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

Thanks for Coming

BluKoGroupSee You Next Time

TEAM BUILDING & LEADERSHIP 10th February, 2016