"Its Not Who You Know... Its Who Knows You!" – By Michelle Villalobos

It’s Not Who You Know...
It’s Who Knows YOU

with
Michelle Villalobos
(vee - ya - low - bos )

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1

Do you
want to
be like
this guy...

Copyright 2007- 2009 Michelle Villalobos, Mivista, Inc. www.MivistaInc.com (888) 531-3830

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or like these guys? 1


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the difference
• push vs. pull
• supply vs. demand
• availability vs. scarcity
• in-your-faceness vs. limited access
• annoying vs. entertaining
• cold call vs. answer leads

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i. capture
ii. build
iii. close (rinse, repeat)


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i. capture contacts


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ﬁrst impressions

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1

key elements
• Eye Contact
• Expression
• Attitude
• Body Language
• Clothes
• Neatness
• “Props”
• Greeting/Handshake
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rapport


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2

listening = trust

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1

build a system...
and stick to it
All Content Copyright 2008, Michelle E.Villalobos, Mivista Consulting, Inc. All Rights Reserved.
www.mivistaconsulting.com 12

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ii. build relationships


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how much is
your time
worth?


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1

the value of one hour...

{ }
base earnings
work hours/year the $$ value
= of your hour
{ ratio }
productivity


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2

Base Earnings Target 150000
Number of work weeks 48
Number of work days/week 4
Work hours/day 9
Productivity 1/3

Value of YOUR hour $260.42


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1

think about that every time...


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hey, got a minute?


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1

biggest time burners
email
meetings phone

people procrastination

menial repetitive
tasks tasks

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solutions


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email batching*
50 messages/day = 1 message every 10 minutes

9 am II IIIII III I IIII I I III I II I I III I I II II IIIII II IIIIII III 5 pm

* Tim Ferriss, The Four Hour Workweek
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1

email batching
productive productive
time productive productive
time 12:30
time time

productive productive productive
time time time
productive productive
time time

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1

email batching


productive time productive time

batch batch
email email

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1

email scheduling
• least productive way to start day
• start day in “reactive mode”
• never regain control
• avoid email for at least first hour
• reserve first hour for most critical
• what really can’t wait 1 hour?
• if people really need you... they will find you
• “single most powerful way to regain control”*

*Julie Morganstern
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1

instead consider making 5 phone
calls every morning - just to say
“hi” & keep your list warm

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1

OFFICE HOURS
please bring speciﬁc issues/questions
you’d like to address & resolve

Monday: 4 to 6 pm
Wednesday: 8 to 10 am
Friday: noon to 2 pm

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1

NEW BUSINESS HOURS
helps control how much time you
spend responding to what could be
unqualiﬁed requests for your time

Every Thursday

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Jane Doe
Director, Business Development
janedoe@abccorp.com

tel 305.555.9000
direct 305.555.7979
toll-free 888.555-8000
mobile 305.555.4869
ABC, Corp. fax 888.555.1678

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Jane Doe
Director, Business Development
janedoe@abccorp.com
305.555.9050

ABC, Corp.

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ﬁnd
me
follow
me

incoming call
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(hide
me
shield
me)

incoming call
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1

eliminate

just say no!

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saying no
1

“While I appreciate the invite, right now we’ve
made a strategic decision to concentrate on more
speaking engagements and workshops. So if you
have one of those, great! But if you’d like to
discuss a new unrelated opportunity/idea, we
simply don't have the time or the manpower to
do it right now.

I'm sure you understand and hope to see you at
the next Miami Marketers Happy Hour!”

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outsource
1

Thanks for your email.

In an effort to free up time and become more efﬁcient & effective, I'm outsourcing my inbox ;)

Patti & Corrisa will be monitoring my incoming business emails, booking my speaking
engagements, scheduling appointments, & answering most incoming emails for the time being.

Should you urgently need to speak with me, text me at xxxx@txt.att.net. I will answer or call
you back at my earliest convenience. However, I am "batching" communications and
responding once or twice a day at most. Please do not add this email to any subscription lists
or mailing lists.

I appreciate your helping me to automate, outsource and delegate all non-essential
tasks in an effort to "upgrade my life." If you are interested in performing your own
experiment, here are a few book recommendations:

1. The 4-Hour Workweek
2. Upgrade Your Life
3. Never Check Email in the Morning

Thank you!

