Table of Contents
Acknowledgements
Introduction 01
Is This Book For You? 11
How to Get the Most from This Book 15
Developing the Massimo Methods™ 19
The Basics 25
Now You're The CEO 27
Your Mental Model 29
Creating the Business and Life You Want: The 4 Challenges 30
Being the CEO of Me, Inc. 35
Concentrate on Building Wealth, Not Just Income 36
What You Do with Your Income Is What Creates Your Wealth 37
The Five Essentials of Any Business 38
A Little Planning Is a Powerful Thing 40
Plan a Week Ahead 41
Was I.P.A.I.D.™ Today? 43
Your Hourly Rate 51
Successful People Keep Growing 54
Your Sales Division: Beyond Prospecting 57
The Massimo Sales Playbook 58
Step 1 Define Your Avatar 62
Step 2 The Massimo Matrix 66
Step 3 Your Value Proposition 73
Step 4 The Prospect Letter 78
Step 5 Your Opening Statement 82
Step 6 The Prospect Call 89
Step 7 Questioning 100
Your Sales Division 108
Your Marketing Division: The 3 Levels of Presence 109
Your Business Development P-Factor 110
The Presence Pyramid™ 112
Summary and My Big Mistake 125
Your Finance Division: Projection, Pipeline and Profit 129
Your Pipeline: MOM Knows Best 130
Budget: Your Benchmark 134
Profit and Loss: Numbers Don't Lie 137
The Buckets: How to Survive and Thrive Financially 138
Pricing: Want More Net Income? Increase Your Fees! 139
Investors: This Includes You 143
Your Operations Division: People, Process, Platform 145
People Plus Process Plus Platform Creates Margin 146
People 146
Process 146
Platform 152
Your Human Resources Division: Personal, Personnel and Partners 159
Personal: Becoming a More Valuable You 160
Personnel and Partners: Leveraging Others for Explosive Growth 167
Conclusion: It's Time for the Doing 188
Creating Your Company Organizational Chart 184
Inventory of Responsibilities 186
The Who Is Not You 188
About the Author 196
More Information on the Massimo Group Services 198
Coaching 198
Speaking 199
Events 199
Podcast 200