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Did you ever ask yourself, “Why don’t people buy from me?”

The Biggest Marketing Challenge WE All Face

The biggest challenge we’re dealing with today is change. Things are changing so fast. As a result of this rapid pace of change people do not know who to trust!

There are six questions your prospects want answered before they will buy from you. These questions are designed to allow you to think like your buyer and speak with them so they know you are the right and safe choice.

Why the Six Questions are Important

When I started my business back in 2001, I lacked trust. What I really mean is that I did not know who could help me get clear on my ideal client. Every time I ask someone they said things I did not understand. I was confused and a confused mind does not take action. This is what we’re dealing with.

Stick with me as I talk about things you may not have thought about before. Keep an open mind because, to grow your business, you need to find someone you can trust.

Remember we stated earlier that “trust” is the biggest marketing issue we need to address. This is what marketing is about – helping our prospects to trust us so we can start the sales process.

Let’s jump right in.

The Six Questions

Question 1: What Do You Do?

What do you do? What would you tell me?

If you answered, “I am a financial planner,” or “I am an accountant,” or “I fix computers,” then you got it wrong. This is not what you do; it is how you do it.

People want to know what you do before they want to know how you do it.

For example, if you are a financial planner, here is what I would hope to hear: “I help people make the right choices about their money,” or “I help them make wise money decisions,” or “I build, protect and transfer wealth (my favorite).”

People want to know what you do before they want to know how you do it.

Question 2: Why should I care about what you do? Or, “What’s in it for me?”

If I asked a financial planner how he is different, what would he say? This is really important because there are thousands of financial planners that want my business. Why would I hire one over the other?

If you’re a business owner and looking for customers, you have prospects who are asking, “What’s in it for me?” Your job is to marry your skills and the outcome you provide to the prospects that have that need. Don’t make your prospect figure it out, tell them. That’s all your prospects want know. Don’t make your prospect guess.

Question 3: Why are YOU the Right and Safe Choice?

They’re going to want to know the answer to this question: “How do I know you are the right and safe choice for me, right now?”

The question of why you are the right and safe choice addresses a very powerful question for your prospects: “Can I trust you to do what you say you will do?”

They want to know how you will make them more effective and productive, how you make them right and how would you make them look good?

Business owners have a strong need to be more effective and more productive. Here is what you need to know. Simply ask them what they want to achieve and tell them how you will help them achieve that goal. When they understand how you’re going help them achieve their goal and how you can make them more effective and more productive, they are on board.

Question 4: What do you do better than anyone Else in the World?

You are unique. There is no one like you. The uniqueness you bring to the business is a great example of how to answer this question. It is not the only answer but it is a great place to start. Let’s look at a specific example.

How many people have heard the Southwest Airlines commercial where they discuss “bags fly free”?

What does Southwest Air do better than anybody else in the whole world?


Yes, Southwest is fun to fly, but what do they do that no other airline does? “Bags fly free.”  That’s really all it is. They are the only airline that does not charge for bags. This isn’t rocket science.

Question 5: Why is that Important to my Prospects?

Why is what you do better than anyone else in the world important to me?

When you answer this question, you’re moving into allowing the customer to buy from you. This is actually the beginning of the buying process.

Will you:

  • Make them more money?
  • Give them more free time?
  • Create more value?
  • Reduce risk?
  • Save them money?

This is the beginning of the business case of why you are the right person or your company is the right company.

It’s just that simple.

Question 6: Why Buy From Me? Or Prove It.

So here’s the last one question. Why buy from me? This is really the fundamental question; this is where the proof exists. Do you have the credentials? Can you say that you’ve done this for another company and can do the same for me? Do you have endorsements from others who will vouch for you?

If what you are doing is not working as well as you would like. Try this process. It works. The answers you create can be used to craft a killer 30 second commercial, create actionable contents for your web site and make it easier for prospects to understand why they should be from you.  There are 16 modules on answering the six questions. To make it easy you can purchase or rent this course at

Ron Finklestein

About Our GE Network Expert - Ron Finklestein

After a successful consulting career, Ron Finklestein has spent the past 6 years building his business AKRIS Inc and helping entrepreneurs and business owners build their businesses by helping them solve the tough problems that hold them back. Ron is called The Small Business Success Expert by his clients because of his passion for their success and his knowledge of business. Visit Ron's website at



When it comes to crowd funding, there is no faster or more exciting way to earn money for your startup.

A popular campaign on Kickstarter on Indiegogo can generate the awareness and funding your idea needs practically overnight, but many newcomers to the game find there are some unanticipated extras that come along with a crowd funding campaign. While the goal may be to raise money, by engaging your customers in a campaign you’re able to increase awareness in ways previously not possible for early stage startups.  But it isn’t for everyone and every idea. And while they may not have the same allure as crowdfunding, more traditional means of capital raising are still viable – and commonplace – as pointed out by this piece of research from AXA. Still interested? Then let’s take a deeper look into what you can expect.

