The You Factor Part 3: Do Less, Make More

The time has come in your life for you to do less, and make more.

What I’m going to tell you today is the part of the “You Factor” where you will make more money than you thought possible in your life.

The good news is that you are going to make this money by doing less.

You will do less of the things that bore you. Fewer things that scare you. Virtually wipe out the things that frustrate and aggravate you. Most important, you will do less of the things that cause you to lose money, opportunities, and real success in your life.

It is essential that you get this idea into your head: “I will do less, so I can make more.”

The Control Freak Trap

Let me explain …

Most entrepreneurs I know have an ego issue. They are control freaks. They live from a premise that they can’t really trust others and have to do it all themselves. They don’t like being dependent on someone else, so they do it all themselves.

The problem is that the very thing they are trying to protect — i.e., their freedom and income — is the very thing they are destroying by being control freaks.

This is because there are only 24 hours in a day.

More than that … there are only so many things you can focus on at one time and still be productive and useful.

When you give your time to micromanaging things, you are robbing yourself of valuable production time — time that could be spent doing what only you can do.

The Most Critical Task of Your Business

When people begin putting a business together, it is easy to get caught up in many, many different activities.

Website, product development, strategies, affiliates, speaking, writing, SEO, social media, etc. …

The list can get very long and tedious. Most budding entrepreneurs feel like they need to focus on all of this, all the time, and make all of it work.

Not only is that thought not true, it is self-defeating. Not all business tasks are created equal. In fact, there is one task that is more important than all the rest.

It is selling.

Unless you discover how to convince people to buy what you are offering, you are out of business.

But, you have to know that there are many, many approaches to selling … video, sales letters, joint ventures, advertising, social media, etc. … the list of ways and methods for selling can be as long and varied as the list of business tasks.

So, how do you know where to focus?

The answer lies within the “You Factor.” It is unlocked by asking one simple question …

The Most Critical Question of Your Business

Here is the most important question you can ask when building a business — especially when getting started:

“Which, of all the selling approaches I could use, would I personally be best at putting to use based on my skills and talents?”

You must discover the answer to this question. Let me give you an example of how this works:

The “You Factor” in My Own Life

When I started my copywriting business, I went to a seminar by Bob Bly called “Selling Yourself.”

Bob is a very smart fish. During those four days, Bob presented us with more than a dozen different techniques and strategies for marketing ourselves. He also brought in guest speakers to give us their perspective.

But, the most important thing Bob did was give us the underpinning principles of marketing ourselves. He not only told us “what” to do and “how” to do it … he told us “why.” He then told us that in the real world, his ideas would not show up as they had in the seminar. Things would be different. We would need to adjust and adapt. We would need to personalize it to fit our unique style.

At the time, I did not realize how powerful this was or how wise Bob was in presenting it to us this way.

But, I took his advice to heart. I tried a number of different approaches. In the end, I found that my best success came in picking up the phone and calling people. I have a natural ability to create instant rapport with people in person and over the phone. People just like me and trust me when they meet me.

Over the course of hundreds of calls, I discovered a script and approach for closing deals. Today, I can close a consulting or copywriting deal, almost at will, if I can speak on the phone or in person to someone.

Why? Because I combined proven sales tactics and strategies with my unique style and approach. I discovered the answer to my sales question and my business boomed.

Thank you, Bob.

No One Can Replace You

Anyone can replicate products and services. Anyone can offer things for sale. Anyone can put up a website. Anyone can post notes on social media sites. Anyone can buy a success system and follow the step-by-step pattern.

So why don’t more people win at business?

Because they forget the “You Factor.” They forget that at the heart of every successful business is a sales engine. There is a real, live human being that has discovered how to reach across the mail, email, websites, banners, billboards, and storefronts, and convince his fellow man to pay him money for his wares.

This real, live human being has discovered that it is their unique insights, characteristics, and style that does the selling. Once they unlock the recipe for how to sell what they are offering, they can teach it to employees and replicate it.

But the first and most important job we have is to inject the “You Factor” into the sales process.

Ways to Sell Your Business

Here is a short, simple list of ways I have seen people successfully market and sell profitably. All will work. But not all will work best for you and your business. Your task is to discover which ones will and focus on them until you master them.

  • Direct mail
  • TV ads
  • Billboards
  • Social Media
  • Pay-Per-Click
  • Door-to-door (yes, people are still getting wildly rich doing this)
  • Telemarketing
  • Retail
  • Swap-meets, farmer’s markets, and such
  • SEO
  • Magazines
  • Video marketing
  • Live events

What can you add to the list? There are many, many more approaches.

A Powerful, Upward Cycle

Let me end by giving you an outline of why it is so vital and rewarding for you to focus your unique abilities on discovering the best possible sales strategy for your business.

When you focus on discovering your unique ability to sell to your market, a magical chain of events happens in your life and business.

  • You specialize and begin to master your unique talents and skills.
  • As you get better and better, you grow in confidence. Confidence is a key part of all success.
  • Confidence gives you great doses of courage. Courageous people are always willing and able to do scary, “impossible” things. This separates them from the crowd.
  • Doing scary, unique, uncomfortable things because you have courage allows you to produce unique results, products, and services.
  • This draws people to you. People love new and unique and special. And, they pay for it!
  • The more you focus on “just you” sort of tasks, the more money you make because you are specializing, growing in confidence, etc. … People notice that and will pay you more for it.
  • As you make more and focus on your strengths, you will sell more, grow in joy, peace, wealth, and fulfillment. It’s awesome!
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Published: April 27, 2012

1 Response to “The You Factor Part 3: Do Less, Make More”

  1. Truly, Bob is a smart fish. Bob has been teaching for a number of years now and his marketing instructions are bang on target. Personally, I have gained a lot of insights from his short articles.

    This is a valuable post. Thanks for it.

    As a copywriter, you need to figure out what is your unique selling proposition. What are your skills, talents and abilities? What is your core competency. And then you need to play to your strengths.

    You don't have to re-invent the wheel.

    Forge ahead.

    Archan MehtaApril 30, 2012 at 7:28 pm


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