mastermind monthly - april 2014

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APRIL 2013MastermindMonthly

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MASTERMIND MONTHLY | January 2013 | 2

Welcome!DIARYDATES

MASTERMINDBONUS DAYS• MARCH 19TH - 20TH, 2013

MASTERMINDTHINKTANK• JUNE 17TH, 2013

• JUNE 20TH, 2013

• JUNE 21TH, 2013

MASTERMINDMASTERCLASS• JUNE 18TH - 19TH, 2013

ANNUAL SALES & CONVERSIONPOW WOW• JULY 22ND - 24TH, 2013

Hey everyone!

You have probably heard… the Dragon’s Den was simply fantastic. Truly, one of the best days in training I have ever experienced, and I know most shared the same sentiment. I have to extend a personal thanks and my deepest appreciation to the fellow Dragons – John Anderson, Kerwin Rae, James Darling and Fiona Mangano. All gave up their time from their businesses to give of themselves for the day.

The entrepreneurs who pitched are extraordinary people. We Dragons were simply blown away by their presence, their efforts and (in most cases!) the pitch. There were a couple of not-so-strong pitches, which led to full on conversations about how to make it strong, what business ideas to include and exclude and how to turn it into a viable business.

The audience was… outstanding! I added a twist to the day to make it more interesting. I’m not telling what it is, you will have to be at the next Dragon’s Den to learn what it is! – but it meant that everyone got to fully participate whether they pitched or they didn’t.

The charity breakfast on the first day was unfortunately a disappointment. 30 people emailed saying they would attend and only 16 people turned up on the day, so the charity was down dollars on the first morning. This ground was made up for over the next two days with the Dragon’s Den, and over $30,000 was raised in gifts, cash and mentoring.

Truly remarkable. My absolute heartfelt gratitude to the people who made this a success!

Sharon



My rant… and I have a few :) … is simple. (and if it doesn’t apply to you, don’t comment!)

Take responsibility. If you are in business, YOU are responsible for making it profitable. You have to sit at YOUR desk, figure out what to do that will lead to paying clients, and then do it.

Quit whining about how you don’t know what to do next! Yes, you do. Go network, get some pro bono clients, rock their worlds and then convert them. Shut up about ‘I don’t know where to start’. No, that’s not it. It’s that you don’t have the balls to start.

And quit looking for the next ‘whatever’ that will make it easier. It’s not getting easier. Success, hear me now!!! Is ALL uphill. Deal with it. Stick with it. Don’t blame me or anyone else when it doesn’t happen’. ‘It’ is just fine. It’s you who is not working IT, so take responsibility, and do something.

If you’re offended by this, it’s you I’m talking to. If you smile knowingly at this, it’s because you’re acting, so you know it’s not you :)

INSIDE THIS ISSUE

2 Welcome!

3 Monthly Rant

4 Sharon at the Traffic & Conversion Summit

6 Member’s Question

7 Creating an Engaging Brochure

9 Random Thought

10 Member of the Month

11 Conquering Mt. Everest

13 Cool Bits & Bobs For You to Explore

14 Giulian’s 5 Principles of Leadership

18 Webinars

19 Your Mentors

20 MasterMind Events

21 What’s Happening on Facebook

Monthly Rant



7.5

-1

FEATURE I SHARON PEARSON

LEVES OF LEADERSHIP IN BUSINESS

SOME FUN FACTS FOR BUSINESS SUCCESS...

ONE:

‘Having’ a business takes effort, lots of it, all the time

TWO:

Getting along with people is not the same as running a business

THREE:

Being busy meeting people who are never going to become clients is not a business

FOUR:

‘Practice’ sessions with fellow students will not attract clients

FIVE:

Momentum is vital for business success and you must generate it

SIX:

If you need people to hear about your problems, you’re probably struggling in your business

SEVEN:

If you think your problems are why you’re not succeeding, you’re wrong

EIGHT:

Leaders make things happen, not wait for othersto lead

NINE:

You can have reasons or you can have results, you cannot have both

TEN:

You do what it takes, not what suits

ELEVEN:

