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A Silent Lesson
One day, a guy lost his wife to sickness. In his grief, the man became a
recluse. He didnt even go to church.
The parish priest, upon learning what happened, decided to visit him. The priest knocked on the door.
When the man opened the door, he welcomed the priest and invited him to sit in the living room.
The two men sat in silence. No one wanted to speak. Both of them simply gazed at the flames dancing in
the fireplace.
The priest then stood up and crouched near the fire. Using one of the steel rods, he took one red glowing
ember from the fireand pushed it to the side. He went back to his seat.
In a few minutes, left by itself, the red ember was red no more. It became gray. The cinder had cooled
down and the fire was gone.
The priest stood up again and pushed the charcoal back into the fire. In minutes, it burned bright red again.
Contents: 1 From Bos Brain 3 The Two Phases of the Entrepreneurs Journey 6 You Better Watch Out! by Dean Pax Lapid
10 Double the Number of your Clients by Building Rapport with Anyone in 3 Minutes! by Jojo Apolo 14 2 Crucial Things Your
Truly Rich Business Must Be Doing in the Internet Yesterday by Jomar Hilario 23 Last Word
EntrepCircle Report | V1.02 | April 2013 Page 2
That was when the priest bid the host of the house farewell. Before he left, the man said, Thank you,
Father. You didnt say a word, but that was the best homily I ever heard from you.
The next Sunday, he went back to church.
We need each other. I need you. You need me. We need each other to keep that fire in our belly burning.
Without like-minded people around us, were like that charcoal away from the hot flames.
So whenever you can, join our TrulyRich Club events. If youre not yet a Platinum WealthCircle member,
simply upgrade to Platinum membership so you can join our Quarterly Masterminds. (Our next one is May 11;
Our special guest is THE legendary Marketing Guru of the Philippines, Dr. Ned Roberto.) To upgrade, visit www.
TrulyRichClub.com/Platinum now.
See you in our next fiery gathering!
Bo Sanchez
P.S. In this full-packed issue, youll learn about the two phases of the entrepreneurs journey. And from Dean
Pax, youll learn ways on how to be better than the competition. Jojo Apolo will teach you how to establish
rapport with anyone in 3 minutes. And from Jomar, youll learn about 2 crucial things you should be
doing on the internet for your business.
EntrepCircle Report | V1.02 | April 2013 Page 3
When I talk to people about entrepreneurship, this is by far the most common question
I get: What business should I be in?
Sometimes, people will get stuck with this question for years. Theyre trapped. Theyre
imprisoned by fear. They dont know what to do or where to begin. Which is sad.
One woman came up to me and said, Bo, my name is Sharon, and I want to be an
entrepreneur. Ive read your stuff. I love it. But I dont know how to apply it. I mean, you
always talk about doing a business based on ones core gift. But what if I dont know my
core gift? And I know what youre going to say. Ive read ALL your books. Youll ask me what
my passion and my potential isbecause thats where my core gift will be based on. But
bear with me, Bowhat if I tell you that I dont even know my passion and potential?
I felt sorry for Sharon. I tried to guess her age. Probably in her early forties. If at that age, you still dont
know your passion and potentialand thereby your core giftI can only surmise that her YES muscles are very
weak.
She has been held back by the fear of making mistakes. She has not experimented even a little. She has
not ventured out of her comfort zone. Ive met a lot of Sharons in the worldand I pity them.
Ive noticed that for most entrepreneurs I know, there are two phases that they go through. And the
Sharons of the world will have to go to Phase One
Honestly, Ive noticed that people discover their core gift tangentially. Ive written about this before:
Success follows the Principle of Obliquity.
EntrepCircle Report | V1.02 | April 2013 Page 4
Heres how it works. In searching for A, you bump into Band it turns out that B is a thousand times better
than A. But you would not have discovered B if you did not search for A.
So if youre like Sharon above, you have to practice your YES muscles. Say Yes to many opportunities.
This is where you experiment and make mistakes. This is where you take small steps in divergent directions.
This is where you fail quickly so you can try again. This is where you accelerate your rate of failure so you can
accelerate your rate of success.
Why? You need to keep on saying YES to various open doors UNTIL you can zero in on your core gift.
How People Mine Physical Gold Is How People Discover Their Inner Gold
Discovering your core gift is like mining gold. Most often, the only way to discover gold
under the earth is to dig many holes in the ground. And even if you dig a hole in the ground and
find nothing, this is NOT a waste. Because you learned the best way to dig a hole, the best
equipment to dig a hole, the best people to dig a hole, the best time of the day to dig a hole,
the best attitude you need to have to dig a hole Etcetera!
