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The 5 Step Framework Every Business Owner Should Be Following

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business owners
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Every new business owner wants to gain business, yet most do not have the right perception on how to gain business the right way. Oftentimes, our ego prevents us from fostering the proper relationships that will allow us to build a strong foundation that we can grow on. You need to drop your ego and provide value first.

In this article I will share a 5-step framework that you can replicate in your own life and business in order to gain your first clients and then grow with those clients as you scale to a 6 or 7-figure business.

The biggest pitfall with new business owners is that they over-price themselves because they are thinking short-term instead of realizing that the delayed gratification and long-term perspective is what they need to grow the business that they envision.

For example, David Zhao, serial entrepreneur and rising millennial leader, is a great example of someone who started from nothing and has built a networth of over $10 million dollars at the age of 23 by dropping his ego and providing value first, for less.

Here’s the secret that no one is telling you:Work for free. Execute. Get case studies. Leverage case studies for new business referrals. Then charge full price. Most people do not tell you that it’s okay to work for free early on because they do not understand the long-term perspective of business.

You are not going to work for free forever

When you are just starting out you NEED to get wins under your belt and there is no better way to do this than by providing value to your ideal customer for less than your normal price. Think long term and realize how much more money you can bring in once you’ve successfully helped your first clients.

For example, when David Zhao started his business between the ages of 15-17, he helped his teachers and local clinics with their websites. In fact, his first client was his Orthodontist whom he only charged $200 dollars for a website that could have easily been worth 5x that amount.

David continued to create websites for small to medium-sized businesses and leveraged his Chinese roots to connect with Chinese business owners who were not great at speaking English because he realized he could provide a lot of value to these people.

You need to identify who you can provide the most value to. Once you identify them you can approach them with an offer that makes sense.

You’ll see immediate growth and traction in your business by implementing this 5-step framework:

1. Give first

Find someone in your niche and in your hot/warm market because the cold market is too distant with no foundation. Focus on Win-Win situations. In this case, doing work for cheaper allows you to build your credibility and get some wins under your belt.

2. Build relationships

Do not be greedy early on because that distracts you from the mission of completing the work so that you can gain a new client. David used this principle to raise his first investment fund of $5 million dollars.

For example, for the first couple of investors in his fund he did not charge any management fees. Other people may have charged a management fee + 20% – 30%, but instead David charged less in order to provide more value and get himself the opportunity.

Because his bigger goal is to raise a $100 million fund, this initial $5 million fund is just a stepping stone. What are the stepping stones you need to take to get where you want to go? Do not prevent yourself from getting the opportunity by overcharging. Think about what you are willing to give.

“I believe that you can get everything in life you want if you will just help enough other people get what they want.” – Zig Ziglar

3. Execute on your product or service

Executing and providing great work is the most important part of the equation. If you don’t execute then there is no way you can build relationships and scale. Trust is built once you complete the things you say you can do. Your reputation is built around your work. Be open-minded with no ego and always ask for feedback.

Remember, you are leveraging these early clients to close higher ticket clients later on. Therefore, it’s in your benefit to ask for as much feedback as possible to ensure they have the best experience that you can leverage for new business later on. Always underpromise and overdeliver. Become so useful that you will get paid your full value later.

4. Gain referrals and case studies

After you’ve executed, it’s time to turn the experience into a case study and ask for a referral. Simply asking goes a long way. David was able to use this strategy to become one of the first members in Yelp’s marketing partnership program. Initially, David offered his time for free to build Yelp’s partnership program. He would go in to help the team for 20-30 hours a week, for free.

During this time he met the COO and Regional Account Executive and built a relationship with them. Obviously, these people are usually pretty difficult to get in contact with, yet because David provided value first, he was able to get passed any gatekeepers and build a direct relationship with them. His 7-figure digital marketing agency, NXT Factor, became the first NY agency partner of Yelp. Now he has spent $1 million+ in ad spend for his clients by wholesaling Yelp marketing.

“One customer, well taken care of, could be more valuable than $10,000 worth of advertising.”  – Jim Rohn

5. Use case studies to gain new credibility and leverage for new business

After you see success, you need to have a plan on how to use the case study to attract new business. Most business owners think that referrals just come. This is not true.