Less Risk Involved

According to Forbes, crowdfunding is a great way to reduce your overall risk. When you run a crowdfunding campaign, you can get a sense for your market and whether people are actually going to be interested in your product or service. During a campaign, you’ll likely interact with potential customers, ask questions you might not have thought of previously, and find new avenues to explore within your business. Crowdfunding serves as a sort of test pilot for your business, and it lets you run a no-risk campaign to see your true market potential.

It Builds a Base

One of the most difficult aspects of starting a new business is getting the word out and gaining a customer base, one of the most common reasons why startups fail. While most crowdfunding donations initially come from friends, family and people you know, as the campaign grows this close-knit group expands into other areas. Highly connected people from outside your own network may come into contact with and have a chance to learn about your idea and contribute to your success. In the process, you build an initial customer-base of influential, socially active early adopters with no overhead or concerns about business failure.

Conduct Market Research

According to MassiveMov, One of the worst mistakes a business can make is the inability to anticipate issues that might crop up during the early stages. When a company is just starting out it is vulnerable to a wide array of potential mistakes. Running a crowdfunding campaign gives you the proof of concept you need to determine whether you have a sound business model. If your campaign fails, you can tweak it with nothing lost other than a bit of time. The customer feedback you receive is critical in helping you create a sound, effective business model.

Embracing the Unknown

When you start a crowdfunding campaign, you never know what new idea you may come across to help your business grow. Customers will ask questions about your business, and you can take these questions and identify recurring themes. This can reveal more insight into what your customers want before you put the first product up for sale. By vetting your ideas through the marketplace, you can be certain that your crowdfunding will result in a viable and lucrative business.

Ultimately, crowdfunding is a great way to test your business model and find out the level of interest from customers. A good crowdfunding campaign helps to raise capital and awareness simultaneously. Engage your customers and you’ll come out of your campaign a step ahead of your competition.


Being productive is a challenge for most of us in business today. Persevering and achieving your business dreams in the midst of a negative world is increasingly difficult. The uncontrollable negatives from riots to earthquakes to a tenuous economy assault us daily.

How do you focus your attention and achieve your business dreams in this doom-and-gloom environment?

Think of your attention as a finite resource like time. Become selective about to whom and what you give your attention.

Follow these 3 Keys to Increase Your Productivity today: 

Give Attention to Positive Thoughts

When you receive negative news, acknowledge your emotional reaction. Disappointment, anger, frustration, and other emotions must be processed to avoid blocking your emotional intelligence development.

However, do so quickly. Give yourself a little time to experience those emotions. Then flush them. Yes, multiple flushes are required sometimes. Sure, some emotions circle the bowl more than once.

Flush. Move on. Now.

As you flush quickly, you create room in your mind for what you can do to redirect the negative news. You focus on what you can control and influence, refusing to rent space in your head to what is beyond your reach.

Give attention to positive thoughts that are actionable.

Give Attention to Positive People

When you receive negative news, there typically is a messenger. If it’s technology-driven, cut it off. If it’s human, thank them and excuse yourself.

There are negative persons who enjoy delivering bad news. If there’s too much good news, they create negativity.

I call them Eeyore Vampires.

Their mantra is “It’ll never work.” They suck positive attention from you even when away from work trying to love what you do with those you love.

Treat Eeyore Vampires like they have a contagious disease and you’ll catch it.

Give your attention to positive people. Those persons who bring out the best in you, who have your best interests at heart, and who ask questions like, “How may I best serve you?”

Give Attention to Positive Outcomes

Each of us experiences outcomes that fall short of our expectations regardless of how hard we work or how much we prepare. When your negative news is of this kind, remind yourself of a previous experience when you exceeded your expectations and succeeded.

Celebrate that experience once more. Give attention to sustaining that celebrative attitude. Tell yourself, “If I did it once, I’ll do it again.”

Most likely, that positive experience was the accumulation of previous learning experiences of “bad news” like the current one. Reliving that success guides you to the next.

