1. 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

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

3. 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

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

5. 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

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

7. 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.

8. Keep an eye out for the blue ocean
3 mins

9. 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.

10. Invest in yourself

11. THINK BIG!!!!

12. Today is all about stretching yourself...

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

14. DECISION MAKING
MAJOR
85%
MEDIUM
50%
MINOR
25%

15. The Organisational Chart
CEO
Marketing
Sales
Operations
IT and ADMIN
Finance

16. 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

17. 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?...

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

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

20. SPECIALIST

21. THE MONEY IS IN THE NICHE!!

22. HOW TO MAKE MONEY
FEED A STARVING CROWD

23. Learn to use the internet

24. Some examples

25. 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

26. The Hopper - 1

27. The Hopper - 2

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

29. CRACK FILLING THE HOPPER FIRST

30. GET ATTENTION

32. BRIBE

33. 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

34. Use Squeeze pages...

35. 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)

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

37. 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.

38. 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

39. Learn to write great copy

40. Build Rapport

41. LEARN TO SELL – ASK FOR THE SALE

42. 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

43. Build your community

44. 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

45. Add character to your business

46. 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.

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

48. 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.

49. New
Car ?

50. Holiday Home?

51. Weekend toy?
A better commute to the office!

52. More free time?

53. 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.

54. 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.

55. What really stops you living your dreams?...

56. 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

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

58. 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

59. 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 …

60. Top 5 BFO's
from today…

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

62. “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

63. 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!