Authoritti5.0 Magazine - Issue #42 by Authoritti5.0 Magazine

THE MAGAZINE COACHES & CONSULTANTS HAVE BEEN WAITING FOR! JUNE 2021 | ISSUE #42

5 Steps for Prospecting Sales and Staying Positive

Take AIM!

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The Power of LinkedIn Hashtags

Page 34 3 Powerful Ways to Get In Touch With Your True Self

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How to make a video podcast?

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The power of your Unique Self

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Gina Riley BEING YOUR UNIQUE SELF

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EDITOR

By Mary Henderson | Photos by Mauro Palmieri Back in 2012, I embarked on the greatest challenge of my life - finding me. I know it sounds so cliche but it truly was life changing. I was mentored by a Professor in Philosophy from Oxford University and his goal was to help me find my TRUE SELF. It was life changing. During that intense 12 month period, I unpeeled so many layers of the FALSE me to get to my UNIQUENESS and what I found changed the trajectory of my life. I write this today with my eyes and heart wide open because when we do the inner work, we find the exact opposite to what we see in the mirror.

This week my friend Rajeev Daswani said to me “Mary, the breath you take in is actually experiencing your body, not the other way around”. WOW! That blew me away because as I sat quietly on my bed that evening, I started a deep relationship with my breath and felt it experiencing every cell that makes up my body, my mind and my spirit. In other words - my UNIQUENESS. In my work, I spend a lot of time turning my clients’ internal inventory into their bespoke methodology and 100% of the time, they are all in awe of what their knowledge, wisdom and skillset is capable of solving. These are humans who are turning their uniqueness into a serious business. They all have one common theme - they are ready to serve on a global scale because their mission is their ultimate driver.

Remember, you have this too. This issue is about YOU. It’s about knowing that you are more than your body and job title. That is why I invited Gina Riley to be on the June cover. Gina is a Career Transition Coach and works with Senior Executives and helps them turn their personal and professional experience into a story that gets them top jobs. She understands how to turn a persons uniqueness and turn it into a Hollywood blockbuster. Gina, is in one word, EXTRAORDINARY. Enjoy this issue!

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CONTENTS 2 EDITOR'S NOTE 4 COVER STORY 15 BUSINESS: ANGELA VITHOULKAS 7.9 Billion People In The World, What’s Your USP? 17 MINDFULNESS: FALGUNI KATIRA 3 Powerful Ways to Get In Touch With Your True Self 21 GROWING, SCALING, AND IMPROVING YOUR BUSINESS: JOHN KNOTTS How to Grow, Scale, and Improve Your Business

48 MANIFESTATION: MARIA DAVIS Psst . . . Come closer. Summon your magical powers. 51 EMOTIONS: OMOZUA AMEZE ISIRAMEN Reach your destination by confronting your emotions 55 TOOLBOX: JAN SANTOS How to make a video podcast? 58 BUSINESS TOOLS 59 PODCAST OF THE WEEK

23 CAREER TRANSITION: GINA RILEY How Your Next Executive Role Finds You With Shantanu Gupta, CEO, Cascade Systems Technology

60 SUBSCRIBE TO AUTHORITY5.0 MAGAZINE

34 LINKEDIN: JILLIAN_BULLOCK The Power of LinkedIn Hashtags – Part 1 - Your News Feed

62 ADVERTISEMENT

37 COPYWRITING: LEE ROWLEY Take AIM! Part 1 - Introduction

61 TUNE IN TO THE AUTHORITY5.0 PODCAST

64 PROMO

41 PERSONAL DEVELOPMENT: LOUISE TAYLOR The power of your Unique Self 45 SALES: PAUL HIGGINS 5 Steps for Prospecting Sales and Staying Positive AUTHORITTI5.0 MAGAZINE |

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COVER STORY

Written by Mary Henderson Professional photos by Brian McDonnell, BMAC Studios

Mary

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“I can get the right questions out there, so I can get the right information, and I’ll pull the right stories that will land with these decision makers.”

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She has 25 years of experience from small business to Fortune 50 companies. She has a master’s degree in whole systems design and has held positions in recruitment management of a 500-student intern program, has worked on M and A initiatives, and has served as an HR business consultant to several executive teams. She has developed, designed, and delivered training programs on a wide variety of topics. She’s a sought-after speaker for her thought leadership and expertise in the area of professional networking and career development, and is becoming a household personal brand on LinkedIn. Let’s get straight into this interview because I know there are so many questions I want to ask. I want to start by asking you, Gina, how did you become a serial storyteller?

