero is the Founder and President of Commercial Fleet Financing, Inc. (CFF) located in Dallas, TX. CFF is celebrating its 21st year in business and provides financing for commercial fleet vehicles such as box trucks, cargo vans, big rigs, tow trucks, dump trucks and construction equipment. CFF is a 3-time winner of the 2014, 2015 and 2016 Inc. Magazine Top 500/5000 Fastest Growing Private Companies in America. Matt has helped dozens of employees and thousands of small business owners move closer to the money they deserve. He is the author of, “The Grit”, and his forthcoming book, “I NEED MORE MONEY” will be out in 2017.  Learn more at www.cffnationwide.com or call 972.247.8447 phone or on all social media platforms via @Matt Manero. www.mattmanero.com

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02 Dec

3 Telltale Signs Your Employee is Getting Ready to QUIT

3 Telltale Signs Your Employee is Getting Ready to QUIT

I have had it happen too many times in my 21 years in business.  It usually happens around 4 pm on Friday afternoon.  There is a knock on your door and the employee comes in and quits. The sad part is in the past, I never saw it coming.  Now, 99% of the time, I do, and I want you to see it as well.

Here are my 3 telltale signs that an employee is getting ready to quit.

  1. Their performance slides. At one time, they were solid performers.  They always made their calls.  Customers never complained about their level of service.  You could always count on them to deliver that important shipment on time.  And then it happens.  Their call report is never up to snuff.  They start to miss their monthly or quarterly sales numbers.  They start to not send important shipments.  Your valued clients call you directly (if you lucky enough to actually get the call), and they complain about the level of service they are getting from your employee.  When performance slides, it is a direct indication of a problem.
  2. They start talking smack. You have had it happen.  You walked around corner and two people stopped talking.  Guess what? They were probably talking about you.  How about when you walk up to an employee and they quickly click off what they were looking? Sure, maybe they are on facebook (on company time) or maybe they are submitting their resume to your competitor.  When people start to talk poorly about you and your company, it is usually the beginning of the end.
  3. Their attitude changes. You no longer get the “MORNING BOSS” comment from your employee each day. During meetings they no longer offer comments or suggestions.   In short, they start to get really quiet.  When their attitude changes…something is up.

What to do about it?  If you have a real company culture that supports communication, you need to bring them in and simply ask: “something is different…what’s up?” Hopefully they will tell you the truth and you can start to coach them up or start to coach them out.  Either way, it should be a wake up call to you to start watching the credentials they have, the information you are providing to them or most of all…the trust that you put into them.

mattblog2

 

 

 

 

ABOUT THE AUTHOR: Matt Manero is the Founder and President of Commercial Fleet Financing, Inc. (CFF) located in Dallas, TX. CFF is celebrating its 21st year in business and provides financing for commercial fleet vehicles such as box trucks, cargo vans, big rigs, tow trucks, dump trucks and construction equipment. CFF is a 3-time winner of the 2014, 2015 and 2016 Inc. Magazine Top 500/5000 Fastest Growing Private Companies in America. Matt has helped dozens of employees and thousands of small business owners move closer to the money they deserve. He is the author of, “The Grit”, and his forthcoming book, “I NEED MORE MONEY” will be out in 2017.  Learn more at www.cffnationwide.com or call 972.247.8447 phone or on all social media platforms via @Matt Manero. www.mattmanero.com

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28 Nov

Can you MOTIVATE the UNMOTIVATED?

motivate

I love twitter.  It’s 140 characters often filled with genius or idiot and I love it all.  Over the weekend, I tweeted this:

“Leaders are required to push the people they lead past their comfort zone. Anything less is not #leadership, it’s acceptance of average.”

And a follower responded with this:

@MattManero you cannot push people if they don´t want to be pushed (unless you´re a dictator ;”)

It’s a very interesting discussion.  Because I think most people read my tweet and spend their time thinking about the people who are being lead, supposedly the “unmotivated”.  I, on the other hand, look at it as what YOU as the leader must do regardless of who you are leading.

Our exchange indicates the shortcomings on the part of most leaders.  With 100% certainty, you CAN motivate the unmotivated…it’s your job as the leader to make the unmotivated…well…MOTIVATED. Remember…it’s called LEADERSHIP for a reason!

I did not serve in the military (one of the few regrets in my life), and when I’m leading I always think about what a platoon leader must face in the heat of battle.  Do you think everyone in his/her platoon is motivated and wants to go into battle?  I doubt it.  But the leader in that situation must rally the troops and remind them of the mission at hand and turn them into motivated soldiers.  That is the ultimate display of true leadership.

