carl l gould

Spring has sprung in the northeast United States. How can you tell?

Posted by Carl Gould on April 07, 2011
7 Stage Success with Carl L Gould, Announcement, Money, entrepreneur / No Comments

We have SNOW on the ground!

I have discussed many times the ‘Seasons of Business’ and that the hallmark of the winter season is its volatility. South Africa has joined the world recession (welcome aboard!), the Far East continues to struggle, the United States appears to be on the rebound a bit, Europe is still wading through its bailouts. Corrections are never comfortable.  Kudos to the Canadians and their conservative banking practices as they were not hit as hard as the rest of the world! The volatility continues. Remember to have your Up market strategy, your Down market strategy, and you Sideways market strategy in place….ready to deploy.

This business season is not something to avoid, rather it is to be embraced. Times of volatility bring with it opportunity. Keep your clients poised and ready for any shifts in the market. The company that can adjust accordingly will be the leader and the first to cash. Have a great month.

P.S. As they say, April showers bring May flowers. So don’t wish away the season you are in, enjoy and embrace it for the gifts that it brings.

“Carl L Gould is the President and Chief DISCoverY Officer CMT International, LLC (www.CMTmentors.com), the farthest-reaching business mentoring organization in the world.
Carl’s unique approach to executive coaching, business mentoring and performance training helps his clients achieve results worldwide.  His latest book, The 7 Stages of Small Business Success – From Startup to 7 Figures in Three Years or Less, will provide entrepreneurs and business owners a step-by-step formula to taking their businesses to the next level”. Gould is also the author and creator of The 7 Stage Turnaround Process (www.7StageTurnaround.com). 7 Stage Consultants help business owners grow their sales, increase their cash flow and lower their expenses using a proven method of business growth strategies. To learn more about our Consultants, go to  http://7stageturnaround.com/mtc/mentorlist.php?groupid=1

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The Biggest Lie You Have Been Told As A Business Broker

Posted by Carl Gould on April 05, 2011
business, entrepreneur, marketing, small business owner / No Comments

“If I help the business owner improve his business, s/ he won’t want to sell.”

When a business owner decides they are going to sell, they also emotionally check out.  Isn’t it in your best interest to help the business owner get the most out of the transaction? They are leaving anyway, so wouldn’t it make sense to help them clean up their books and help their business command a higher purchase price? Cleaning up the books in a business prior to selling is akin to…

Cleaning up your car before you sell it.

Painting the house before you list it.

Waxing and polishing a boat before you wheel it out to the corner for prospective buyers to inspect.

Would you want these items to look dirty and run down? Would that command the highest price and fastest sale? You want whatever you sell to look its best so you can sell quickly and command the highest price, wouldn’t you?

Business brokers, consider offering business coaching and consulting to your service offerings so you can help business owners maximize their salability prior to listing.

 “Carl L Gould is the President and Chief DISCoverY Officer CMT International, LLC (www.CMTmentors.com), the farthest-reaching business mentoring organization in the world. Carl’s unique approach to executive coaching, business mentoring and performance training helps his clients achieve results worldwide.  His latest book, The 7 Stages of Small Business Success – From Startup to 7 Figures in Three Years or Less, will provide entrepreneurs and business owners a step-by-step formula to taking their businesses to the next level”. Gould is also the author and creator of The 7 Stage Turnaround Process (www.7StageTurnaround.com).  7 Stage Consultants help business owners grow their sales, increase their cash flow and lower their expenses using a proven method of business growth strategies.  To learn more about our Consultants, go to http://7stageturnaround.com/mtc/mentorlist.php?groupid=1

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Business Brokers Get Funding For Your Clients

Posted by Carl Gould on March 29, 2011
business, entrepreneur, marketing, small business owner / No Comments

Are your transactions falling apart because you can’t find a lender who will fund the buyer?

There is plenty of investment money out there, are you sure where to look? Are you positioning your clients businesses so they are attractive to PRIVATE lenders as well? Are you helping your clients improve their cashflow so they are better positioned for funding? DO you have the tools to help your clients in this area?  Most buyers rely on traditional lenders to purchase a business. In this economic climate, traditional lenders are stretched too thin. You know the result…you list the business, find a buyer, but can’t close the deal because the buyer can’t get funded. What do you do now? On the one hand you have your client that has emotionally checked out of their business (if not financially). On the other hand, there is the buyer who is attempting to expand their business by acquisition.