Give attention to positive thoughts, people, and outcomes, increase your productivity, and  achieve your business dreams today.

trustlead, the social lending platform for small business, today announces the new TrustLeaf Finance Finder, a free online tool to help small business owners and entrepreneurs find loans and financing options that fit their needs, from a variety of trusted sources, including Kabbage.
How The TrustLeaf Finance Finder Works:
Customers answer a short series of multiple choice questions about their business. Then, they are provided with a unique rating, their TrustScore, which indicates how well a particular type of funding matches their needs. A customer’s TrustScore is a unique, personal evaluation that helps assess and rank a customer’s potential finance options. The score calculated via machine learning techniques based on the information the customer provides as well as industry data.
“This new financial tool from TrustLeaf is all about empowering the American dream of entrepreneurship,” says Anson Liang, Founder and CEO of TrustLeaf. “by encouraging entrepreneurs to find and explore different types of small business financing. Knowledge is powerful enough to motivate people to think outside the box and even raise money from their pre-existing social networks. For the people who have already leveraged their social capital, we want to help them find additional funding to continue their growth.”
The Market Need
“We looked at the personal finance market and saw a lack in both transparency and tailored financial options,” Liang continues. “While other personal financial product review sites offer reviews and descriptions, we noticed a shared flaw in their assumptions; that most people already know which type of financing best matches their needs. The newTrustLeaf Finance Finder is a more evolved product, that actually helps people find financing options that fit their specific needs and qualifications. It’s like Yelp, but for small business financing.”
While other online lending platforms often emphasize the loan categories they specialize in, TrustLeaf is a self-service funding platform that helps borrowers explore different types of loans that they may not have otherwise known about or considered. In this way, TrustLeaf provides transparent financial-product overviews that guide borrowers on their quest for funding through two simple steps:
1) Answer 5 simple questions.
2) View your TrustScore to compare your funding options.
“In addition to providing capital to small businesses together, we’re also excited to use this unique opportunity to educate more small business owners about valuable goods and services they can use to fuel their business growth”, says Pete Steger, Head of Business Development at Kabbage. Steger continued, “Kabbage is an industry leader in content for small businesses and in working with TrustLeaf we will pool our collective resources to ensure those business owners are armed with the knowledge and confidence to make smart business decisions as they grow. We want to help answer the common question business owners face when they receive capital, which is, “what do I do now?”


How Much Deposit Do You Need to Buy a Home

Buying a home isn’t a quick or easy task that you can plan and accomplish within a day or week. Having proper financial knowledge about the current mortgage market, as well as your ability to buy the home and pay the mortgage, within the stipulated time, is crucial.

Purchasing a home creates many upfront costs, including deposits on the property and the total closing costs. Typically, with this large amount due before you begin paying the mortgage, many people worry about how they will cope with such a big financial commitment. Moreover, even if you have savings stocked away, it’s still essential you look at all of the costs carefully before getting tied in to something you may not be able to afford later down the line.

Most lenders permit home buyers to place a large deposit in order to protect the loan and offer insurance against default, so if the buyer fails to meet payments and defaultson the loan, then the lender can retain the deposit as partial compensation. Therefore, you’ll find that saving enough money for adeposit is crucial when purchasing any property and the amount will vary among different lenders as they are subject to the lending guidelines and terms of the loan. If you’re considering buying a home, shop aroundfor home loans with lower deposits – you might be surprised at how close you already are to having enough to begin!

How much deposit do you need to buy a home?

In the current mortgage market,prospective homebuyers will have tohave a minimum deposit of 5% of the total property value, with the lender can then loan you 95% of the total property value – should you be granted, that is. For example, if you wish to purchase a $150000 home, you shall be required to have a minimum $7500 and borrow $142,500.

Typically, buying a property with the lowest possible deposit needs some consideration. Whilst it might be less stressful to begin with, it also may involve lengthening the repayment period, which translates into increased accrued payments. There are many reasons why you should consider a higher mortgage deposit including:

  • Better mortgage deals- Having a larger deposit shall create confidence among mortgage lenders about your financial capacity, translating into increased repayment abilities. Therefore, you will enjoy more competitive mortgage pacts attached lower interest rates.
  • Better mortgage chances – Most lenders undertake affordability checks to determine if you shall afford mortgage repayments subject to your income and your expenses. Typically, with the minimum deposit you’re likely to have larger mortgage payments, requiring more income.
  • Cheaper mortgage repayments – Usually, increased loan repayment periods translate into cheaper mortgage payments, but if you want to pay your loan off early, with a larger deposit, this can save you paying more interest than you need to.
  • Less risky – When you own a greater part of your home, you are less at risk of negative equity. Being in negative equity may make switching your mortgage or moving house very difficult.

To determine how much you should save towards your deposit, you should consider two factors;

  • Typical property prices

Getting a genuine price shall help in making calculations on your saving plans and mortgage repayment thereafter. Get info about diverse property value in Perth and set your saving amount today.

  • Monthly amount affordable towards repayment

Determine the amount you can afford towards mortgage repayments and don’t forget to factor in repairs and maintenance, as you’ll have to cover all this too.

Typically buying a home might be a tricky affair if you lack financial knowledge and are not sure of the mortgage market. Owning your own home may be a dream for you that is closer than you think with Perth home loans available with low deposits, but make sure you can afford your repayments before you take the first step.

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