Interview Different Peer “What are your… 5 years Personal Goals? 5 years Business Goals?”

Build Equity of $10 Million+ in 5 years to Work Less (Build Equity) Increase Profits 61% in 12 months & Build Equity of $10 Million+ in 5 years Effective Leadership to Work Less (Build Equity) Sessions 7-12 Growth Planning to Earn More Sessions 1-6 Leadership Accelerator Growth Accelerator 1

6 Keys that Open D.O.O.R.S to Earn More. Work Less!   Key #1: OPEN Your Mind – Think to Win Key #2: Dream – More Time & Money Key #3: Opportunities – Build on Those You Can Convert Key #4: Obstacles – Address Those You Can Control Key #5: Resources – Utilize Those You Have Now Key #6: Steps – Take Daily in Faith Take Steps Today that Build on Your Opportunities, Address Your Obstacles, Utilize Your Resources to Reach Your Dream of More Time & Money Manual Page 5

Manual Page 45

The Starting Point of All Achievement” CEO: Growth Accelerator – Session 2 Key #2: Dream (More Time & Money) Manual Pages 47 Chapter 5 “Desire – The Starting Point of All Achievement”

“Wishing will not bring riches “Wishing will not bring riches. But desiring riches with a state of mind that becomes an obsession, then planning definite ways and means to acquire riches, and backing those plans with persistence which does not recognize failure, will bring riches.”   “You may as well know, right here, that you can never have riches in great quantities, UNLESS you can work yourself into a white heat of DESIRE for money, and actually BELIEVE you will possess it. You may as well know, also that every great leader, from the dawn of civilization down to the present, was a dreamer.” Manual Page 47

Audio Earl Nightingale on Think and Grow Rich 5:30-10:05 7

To achieve my life purpose of _____ Why do I want money? What do I desire to own? Since money buys time, what do I want to do with your time? Manual Page 48

I have absolute faith that on _____ When do I want to achieve the money? Manual Page 49

How much money do I desire and I will possess $ _____   How much money do I desire and in what form (cash, revenue, net worth, etc.)? Manual Page 49

by serving those that can pay me to get the job done of _____   by serving those that can pay me to get the job done of _____ What you are willing and able to do for that money? Manual Page 50

unconditionally committed to giving up _____ For the money, I am unconditionally committed to giving up _____   What are you willing to give up for that money? Manual Page 50

But, I refuse to sacrifice _____ What are you not willing to give up?   What are you not willing to give up? Manual Page 51

Worksheet 1 Statement of Desire   To achieve my life purpose of__________________I have absolute faith that on December 31, 20____ , I will possess $____by serving those that can pay me to get the job done of_____________________________________. For the money, I am unconditionally committed to giving up_____________________________but, I refuse to sacrifice________________________________________. Manual Page 52

Manual Page 45

Destination – Climb to Your Desired Altitude CEO: Growth Accelerator – Session 2 Key #2: Dream (More Time & Money) Manual Pages 53 Chapter 6: Destination – Climb to Your Desired Altitude

“Lasting Company” Independence PEAK 3: Building a “Lasting Company” Independence PEAK 2: Developing a “Great Company” - Equity PEAK 1: Creating a “Good Company”- Self Employment Manual Page 54

P=Profit E=Economic Value A=Activity K=Keystone Manual Page 55

The 4 Disciplines of Execution: Achieving Your Wildly Important Goals “…must contain a clearly measureable result, as well as the date by which that result must be achieved…This from X to Y by when format recognizes where you are today, where you want to go, and the deadline for reaching that goal. As deceptively simple as this formula may seem, many leaders often struggle to translate their strategic concepts into a single from X to Y by when finish line. But once they’ve done it, both they and the teams they lead have gained tremendous clarity.” The 4 Disciplines of Execution: Achieving Your Wildly Important Goals Manual Page 56

Increase Profit from $ ________ to $__________ Worksheet 2 Business Destination   12 Month Destination Increase Profit from $ ________ to $__________ Increase Economic Value from $ _______ to $ ________ Decrease Activity from ________to ________ _______ Keystone of ______ from ________ to ________ Manual Page 57

Increase Profit from $ ________ to $__________ Worksheet 2 Business Destination   5 Year Destination Increase Profit from $ ________ to $__________ Increase Economic Value from $ _______ to $ ________ Decrease Activity from ________to ________ _______ Keystone of ______ from ________ to ________ Manual Page 57