Both companies are probably in a compromised cash position…and the deal falls apart.

Business brokers, finally, you can provide HOPE to the business owner when you can properly prepare their business for sale so they can MAXIMIZE the return they get for their business.  Have you considered adding business consulting and coaching to your practice? You can widen the scope of services that you can offer that could lead to more of your clients receiving funding.

 “Carl L Gould is the President and Chief DISCoverY Officer CMT International, LLC (www.CMTmentors.com), the farthest-reaching business mentoring organization in the world. Carl’s unique approach to executive coaching, business mentoring and performance training helps his clients achieve results worldwide.  His latest book, The 7 Stages of Small Business Success – From Startup to 7 Figures in Three Years or Less, will provide entrepreneurs and business owners a step-by-step formula to taking their businesses to the next level”. Gould is also the author and creator of The 7 Stage Turnaround Process (www.7StageTurnaround.com).  7 Stage Consultants help business owners grow their sales, increase their cash flow and lower their expenses using a proven method of business growth strategies.  To learn more about our Consultants, go to http://7stageturnaround.com/mtc/mentorlist.php?groupid=1

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Business Brokers, Why Are You Throwing Away 90% Of Your Leads?

Posted by Carl Gould on March 22, 2011
Money, entrepreneur, marketing / No Comments

When you network and meet businesses owners, how many of them are ready to sell their business? If only 1 out of 10 business owners are even thinking of selling, what are you doing with the other 9 leads? Consider these statistics…

According to research,

560,000 businesses will OPEN this year

530,000 businesses will CLOSE this year

Only 30,000 businesses will SELL this year.

You have built your entire livelihood around finding a needle in a haystack!

Most businesses owners dream of selling at some point and having something to show for their blood, sweat and long hours. What do business owners say to you when they realize that you are orchestrating a fire sale, and that the result of their years of hard work is a discounted price on their ‘assets’?

Finally, you can provide HOPE to the business owner when you can properly prepare their business for sale so they can MAXIMIZE the return they get for their business.  Have you considered adding business consulting and coaching to your practice so you have something to offer the other 90% of the leads that you have?

Business brokers, to what your leads are REALLY telling you when they say they want to sell. They want out from the stress and worry of their business not producing the financial return to match the amount of time and energy they are investing. Isn’t it time to hear that plea and provide a service that can help the business owner get what they want out of their business before they get out of the business?

 “Carl L Gould is the President and Chief DISCoverY Officer CMT International, LLC (www.CMTmentors.com), the farthest-reaching business mentoring organization in the world. Carl’s unique approach to executive coaching, business mentoring and performance training helps his clients achieve results worldwide.  His latest book, The 7 Stages of Small Business Success – From Startup to 7 Figures in Three Years or Less, will provide entrepreneurs and business owners a step-by-step formula to taking their businesses to the next level”. Gould is also the author and creator of The 7 Stage Turnaround Process (www.7StageTurnaround.com).  7 Stage Consultants help business owners grow their sales, increase their cash flow and lower their expenses using a proven method of business growth strategies.  To learn more about our Consultants, go to http://7stageturnaround.com/mtc/mentorlist.php?groupid=1

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Your ONE Best tip for creating An Online Community

Posted by Carl Gould on March 03, 2011
marketing, small business owner / No Comments

Your topic cannot be just about your brand or your business.  It must be about your OBSESSION!
What part of your business or brand do you absolutely, positively, 1000%, obsess over?  What part
of your brand are you so passionate about that you can’t stop talking about it? You think and talk
about this obsession so much that if you were a contestant on Jeopardy® and this were the topic,
you would smoke the competition.

Here is my ONE tip…

Write daily about the trivia, obscure facts, information and insights you have gained over the years
of obsessing over this topic. Blogs are read by those who ALSO obsess about this topic and they
will appreciate your in-depth knowledge. Be provocative. Be bold. Hold nothing back. Leave
nothing on the sidelines!

“Carl L Gould is the President and Chief DISCoverY Officer CMT International, LLC
(www.CMTmentors.com), the farthest-reaching business mentoring organization in the world.
Carl’s unique approach to executive coaching, business mentoring and performance training helps
his clients achieve results worldwide.  His latest book, The 7 Stages of Small Business Success –
From Startup to 7 Figures in Three Years or Less, will provide entrepreneurs and business owners
a step-by-step formula to taking their businesses to the next level”. Gould is also the author and
creator of The 7 Stage Turnaround Process (www.7StageTurnaround.com). 7 Stage Consultants
help business owners grow their sales, increase their cash flow and lower their expenses using a
proven method of business growth strategies. To learn more about our Consultants, go to

http://7stageturnaround.com/mtc/mentorlist.php?groupid=1

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Preparing your employees for the future

Posted by Carl Gould on March 01, 2011
employees, small business owner / No Comments

Here are a couple of strategies to use when an employee doesn’t fit your growth plan. It’s always
good to share best practices, isn’t it?