Once upon a time, my businesses were very divergent. I was writing books and
speaking in corporate seminars, but I was also invested in a school, a restaurant, a
chain of prenatal ultrasound clinic, a corporate souvenirs business, producing concerts,
memorial plans, herbal drinks, many food carts, etcetera
I see Phase One in my nephew Marco. Hes 25 years old and a serial entrepreneur. He sells six to
eight second-hand cars a month; he has a mobile photo studio; he runs a preschool; he runs a consultancy
for resorts; hes selling car parts for European cars; he also has a bridal car services.
But a day will come when, like me, hell have to move into the next phase of the entrepreneurial journey
There is only one man I personally know in this entire planet that contradicts what Im telling you. Because
this guy is a mutant. Hes got superpowers none of us have. Hes none other than the Dean of Entrepreneurship,
Dean Pax Lapid. Thats why hes our Dean here in the TrulyRichClub. (There are other mutants I know, but I
dont know them personallyjust through books.)
His businesses are totally divergent. He has an IT company that serves giant US corporationsbut he
also runs a 24-hour mini-store; he has a humongous fuel distribution businessbut he also has a few gasoline
stations tucked under his belt; hes part-owner of a P4 Billion powerplant in Mindanaobut he also runs a small
EntrepCircle Report | V1.02 | April 2013 Page 5
farm selling lettuce to hotels and 5-star restaurants in Tagaytay. Goodness, hes an expert in every business you
can think of Even fashion. Probably even cosmetology.
Why? Because his core gift is business itself.
Im not Dean Pax and youre not Dean Pax.
My core gift is communication. So in Phase Two, I need to stick to my knitting. Because that is where God
will prosper me.
But its NOT enough to identify your core gift.
You also need to identify your core business.
Once you identify your core business, youve got to dive in and go deep. Really deep.
First, find various ways to serve your current customers. Find various ways to make them achieve their
dreams.
Second, find submarkets within your market. Breakdown your entire customer base and divide them into
groups. Each submarket has different needs. Each submarket may have different price points. How can you
serve each submarket in the best possible way? Create an ascension model (like my ladder of abundance at the
TrulyRichClub) so you can serve more people.
So to end this essay, I want you to answer these four big questions:
1. What phase of entrepreneurship are you in?
2. What is your core gift?
3. What is your core business?
4. What other ways can you serve your core customers?
P.S. Do you want to become a bestselling author? Check if we still have open seats at my 4-Day Bestselling
Authors Intensive Bootcamp on May 15 to 18 in a secluded hotel in Tagaytay. Youll learn not only how to create
your book, but also how to create the media and money machine thats necessary for the book to be a great
success. For information, log on at www.TrulyRichClub.com/BestsellingAuthor
EntrepCircle Report | V1.02 | April 2013 Page 7
It sounded jolly and happy but in reality (from a business perspective), IT IS A FAIR WARNING that in
business you cannot be sleeping (complacent), or slipping (deteriorating on your promise).
My definition of QUALITY is: Meeting customers expectations consistently.
Admittedly, the higher your price, the higher the expectation. Theres such a thing as reasonable
expectations (from my years of doing business, only a few customers are pain in the butt). Meeting customers
expectations means BETTER than what he gets from competition.
Nowadays, with the prevalence of franchising, the big boys bring the whole foreign concept to this country
under the same successful brand and format.
Lets look at the practical secrets for BETTER-ing. Ready? (Im in the Dean mode)
Its all about how to MODIFY - MAGNIFY- MINIFY- SUBSTITUTE.
Can you remember other past products that seemed boring and suddenly rocketed back to fame because
of MODIFICATION?
Did you know that light beer (I used to work for San Miguel as a management analyst in the 80s) originally
was marketed to women executives? Do you know why Marlboro cigarettes had a brown filter tip?
were trendy. It was macho and at the same time stronger since car seat covers were exposed to wear and
tear of passengers. When laptops came into the professional world, they made them ruggedized for traveling
executives.
By ENLARGING/THICKENING. It used to be that a big TV screen was enough for households. Of course,
as time wore on, people wanted to enjoy that movie house experience right in their own homes. The arrival of
the LCD TV screens soon changed viewing habits. Now, TV manufacturers are coming up with bigger yet flatter
LED screens. Try going to the homes of LED TV owners and it will feel like youre in a theatre.