Nothing replaces genuine enthusiasm when it comes to growing a business

TWELVE:

Nothing builds self-esteem like accomplishment

THIRTEEN:

If you want to feel good about yourself, do stacks of stuff

FOURTEEN:

No one is doing good business with boring, hopeful people

FIFTEEN:

Good business is spending less time on solving problems and more time on building momentum

SIXTEEN:

Success eludes the person who won’t commit to completion

SEVENTEEN:

You’re either sucking the momentum out of the moment or adding to the



momentum – and if you’re on the fence, you’re sucking momentum

EIGHTEEN:

You can’t expect to win if you don’t turn up

NINETEEN:

Every winner has days when they wish no one was looking – winners carry the responsibility of turning it around

TWENTY:

Successful people hold themselves up to a higher standard than anyone else

TWENTY-ONE:

Successful people don’t have to get told what every step is because they’re having a go at figuring it out

TWENTY-TWO:

Successful people have tangible goals they commit to achieve

TWENTY-THREE:

Successful people take responsibility all the time for everything

TWENTY-FOUR:

It’s hard to be a success if you’re busy blaming others for the lack of it

TWENTY-FIVE:

No one is interested in hearing about your complaints

TWENTY-SIX:

Help people succeed, today

TWENTY-SEVEN:

If you have to complain, you are the weakest link

TWENTY-EIGHT:

Do what needs to be done, today

TWENTY-NINE:

If you’re not excited, don’t expect me to be

THIRTY:

If you need motivating, go away

THIRTY-ONE:

If you need reminding that this matters, go away

THIRTY-TWO:

You won’t attract what you want, you’ll attract who you are

THIRTY-THREE:

Followers are waiting for you to show the way, so do something

THIRTY-FOUR:

You can tell when you’re on the road to success – it’s all uphill

THIRTY-FIVE:

If you want ‘pleasant’, have relationships – if you want results, take action

THRITY-SIX:ALL OF THIS MAY NOT BE TRUE, BUT IF IT HELPS, JUST DO THAT.

As a business owner, you need to be across these ideas – from Five Levels of Leadership by John Maxwell – and they need to be how you do your business every day.



Don’t be the person who has to be reminded, just get on with it, and it becomes more natural and becomes more obvious as you succeed.

Business success is statistic-defying. Most small businesses with fail. The stats are the stats, and to defy them, you have to do what THE MAJORITY OF BUSINESS OWNERS are not doing.

You HAVE to zig when they zag.

Anyone can blame, justify, excuse and complain. That is what the majority of people do. It’s the small percentage of success stories who are doing something else. And adding value. And able to define and create the business they want on their terms.

YOU HAVE THE TOOLS TO DO THIS. SHARE THIS MESSAGE. IT JUST MAY HELP A BUSINESS OWNER WHO NEEDS TO HEAR IT!

Sharon

“YOURTHOUGHT

STRENGTHEN YOUR CORE THROUGH ‘SELF’ AND ‘OTHERS’ TO DEVELOP YOUR LEADERSHIP SKILLS AND HELP THOSE AT THE OPEN DOOR TO WALK THROUGH WITH PURPOSE AND A WILLINGNESS TO TRANSFORM.

ANNIE MARTINMASTERMIND THINKTANK

”



IT IS IMPOSSIBLE AND UNWISE THAT YOU COMPLETE ALL OF JOBS IN YOUR BUSINESS ON YOUR OWN.

Instead you need to concentrate on the activities that are directly linked to actively marketing and sales.

So here are a few rules that are good to live by.

ANY NEW IDEAS, SHOULD BE EITHER:• Diarize you should either to complete

it within the next 90 Days; OR

• Delegate the task to someone else to do (VA or Out-Task or Out-Source to Elance.com or Odesk.com) OR

• Do it – stop procrastinating and get it done; OR

• Delete the Idea if it is not profitable nor fits in with your vision;

PLUS, establish as a general rule, some other tips:

• Project Development - schedule weekly project development days where you implement activities that are critical to your business growth;

• Marketing - as a general rule of thumb, daily, you should consistently complete at least 2.5 - 4 hours of marketing;

Once you start applying rules and standards you will find your productivity will improve as you become more streamlined in your approach to running your business.

