The following article is extracted from the book “Industry Rockstar: Become A Highly Paid, High Profile Person In Your Industry” which is written by world renowned business growth expert Kane Minkus.
People often do business with people they have relationships with, like their friends. This means that there is a common conversation and common ground occurring. One of the biggest mistakes I see with Entrepreneurs who want to accelerate their success, is: when networking with high-profiled individuals, Entrepreneurs often engage the Rockstar in the Entrepreneurs “level of conversation” instead of engaging the Rockstar in the Rockstar’s “level of conversation”.
Here’s an example. If you are someone who is a year into running your own practice, and you want to know how to make more money or more clients, your conversation will likely be about how to get more clients. You will be seeking out courses on marketing, and you might be talking to friends about how they get clients.
This is very different than if you are running a $5 million company now, for example. You are then likely to be in a totally different conversation – probably about leadership or how to help more people. The point is that different people at different levels of success are having different conversations about different issues.
If you want to rise up the ladder, charge higher rates, and work with higher profile clients, then you need to know how to be in the higher level conversations. We refer to this as the Hierarchy of Entrepreneurial Focus, and this model is essentially the levels at which entrepreneurs put their attention, as they grow in status and success.
The Four Levels of Conversation in the Hierarchy of Entrepreneurial Focus
First Level of conversation
The first level of conversation is of someone who wants to leave their job and become an entrepreneur. The conversation they are in is “how to structure and start their own business”. If you are in this conversation and you have little or no experience on how to start it up, your dialogue will be focused around that.
Second Level of Conversation
The second level of conversation is someone who has been in business for awhile, and who is running a practice or business. This person is engaged in the conversation about how they raise their rates and change their positioning to be at the top of their field. They are interested in increasing their profile and reach, and improving their brand and significance in the marketplace.
Third Level of Conversation
The third level of conversation, once you have reached the top of your profession or have made the money you want, is how you buy your life back. This is about how you extract yourself from your work by scaling out your service company, put your knowledge into products, systematize your business and reduce the amount of time you have to work in order to make the same amount of money. Here the term “leverage” becomes key. Leverage your time and your talents.
Fourth Level of Conversation
The fourth and final level of conversation, once you’ve been able to buy your life back and you make the money you want, is how you can help more people. There are people in our training rooms who have the belief that money corrupts you.
However, money actually magnifies what’s in your heart. If you love people, the more money we give you, then the more ways you will find to go and love people. If you are feeling worthless or feeling like a fraud, the more money I give you, the more you will feel this way. This is why people can make a lot of money but still feel unfulfilled – because they haven’t worked out their deeper level identity around whom they are, so the money only magnifies that unfulfilled feeling.
The most successful people in the world that I have spent time with have all been in the conversation of how they can help more people. In fact, until we completely got engaged with this conversation for ourselves, we were coming from the perspective of how to position ourselves at the top with them – and that reduced the connection between us and them.
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