When it comes to pizza, I especially like the new offerings. THICK crust pizza with lots of cheese inside the
round portion of the THICK crust. In the past and even up to now, most pizza eaters would just eat the main
body of the pizza and leave the crust behind. Not anymore with the innovation of cheese or even meat around
the crusts (Call now for your orders, Im getting hungry). Again, amongst the dominant fast food chains for a
small add on YOU SIZE UP or enlarge your drinks or your fries (enlarging could also refer to quantity).
SPLIT UP Two-door refrigerator and freezer, hot and cold dispenser, peanut and chocolate spread.
3-in-1, three flavours of Selecta ice cream in one container.
Dean Pax Lapid is the former Dean at the Entrepreneur School of Asia.He is also a Professor of Entrepreneurship at
Asian Institute of Management, one of the most prestigious business schools in Asia. He is a prolific entrepreneur,
creating one new business a year.
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The first time I heard about the NLP techniques to build rapport
with anyone in three minutes, I was very skeptical because I knew
there were difficult clients whom I just could not understand and
build rapport with. However, when I started using the techniques, I
was simply amazed at the speed of how it works even with previous
hard-to-connect people. More so, when I taught the techniques to
others,they were also amazed at how it worked.
Take my daughter. She had a difficult time connecting with
a particular teacher and most of her classmates had the same
problem. After asking her questions, we determined that her teacher was communicating using kinesthetic
language (more on this later). She then adjusted her manner of speech, tone and speed to match the teacher.
After this, my daughter was surprised that only she could talk to this teacher and have a connection.
I also gave the techniques to our sales force and they came back with amazing stories. One sales supervisor
shared that he was able to collect a debt from a difficult customer whom he just met the first time. Another
salesperson said he became the most appreciated salesperson by a customer who was well-known to scold,
terrorize and put to shame any salesperson who came to him. Another salesperson said he was able to easily
increase the orders because he had a connection with the customer.
Once you become aware of these techniques you will also be amazed at how effective it is and can use it to
develop good relationships with clients because you will be able to connect and communicate in their language
and not your own.
Do you want to learn how? Say YES and read on ...
Building Rapport
Rapport implies harmony, a feeling of shared understanding, and of being at one. It is the most important
process in any interaction. Without rapport, two people will not trust each other and probably will not even hear
each other correctly.
We have all created rapport many timeswhen we are with an old friend, or when we meet someone and
it feels like we have known him or her all our lives. People tend to think it just happens, but we can establish
rapport deliberately.
Rapport is a process, not a thing. Rapport is something we do with another person.
There are things we can do to establish rapport.
Rapport is responsiveness. You do not have to like the other person.
The non-verbal aspects of communication known as paralanguage (voice tone, body language) convey
information about our relationship with the listener. This forms the context in which the content of the
words is understood. (e.g. That was really good! conveys the opposite meaning if the voice tone is
sarcastic and the body language dismissive.)
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Psychologists have discovered three elements to rapport (from Social Intelligence: The New Science of
Human Relationships by Daniel Goleman):
1. Mutual attention, where each person is tuning in to the other;
2.Shared positive feeling - mostly conveyed by non-verbal messages;
3.Synchrony - people unconsciously respond to each others movements and gestures.
If you do not have rapport, you will not get your outcome. In any conversation, neither of you will
get anywhere until you have established rapport.
We can create the synchrony element of rapport deliberately through a process called matching, or
physically matching the body language of the other person. People like people who are like them.
Mirroring in NLP, as the name suggests, is matching someone as if you were his or her mirror image.
Things you can match:
Body posture: You will notice other people
doing this unconsciously. However, use with
care! People do not like to be mimicked.
Matching the angle of the spine works well and
is not obvious.
Breathing: Breathing has a rhythm, which
you can match. It can also be deep or shallow,
and people can breathe from the chest or the
abdomen.
Voice tone: Including volume, speed, tonality,
and speech rhythms. Accent is probably best
left alone!
Movement rhythms (crossover matching):
This is a slightly more complicated form of
matching. You can match someones gestures
with a different part of your body. People do
things they are almost unaware of - scratching their chin, flicking their hair, crossing their legs - and
you can match this subtly by some equally natural-looking movement like tapping a pencil or jiggling
your foot.
Representational systems. (You will learn this in the next article ... )
Metaphors: listen to the metaphors that people use, and match them.
Direct matching of gestures by doing the same thing can be counter-productive as people can spot it very
easily.
Just ask yourself: What speed is this person running at? and match it.
Responding to the other person is also vital. Though not emphasized in classic NLP, when we respond
to another person they feel heard and validated. Usually we do this naturally.
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Part of responsiveness is that you match (or crossover-match) peoples gestures at the appropriate time
e.g. you do not match their gestures while they are talking!