Ilse

MEMBER’S QUESTION

QUESTION:HOW DO I MANAGE ALL THE JOBS

THAT I NEED TO DO?

ANSWER:



FROM THE EXPERT I OWEN COPE

RECIPROCAL RELATIONSHIPSIN BUSINESS

A KEY MODEL IN THE MASTERMIND PROGRAM THAT YOU ARE ALL FAMILIAR WITH IS ESIP – ENVIRONMENT THE WHY, STRUCTURE THE WHAT, IMPLEMENTATION THE HOW AND PEOPLE THE WHO.

ON ONE END OF THE ESIP SPECTRUM, THE ENVIRONMENT IS CRITICAL TO SET THE STANDARDS, BENCHMARK AND DIRECTION OF THE BUSINESS. AT THE OTHER END THERE ARE PEOPLE - WITHOUT WHICH NOTHING HAPPENS.

Right now some of you may be a business of one, others may be a business of some and others a business of many – in any case, each of you have a business that contains people that require management, development and leadership.

How you manage your relationships in your business will be a reflection of how your business will be perceived in your community.

Even if you’re a business of one, the quality of the relationship you have with yourself will impact how others perceive your business. If you take yourself seriously, so will your market and community. If you invest in your own development, your market and community will value the investment they have made in your program, product or service. If you are a leader in your own life and take responsibility for your actions, behaviours, and outcomes, then your market and community will perceive you as a leader worth following. In essence, your ability to manage, develop and lead others starts with your ability to manage, develop and lead yourself!

Throughout my career I’ve managed all sizes of teams from a team of 2 to a team of 40, spanning junior team members through to senior leaders of a global organisation. In the consulting world things move at a fast pace, everything needs to be done yesterday – there are tight deadlines, tight budgets and limited resources to achieve ambitious outcomes. The key to being successful in an environment of that nature is high quality relationships.



Now, in my current business I employ a team of virtual assistants based in the Philippines. For the last two and half years this team of highly dedicated, capable and creative team members have produced some great initiatives. Their work conditions can be challenging at times – electrical brownouts impacting connectivity, changing living conditions outside of their control, and sharing of technical infrastructure to name a few...not to mention cyclones and the occasional flooding!

Therefore, it is critical to take the time to get to know each team member, the environment they’re working in and what matters to them in terms of their personal growth and development.

Here’s what I’ve learnt over that time managing an array of teams, that you too can apply in your own businesses, first starting with yourself, and then extending to your clients, colleagues, team members and suppliers.



TREAT PEOPLE AS PEOPLEIn business, people are quite often referred to as ‘resources’, which in one sense they are. Flip the coin over however, and you will see that they are also human, and as a human they have feelings, their own minds and a life of their own outside of the business. This does not mean that you need to buy into all the stuff going on in their lives. Simply remember this to be the case, and recognise and accept that also may have a different way of managing their own lives to you, that you are not responsible for fixing.

LOOK AFTER YOUR TEAMGratitude goes a long way in business. It can be expressed in a variety of forms – actions, financial rewards, non-financial rewards, or support. No matter how big or small your business may be…people matter. Remember that sometimes just a simple “Thank You” can go a long way!

CREATE OPPORTUNITIESCreating a safe space for people to operate in is important, as is ensuring there are opportunities available to all team members to challenge their way of being and thinking. If your people are growing, your business is growing – it’s as simple as that!

They may seem simple yet surprisingly in business in our endeavours to be successful and get results we can at times overlook some of these basics in business. There is not one business that has been able to rise or fall without people being involved. People are the backbone of any business.

As you grow your business take the time to get clear on how you want to be in business in your approach to managing, developing and leading people.

Set the standards for you that best represent who you are, what you stand for and what your business represents so there is congruency at all levels of your business in every interaction.

