2015 group sample
TRANSCRIPT
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2015 Group Presentation Sample
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Group
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How We Develop
Adult Mind
Childhood Mind
Engagement by a Person
Engagement with Content
MammalianAmygdala Prefrontal Cortex
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Safety Unconditional respect Being listened to Clarity Permission Authentic attention Acknowledgement Trust Inclusion
Physical threat Fear/Anxiety/Guilt
Rejection/Exclusion Ambiguity & lack of clarity
Perceived unfairness Not being listened to
Sarcasm Being told how to think
Being judged
TriggersEach mindset has certain triggers that will stimulate it. Here is a list of them to help you identify in yourself when your mind
shifts and what may be the cause.
BlueRed
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The Key Behaviours of Leadership
1st Generation
2nd Generation
3rd Generation
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How we are Constrained1st Generation 2nd Generation 3rd Generation
Obedience Conformance Independence1819-1980s 1920s-???? 1980s-????
Leadership Style:
If you don’t do as you’re told you will be punished.
Leadership Mind State: Red
If you do as you’re told you will be supported.
Red
We will help you fully develop.Blue
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Ownership Accountable Responsible
Blame Excuses Denial
Are You Above or Below the Line?
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What Do I Want From Today?
Be as specific as you can.
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Setting Your Future
Start with the end in mind.
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The Definition of a Successful Business
A COMMERCIAL,
PROFITABLE, ENTERPRISE
THAT WORKS
WITHOUT YOU!
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The Six Steps to a Better Business
GROUP COACHING
GROUP & 1-2-1
EXECUTIVE COACHING
From chaos to control
Predictable cash flow
Systemise for efficiency
Structure for growth
Well oiled machine
Multiplication or acquisition
Massive ResultsMASTERY
NICHE
LEVERAGE
TEAM
SYNERGY
RESULTS
StabilityStability
CashCash
TimeTime
HappinessHappiness
FreedomFreedom
DiversificationDiversification
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Making Dreams Come True
1. Idealisation
2. Visualisation
3. Verbalisation
4. Materialisation
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What is Time?
• Everyone has the same amount of time:
• Each week = 168 hours, 10,080 minutes or 604,800 seconds.
• An average in our lifetime, we have 4,200 weeks.
• Time is a non-renewable source.
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The Skill / Importance Matrix
Importance
CHECKING POST & EMAILS
INVOICING & CREDIT CONTROL
CUSTOMER CARE
SALES & MARKETINGSk
ills
Home Fun - Handout
Low
High
High
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Time TargetNot Urgent & Not Important
Urgent & Not Important
Urgent & Important
Not Urgent But Important ZONE
Demand
Delusion
Distraction
WE HAVE APPROXIMATELY 4,200 WEEKS IN
OUR LIVES.
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Default Diary• What are the regular things you
have to do weekly?
• Fix them into a specific time
• All other tasks fit around the other tasks
• Follow your diary
• Start small and add more to it
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What KPIs are Needed in Your Business?
WHAT IS MEASURED
HOW OFTEN? WHAT DOES IT TELL YOU? HOW IS IT USED? COMMENTS/
ACTION PLAN
MARKETING & SALES
Leads Weekly Level of interested parties
Improved marketing
Target = 10 a week
FINANCIAL Profit Margin Monthly Profitability of business
How much money in the
pound is profit?
Increase margin to 60%
PEOPLE Absenteeism Daily Team productivity & moral
Increased performance
Action Plans for all employees
PRODUCTION No. of complaints Weekly % of dissatisfied customers
To improve service
Receive feedback on all deliveries
Home Fun - Email
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The Profit & Loss Statement
Records
• Sales/Income
• COGS/COS/Variable
• Gross Profit
• Fixed Expenses
• Net Profit 0
25
50
75
100
April May June July
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Successful MarketingThe rule of 10 by 10.
10 different ways of marketing providing 10% of new business = 100%
By having 10 different strategies you reduce the risk of damage to your business if some fail.
Think of your business as a platform supported by your marketing. 10 legs is more sturdy than 2 or 3.
10% 10%
10% 10%
10% 10%
10% 10%
10% 10%100%
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5 Ways Example4,000
x 25%
= 1000
x 2 x
£100 =
£200,000 x
25% =
£50,000.00
Number of Leads x
Conversion Rate =
No. of Customers x
No. of Transactions x
Average Sale =
Revenues x
Margin =
Profits
4,400 x
27.25% =
1,210 x
2.2 x
£110 =
£292,820 x
27.5% =
£80,525.50
X 10%
With a 10% increase in each area, that’s a 46% increase in your
revenue and a massive 61% increase
in your profits.
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What is a Belief?
A belief is something you hold to be true
Why are your beliefs so important?
