were a little more creative. The office administrator warmed to the challenge of cutting costs and she recommended purchasing software that would allow faxes to be sent directly from the computer in the middle of the night.

Because Ryan's business sent thousands of faxes a year, often to overseas suppliers, the company saved a fortune using this technology to take advantage of off-peak national and international phone rates.

It was amazing how enthusiastically cost cutting was embraced when there was something in it for the team members, remembered Ryan.

What do you reckon, Charlie? Have you seen enough? I asked.

Plenty, Brad. Plenty.

I mentioned that I would have one of my Coaches show him the other 60 ways to improve his margins, and his excitement turned to sheer desire to get back to work.

The Drive Home

We thanked Ryan and drove off as the sun was setting on a big day for my friend. I don't think he'd ever had so much to think about before.

What I've shown you today, Charlie, is only the tip of the iceberg. All you've seen is a few examples of how each area of the Business Chassis works.

Yeah, but that's more than I've ever been exposed to in the past. I think my head is going to explode.

Trust me, it won't. I decided to show you these strategies in Action so you could appreciate the reality of their success. It's not just theory or my saying they work; it's happening out there right now. However, as with anything of this nature, people know it works but only a select few have the initiative to put these strategies into practice. That's why I'm going to insist you get a Coach.

I think that's a great idea, Brad.

I want you to make a real commitment to carry through with what I've shown you. You know it works, don't you?

Sure, I've seen it. 51