Do This Now
Observe. Look around you and try to find two people talking to each other. Observe the body posture
and movements, if possible the tone of their voice, speed and style of language. You will start to be aware that
people in rapport are like dancing the Swan Lake and synchronized in movement! If you hear their tone, speed
and type of speech, you will also notice that they are similar! (The easiest to spot are lovers. Notice how they
are in total rapport.)
On the other hand, people without any rapport have different body postures, movements, tone, speech
language, etc.
Practice. Do the NLP techniques above of building rapport with a friend or even a total stranger whom
you just met and observe how eventually you feel you get a connection with him.
1. You will feel it. Alternatively, you get a sense of being at one with the other person. Conversely, if
you lose rapport, or put a foot wrong, you will feel uncomfortable. We have all had that experience.
However, you can just do some more matching and get back into rapport again.
2. Pacing and leading. Pacing is the word from NLP jargon meaning matching someone, falling into
step with them, entering into their model of the world. You can pace someones ideas, beliefs and
experiences as well as their words and behavior (you do not have to share those ideas; you just have to
fall into step with them for a while). Human beings have a natural tendency to fall into step with each
other. Therefore, after you have matched someone for a while, you can do something slightly different
- slow your breathing down, uncross your legs, or scratch your nose, and if you have rapport, the other
person will follow you. If they do not, do some more matching.
3. Skin color changes. When people feel relaxed, capillaries in the skin dilate so the skin appears darker (in
dark-skinned people) or pinker (in light-skinned people).
4. The other person may tell you. They may say something like, I feel like I have known you for ages or
Ive never told anyone this before, but...
Practicing Rapport
That is all for this article. Give me your feedback and experiences after you have used this technique at
jojo.apolo@yahoo.com. (I will give you a free ebook on NLP).
Until our next article: Representation Systems: Talk in His Language and Build Rapport with Anyone in 3
Minutes!
Jojo Apolo is a seasoned general management executive in charge of local and overseas sales of the largest coffee
producer in Indonesia. They are now introducing Good Day coffee in the Philippines. His greatest passion is to
mentor and build people, thus, he has given numerous seminars on sales, personal and spiritual development in
Southeast Asia. He is a certified Master Practitioner and Trainer of NLP from the National Federation of Neuro-
Linguistic Programming, USA.
EntrepCircle Report | V1.02 | April 2013 Page 14
Truly Rich means you have a ginormous obligation to make this the best earning business possible
because youre going to be blessing people with the products and services AND the profits, too. Yes?
So lets get on with it!
Just go to http://fb.com/pages/create.php, enter a business (not community) and name, address of your
company.
Suggestion on the name: dont use your name, dont use your company name if it doesnt describe the
industry youre in.
Examples:
TITUS INC. Bad Facebook name. Its not descriptive.
TITUS FLOWER DELIVER. Pwede na.
MARIKINA FLOWER DELIVERY. Better name; it describes the city and business.
FLOWERS SAY MORE THAN LOVE. Best name. Its likeable. A trait all FB names must have.
Once youre in your FB page, start posting inspirational quotes (inside images), funny stuff, and start
promoting the page. No dont plug your products just yet. Make the page a fun place first. When do you sell?
Much later.
Instead, tell stories about how your old customers encountered your products or services.
Bad Example: Our 13-inch magwheels made in Europe was used in the Pro Rally by Bo Sanchez when
he raced in the .
Good Example: Bo Sanchez said he was not nervous about the Pro Rally. Why? He said its the
preparation and our 13-inch magwheels. We stopped him and said, You have GOT to be kidding. Why
is that? He explained that .....
See, its a story. Id read that any day vs. the bad example.
Not by using paper or other means like cellphones except via this software: http://jhilario.com/
jomarmadmimi. Yes, this is a direct recommendation to a free software you can use if you have less than 2,000
prospects to begin with.
This is what Bo has been calling an Autoresponder or in Tagalog an email marketing system that stores
your clients emails so you can legally broadcast them a message with a quick click!. Ang ikli ng Tagalog version
no? Such beauty is our language, Dr. Jose Rizal.
Why? Because this is what the professionals (me, Bo our mentors, your mentors) use.
But Jomar, Colgate doesnt store customers emails does it? It doesnt, but you dont have a massive TV
budget do you?
EntrepCircle Report | V1.02 | April 2013 Page 15
1.Register at http://jhilario.com/jomarmadmimi
2.Click on Account
3.Under company name, enter the following (trust me on this): Enjoy freebies from us if you subscribe
below, just enter your email now. (Or in my example: Get the 25 Power Words Call Center Agents Must
Know, enter your email address below:)
5.Turn on Webforms.