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What are Your Beliefs?
Sales People
Customers.
Product / ServiceHandout 1
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4 Types of Sales People
1 The Order Taker
Waits for someone to ask if they can buy.
2 The Product Pusher
Talks about nothing but the product.
3 The Over Seller
Promises the world just to get a sale.
4 The Problem Solver
Helps the customer find what they need.
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Modalities
Visual - 40% Auditory - 20% Kinaesthetic - 40%
Handout 3
Why is this important?
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4 Steps to Learning
Unconscious Incompetence
Conscious Incompetence
Conscious Competence
Unconscious Competence
Awareness
Intention / Practise
Commitment
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DISC Profile
Dominant Results
Focused
Influential Fun
FocusedCompliant Accuracy Focused
Steady Status Quo
Focused
Outgoing
Reserved
TASK
PEOPLE
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Purpose StatementPermission
Process/Questions
Solutions
Agreement/Decisions
Investment
Action
Permission
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The Question Funnel
Who Where What When Why How
Play Dumb and
Dig Deep
Open Ended Specific
SOLUTIONS Temperature
Detail
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Feel, See, Hear
Felt, Saw, HeardFound
Objection Handling
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Do Your Customers Leave Feeling…
Or
Satisfied? Delighted?
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How can you give
Customers Something more than they
Expected!
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Good Customer Service is…
Proactive Don’t wait until there’s a problem to start taking care of your customers.
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Customers Leave Because
1% Death 3% Move House 5% Buy From a Friend 9% Sold by a Competitor 14% Product or Price
And 68%…BluKoGroup
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The Formula For Change
(D x V) + F > R Dissatisfaction Vision First Steps Resistance
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Question Softeners
Can I just ask…
By the way…
Incidentally…
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The Emotional Bank Account
Deposits Withdrawals
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You Are Building a…
Relationship And relationships need
communication.
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Remember…
True communication is the response you get.
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4 Different Customers
The Owners The business must serve them
by providing profits.
The Customers The business must serve them by
fulfilling their needs.
The Team The business must serve them by providing
recognition, rewards and a pay cheque.
The Suppliers The business must serve them by
paying bills.
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The Self-Focused Company
Executives
Middle Managers
Supervisors
Front-Line Staff
Customers
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What Gives Your Customers a Feeling of consistency?
How can you use this in your business?
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Keep on Getting Better Means
Innovate Time to start thinking
outside your mental box.
Box
You(Not in the box)
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Your Top Five
Can you list your top five A grade customers?
Can you list your top five C/D grade customers?
Where do YOU concentrate your customer service efforts?
1
2
4
6
7
5
3
8
9
10
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All customers have are
Needs & Wants
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Never Just Take an OrderAsk
QUESTIONS
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Home Fun - Bring Together The Last 4 Sessions
USP & Guarantee Building a Successful Marketing Campaign
Streetwise Marketing Sales Made Simple
List your top learning’s for each session.
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The WOW Effect
Value Added
Expectations Met
Expectations Not Met
Dissatisfied Satisfied Dazzled / Delighted
WH
AT /
RESU
LTS
OU
TCO
MES
PROCESS HOW WE DO THINGS HERE
Gone
Searching
Searching
At Risk
At Risk
At Risk
Loyal
Loyal
Advocate
Handout
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What is ONE thing you can do to
increase the WOW factor?
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Who Are Your Internal Customers?
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The Cycle of Business
You
Customers
TeamBusiness
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WIFLE / What I Feel Like Expressing
The rules for a WIFLE are as follows:
• Each person states what they feel like expressing.
• Each person has the right to say whatever they feel like without interruption.
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From chaos to control
Predictable cash flow
Systemise for efficiency
Structure for growth
Well oiled machine
Multiplication or acquisitionA commercial,
profitable, enterprise
that works
without you!
Six Steps to Massive Results
Massive ResultsMASTERY
NICHE
LEVERAGE
TEAM
SYNERGY
RESULTS
StabilityStability
CashCash
TimeTime
HappinessHappiness
FreedomFreedom
DiversificationDiversification
Handout 1
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What is Leverage?
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The Only 4 Ways to Leverage Your Business
Leverage Through…
People Systems MarketingFinance
Handout 2
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Keeping a Time Log• Record what YOU do with every
hour of your working day.
• Weekly - track the tasks you SPEND most time on that require least skill and you enjoy least.
• Either delegate or systemise these tasks to eventually remove yourself from the company.
Handout 7 & 8
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What are the top 3 things you’ve learned today?
We value your feedback.
Any questions?
Would you like a call with Patrick before the next session?
1. 2. 3.
S9 S10
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Thanks for Coming
BluKoGroupSee You Next Time
TEAM BUILDING & LEADERSHIP 10th February, 2016