How often do you worry about money? Most business owners and sales professionals are stuck in a vicious circle with money as the bull’s eye. These individuals believe the more they focus on making money the more money they will make. This mindset often leads to a greater deficit in the area of fulfillment. In a day and age of material consumption, the amount of people living purposeful lives continues to decline. In order to reduce this debt, one should consider the importance of the activities generating money instead of money itself.

In working with a recent entrepreneur, he found the worry of making money as a mind barrier to increasing his revenue and overall profits. Daily he would add up several points in the anxiety and stress column as he would think of ways to chase money. Hours of emotional energy were lost worrying about money and not having enough. Initially, he had difficulty understanding that money is just a tool. Like any tool, if it is utilized properly, the instrument will be priceless.

I asked what if he could become a money magnet. His eyes lit up and his voice carried a new enthusiasm with his reply, “How do I become that – a money magnet? What is a money magnet?”

Money magnets are distinguished individuals whose services, persona and leadership are so strong, dollars actually come looking for them. The value they create for the people they encounter is so immense, others are drawn to them. Money magnets typically represent the top of their chosen profession and are often sought out within their community to volunteer their time and talents. As one of my colleagues often says jokingly, “these individuals are so magnetic, you have to pull the money off their backside.” With curiosity, the entrepreneur replied, “How do I become a money magnet?” I answered, “The first step is to stop chasing money and concentrate on creating value for others.”

Step 1 – Stop Chasing Money

Chasing indicates you are on a hunt and a pursuit for something or someone. This aggressive approach can often lead to feelings of discomfort by both parties – the hunter and the hunted. In the hunt, do you want to be known as the predator and your potential clients as the prey? “Hi – my name is Bob and I am going to pretend you are a beautiful antelope and I am the lion. I will not stop until I have caught you with my strong jaws and sharp teeth….” This may not represent the message or experience you want to create for your clients. Unfortunately, items like the Do Not Call List were created to keep the lions of the business world at bay. In jungle terms, the money magnets are the circus trainers who understand the dialogue, message, body language, etc. necessary to evoke the behavior and responses they desire. Even the fiercest of tigers hang on every command and gesture the circus trainer gives.

As a potential customer of any business, there is a certain degree of flattery knowing you are being pursued by someone. However, at some point in the chase most of those being hunted no longer want to be the prey.

Step 2 – Creating a Valued Experience for Your Clients

After realizing the need to stop chasing money, the next step is to create a valued experience within your business. When you create value for people, money will naturally follow you. It’s that simple. As you consider the definition of value, think in terms of what meaningful worth you are currently providing for your top shelf clients. When you are spending your time, talent and resources in the activities within your business with the most passion and enthusiasm, you will begin to discover the value creation process. It’s very difficult to create value for clients when you are not performing within the highest and best use of your own time and talents. Money magnets understand one of the most powerful secrets of life: doing what you love doing brings enormous success, happiness, and when positioned correctly - financial gratification.

Step 3 – Package Your Value Proposition

Once you determine the value you bring to your clients, you then need to articulate your value proposition. In most industries and individuals this plan sounds like a broken record of clichés and business jargon every potential client has heard in some mixed up form or another. You should think back to a recent client experience that was rewarding for you and the client. What brought about this awesome feeling of achievement? How was this different than other less fulfilling client experiences? What steps did you follow to create this wonderful interaction?

An effective value proposition begins with a value creation process. This process follows a simple step by step method of delivering value to your clients that produces quality and repetition for widespread consistency among your client base. Your process should articulate the very best results for all parties connected to your business. Your process should expose your clients to how you demonstrate leadership, creativity, and proactivity to continue cultivating the client relationship on the journey of achieving the very best results. Lastly, your process should also include your entire team and the roles they play in creating value.

Money magnets understand money is a way of communicating with their clients. When you are paid for something, it means you have completed something useful and valuable for someone. The more usefulness and value created – the more money is communicated.

Step 4 – Communicate the Value Proposition

Finally, money magnets understand the proper channels to communicate their value created process. When money magnets are asked about their role with their company, they have a way of drawing crowds in with their description of how they provide significant assistance to their clients. Whether it is on an elevator or an audience of 5,000, money magnets attract those interested in their services with the greatest of ease. They know how to push all the activating buttons for the “right side” (emotional side) of the brain with their efficient approach. Money magnets know how to develop and cultivate relationships almost instantly. They ask sincere and thought provoking questions to establish great rapport to zero in on the heart of the matter with their audiences. Because their process has been clearly defined, they do not flounder at the attempt of distinguishing themselves from all other competitors.

In closing, stop hunting and truly define the value you create so you can become the hunted and chased. Help reduce the deficit in meaningful conversation and activities by creating and implementing a value proposition to spark yourself and clients to greater success. The deposits you will make in the fulfillment column of those you touch will translate into bigger payments into your own bank account.

Travis Ray Chaney is a co-creator and Transformation Guide with Dynamic Directions. For more information on Dynamic Directions, please contact Travis Ray Chaney at tchaney@dynamicdirection-d2.com

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