1. Discuss the future of the company with the employee: we sit down with the employee and
explain to them what our future plan is. We let them know that we want them to be a part
of the future and where we see a fit for them. We explain the job position to them and ask
them if they see themselves as a fit for that position. We would then offer them training in
order for them to be prepared and familiar with the job.

2. Let them know the end is drawing near: when we have had a situation when we did not feel
that the employee fid not fit the future of the company, we have taken a different approach.
In the past we have informed them that our business is evolving and we don’t see a fit for
them.  We then ask them is we are in fact mistaken and they see a fit for themselves. If
they see a fit, we let them talk us into it. We can then judge whether or not they would be
properly prepared to take on the new role. Truthfully, the employee usually realizes that they
are not a fit but thanks us for giving them the opportunity. Once we have established that
they are not a fit, we give them flexibility in their schedule to seek a new position. We are
happy to provide letter of reference and any other means that we can provide in order to
help them find a new position.

“Carl L Gould is the President and Chief DISCoverY Officer CMT International, LLC
(www.CMTmentors.com), the farthest-reaching business mentoring organization in the world.
Carl’s unique approach to executive coaching, business mentoring and performance training helps
his clients achieve results worldwide.  His latest book, The 7 Stages of Small Business Success –
From Startup to 7 Figures in Three Years or Less, will provide entrepreneurs and business owners
a step-by-step formula to taking their businesses to the next level”. Gould is also the author and
creator of The 7 Stage Turnaround Process (www.7StageTurnaround.com). 7 Stage Consultants
help business owners grow their sales, increase their cash flow and lower their expenses using a
proven method of business growth strategies.

To learn more about our Consultants, go to http://7stageturnaround.com/mtc/mentorlist.php?groupid=1

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Dangers of Growing too Fast

Posted by Carl Gould on January 27, 2011
Career, business, entrepreneur, small business owner / 2 Comments

It is every business owners dream to launch a hyper –growth business. But how fast is too fast?

If you are not properly prepared, you can grow yourself right out of business. Here are some of the signs…

  1. Quality Suffers: You don’t have enough time to double check or triple check your work. Minor defects that you would normally detect in the course of routine QA and QC processes are now slipping through the cracks.
  2. Customers Complaining: When your customers are telling you that you are not responsive in a timely fashion that may be a sign that you are growing beyond your capacity to service your existing customers.
  3. Low Operating Cash: When you are growing fast, your need to spend on materials and COGS will outpace your collections. Remember that business is a cash game. When you are out of cash you are out of the game.
  4. Time is Spread Thin: The faster you grow, the more demands there is on everyone’s time. If you lack the bandwidth to do a thorough job, the above-mentioned symptoms will get worse.

Fast growing companies can be exciting. They can also be dangerous. Many a company has spiraled out of control (and crashed) because they did not manage their growth. Would you like a FREE Business Analysis to make sure that your company manages its growth properly? Call our offices toll free at 877 GO 7 STAGES.

 “Carl L Gould is the President and Chief DISCoverY Officer CMT International, LLC (www.CMTmentors.com), the farthest-reaching business mentoring organization in the world. Carl’s unique approach to executive coaching, business mentoring and performance training helps his clients achieve results worldwide.  His latest book, The 7 Stages of Small Business Success – From Startup to 7 Figures in Three Years or Less, will provide entrepreneurs and business owners a step-by-step formula to taking their businesses to the next level”. Gould is also the author and creator of The 7 Stage Turnaround Process (www.7StageTurnaround.com).  7 Stage Consultants help business owners grow their sales, increase their cash flow and lower their expenses using a proven method of business growth strategies.  To learn more about our Consultants, go to http://7stageturnaround.com/mtc/mentorlist.php?groupid=1

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Using Storytelling To Promote Your Business

Posted by Carl Gould on January 06, 2011
Franchise, Money, business, entrepreneur, marketing, small business owner / No Comments

I have successfully used storytelling throughout my business career. The three main businesses
that I have owned are…a landscape contracting company; a home building company; and a
business coaching company. I will give you an example of how I use storytelling in each of these
businesses.

