Rainmaker Head Trash Part 1

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Yesterday I was talking to Matt Gillogly and he said to me, “If I have another conversation with a guy who thinks he’s gonna go out and do marketing for local plumbers and flower shops, I think I’m gonna scream! People are thinking WAY TOO SMALL.”

Disqualifier Numero Uno for *any* business deal you ever get into is this:


How much money does the local plumber or flower shop have? How much do they spend on marketing and advertising – right now?

If you have this idea that you’re going to hopefully someday get them to $15,000/month and giving you $5,000… but right now they’re spending $1500 a month….

You’re safer betting the Chicago Cubs will win the World Series.

Why do people entertain fantasies like this?

I call it Rainmaker Head Trash. It’s the mental garbage that people who CAN be rainmakers, and who aspire to kick royal ass out there in the marketplace, sabotage themselves with.

I did this all the time when I was in Amway. Here’s a for-instance:

I sponsor this guy Jose who works at the Post Office. He sponsors his sister who also works at the Post Office. She sponsors this couple named Pamela and Gonzalo who live up the street. Gonzalo is a college student and they live in a ghetto in this tiny apartment that smells like urine. She’s “looking for work” and I think they’re living on a thousand bucks a month.

Guess what kind of people they’re putting on their names list?

Meanwhile I’m thinking, “Man, I’m going to HELP Pamela and Gonzalo escape this grinding poverty and someday it’s gonna be so great…”

Here Pamela, let me buy those tickets so you can go to the next seminar and learn how to get rich.

One chance in a million, baby. Might as well play the lottery.

Who SHOULD I be talking to?

A cardiologist.

Was I comfortable talking to a cardiologist?

Of course not.

Did I feel like I could help him?

Of course not.

But if Amway actually worked (it didn’t, but that’s beside the point) I would get the farthest the fastest by not trying to steer a parked car.

"So many options for growing my business, but what should I do NOW?" Tell me your most pressing business problems and I'll show you your BEST next step.

Lesson Numero Uno about your life as an entrepreneur is this:

If you’re thinking big, then you’re always tackling things that are bigger than you, and you’re taking on clients with BIG businesses not little ones. You’re ALWAYS feeling that queasy feeling in your stomach. You’re always stretching your brain.

If you’re a copywriter, there’s 100,000 BIG websites and 90,000 of them have lousy copy.

If you’re a PPC manager, there’s 100,000 BIG Google accounts and 90,000 of them are a complete mess.

If you’re a business strategist, there’s a 100,000 decent sized companies and 90% have a crappy strategy.

You can make the flower shop $1,000 per month or you can make a medical device manufacturer $50,000 per month. With the same amount of work.

Which way do you want it?

The irony is, you are exponentially MORE valuable to a big business than a little one. Even though you question your own value.

As my own business has grown, I have ALWAYS had to set my own head straight on how much value I deliver. Is $25,000 [Update: now $39,000] a lot of money to charge for Private Client Group? It’s one half of one percent of annual revenue for a $5 million company. One guy, whose business is much smaller than that, earned back his dinero in our first 30 minute phone call.

When tiny hinges swing big doors, $25,000 ain’t much at all.

There is a place where your skills are worth five figures a month. It’s just a question of where.

What a really great sensation when you stop driving parked cars and finally head down the expressway, full speed. Eventually you come to love that queasy, “Think Big” feeling. You embrace it ‘cuz it keeps paying off.

Perry Marshall

P.S.: If you want to earn a 5-figure monthly income as a rainmaker, we can show you how:


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About the Author

Perry Marshall has launched two revolutions in sales and marketing. In Pay-Per-Click advertising, he pioneered best practices and wrote the world's best selling book on Google advertising. And he's driven the 80/20 Principle deeper than any other author, creating a new movement in business.

He is referenced across the Internet and by Harvard Business Review, The New York Times, INC and Forbes Magazine.

One Comment on “Rainmaker Head Trash Part 1”

  1. I have to admit, I’m going through this right now. I’m in the program, but I’m having a hard time reprogramming myself. Here’s to the future.

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