Our mission as leaders is to build a cause so big, that everyone around you wants to be part of it and therefore, follow your lead.

Here are my 5 quick steps to turn someone who is supposedly “unmotivated” and help them become motivated.

  1. Be 100% confident in the task at hand. You must always show your team unyielding confidence that the mission is worthy and will be accomplished.  Your troops need to see that their leader is 100% invested in the task at hand.
  2. Lead through example. The best leaders in my book are people who have done and are still willing to do the grunt work.  Get on the phone and close a deal.  Be willing to pack boxes when it’s holiday season.  Push the damn lawnmower when you are short staffed.  Barking orders is never well received if you are not willing to do the work you are asking your team to do and lead by example.
  3. Have clear expectations and push hard. Most people want to be lead, but they need to have clear expectations of what they are being asked to do.  Do not be vague here, have very specific expectations of what everyone is required to do.  Once you have taken the time to determine the expectation AND you have shared the expectations, get out of the way, and watch the magic happen.
  4. Be humble. Just because you have the title doesn’t mean you have the right to be an ass.  Show humility and understand during difficult times.  Being humble does not mean being weak.  There is a huge difference.
  5. Be motivating. Have YOU skilled up to your full potential as a leader? Use all of the tricks in your tool belt.  Use music, energy, examples, videos, articles, white boards, competitions and quotes to keep yourself and your team motivated at all times.

 Leadership requires just that…leadership.  If your team is deemed “unmotivated” it is more of a reflection of you as the leader than the people you are leading.  Great leaders understand this.  Not everyone is cut out to lead.  But once you become the leader, you must always push your team further than they will push themselves.  Do this consistently, and the motivation of your team will follow.

mattblog2

ABOUT THE AUTHOR: Matt Manero is the Founder and President of Commercial Fleet Financing, Inc. (CFF) located in Dallas, TX. CFF is celebrating its 21st year in business and provides financing for commercial fleet vehicles such as box trucks, cargo vans, big rigs, tow trucks, dump trucks and construction equipment. CFF is a 3-time winner of the 2014, 2015 and 2016 Inc. Magazine Top 500/5000 Fastest Growing Private Companies in America. Matt has helped dozens of employees and thousands of small business owners move closer to the money they deserve. He is the author of, “The Grit”, and his forthcoming book, “I NEED MORE MONEY” will be out in 2017.  Learn more at www.cffnationwide.com or call 972.247.8447 phone or on all social media platforms via @Matt Manero. www.mattmanero.com

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31 Oct

THE ECONOMY IS TURNING DOWNWARD. USE MY “6 UP’S METHOD OF SELLING” TO STAY OUT OF FREE FALL

FREE FALL

We are in an economic slowdown.  If you have not felt it yet, you will in 2017…I GUARANTEE IT.  How can I predict this? Because we finance truckers, ($150,000,000+ per year of them) and they carry the freight that drives the American economy.  Our clients are slow and getting slower, and that means people are not buying as much.  I have seen this pattern 3 times in my 21 years in business, and it is repeating itself now.  What makes my perspective unique, is that trucking is a leading indicator, therefore, I get my information about 6 months before most other industries begin to feel it.  The question is will you expand or contract?  In my world, you are either growing or dying, so we will expand.

Here are my 6 UP’S program to help you and your entire team get through any economic condition and thrive.

  1. Skill up – Who are you listening too? What books are you reading? What training videos are you watching?  The best in any industry understand the importance of getting better and learning new skills.  Constantly be on the lookout for new ways to be learning.
  2. Follow up – Without question, the single greatest activity you can do to make more sales is to follow up more. Most salespeople stop after the second follow up call, yet data tells us that it takes 7 or more follow ups to make a sale.  Most people stop following up way to early.  Remember, follow up comes in many different methods today.  Phone, email, text, video, links, articles, or a simple handwritten card are all wonderful ways to follow up with your prospect or client.
  3. Leverage up – Who do you know who knows your prospect? Leverage their relationship to help you get in front of the proper decision maker.  In the old days it was called a Rolodex.  Today it is called a lot of things, but LinkedIn is a great place to start.
  4. Offer up – Weak salespeople are “takers”. Great salespeople are “givers”.  Constantly be giving your prospects and clients information.  Have you read an article that might be interesting to them?  Great…email OR snail mail (yes, I said snail mail) to your clients with a note that says, “when I read this, I thought of you.”  During your next follow up, reference the article and the content within it.  Always be giving ideas, concepts and information along the path to a sale.
  5. Ask Up – “Never assume…always ask” is something that my sales team hears every day from me. Many salespeople, begin to make assumptions vs simply asking the prospect more questions.  This is a trap the many salespeople fall into around month 3.  They listen to everyone and ask a ton of questions in the first 60 days of any new venture, and success starts to trickle in for them.  Then…around month 3, they stop asking and start assuming and sales plummet.  Even if you know the answer, make sure to ask the prospect questions that confirm your assumption.  Assuming answers will cost you deals.
  6. Close ‘em up – ASK FOR THE SALE. Too often salespeople think the customer has received enough information to make their buying decision.  Maybe the customer has…but if you don’t ask for the sale you will never know.  Asking for the sale is part of the closing process but it is not the end of the sale.  If you ask for the close and the customer says, not…keep questioning to better determine their needs, and ask for the close again.
  7. BONUS UP: PLAY UP…NEVER PLAY DOWN. Never ever, play down…always play up.  This means challenge yourself.  Never feel comfortable because you beat someone who ranks below you.  Be challenged to play up and beat the person ahead of you.