1. Landscape contracting company – Building the Perfect Backyard: I met Bob when he
first moved from the Midwest to New Jersey. We installed a new brick driveway at his
home when he first moved in. his home was a bachelor pad. He had just moved to New
Jersey and didn’t know many people. I asked him how he intended to meet anybody
given how remote the location of his house was. It took a while, but Bob did make some
new friends and soon began dating a woman he met through work. I got the call from
Bob one day that he and his lady were engaged and moving to a new home (closer to
civilization this time!). Way to go Bob! They wanted to have the wedding reception in
their new backyard and needed some guidance. We cleaned, cut, manicured, trimmed,
planted and mulched our way to a beautiful backyard setting. The wedding was a success
and Bob and his family still live in that home today, some 15 years later. Of course, he
credits all of his family success to his landscaper. J

2. Home building company – (Re)Building Your Dream Home: Ann and Rich were the
caretakers of a family owned plot of lakefront land. For years they have traveled to this
lakeside retreat, which was now in disrepair. They dreamed of spending weekends at the
lake house, but they needed enough room for the rest of the family to join them. We built
a stunning log home that was the envy of the entire lake community. Four bedrooms, two
baths, open floor plan and huge wood-burning fireplace created an idyllic setting for this
and generations to come. Ann and Rich’s wish was to get away to a log home, and they
got their dream!

3. Business coaching company – From Startup to 7 Figures in three Years or Less:
Andy wanted to let me know how my business coaching has benefited his family. Just 3
years ago, Andy loaned his son a substantial sum of money to open his own restaurant
(Beachwood BBQ- Seal Beach, Ca – BeachwoodBBQ.com). This was not only his first
restaurant, but his first business. Andy gave him the money with two conditions:

1) He reads business books.

2) He allows me to mentor and coach him.

Well, after 18 months in business, he is profitable, has just been ranked # 3 in

California and #1 in Orange County!

HE IS FEATURED IN THE APRIL(08) ISSUE OF ENTREPRENEUR MAGAZINE!

(See Article: What’s Cooking? Hungering to launch your own restaurant?

Use these 7 tips to get your business started now. )

From the start, I was able to employ all of lessons learned from you, from “What are

your goals’ and “how are you going to get there” to drilling down to establish the brand,
holding him accountable to his plan and “being good for him” has all lead to Gabe’s (son)
transformation from a great technician to a great entrepreneur. I was able to focus and
make him aware of his “weakness” and by using some of the role playing you taught was
able to work through these challenges, adjusting his thought patterns, allowing him to
become more confident in his decisions and management style.

I just wanted to personally thank you for all of your business coaching. I look forward to the
continued training and education. A.G., Phoenix, AZ

 “Carl L Gould is the President and Chief DISCoverY Officer CMT International, LLC
(www.CMTmentors.com), the farthest-reaching business mentoring organization in the world.
Carl’s unique approach to executive coaching, business mentoring and performance training
helps his clients achieve results worldwide. His latest book, The 7 Stages of Small Business
Success – From Startup to 7 Figures in Three Years or Less, will provide entrepreneurs and
business owners a step-by-step formula to taking their businesses to the next level”. Gould is
also the author and creator of The 7 Stage Turnaround Process (www.7StageTurnaround.com).
7 Stage Consultants help business owners grow their sales, increase their cash flow and lower
their expenses using a proven method of business growth strategies. To learn more about our
Consultants, go to http://7stageturnaround.com/mtc/mentorlist.php?groupid=1

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Business Etiquette For Entrepreneurs

Posted by Carl Gould on January 04, 2011
business, entrepreneur, marketing, small business owner / No Comments

Three things I wish all entrepreneurs would abide by…

1. Be Responsive. Technology has allowed us to instantaneously send and receive
communication in multiple formats. We can text, email, IM, post to social media, Tweet,
Blog (and, oh, by the way, make a phone call) right from our phone. Yet, with all this
fire power in our handset, we seem to be no quicker to respond to requests. As a matter
of fact, we seem to be getting slower. Follow this protocol…Response within 24 hours?
You are responsive. Response within 24-48 hours? You need a good reason why it took
so long. Response takes longer than 48 hours? No excuse is a good one…but do your
best. If you will be away on an extended vacation or holiday, use your auto responder
feature on your email server and people will have the expectation to await your return.

