FOCUS Thanks them, 2 questions – time is your most valuable asseet. Ice breaker – stand and find 2 people – preferabley people you dont know. Intorduce yourself – your business (or what you do) and what your intention is for this workshop – 8 mins Introduce the talk – 3 mins

IF YOU KEEP DOING WHAT YOUR DOING YOU WILL KEEP GETTING THE SAME RESULT!!!!

Ownership Accountable Responsible Are you ABOVE or BELOW the line?... Ownership Accountable Responsible Blame Excuses Denial Above and below the line. Blame, do pointing exercise. Excuses, how many have kids that are experts at this … where did they learn it from ? Denial … book titled, Denial is not a river in Egypt … Polite way of saying you’re lying to yourself. Above, point out OWN SHIP Accountable for Results Responsible for Actions – Tell the Attitude curve story and the driver cutting you up in traffic! Sell – Coaching builds your mental muscle so that you can handle the challenges in you business from a stronger mental stand point. IMPORTANT … Get agreement that everyone is willing to play above the line for today … Total 5 Mins

Wealth Creation Ladder Entrepreneur 6 Investor 5 Owner/Leader 4 Manager 3 Self Employed 2 Employee 1

THINK LIKE AN ENTREPRENEUR “ONCE YOU LEARN TO RUN ONE BUSINESS, THERE IS NO REASON WHY YOU CANT LEARN TO RUN MANY AT THE SAME TIME” Richard Branson Virgin Group

Business Growth Stages Vision Apprenticeship Start-Up Hard Yards Foundation Expansion Succession Exit INCOME PROFIT VALUE

There are 3 hats … INCOME PROFIT VALUATION Buying Decision   INCOME PROFIT VALUATION Buying Decision Client buys you Client buys team Client buys brand Opportunity Analysis Explore every opportunity Screen every opportunity Ignore most opportunities Market Size Existing Market (Red Ocean) Emerging New Market (Blue Ocean) Marketing Activity Person to Person sales Existing client upselling /leveraged sales Competitor Alliances.

Keep an eye out for the blue ocean 3 mins

The Power of Planning, and Written Goals… No Written or Verbal Goals or Plan Verbal Goals Written 3% 98% of wealth 27% 70% Only 3% of people have written goals and plans, these people account for 98% of the wealth. Time frame 25 years.

Invest in yourself

THINK BIG!!!!

Today is all about stretching yourself...

Business Growth Stages Vision Apprenticeship Start-Up Hard Yards Foundation Expansion Succession Exit INCOME PROFIT VALUE

DECISION MAKING MAJOR 85% MEDIUM 50% MINOR 25%

The Organisational Chart CEO Marketing Sales Operations IT and ADMIN Finance

Marketing – The Accounting view… Your accountant will teach you that Sales & Marketing is an: Why is it an expense? Should it be? In most cases yes! Why, because marketing campaigns do cost money because they were poorly conceived Do you know that 8 out of 10 ads do not work. In the book, the author states that he has seen an 2 ads for the same product where one ad sold 19 ½ time more than the other ad.. Expense

Marketing – The Entrepreneurs view… Investment Why do some marketing programs work and some do not? For every $ out, more $$$ should come in ... Why is this true for some businesses, but not for others?...

Building a Marketing Campaign… WHO?... Make a list of your Target Market segments, niche’s or groups ...

INCH WIDE AND A MILE DEEP The Power of a Niche INCH WIDE AND A MILE DEEP

SPECIALIST

THE MONEY IS IN THE NICHE!!

HOW TO MAKE MONEY FEED A STARVING CROWD

Learn to use the internet

Some examples www.secretsofasuperpt.com http://www.dankennedy.com/index.php/members http://www.sleepsense.net/assessment?gclid=CLnmoJ3iqqICFYcwpAodMGQCgg

Case Study – Ben Croft “In just 4 months I have more than 5000 people on my list. I have also developed a product that retails for more than $500 and I have already made more money than I did last year” Ben Croft Modern Methods Marketing

The Hopper - 1

The Hopper - 2

Build your list ATTENTION BRIBE RAPPORT ASK FOR THE SALE BUILD COMMUNITY AND ADD CHARACTER

CRACK FILLING THE HOPPER FIRST

GET ATTENTION

BRIBE

Case Study – Taki Moore – Get more clients 3 years ago I was on a salary of $45k per annum. Today I make more than this per month and almost all of this is profit. The funnel system that Andrew taught me back when he employed has paid dividends” – Taki Moore Get more clients

Use Squeeze pages...