YOUR BUSINESS IS A REFLECTION OF YOU SO THE RELATIONSHIP YOU HAVE WITH YOURSELF WILL BE REFLECTED IN THE QUALITY OF RELATIONSHIPS YOU HAVE WITH OTHERS AND OTHERS WITH YOUR BUSINESS.

Owen



THERE’S BEEN A LOT OF TALK ABOUT BUILDING THE CAMPFIRE RECENTLY, WHICH IS GREAT.

‘BUILDING THE CAMPFIRE’ IS ABOUT COMMITTING TO, AND THEN ACTING IN SUCH AS WAY THAT THE PEOPLE IN A TRIBE FEEL BETTER FOR BEING THERE BECAUSE OF WHAT YOU DID.It’s about contributing to the conversation, the mindset and the decision making of the tribe you’re with. Whenever I’m a member of a group I add value where I can, and back up the conversation that’s going on with my own comments or insights.

We are all better for being a part of something bigger than ourselves. We are

all stronger for having contributed to someone’s journey. We are all improved by what we give, not by what we get.

There’s a story I sometimes tell about a game you can play. The goal is to achieve as many ‘pulls’ as you can. You take someone’s hand as if you’re going to shake hands. You must pull their hand towards you as many times as you can – called ‘pulls’ – and it’s the first person to get to 100 ‘pulls’.

The game can take a while, as people of equal strength can be pulling each other’s hands towards them and neither can succeed in getting the other person’s hand all the way over to their side.

THERE IS, OF COURSE, ANOTHER WAY…

Sharon

MEMBER’S QUESTION

QUESTION:HOW DO I BUILD MY CAMPFIRE?

ANSWER:



INSIDE SCOOP I SHARON PEARSON

HOW A CONSULTATIVE SALESPIPELINE LOOKSI started out in sales selling stuffed toys and books going door to door. It was just awful, and the best foundation for sales training anyone could have. The best ‘no’ was a ‘no’ AS I walked into the office or store, not once I had presented everything, and explained everything and had them ‘um’ and ‘ah’ over everything.

I ALSO LEARNED THAT SALES IS, IN SOME WAYS, A NUMBERS GAME. AND I LEARNED THAT IN SOME WAYS IT’S NOT A NUMBERS GAME.

Yes, you have to get in front of enough people. And yes, you need to make sure they’re the right people – people who may buy and can afford to do so.

But you also need to understand the psychology of that conversation as well. Remember, I only had minutes, sometimes less, to show them that this toy was what they wanted.

Which meant I couldn’t just rely on the toy selling itself. It never did!

I would have to rely on being who I needed to be, in that moment, for them to connect with what I was offering. I had to bring attentiveness, patience, (even though I had

said those lines thousands of times). I had to show delight in what they were discovering about the toy, again, even though I had imported the thing myself, bought it and had to sell it to get a return on the investment.

I LEARNED QUICKLY THAT NO ONE WAS INTERESTED IN MY STORY, UNLESS MY STORY SOMEHOW RELATED TO THEM AND THEIR STORY.I learned that people love a story that gives them a reason to join in. it’s something in us that I have come to recognize as probably the most important attribute we share as buyers – we want to belong MORE THAN ANYTHING.

So I would tell them how I had imported to the toy and my friends had gone nuts for them. How my family bought them. (ALL true!). How this was my own business and I was determined to make a go of it. That my delight and other people’s delight in these toys meant I just HAD to share the toy with THEM, TODAY, because, well, how could anyone miss out?



I turned over $1,000,000 in my first year in business for myself, at the age of 23. Not a story I tell often, I know. But door to door sales was literally the making of my resilience, flexibility, intensity and concentration when it comes to sales. When you have less than five minutes to either do business or not do business, you tend to develop some skills!

And if I didn’t sell anything in that building, I would have to find another, often in the heat of Perth’s summer, all day, YES, all day, until I had made at least $100 for the day and the team had all made $100 for the day, which meant I made the same amount as tars…hem, which meant with a team of ten I was making around $1,000 a day, at 23,

because I focused, concentrated, learned, and set the example.