As Dan Kennedy and Shaun Buck state in their book “No B.S. Guide to Maximum Referrals and Customer Retention”, you need to have this system set in place. David has been able to leverage his past successes with his early clients to work with brands like Google, Apple, PayPal, Amex, Visa, Blade, and JetSmarter.

Using this framework will bring you new business and allow you to scale to the next level. Stop making things harder for yourself by seeing things short-term and instead change to a long-term perspective in your business. Give more than you take and focus on building relationships. Execute on your work and use the case studies to attract new business and referrals. You can do it.

How can this 5 step framework help your business in becoming more successful? Let us know in the comments below!

Rob Fajardo is 23 year old Thought Leader from NJ. He founded a brand called Leave Normal Behind, a content, community, and events hub for purpose driven people. The mission of LNB is to bring together purpose driven people and inspire them to become the best versions of themselves by creating things that matter and encouraging others to do the same. He is also the viral marketing mastermind behind fidget spinners (check @fidget360 on IG) and helped Gerard Adams, Co-Founder of Elite Daily, establish the executive team at Fownders responsible for building the Seed-2-Scale program there. If you want to get connect with Rob you can email him rob@leavenormalbehind.com.

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Entrepreneurs

How Entrepreneurs Are Harnessing LLCs to Launch Successful Startups

LLCs have unique advantages for starting up and growing a successful business

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why you should set up an LLC

In my entrepreneurial journey, I’ve learned that LLCs have unique advantages for starting up and growing a successful business. But, before delving into the advantages, it’s essential to grasp the fundamentals of what an LLC is and how it operates. 

What is an LLC?

An LLC is a hybrid business entity that combines the liability protection of a corporation with the pass-through taxation of a partnership or sole proprietorship. This unique blend provides entrepreneurs with the best of both worlds: personal asset protection and simplified taxation.

One of the most significant advantages of an LLC is its limited liability feature. This means that as the owner, my personal assets are shielded from any liabilities or debts incurred by the business.

In the event of lawsuits or financial obligations, only the assets of the LLC are at risk, offering me peace of mind and protecting my personal wealth.

Advantages of Forming an LLC

Flexibility in Management and Structure

Another aspect of the LLC that appealed to me was its flexibility in management and structure. Unlike corporations, which have rigid hierarchies and formalities, LLCs allow for a more relaxed approach to governance. As the founder, I have the freedom to structure the company in a way that suits the needs and goals of my startup.

For instance, LLCs can choose to be managed by their members (owners) or appoint a manager to oversee operations. This flexibility enables me to maintain full control of the business or delegate management responsibilities to trusted individuals while retaining ownership.

Additionally, LLCs are not bound by strict meeting requirements or extensive record-keeping obligations, reducing administrative burdens and allowing me to focus on building and growing the business.

Pass-Through Taxation and Financial Efficiency

One of the most attractive features of an LLC, particularly for startups, is its pass-through taxation. Unlike corporations, which are subject to double taxation (taxation at both the corporate and individual levels), LLCs pass profits and losses directly to their members’ personal tax returns.

This tax efficiency not only simplifies the filing process but also allows for greater flexibility in managing cash flow and reinvesting profits back into the business. As an entrepreneur, minimizing tax liabilities and maximizing financial efficiency are critical components of long-term success, and the pass-through taxation feature of an LLC aligns perfectly with these objectives.

Enhanced Credibility and Professionalism

Establishing an LLC can also enhance the credibility and professionalism of a startup. Unlike sole proprietorships or general partnerships, which may be perceived as informal or less legitimate, an LLC provides a formal business structure that instills confidence in customers, investors, and partners.

By operating under the umbrella of an LLC, I can present my startup as a reputable and established entity, which can open doors to opportunities such as securing financing, attracting top talent, and forging strategic partnerships.

This enhanced credibility can be a significant advantage, particularly in competitive industries or when seeking to differentiate my startup in the market.

Protection of Intellectual Property and Brand Assets

For startups built around innovative ideas or unique intellectual property, protecting these assets is paramount. An LLC offers an additional layer of protection for intellectual property and brand assets, safeguarding them from infringement or unauthorized use.