Manual Page 45

Clarifying Your Purpose” CEO: Growth Accelerator – Session 2 Key #2: Dream (More Time & Money) Manual Pages 59 Chapter 7 “Job to be Done Clarifying Your Purpose”

Personal: “I believe that”   “I believe that this nation should commit itself to achieving the goal, before this decade is out, of landing a man on the moon and returning him safely to the earth.”  - President Kennedy Personal: “I believe that” Important: “should commit itself to achieving the goal” Length: “before this decade is out” Livelihood: “and returning him safely to the earth” Audience: “this nation” Results: “of landing a man on the moon” Manual Page 60

Manual Page 60

Who Has Money and What “Job to Be Done” Don’t Focus on Features   “ ...the entrepreneurial model does not start with a picture of the business to be created but of the customer for whom the business is to be created. It understands that without a clear picture of that customer, no business can succeed.” Follow the Money Who Has Money and What “Job to Be Done” Don’t Focus on Features Focus on Results / Benefits / “Job to be Done” Manual Page 61-63

Manual Page 61-63

Job to be Done – Your Purpose Worksheet 3 Job to be Done – Your Purpose  __________________(Name to be Personal) is committed to (Importance) serving _________________ (Audience) by ___________________(Results). In ______ years (Length), the organization will be a recognized __________________ (Livelihood to owner, employees & community). Manual Page 64

Sample   Otsego Lake Consulting is committed to serving the Catskill area small business owners by providing on-site guidance in protecting client data from intrusion and malicious users that jeopardize client relations and company profits. In 5 years, the organization will be a recognized as a top 10 provider of cyber security in upstate New York, compensating employees above fair wage and known for employee empowerment. Manual Page 64

Target Market for Next 12 Months Worksheet 4 Target Market for Next 12 Months A = Ideal Customers The customers who are the most approachable, convertable and profitable. They have high referral value. Manual Page 65

Manual Page 65

Target Market for Next 12 Months Worksheet 4 Target Market for Next 12 Months C = Unwanted Customers Customers who need to be let go   “Some clients can actually lose you money because they waste your time, adversely affect the way you treat other clients and make the time you spend in your business less enjoyable.” – Word Of Mouth Magic! by Martin Russell Manual Page 65

Target Market for Next 12 Months Worksheet 4 Target Market for Next 12 Months In the next 12 months, what are the specific results your “A” customers are paying you for? What problem(s) are you solving? What are the key adjectives that describe what makes you best, better or different from your true competition: Manual Page 65

Manual Page 45

Making Dollars - Drive 5 to Earn More CEO: Growth Accelerator – Session 2 Key #2: Dream (More Time & Money) Manual Pages 67 Chapter 8 Making Dollars - Drive 5 to Earn More

“Every Business Is The Same Inside” “Cash, Margin, Velocity, Growth, and Customers”   “In today’s world, no growth means lagging behind in a world that grows every day. If you don’t grow, competitors will eventually overtake you.” “But growth for its own sake doesn’t do any good. Growth has to be profitable and sustainable. You want growth to be accompanied by improved margins and velocity, and the cash generation must be able to keep pace.” Manual Page 67

Transactions/Customer Purchase Amount /Customer Customers X Transactions/Customer x Purchase Amount /Customer = Revenue 750 x 3.5 $267 = $700,875 Manual Page 68-71

Transactions/Customer Purchase Amount /Customer Customers X Transactions/Customer x Purchase Amount /Customer = Revenue Profit Margins $ Profit $ 750 x 3.5 $267 = $700,875 9.4% $65,882 Manual Page 68-71

Transactions/Customer Purchase Amount /Customer #5 Prospects x Conversion Rate = Customers X Transactions/Customer Purchase Amount /Customer Revenue Profit Margins $ Profit $ 7,500 x 10% = 750 3.5 $267 $700,875 9.4% $65,882 #2 #4 #3 #1 Manual Page 68-71

Purchase Amount/Customer Transactions/Customer Current Year 1 Prospects 7,500 10% → 8,250 x X Conversion Rate 10.0% 11.0% ⁼ Customers 750 Purchase Amount/Customer $267 $294 Transactions/Customer 3.5 3.9 Revenue $700,875 Profit Margin 9.4% 10.3% Profit $65,882 Growth in Profit   Manual Page 68-71