So much of who I am was shaped then. From that, I went onto higher price points. The jump in numbers does not change the maths. You must see enough people. Have something they want. Be able to present it in such a way that they want it, but are really buying you, and do it enough times that your business grows. That’s what I do. That’s what I’ve done for years.

The Bruce Lee saying is very true for me – 10,000 kicks? Nope. 1 kick, 10,000 times. And this is the summary of those efforts, over and over again, for years.

Sharon



STEP 1HAVE SOMETHING OF HUGE TRANSFORMATIONAL VALUE

STEP 2 - ASK:1. DOES THE MARKET YOU’RE CONSIDERING GET THAT IT’S VALUABLE?

2. CAN THEY AFFORD IT AS A ‘NO-BRAINER’?

3. WILL THEY ACTUALLY APPLY IT?

4. WILL THEY BENEFIT FROM THIS?

STEP 3CAPTURE THE LEADS OF PEOPLE WHO NEED HELP, NOT WHO JUST LIKE YOU

STEP 4PROVIDE THEM WITH VALUE BEFORE THEY BUY

STEP 5SHOW THEM YOU ARE AN EXPERT IN THIS AREA & THAT OTHERS HAVE RELIED ON

YOUR FOR THEIR SOLUTION

STEP 6PROVIDE A CONSULTATIVE SALES CONVERSATION WHERE THEIR NEED IS

MATCHED TO WHAT YOU DO & LET THEM DECIDE IF YOU’RE A MATCH



COOL BITS AND BOBS

FOR YOU TO EXPLORE...

HTTP://WWW.YOUTUBE.COM/WATCH?V=CFDCZN7RYBW&FEATURE=YOUTU.BE

Awesome animation describing the Universal Principles of Persuasion based on the research of Robert Cialdini.

HTTP://WWW.GLOBAL-BENCHMARK.COM/RESEARCH-PROJECTS/SOCIAL-MEDIA-BENCHMARK/SOCIAL-MEDIA-BENCHMARK-WAVE-THREE/

The Social Media Benchmark wave three survey is currently open for participation. The key areas of investigation are: social media guidelines and policies, testing, learning and experimentation, internal communication and collaboration, and mobile.



UPCOMING

WEBINARSUPCOMING

WEBINARS

MONDAY, 8 APRIL 20135PM-6PM

MASTERMIND HOTSEAT WITH SHARON PEARSON

TUESDAY, 23 APRIL 20134PM-5PM

MASTERMIND Q&A SESSION WITH SHARON PEARSON

TUESDAY, 23APRIL 20135PM-6PM

MASTERMIND NEED2KNOW WITH SHARON PEARSON

VISIT THE MEMBERS SITE TO ACCESS THIS MONTH’S WEBINARS

HTTP://MEMBERS.SMALLBUSINESSACADEMY.COM.AU

VISIT THE MEMBERS SITE TO ACCESS THIS MONTH’S WEBINARS

HTTP://MEMBERS.SMALLBUSINESSACADEMY.COM.AU

http://members.smallbusinessacademy.com.au

http://members.smallbusinessacademy.com.au



YOURMENTORS

CLARE COPE

YOURMENTORS

ISLE STRAUSS

To access these mentors email mmmentor@

thecoachinginstitute.com.auto request time with a mentor!

OWEN COPE

mailto:[email protected]






JAMES MCCRACKEN WAS OUR FIRST ENTREPRENEUR TO PITCH TO THE PANEL OF DRAGONS… RESULT: SUCCESSFUL PITCH TO THE SUM OF $500 TO CHARITY.

And we have another DONE deal! Tom Karamzalis's solved a problem for people with money and got a triple yes FROM THE DRAGONS with $5,000 to charity!

Tim Bishop held us captivated and moved with his compassionate, heartfelt mission. great pitch tim!!

MASTERMINDDRAGON’S DEN

https://www.facebook.com/tom.karamzalis?group_id=147199445363687

https://www.facebook.com/tom.karamzalis?group_id=147199445363687

https://www.facebook.com/beingbishop?group_id=147199445363687

https://www.facebook.com/beingbishop?group_id=147199445363687



Alfred Cardamone deep in the dragon's den.. such an insightful

day, instant quality feedback from proven entrepreneurs all while raising

money for charity!