By registering trademarks, copyrights, or patents under the name of the LLC, I can establish legal ownership and enforce my rights more effectively in the event of disputes or infringement claims. This protection not only preserves the value of my intellectual property but also enhances the overall stability and longevity of the startup.

Steps to Form an LLC

Let us now look at the general steps to form an LLC for your business:

Step 1: Choose a Name for Your LLC

Selecting a unique and distinguishable name is the first step in forming an LLC. Ensure that the name you choose complies with the rules set by your state’s LLC division. Typically, the name must end with “Limited Liability Company,” “LLC,” or an abbreviation of these terms.

Additionally, the name should not infringe on the trademarks of existing businesses.

Step 2: Designate a Registered Agent

A registered agent is an individual or entity appointed to receive legal documents, such as lawsuits or subpoenas, on behalf of the LLC. The registered agent must have a physical address within the state where the LLC is formed.

For instance, if you are forming an LLC in Texas, ensure that your registered agent has a physical address in Texas.

This role is crucial for ensuring that the LLC remains compliant with legal requirements and maintains good standing.

Step 3: File Articles of Organization

The Articles of Organization, also known as a Certificate of Formation or Certificate of Organization in some states, is a document that formally establishes the LLC. You’ll need to submit this document to the appropriate state agency, usually the Secretary of State or Division of Corporations.

The articles typically include basic information such as the LLC’s name, address, registered agent details, and the purpose of the business.

Step 4: Create an Operating Agreement

While not always a legal requirement, drafting an operating agreement is highly recommended for LLCs. This document outlines the ownership structure, management roles, voting rights, profit-sharing arrangements, and other important aspects of the LLC’s operations.

Even if you’re the sole owner of the LLC, having an operating agreement in place can help clarify expectations and prevent disputes in the future.

Step 5: Obtain an Employer Identification Number (EIN)

An Employer Identification Number (EIN), also known as a Federal Tax Identification Number, is a unique nine-digit number assigned by the Internal Revenue Service (IRS) to identify your LLC for tax purposes.

Even if your LLC doesn’t have employees, obtaining an EIN is necessary for opening a business bank account, filing taxes, and conducting other financial transactions.

Step 6: Obtain Necessary Permits and Licenses

Depending on the nature of your business and its location, you may need to obtain various permits, licenses, or certifications to operate legally. These requirements can vary widely from one industry and jurisdiction to another. Common examples include business licenses, zoning permits, health permits, and professional licenses.

In my entrepreneurial journey, the decision to establish my startups as LLCs has been instrumental in mitigating risks, optimizing financial performance, and positioning my ventures for long-term success.

By harnessing the advantages of the LLC structure, I’ve been able to navigate the complexities of entrepreneurship with confidence and resilience, laying the groundwork for a bright and prosperous future.

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Entrepreneurs

Build a Strong IT Team with These Smart Hiring Tips

Without dedicated IT staff, your company may not be able to function as efficiently or effectively

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Hiring tips for tech industry

The role of IT staff in your company is not only essential but also ever-evolving. As your business grows, so does the need for qualified IT staff and more robust recruiting solutions.

After all, from maintaining and troubleshooting the computer systems that keep your business running smoothly, IT staff also help employees stay connected and productive by providing technical support at all times. (more…)

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Entrepreneurs

5 Important Legal Tips Every Entrepreneur Should Know

With a firm commitment to legal knowledge, you pave the way to grow your business sustainably

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legal tips for entrepreneurs

Embarking on the entrepreneurial path is a courageous venture that calls for a diverse skill set to achieve enduring success.

While creativity, drive, and strategic vision are paramount, integrating legal insight into your entrepreneurial toolkit can be a game-changer.

This comprehensive guide delves deeper into the five critical steps that can empower you to navigate the intricate legal landscape and propel your venture toward prosperity. (more…)

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Entrepreneurs

6 Hacks to Boost Your Productivity as a Business Owner

To improve how much you get done each day, it’s smart to establish routines and use careful planning

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productivity for business owners

Entrepreneurs are always looking for ways to get more done with the time and resources they have. Business owners can use clever productivity tricks to break these limits and make the most of their projects. (more…)

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