When it comes to nature, bears are the toughest competitors out there. You need to emulate their model in your own business. Bears are the strongest natural example of pursuing your business with a deeper level of GRIT. Here’s why (and it all starts with salmon): Salmon swim upstream and return to the parts of the river where they were born. Many animals hunt the salmon as they swim, including bears. The strongest and toughest bears go to the part of the stream that causes the most trouble for the salmon to cross: the waterfall. The stream runs hard here. The rocks are slippery and dangerous. The hardiest bears know that because of the danger, this part of the stream is the least crowded. Here the salmon jump high to clear the waterfall. The bears sit poised and wait for the salmon to jump, then reach out and catch them in midair. Unlike the other bears downstream, these Gritty bears take a large, juicy bite out of the salmon and throw the dead salmon back into the stream. These bears know that because they have risked the most, they reap the biggest reward: salmon after salmon, mouthful after mouthful. Abundance. The next group of bears are also smart. Although they are not as Gritty as the first group, they know that the other side of the salmon is still available for them, so they sit and wait a little further downstream. When the half-eaten salmon comes their way, they grab it and eat the other side. The competition is a little fiercer at this mid-level location, but the salmon are still plentiful. These bears too throw the salmon away and it floats downstream further. At the bottom of the stream where the rapids end and the water moves slowly, the rest of the animals wait. Here, the foxes, coyotes, birds and rats fight for salmon skeletons. This group fight over the crumbs. The work is hard because the bones have little meat left and the competition is stiff. Sound familiar? Are your customers the skeletons of the market? Are your business dealings so low-level that your competition doesn’t want them and that’s why you are stuck with them? Force yourself to move upstream to find better customers, better employees and more abundance. Find customers who have bigger businesses, more needs, and the ability to provide you with more revenue. I have told this story so many times in my company that a member of my sales team presented me with a miniature grizzly bear for my desk. I keep it in front of me always, as a reminder that I want to be the Grittiest bear at the most dangerous part of the stream. The most dangerous part of the stream, and the toughest part of business—where the competition is the smallest, but the rewards are the greatest. Abundance awaits the Grittiest. Whether a bear in nature or you in your business, abundance awaits the Grittiest of us all. The crumbs await the weakest. Which bear are you in your business? Fight the temptation for the easy way out. The more you embrace Gritty behavior, by moving upstream, the closer you get to achieving abundance and greatness. Here are 9 tips to help you find the courage and strategy to move upstream, work with better customers and make more money. #1. You must have a healthy self-esteem. The reason you work with those deadbeat clients or have married a deadbeat is because you don’t think you are worthy of better. #2. You must believe the what you are doing / selling. Without belief in yourself, your product and your service, you are toast. #3. Become the expert in your niche. Experts get paid…amateurs get crushed. #4. Move up the food chain. – Don’t do business with people at your level or below. Always play up, never play down. #5. Understand your value. – What do you do better than anyone else? This is the super power of value that you bring to the table. #6. Bring more value. –Now that you know your value…bring it. Offer it up at every chance. Don’t wait for the customer to see, it, offer it up, explain it and sell the crap out of it. #7. Increase your prices. You can always come down…it is very hard to come up. #8. Follow up like a madman or madwomen. This is connected to #1 and #2. If you believe, you will want them to have your product/service and massive follow up should come natural. #9. Don’t assume, ask. – You don’t know it all. Never stop asking questions and never start thinking you already know the answers.