These tips have served me well, and they will serve you well if you put them into place TODAY.

mattblog2

ABOUT THE AUTHOR: Matt Manero is the Founder and President of Commercial Fleet Financing, Inc. (CFF) located in Dallas, TX. CFF is celebrating its 21st year in business and provides financing for commercial fleet vehicles such as box trucks, cargo vans, big rigs, tow trucks, dump trucks and construction equipment. CFF is a 3-time winner of the 2014, 2015 and 2016 Inc. Magazine Top 500/5000 Fastest Growing Private Companies in America. Matt has helped dozens of employees and thousands of small business owners move closer to the money they deserve. He is the author of, “The Grit”, and his forthcoming book, “I NEED MORE MONEY” will be out in 2017.  Learn more at www.cffnationwide.com or call 972.247.8447

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12 Oct

You Need A Reboot – Here Is How To Get Back On Track

You Need A Reboot

Today is the start of Q4 2016, time to recalibrate for most of us.  No need to wait until January 1st to write down your goals.  No need to wait until Monday to start your diet.  Let’s get laser focused for Q4 so that we can finish strong or make up for any shortfall we currently have in our 2016 goals.

I believe most people want to be doing better, but most just don’t have a process to get better.  This is where leadership comes into play.  If you are winning at the great game of business and life, you have a responsibility to help others win too.

Here are my 7 tips on how to recalibrate, refocus and get ready to have a KILLER Q4 2016.

  1. Start saying “NO” more. Go through your “Deals Working” or “To Do List” and start saying NO to most of it.  Winners focus only on “high value activities” and understand that turning low value activities away by simply not accepting them makes a huge difference.  I love this quote from Warren Buffett on this.  Buffett says, “the difference between successful people and VERY successful people is that VERY successful people say NO a lot more.”
  2. Work your Acres of Diamonds. Deepen the relationships you have with your previous customers, your network of influencers, and the people who believe and trust in you.  Pick up the phone and call each and every one of them and reconnect on a deeper level.  Send them something, take them to lunch, write a thank you card, whatever…just start showing them more love and attention and more business and pleasure will come your way.
  3. Rehash your lost deals. Just because you didn’t do business with someone 6 months ago is not a reason to forget about them.  Things change quickly, so make sure to work your lost deals as hard as you work your previously closed deals.
  4. Focus on “predictable outcomes” Starting new ideas, things or plans is usually not needed to reboot. Most people actually need to focus on PREDICTABILITY.  Take a hard look at what has worked for you in the past and simply do more of it.  You are not too far gone…you actually know what works, you just got away from it.  Focus on repeating the activities that have produced success for you and only do these activities.
  5. Calendar up. – Commit to NO WHITE SPACE on your calendar. Get your activities scheduled on your calendar, review it for open white space and start filling it up.  White space on the calendar is like cancer to success.
  6. Skill back up. – Who are you listening too, reading or watching? When a reboot is needed, it usually requires help.  Go get the help by picking a new book, downloading a new audio program, or just go to YouTube and search for what you are looking for.  It’s all there, available to everyone, and YouTube is FREE!
  7. Visualize the loss – Take a minute to think about what you have lost by not performing at peak. The impact to your health, your family and your pocket book.  Now…visualize the impact deep into the future.  What will happen if you don’t get this ship back on course.  Remember, you don’t need to file bankruptcy to rebuild.  If you visualize the impact of filing BK, that can often get you back on track without all of the pain and suffering.