UPCOMING EVENTSMASTERMIND THINKTANK JUNE 17TH, 20TH, 21ST, 2013

MASTERMIND MASTERCLASS JUNE 18TH - 19TH, 2013

ANNUAL SALES & CONVERSION POW WOW JULY 22ND - 24TH, 2013

https://www.facebook.com/alfred.cardamone?group_id=147199445363687

https://www.facebook.com/alfred.cardamone?group_id=147199445363687



WHAT’S HAPPENING ON FACEBOOK

C A M E R O N BROWN I REMEMBER BACK IN THE 5 DAY CLOSED DOOR EVENT AND THE BELIEFS AROUND THE $50K IN 90 DAYS BEING A HUGE NUMBER...

So to smash that number in the last 7 weeks alone is a pretty fuckin' awesome feeling!! - Massive gratitude to Sharon, Clare, Joe & Alice for their knowledge & support on my journey :-)

G E N E V I E V E MATTHEWSNOV 5 DAY CLOSED D O O R , L I F E CHANGED.

Commi t t ed t o 50K Hotseat challenge by end March and then...

discovered the true meaning of so many of SP's mantra/motto's/tools below. Key learnings - focus beyond the money and serve, love and trust yourself every step of

the way, be ecological, have fun, work bloody hard, no matter how good the party is in your head, if you're not out doing the do, meeting people, talking, saying yes and doing MORE, then it's no party. 50K of new business c o n t r a c t e d w i t h t w o l a r g e

contracts and one small which is a massive UTM speaking gig for 9 April, which will hopefully be the start of something very special. Thank you TCI, and to my fellow MM'ers for your incredible support and inspiration along the way.

THE JOURNEY HAS JUST BEGUN! XXX

TOM KARAMZALIS ROI - last year, traditional advertising at one of my developments. . . you know, newspapaers, maildrops, online ads, all the good, really expensive stuff. spend circa $30,000for about 50 leads. say $600/lead.

https://www.facebook.com/askcameron




https://www.facebook.com/sharon.pearson.31?group_id=147199445363687

https://www.facebook.com/sharon.pearson.31?group_id=147199445363687

https://www.facebook.com/clarecope?group_id=147199445363687

https://www.facebook.com/clarecope?group_id=147199445363687

https://www.facebook.com/joe.pane2?group_id=147199445363687

https://www.facebook.com/joe.pane2?group_id=147199445363687

https://www.facebook.com/alice.haemmerle?group_id=147199445363687

https://www.facebook.com/alice.haemmerle?group_id=147199445363687

https://www.facebook.com/genevieve.maher




https://www.facebook.com/tom.karamzalis






Last week, FB campaign for the same project, circa 60 likes, costs...you guessed it...around $200 BUCKS.

Should have enrolled in MM last year, would have been able to pay with it with last years advertising spend and generated a couple of thousand leads t boot!!!

AND THEN I REMEMBERED..."THERE IS N O F A I L U R E T H E R E I S O N LY FEEDBACK!!!"

NICHOLAS TANGYes!!! Closing the quarter with 50k+ in sales

M E L I S S A MCGINNESS W O W, W H AT A WEEK.!!.!! I SIGN A CONTRACT TWO WEEKS AGO AND THIS WEEK THEY WANT MORE.

The HOW is important.!!! This small business was one client away from closing the doors, and with step by step guidance they came back stronger than ever and double their clients in one week. Total Coolness

“RANDOMTHOUGHT

IF YOU ARE INTERESTED, YOU’LL DO WHAT’S CONVENIENTIF YOU ARE COMMITTED, YOU’LL DO WHATEVER IT TAKES.JOHN ASSARAF

”

https://www.facebook.com/nicholas.tang.7927

https://www.facebook.com/nicholas.tang.7927

https://www.facebook.com/Stimmels






SMALL BUSINESS

ACADEMY

mastermind monthly - april 2014

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dragons den

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extraordinary people

fellow dragons john

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