2. Deliver ALL News, Not Just Good News. Can’t deliver by the deadline? Don’t have
the funds to pay the bills? Not going to meet expectations as promised? Be upfront
and communicate with the other party. We are all human (yes, even you) and o one is
expecting you to be all things all the time. People are understanding and the certainty you
will give them by communicating your situation is a more professional approach. Many
entrepreneurs use the ‘better to ask forgiveness’ principle a bit too much.

My business pet peeve-It’s Net-WORK, not Net-EAT! Don’t get me wrong, I don’t mind when
people at networking events eat finger foods as they are provided. Do I have to shake your hand
full of ranch dressing and barbeque sauce? And, by the way, it is OK to wipe all of the food off
of your cheek, thank you. This is a major blunder I see a number of business owners make. They
leave a lasting impression of poor eating habits in additional to their poor networking habits.

I hope this rant sheds some insight to how you might be perceived.

 “Carl L Gould is the President and Chief DISCoverY Officer CMT International, LLC
(www.CMTmentors.com), the farthest-reaching business mentoring organization in the world.
Carl’s unique approach to executive coaching, business mentoring and performance training
helps his clients achieve results worldwide. His latest book, The 7 Stages of Small Business
Success – From Startup to 7 Figures in Three Years or Less, will provide entrepreneurs and
business owners a step-by-step formula to taking their businesses to the next level”. Gould is
also the author and creator of The 7 Stage Turnaround Process (www.7StageTurnaround.com).
7 Stage Consultants help business owners grow their sales, increase their cash flow and lower
their expenses using a proven method of business growth strategies. To learn more about our
Consultants, go to http://7stageturnaround.com/mtc/mentorlist.php?groupid=1

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The Customer is Always Right – Version 2011

Posted by Carl Gould on December 30, 2010
Career, Franchise, business, entrepreneur, marketing, small business owner / No Comments

This is an expert from an interview I recently did on… The Customer is Always Right – Version
2011.

What will be their top priorities?

CLG – consumers are looking for certainty. That certainty will take 2 major forms…1) That
they are saving money and that they are spending the least possible for this purchase. During
economic times like this, it is seen as irresponsible to be spending money. So, as long as you
are getting the best deal possible it is OK to spend. 2) That their investment (investment, not
purchase, but investment) in a product will yield the promised result. In other words, consumers
will be willing to pay a little more for a product or service if they feel it meets its promise the
first time. Consumers only have one chance with their discretionary income so they cannot
afford a mistake. In summary, consumers will be demanding either the lowest-priced product or
the highest-quality product.

What are some consumer demands that, if not met, will be deal breakers?

CLG – The consumer demands that they receive an ‘experience’, or they will go elsewhere. It’s
not enough to just sell coffee. You either have to provide a drive-thru window, or a lounge area
to sit, or be surrounded by books, have wifi, or consumers will buy their coffee somewhere else.
If you are selling low-cost products, the consumer demands a generous return policy, flexible
hours and convenient locations. Toys R Us® has their express stores that are open just during the
Christmas shopping season. The Halloween store is open just 30-45 days per year. They provide
exactly what the customer is looking for in a buying experience and have, as a result, been very
successful.

I’m trying to get a fix on the things that businesses, particularly small businesses and start ups,
will have to do to win and keep customers in the coming year.

CLG – Small businesses and start ups will need to be able to demonstrate that they have
specialized expertise in their area. It’s not enough for them to put products on the shelf and hope
people will buy. Emerging companies will need to be able to speak very intelligently to their
niche so they can successfully get off the ground.

 “Carl L Gould is the President and Chief DISCoverY Officer CMT International, LLC
(www.CMTmentors.com), the farthest-reaching business mentoring organization in the world.
Carl’s unique approach to executive coaching, business mentoring and performance training
helps his clients achieve results worldwide. His latest book, The 7 Stages of Small Business
Success – From Startup to 7 Figures in Three Years or Less, will provide entrepreneurs and
business owners a step-by-step formula to taking their businesses to the next level”. Gould is
also the author and creator of The 7 Stage Turnaround Process (www.7StageTurnaround.com).
7 Stage Consultants help business owners grow their sales, increase their cash flow and lower
their expenses using a proven method of business growth strategies. To learn more about our
Consultants, go to http://7stageturnaround.com/mtc/mentorlist.php?groupid=1

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