I play poker on the second Tuesday of every month, with basically the same group for the last 13 years. My friend and old neighbor is gracious to host the event each month, cook gourmet food for us and let me be part of it. The group is made up of older friends, most pushing their 70’s in age. Our favorite activity, even more than playing cards, is eating incredible food and talking. We talk about everything and one of the common topics is money. Most of the group are well heeled, some VERY well heeled, and they love to talk about money. No bragging rights, or one-upmanship, just open and honest dialogue about the importance of money. How much is enough, where they are investing, what to look out for, what exotic destination are they going to next, and so on so on. I’m very lucky to have been invited into this group because I see how rich people have handled their money to become rich. Without a doubt, removing fear from your money situation and being open to discuss money with your friends is a key component to the rich. If you can’t talk about your money, you can’t make more money. And if you can’t make more money you are screwed. The richest people I know have ZERO problem talking about money. In fact, they love talking about money. The poorest people I know will leave the room the minute you bring the topic up. But how can you start the dialogue inside your circle of friend or family? How can you get your own significant other on the same page so you too can will at the game of money? Here are some tips that I have used and highly recommend you start using. 1. Why does money matter to you? Start with the end in mind. Why do you want more money? Is it freedom, security, travel, toys, charity, etc.? It’s your why, so take the time to get crystal clear about why money matters to YOU and what money will do for YOU. 2. You are not a money guru. The numbers are. If you want to create open dialogue about money and become great at the game of money, you need understand that it is not you…it is the numbers, the results, that are the guru. If your needle of net worth is increasing at a rate that is meaningful to you and your why, then you should be pleased. If the needle is not, and you still consider yourself a guru, then you will alienate the people around you and be looked at as a blow hard. 3. Don’t be an asshole about money. If you have knowledge and money then take time to offer learning assistance to someone who doesn’t have it. If you don’t have money, cowboy up and ask for learning assistance from someone who does. Humility opens doors, being a jerk closes them. 4. Schedule a meeting at home. Get everyone together to discuss your family money situation. Here is a KEY POINT – don’t spring it on them. Give them 1 week to prepare. Give them the time, the rules, the guidelines and the desired outcome of the meeting so they can be prepared and less defensive. 5. Share it all. Don’t hold back, lay it all out to yourself and your trusted supporters. The credit card debt, including the “secret” cards, the hidden cash account, and the unpaid tickets. All the outstanding bills should be on the table so everyone is clear on the current state of affairs. 6. Write your money down on paper. You need to have a simple balance sheet and income statement for you to know where you stand. Keep a list of your assets vs. liabilities and your revenue vs. expenses. Rich people know their money numbers. Poor people hide from and guess at them. Refresh these often so you can see the positive trend moving forward and upward. 7. Figure out how to be team. Being a money team does not mean you are on the same page on everything. As the great coach John Wooden said, “It is perfectly fine to disagree, it is not fine to come across as disagreeable.” Your team should, over time, be supportive and helpful. If they are not, then you have two choices. 1) Don’t reach your financial potential. 2) Change teams and win at the game of money. Remember, who you hang around matters. In addition, who you communicate with matters. Open communication about money puts you, your family, your spouse on the same page. Lack of communication about money puts you in the poorhouse.

On this week's episode Matt speaks with Kathy Fettke. She is the CEO of Real Wealth Network, a successful author and has been seen on many TV shows. Matt and Kathy talk about the practical ways that you can get better at money.

On this week’s episode Matt has two guests. His guests are Holly Signorelli and Frank Cushner. Holly is known as the Money Therapist and has published a book titled “Do You Know Where Your Money Is?”. Holly is based out of Dallas, TX and Frank works from New York. Matt, Holly, and Frank discuss the need for more money and people do not take money seriously.

On this week's episode Matt has two guests. First he interviews Ace Chapman, an entrepreneur that bought his first business at the age of 19 and has owned over 40 businesses in his career. He is the author of the "Ace Formula", available on Amazon. Matt also has RJ Grimshaw, President and CEO of UniFi Equipment Finance, in the studio with him.

On this episode of I Need More Money Matt interviews Heather Havenwood. Heather is CEO of Havenwood Worldwide, LLC and Chief Sexy Boss. She is a serial entrepreneur and is regarded a top authority on internet marketing, business strategies and marketing. She has played an active role in the online marketing world since before most even had a home computer.

On this episode Matt interviews Matt Miller, founder of School Spirit Vending. Matt Miller relays how he started his business and gives examples of the growth of School Spirit Vending filling a need.

On today's radio show, we speak with sales pro Kendrick Shope. How has she helped so many women in the sales industry become successful and what can you take away from her that will help you succeed as well? Women are powerful in the marketplace.