Anthony Robbins AWAKEN THE GIANT... - Lemma Coaching

In our Financial Destiny seminars, participants brainstorm ways they can add more value and therefore
increase their income. We ask them to consider whether they have resources they've been failing to
use. The key question to ask yourself is: How could I help touch more lives? How could I do it at a
deeper level? How could I give a better quality of product or service? Inevitably, some people will say,
"There's no way that I could add-more value; I'm already working sixteen hours a day as it is!"
Remember, I didn't suggest you work harder or even that you need to work smarter. What I'm asking
is what new resources could you employ that could add more value to other people?
For example, I remember a massage therapist who was one of the most successful in his field in the
San Diego area, and he wanted to know how he could increase his earnings when he was booked solid.
He couldn't see one more person a day, and he was already charging the highest rates in his field. As
he began to brainstorm new ideas, focusing on how he could take the resources he had to help his
patients and others, he began to realize that if he could team up with someone who owned a physicaltherapy
unit, and refer his patients who needed help, he could receive a referral fee. His income is now
almost double, working the same number of hours a day. All he did was find a way to add more value
to both his doctors and his clients. Since he knew the doctors well, and they understood his form of
therapy, there was a greater consistency of care between them, and he benefited financially in the
process.
In Phoenix, Arizona, one of the top radio salespersons is a woman whose primary marketing strategy
is not merely to sell radio time, but to constantly look for opportunities to help local companies prosper.
For example, the minute she hears that a new shopping center is going to be built, she contacts
potential vendors for the shopping center and lets them know about the opportunity, allowing them to
get a jump on the market. She then contacts the developer, and introduces herself as a radio-station
representative who works with people in their industry all the time. Would the developer like to see a
list of the top vendors in their fields?
Out of this strategy, several things result. She's adding value beyond the radio time people would
purchase to promote their companies. She's found a way to give them much more than anyone else
around, so they usually buy a significant portion, if not all, of their radio time from her. This motivates
them to reciprocate value for value. This does not require a great deal of her time, but it makes her
more valuable to her customers than any other radio salesperson in the region, and her income
reflects it.
Even if you work in a large corporation, you can add more value. I remember a woman who was a
claims processor for a hospital. She saw how slowly things were going and, knowing that claims
processing was the economic lifeline of the hospital, she discovered that she could be much more
efficient and potentially process four to five times as many claims as she had previously. She asked
her supervisors, if she could do the work of five people, would they increase her salary by 50 percent?
They said that if she proved she could consistently produce results over a period of time, they would
do so. Since then, not only has she increased job efficiency and her income, she has a newfound sense
of pride.
The key to increasing your income with your company is remembering that you can't just increase the
quality of what you're doing by 50 percent and expect a 50 percent increase in income. A company