6.Click on Go set it up which appears after the word Webform (youre only allowed one in a free
account).
7.The Web Form 1 box will appear. Surprise! What appears in the headline? Happy now?
Now, under Email, click on Add Field.
8.Select First Name (so you can create emails that start with Dear Jomar instead of Dear Friend).
Click on SHARE
EntrepCircle Report | V1.02 | April 2013 Page 17
9.A box with a link will appear. This link will contain your email catcher.
Use this link every time you want people to enter your email prospect list. This is what your Email Catcher
looks like
10.Now lets put that email catcher box in Facebook. Click Add Things Once Again.
EntrepCircle Report | V1.02 | April 2013 Page 18
17.Click on the name of your FB page (in my example Social Mentoring Club to see your email catcher
inside Facebook! Its above the word Save Changes, if you cant see it.
EntrepCircle Report | V1.02 | April 2013 Page 20
18.Heres the Facebook. You need to click on the small arrow down on the right side of the boxes.
19.The other boxes will appear, look for the Email Sign up -its the last one! Now bring your mouse there.
20. When your mouse is over the box, the pencil appears. Click on that pencil on the upper right hand
corner.
22.Your assignment: Swap the position with EVENTS or LIKES. Then Edit the Settings so its not named
Email Signup. Think of what youre giving! Say it there. Create a graphic or cut an existing photo so
that the small photo isnt a paper airplane, but an image of what you are giving. I would even put an
image of the big number 25 in that box for 25 Power words Call Center Agents ...
23. Heres what your email cather looks like in FB:
24.If you want to get peoples emails, tell them to go to the link that points to your email catcher (webform)
in FB. Jomar, how do you do this?
This is the actual link I took from my FB address bar when I opened the email catcher inside Facebook:
https://www.facebook.com/pages/Social-Mentoring-Club/105507732852581?id=105507732852581&sk=a
pp_152926008054123
EntrepCircle Report | V1.02 | April 2013 Page 22
I place this in the wall along with an irresistible offer to sign up. Hows that you say?
There you have it! You have zero excuse not to do this, right? You should be doing this yesterday, I said.
Email marketing is the cornerstone of making cash from the interwebs or the internet. If you dont have
emails inside an email system, like an autoresponder, youre not in the game. This is a cost-free way to start, so
start already!
Ah, you still have an excuse? Hmm, keep following Bo, keep using the resources given by the Wealth Circle
and Truly Rich Club, eventually youll find a way.
Not satisfied with that eh? How about this:
Bonus, if youre a Platinum Wealth Circle Member, Jomar Hilario will be giving free group consultations on
online marketing (OM) twice a month - one in Ortigas and one in Rockwell - just wait for the schedule.
Bonus, if youre a Titanium Wealth Circle Member, you can set a regular 2 hour one-on-one schedule with
Jomar Hilario every month to be mentored on what Jomar does best online marketing!
EntrepCircle Report | V1.02 | April 2013 Page 23
Last Word
Life Is Short
I just attended the funeral of my friend Myrna Ortega.
Myrna is the wife of Rey Ortega, my partner in our various ministries for the poorest of the poor.
My friend Rey is a very unique man. I founded only one of our ministries for the poorAnawim,our home
for the abandoned elderly. Rey founded four of them. He foundedGrace to Be Born,our center for pregnant
women in crisis (and tiny babies);Pag-asa ng Pamilya,a scholarship fund for poor children (including some poor
seminarians);Jeremiah,a home for sexually-abused children, andTahanan ng Pagmamahal,an orphanage.
Last year, Rey won theMother Theresa of CalcuttaAward.As part of the award, he was given P500,000
for his ministries and P500,000 for his personal use. But Rey being Rey, he donated the entire P1 Million to
Jeremiah, so they could refurbish a home for sexually-abused children.
But last Monday, his wife Myrna had a stroke; she was in the ICU for five days but developed pneumonia
there.By Saturday, her lungs collapsed and she was gone.
Myrna was Reys rock of support and inspiration.Rey was able to do all that he did for the poor because
Myrna was always there beside him.I remember howTahanan ng Pagmamahalorphanage began: Rey and
Myrna welcomed 10 orphans in their OWN homeand they took care of them the way they took care of their
own kids.
Can you imagine how Heaven welcomed Myrna?She lived a life totally dedicated to God and Gods poor.As
all of us were crying, all of Heaven was rejoicing. Dancing. Jumping.Celebrating.
Why am I telling you about Rey and Myrna?
Bo Sanchez
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