Ways to get people to reach your squeeze page and build your list Client referrals PR Twitter Face book Google Ad words Joint Venture Linked in Blogging Other people’s websites Webinars and workshops Ebay You tube (show solar)

Give away something of value Ebook Video (camtasia) Record a webinar and give that away car advice.com Gift Private labels

NEEDS and WANTS Customers have… Ask, what is the difference between a NEED and a WANT … Use the example of the drill bit … actually want a hole, but need the drill bit to get the hole.

WANT NEED Discover what they ... and, sell them what they ... You must… Discover what they ... WANT and, sell them what they ... Thus you have to … Activity … table activity … list at least 7 wants that people come to you with in this business along with the NEED, or what you have to sell them … Activity … Table discussion … How do you truly discover what people need … ? NEED

Learn to write great copy

Build Rapport

LEARN TO SELL – ASK FOR THE SALE

ADVOCATE MEMBER CUSTOMER SHOPPER PROSPECT SUSPECT The Ladder of Loyalty ADVOCATE MEMBER CUSTOMER This is where you are ultimately aiming to get your very best customers. What is a raving fan and how does it differ from an advocate? SHOPPER PROSPECT SUSPECT

Build your community

Someone is a MEMBER if they have a… MEMBERS KIT and, they feel like they ... What can you do in your business to make someone a member? BELONG

Add character to your business

The greatest car sales person in the world During his fifteen year selling career, Joe sold 13,001 new cars and trucks, all at retail*. This record still has not been broken! *No fleet, wholesale or used vehicles. Audited by the accounting firm of Deloitte & Touche. Audit available upon request.

To Summarise ATTENTION BRIBE RAPPORT ASK FOR THE SALE BUILD COMMUNITY AND ADD CHARACTER

What do you choose to achieve in the next 5 years …? Your 90 Day Goals What do you choose to achieve in the next 5 years …? IVVM – Show Vision Book / Story of Jim Carey.

New Car ?

Holiday Home?

Weekend toy? A better commute to the office!

More free time?

What do you choose to achieve in the next 5 years …? Your 90 Day Goals What do you choose to achieve in the next 5 years …? What do you need to achieve in the next year to be on track … ? IVVM – Show Vision Book / Story of Jim Carey.

What do you choose to achieve in the next 3 years …? Your 90 Day Goals What do you choose to achieve in the next 3 years …? What do you need to achieve in the next year to be on track … ? What do you need to achieve in the next 90 days to be on target for your longer term goals … ? IVVM – Show Vision Book / Story of Jim Carey.

What really stops you living your dreams?...

Not Urgent & Not Important Urgent & Not Important Urgent & Important Time Mastery Not Urgent & Not Important Urgent & Not Important Urgent & Important Not Urgent but Important You can’t manage time – only the events and yourself better. Distraction – who would like to give examples – surfing the web, making tea, then phone call, playstation… Delusion – we haven’t made the right number of sales calls but OK will catch up tomorrow, in denial over what is really happening. Demand – things can creep into here if not managed they become urgent. Also you can get genuinely urgent issues which crop out eg customer or personnel Zone – these are the things which make real different in your business, setting goals, planning, systemisation, marketing strategies, understanding you team etc Where do you spend your time? As an Action coach help you to focus, on the zone and demand task through planning eg. Write out list before you go to bed, default diary ,delegation, are the things you are doing going to make you money or not? Do something today for ….. The Zone Demand Are you in the Zone? Delusion Distraction

Smart Goals S M A R T pecific easureable chievable esults imeframe

Things to consider when compiling your Plan Don’t commit to too much Include both personal and business goals Catch up weeks (2-3 per qtr) Balance and “you time” Rewards

Set / Write your Plan Time to get started now … It’s a first pass and you may need to refine your plan over the next week … Firstly break your goals down into smaller steps Then, add this to your one page plan Ask questions of the Coach if you need to …

Top 5 BFO's from today…

It’s time to write yourself a letter… To finish up… It’s time to write yourself a letter…

“No matter how tough you think you are, you can’t do this on your own…” Tiger Woods when discussing his Coach and Support Team

Behind every great winner…. FLIPCHART – 73% >5 touches …. 92% sales team give up before 5 ……… FEEDBACK FORMS – before we go into the next lot of secrets Is a world class coach!