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1

“dance close to the
revenue line”

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1

“networking” model

one-to-one

mass media model
one-to-many


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1

ideal model

- to- one
one clients
become “percolates”
up to leads
com community
mun
feed icate
bac
k

extend 2


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1

email marketing

www.mivistaconsulting.com

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1

how Marie Forleo got me
• Why You Shouldn't Initiate "The Talk" - Your April 1 Dish
• Date Confidently Using Real Men's Tips! Your April 27 Dish
• Too Clingy? Stop Neediness Now, Michelle - Your Apr 29 Dish
• 7 Secrets of a Flirting Goddess - Your May 1 Dish
• What NOT to Do On a Date - Your May 15 Dish
• The #1 Cause of Dating Drama – Your May 18 Dish
• Is He Mr. Right or Mr. WRONG? Your May 20 Dish
• Michelle, Why Didn't He Call? Your May 29 Dish
• Secrets of Getting Over a Breakup - Your June 1 Dish

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1

don’t like to write?


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1


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1


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1

workshops
& seminars


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1


50

1

iii. close deals


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1

you should know...

• 82% more successful on/after 3rd contact
• “7 touches” average
• 4 touches in 10 days (leads)*
• best is mix of contact methods
• show your face!!

* Duct Tape Marketing
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1

package services
like products*

*make products more like services

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1


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1

Turnkey, No-Hassle, Financial Management Packages

i. The Shoestring Budget Entrepreneur: Everything you need to start
being finance-healthy. Perfect for freelancers, solo-practitioners, solo-
preneurs and other self-made professionals.
$XXX one-time fee.

ii. The Finance Department Alternative: We'll create order from chaos,
AND help you maintain it. $XXX + $XXX - $XXX/month*

iii. The Outsourced CFO Package: Like having your own CFO at a
fraction of the price. $XXX to set up + $XXX to $XXX/month*

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on choices

i. the one they do not want
ii. the one you think is best
iii. the one they wish they could pick


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2009 Mivista, Inc. Packages & Pricing

“Michelle is an outstanding consultant and coach, with a keen ability to identify key strengths and weaknesses
and develop effective strategies to maximize income and potential. She gets great results.”
– David Suarez, Interactive Training Solutions

SERVICE DETAILS RATES

Coaching, Consulting & Training* 1x 2x 3x 4x
Hourly (in person/by phone) $160/$120 $150/$110 $140/$100 $120/$90
Daily (local/travel) $1000/$1500 $900/$1400 $800/$1300 $700/$1200
Monthly (price/month for 6 month package) $160 $280 $370 $450
Unlimited Access (monthly retainer) starting at $1,500/month

Website & Online Services basic enhanced
“You: The Industry Expert” Website $987 $1,987

Custom Promotional Workshops & Seminars 1 event 2 events 3 events 4 events
Deliver existing workshop for your audience $2,700 $2,400 $2,200 $1,900
Design & deliver custom program for your audience $3,500 $3,200 $2,900 $2,500
Want us to promote to our audience?** add $1,500 add $1,500 add $1,500 add $1,500

Sponsorships
Presenting/Title Sponsorships $1,900 and up
Exhibiting Sponsorships $500 and up
Keynotes
South Florida/National or International not including travel $2,500/$5,000

* I’m not a fan of hourly or daily billing, why? Because it misaligns my incentives and yours. But you guys insist on hourly rates, so here they are...
** Rush fee: $1000 for any event less than 6 weeks out.

Mivista, Inc. 261 Navarre Avenue, #102, Coral Gables, FL 33134
www.michellevillalobos.com ✧ jessica@mivistainc.com

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“conceptual agreement”
1


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1


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1

pricing is a
marketing strategy


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pricing strategies
• extra value/bonus
• discount = reduce value
• bundle
• move away from hourly
• payment plans/options

www.mivistaconsulting.com

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1


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1

rinse, repeat

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a good referral system
• educates referrers
• motivates referrers
• measures
• builds in feedback (for referrer)
• is easy (for the referrer)
• gives back
Copyright 2008, Michelle E.Villalobos, Mivista, Inc. All Rights Reserved. www.mivistainc.com 68

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1

“giver’s gain”
philosophy


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1

make a plan for your
biggest referrers
(like... right now)


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1

batch!


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Or ju st Goog le me!

MichelleVillalobos.com

Copyright Michelle Villalobos, Mivista Consulting, Inc. 2009. All Rights Reserved.
To Reprint, Distribute or Repurpose, visit www.MivistaConsulting.com and click “Contact Us”.
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"Its Not Who You Know... Its Who Knows You!" – By Michelle Villalobos

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