FINAL TIP:  DO IT ALL NOW!  DON’T WAIT.  DON’T OVER PLAN.  DON’T STRATEGIES TOO LONG.  GET TO DOING TODAY!  TIME KILLS ACTION!

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ABOUT THE AUTHOR: Matt Manero is the Founder and President of Commercial Fleet Financing, Inc. (CFF) located in Dallas, TX. CFF is celebrating its 21st year in business and provides financing for commercial fleet vehicles such as box trucks, cargo vans, big rigs, tow trucks, dump trucks and construction equipment. CFF is a 3-time winner of the 2014, 2015 and 2016 Inc. Magazine Top 500/5000 Fastest Growing Private Companies in America. Matt has helped dozens of employees and thousands of small business owners move closer to the money they deserve. He is the author of, “The Grit”, and his forthcoming book, “I NEED MORE MONEY” will be out in 2017.  Learn more at www.cffnationwide.com or call 972.247.8447 phone or on all social media platforms via @Matt Manero. www.mattmanero.com

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10 Oct

No Rhythms In Your Business? No Business…

No Rythms

Rhythms – plural noun: rhythms

“a strong, regular, repeated pattern”

I just finished a 2-day mastermind session here in Dallas, and the primary take away for me was the importance of installing “rhythms” in your business and your life.  Rhythms are consistent activities that are scheduled, calendared and communicated with everyone in your inner circle.  They are vital to keeping everyone on the same page in your business and at home.  Without rhythms, we can quickly fall into a “chicken and feathers” existence and that creates chaos, stress, fear and eventually the breakdown of the unit either, business or family.

The definition is above, and it is vital to make sure that you have “rhythms” in your business and your life.  Here is why?

Quick video about rhythms: https://www.youtube.com/watch?v=F6Gy71wMV7A

Lack of having scheduled Rhythms will:

  • Invite chaos into your business and life
  • Allow fear to seep into your organization
  • Reduce the ability to become an expert
  • Dilute the Legacy you are meant to live

Rhythms produce:

  • Predictable and repeatable actions.
  • Consistency and stability and improved communication.
  • A reduction in stress.
  • Repetitions and repetition is the mother of all skill.
  • Rhythms create memories.

What are real life examples of Rhythms?

  • At my company, our primary Rhythm is our morning “scrum”. Every day, at 9:30 am, the entire company meets around our conference table. We talk about important events/activities that impact all of us.  Our scrum lasts approx. 10 mins. and we never miss it.  If I’m traveling, someone else runs it.  It’s a rhythm that everyone understands is vital to our success.
  • Daily/weekly meetings with your team that are put on the calendar. Have an agenda, limit the time of each and don’t miss!
  • Weekly reporting that review meaning data such as sales, customer satisfaction, trends and profits/losses.
  • On a personal note, rhythms are weekly date night with your spouse. It could also be Sunday Family Dinner, or annual road trip to the beach or mountains.  Remember, rhythms produce memories that last a lifetime.

Keys to installing and keeping Rhythms going:

  • You must have a real purpose that is clearly defined and understood by everyone. Rhythms without meaning are a waste of time.
  • Everyone knows why, where and when they are to attend.
  • Rhythms should be high value activities that connect to the “why” of your business or your life.
  • Rhythms must be calendared.
  • If a Rhythms is to be cancelled, the reason must be greater connected to your “Why” than your Rhythm event scheduled.

Here is an extra step if you want to use it.  Fill in the blanks below.  What are the top 5 things that are important to you in your life and your business?  These top 5 areas should dictate the reason for the rhythms you are creating in your life.

What is important to me?

Home:

  1. ______________________________________
  2. ______________________________________
  3. ______________________________________
  4. ______________________________________
  5. ______________________________________

Work:

  1. ______________________________________
  2. ______________________________________
  3. ______________________________________
  4. ______________________________________
  5. ______________________________________

mattblog2

ABOUT THE AUTHOR: Matt Manero is the Founder and President of Commercial Fleet Financing, Inc. (CFF) located in Dallas, TX. CFF is celebrating its 21st year in business and provides financing for commercial fleet vehicles such as box trucks, cargo vans, big rigs, tow trucks, dump trucks and construction equipment. CFF is a 3-time winner of the 2014, 2015 and 2016 Inc. Magazine Top 500/5000 Fastest Growing Private Companies in America. Matt has helped dozens of employees and thousands of small business owners move closer to the money they deserve. He is the author of, “The Grit”, and his forthcoming book, “I NEED MORE MONEY” will be out in 2017.  Learn more at www.cffnationwide.com or call 972.247.8447 phone or on all social media platforms via @Matt Manero. www.mattmanero.com

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