Purchase Amount/Customer Transactions/Customer Current Year 1 Prospects 7,500 10% → 8,250 x X Conversion Rate 10.0% 11.0% ⁼ Customers 750 Purchase Amount/Customer $267 $294 Transactions/Customer 3.5 3.9 Revenue $700,875 Profit Margin 9.4% 10.3% Profit $65,882 Growth in Profit   61% Increase Manual Page 68-71

Purchase Amount/Customer Current Year 1 Year 2 Year 3 Year 4 Year 5 Prospects 7,500 10% → 8,250 9,075 9,983 10,981 12,079 x X Conversion Rate 10.0% 11.0% 12.1% 13.3% 14.6% 16.1% ⁼ Customers 750 908 1,098 1,328 1,603 1,945 Purchase Amount/Customer $267 $294 $323 $355 $391 $430 Transactions/ Customer 3.5 3.9 4.2 4.7 5.1 5.6 Revenue $700,875 $1,026,151 $1,502,388 $2,199,646 $3,220,502 $4,715,137 Profit Margin 9.4% 10.3% 11.4% 12.5% 13.8% 15.1% Profit $65,882 $106,104 $170,882 $275,207 $443,223 $713,815 Growth in Profit   61% 159% 318% 573% 983% Numbers are rounded; verifying the math as it is written will yield different results. 983% Increase

“Know the Math, or No Money” Manual Page 70

Worksheet 5 Drive 5 to Earn More Manual Page 72

Manual Page 45

Audio Zig Ziglar on Goal Setting Part 1 46

Why Plans Fail - Align 5 to Work Less CEO: Growth Accelerator Key #3: Opportunities (Build on Those You Can Convert) Key #4: Obstacles (Address Those You Can Control) Manual Pages 75 Chapter 9 Why Plans Fail - Align 5 to Work Less

“A Fish Rots From the Head Down” Manual Page 75-80

Manual Page 81

What are the five areas that you can influence (control) weekly and are predictable to reaching your goals? Manual Page 81

Assessment Rating– Drive 5 to Earn More Worksheet 6 Assessment Rating– Drive 5 to Earn More   Rate each statement first on its importance for reaching your goals in the next year on a scale from 1 to 3 with 1 representing highest importance and 3 representing the lowest importance. Rate each statement on your current ability to implement on a scale from 1 to 3 with 1 representing nonexistent or ineffective implementation and 3 representing a complete, effective implementation. You can only have five “1s”, five “2s” and five “3s” for importance and the same number of each for implementation. Multiply these two numbers to obtain your priority. Circle the five lowest numbers to identify the most important that you are not implementing well. Manual Page 82

Assessment Rating– Align 5 to Work Less Worksheet 7 Assessment Rating– Align 5 to Work Less   Rate each statement first on its importance for reaching your goals in the next year on a scale from 1 to 3 with 1 representing highest importance and 3 representing the lowest importance. Rate each statement on your current ability to implement on a scale from 1 to 3 with 1 representing nonexistent or ineffective implementation and 3 representing a complete, effective implementation. You can only have five “1s”, five “2s” and five “3s” for importance and the same number of each for implementation. Multiply these two numbers to obtain your priority. Circle the five lowest numbers to identify the most important that you are not implementing well. Manual Page 83

Worksheet 8 & 9 Assessment Questions Manual Page 84-87

Top 5 Transformational Priorities Worksheet 10 Top 5 Transformational Priorities   Think in complete solitude. List ten areas that you believe that are within your control and would have the greatest impact on your twelve month goals of more time and money. Take the ten down to five. What are the five areas that you can influence (control) weekly and are predictable to reaching your goals? Manual Page 88

Chapter 10: Resources for More Money CEO: Growth Accelerator Key #5: Resources (Utilize Those You Have Now) Manual Pages 89-137 Chapter 10: Resources for More Money Chapter 11: Resources for More Time

Resources #1 #2 #9 #18 #24 #25 #28 #37 #38 #39 #44 #49 #58 #67 #70 #71 #76 #81 #87 #96 #104 #117 #118 #121 #140 #155 #157 #172 #180 #186 #213 #226 #310 #370 Manual Page 89-137

Action Steps Session Takeaways for Future Action Session Evaluation Top 2 Goals: Increase hours working ON business from __ to 2 Priority Items to be Completed by Next Session: Review Session 2 Materials Read 50% of Book “Emyth” Draft Worksheets 1-10 Review Session 2 Tools Session Takeaways for Future Action Session Evaluation Manual Page 145-147