What can you do to get you closer to your revenue goals today? I'm going to share that information with you on this edition of the Inside BS Show. Hey now, I'm Dave Lorenzo. I'm the godfather of growth.

Today we're talking about how you can get closer and closer and closer to achieving your revenue goal for your company each day. Now, you're the CEO of your company. That's who's with me on the show.

That's who's listening to this. So you may not be the one performing this strategy, but you should share this strategy with your business development people so that you can be sure that if they're doing this every day, you'll be getting closer to your revenue goals. I follow the rule of three plus every day.

And you're saying to yourself, Dave, what is the rule of three plus? You need to do three things every day, regardless of where you are and what's going on. I don't care if you're flying for 24 hours on your way from New York to Australia. You need to find time to do these three things every day.

If you're the only person in your business, if you're the CEO, you need to make sure every one of your salespeople is doing these three things every day. Here they are. Number one, talk to a prospect today.

This is the most overlooked aspect of business development. Salespeople spend a lot of time getting ready to sell. I kid you not.

They spend a lot of time cleaning up their CRM. They spend a lot of time managing the productivity system they have, organizing their calendar, looking at lists, sending out emails, making text messages, doing all kinds of what I would consider secondary or tertiary priority work, second or third priority work. When they really, all they need to do first thing every day is talk to a prospect.

If you have lists, just get the list and start calling. Better have a dialer call for you until somebody answers the phone. First thing in the morning, talk to a prospect.

7 a.m., I don't care. Talk to a prospect. If you start your day at 8 a.m., talk to a prospect first thing in the morning.

First thing in the morning, reach out to 100 people if you need to until you have one conversation with a prospect. Why do you do that? Well, it's like making your bed. Admiral McRaven, who ran the bin Laden raid, the raid that captured Osama bin Laden, has a book out.

He gives a speech. In his book, he advocates, first thing you do every day is make your bed because it gives you a sense of accomplishment. It gets something done first thing in the morning.

It sets your day off on the right foot. Mindset-wise, you check something off on your to-do list and it gives you the idea that you're already off to a productive start. Calling a prospect first thing every day, talking to a prospect.

I don't care if you get rejected. In fact, when you first start out, I want you to try to get rejected. I want you to call 5, 10 people and push the envelope as much as you can.

Hi, it's Dave Lorenzo. I'm calling from the Exit Success Lab and I'm wondering if you're going to sell your business in the next three years. Nobody's going to say yes to that.

I could have 100 conversations and no one would say yes. But the fact that they reject me, they say, no Dave, I'm not going to sell my business. Well, okay.

I'm wondering if you know what your business is worth today and how you're going to improve the value of that business in the next 12 months. Hmm, interesting question. Now I'm having a conversation, right? I got the rejection out of the way right from the start.

I want you to have that call. I want you to make that call first thing in the morning. Call 100 people until you get rejected, until you have a conversation with someone.

And then after that conversation ends, put the notes in your CRM system and then move on to the second thing. The second thing you should do every day is you should call a center of influence. This is going to be a great phone call for you.

It's somebody that you refer business to, somebody who refers business to you. You're going to love this call. You're going to call them to catch up.

You're going to ask them who you can introduce them to. You're going to take notes about making two or three introductions for them. You're going to take notes about doing something for them.

And then you're going to end the call and you're going to go off and you're going to do the thing that you told them you were going to do. And again, you're going to put your notes in your CRM. And then the third thing you're going to do is you're going to call a client.

And again, you're going to love this call. You're going to ask the client what's going on in their business. You're going to ask them what problems they have.

You're going to look for more opportunities to solve more problems for them for more money for you. That's what we do. We solve problems in exchange for money.

So when you're talking to your client, you're just asking questions. And if you see a problem, the client's having, and you think you can solve it for money, you make an offer. If there's an introduction you can make for that client, you make the introduction.

That's, those are the three things, one, two, three, that you're going to do every single day. Now I call this the rule of three plus. Why is it the rule of three plus? Because you're going to do these three things.

You're going to have these three conversations. Plus, you're going to make the introductions you promised to everybody. And you're going to do the follow-up that goes along with this.

So that first call with that prospect, there's got to be some follow-up along with that. My preference is that you send an email for follow-up. You send something direct mail for follow-up.

And you trace them out to follow up with them with a return call after they get the email and the phone call. So my preference would be you're making an email introduction for the prospect that can help them grow their business. Or you're sending them an email just saying it was great to talk to them.

Then you're going to do the same thing with a handwritten note follow-up to that prospect thanking them for taking the time to speak with you, putting your contact information in the card as well. And then you're going to trace out two weeks or three weeks or four weeks, whatever your follow-up cadence is to call this person back and make an offer to them. That's what you're going to do with the prospect.

So that's the plus in 3PLUS with the prospect. With the center of influence or the referral source, you're going to do something similar. You're going to send an email thanking them for their time.

You're going to send a handwritten note card thanking them for speaking with you. The email gets there instantly. The handwritten note card is going to get there in three to five days.

And then you're going to try to make an introduction to them, to somebody who could be valuable for them. You're going to try to solve a problem for them that they have that you surfaced on the call. So that's the plus in the 3PLUS for the center of influence.

The client, final one, again, send the email. Great speaking with you. Enjoyed our conversation.

Number two, do the follow-up. If you promised you would connect them or get them some information or remind them of something, do that and send a handwritten note. And then if you made an offer to help them and you got to send a contract, the third thing is send the contract.

So that's the 3PLUS for the client that you're talking to. These are the minimum three things that you do every day from a business development perspective. If you want extra revenue, you want more money, increase the prospect aspect of this, increase the center of influence aspect, increase the client aspect, and for bonus points, ask each one of them for a referral.

What does that look like? Oh, hey, Mr. Prospect, I understand this isn't a good fit for you. Can you think of someone that my service would be a good fit for? What's the worst that can happen? They say no. The best that can happen is they say yes, would you make an introduction? They make the introduction or they give you the name and phone number.

Same thing with the center of influence. They're going to want to help you. They'll give you the name and phone number.

Same thing with the client. They're going to want to help you. They'll give you the name and phone number.

These are the three things, the minimum three conversations you should have every day. If you're the CEO, each one of your salespeople, this is the bare minimum that they should do every day. Do this and your revenue will grow.

Thanks for joining me on this edition of the Inside BS Show. My name is Dave Lorenzo. I'm here every day with another edition of our show.

Until tomorrow, here's hoping you make a great living and live a great life.