I’ve seen you in action and this truly is an art form. You’re a content contributor, obviously, to Authoritti5.0 magazine, and your articles are outstanding. Where did the origin of your storytelling gift start? Gina Oh goodness. Where did it start? I would say I’ve always been an orator. I’ve always liked to hone the art of speaking. My career journey began when I was in high school. I was 15 or 16 years old, and I had opportunities to go to leadership development programs and really start to have my mind awakened by the idea of effective communication. That led me to choosing organizational communication as my major in college. I have always felt that honing the message is one of the most important parts of getting people’s attention, and I’ve always liked to get that attention and grab it and keep it. And the best way to do that is to provide a succinct story that takes people on a journey and gets there quickly. Mary Yes, I agree. You know, as a career transition coach, you’ve clearly got a specific model and a methodology to help people uncover their unique value proposition. So I’m guessing that, as part of that storytelling, your zoning in on somebody’s story is actually understanding what their uniqueness is. You know, I come from a world of sales and marketing, where it’s vital to clarify the value proposition with absolute precision and integrity to send a clear message out into the world. I think it’s similar when any leader is in career transition. So in your mind’s eye, based on the angle of storytelling, what does this proposition include and why do you believe so strongly in this specific process? Gina That’s a great question because what you’re tying this to directly is how a business is going to position itself through its marketing strategies, and how it’s going to connect with a consumer of that product or service. AUTHORITTI5.0 MAGAZINE |

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And I treat each of my clients in the same way. I help them construct their storytelling so they can get from point A to point B in a quick manner in telling that story and explaining the unique value proposition. What are those components you have to fill in: how you do what you, why you do what you do, and how that connects with your target audience. And if you’re a job seeker, who’s your target? Your target is the decision makers, and they come at a variety of different levels. And so what I’m training my clients to do is think about what each layer of the decision makers looks like. Some are gatekeeping decision makers, a first-line recruiter with maybe a little less experience who is still a decision maker. What stories do those people need to hear? That’s different from the next level of decision maker, and then potentially an executive team or board of directors is different. You have to be able to take your story and use it like an accordion, just stretch it out and tell the story and breathe life into it in different ways so that you can connect with the people who are going to make that decision about you.

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Mary You know, I love that analogy of the accordion, because I immediately thought of the saying “knowledge is power when applied,” right? It made me wonder just for that very moment, how many people in the world actually understand the power of storytelling in our past, present, and future? How many have used it to their advantage, leaving other people wondering “How do they always get that job, but I never do?” Have they actually understood that particular knowledge that you are an expert in, have they applied it, and actually gotten the result that they wanted? So this is strategic and deliberate, right? Gina This is very strategic and deliberate. You’re making me think of two different pieces of this. One is you absolutely need to own your story. By that I mean, your career story – how did you get from point A to point B to point C? Can you communicate it clearly? And not only are you telling your career journey, but you are talking about the key results that you delivered along the way. The most important thing that you need to be

doing next is asking the right questions of your key decision makers. What problems are they trying to solve? What are you most curious about when you’re asking those questions? You’re uncovering and tapping into the real issue, so that you can go back and pull the right stories out that will land with that key decision maker. And unless you feel rock solid on your stories, you get locked up into the question of “What am I going to say next?” But if you’re curious, you don’t have to worry anymore because now you’re thinking, “I can get the right questions out there, so I can get the right information, and I’ll pull the right stories that will land with these decision makers.” Mary I just love that! You know, what I’ve never understood is the notion of a résumé, which essentially is transactional. I think people approach their résumé as a transaction, but that black printed white paper is not me. Why haven’t corporations embraced, for example, video résumés? Wouldn’t it make more sense to get a feeling of how a person is able to articulate themselves or talk about their

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If you want a different outcome in life, you have to upskill, you have to learn something different, challenge your paradigm, do something different to see a new reality or be challenged by a new reality.

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specialization or how they believe they can solve a problem within an organization? Is this just wishful thinking, or will it have to happen moving forward, now that working from home is normal? Gina That’s a really interesting question that I haven’t thought of. Because I sit sort of at that convergence of executive search career coaching and teaching interview skills training inside of corporate, when I go to market and I put a job out there, I could have as many as 800 applicants for one COO job. That is not humanly possible with that many. I have to be able to quickly skim something and put people in a bucket. These are the people I’m going to call first out of 800 people. Can we possibly create a funnel to effectively put the people in that bucket that might get a call, have them on standby with some kind of a link that takes me to a résumé that’s a video? I could see that happening, but the reality is there are too many applicants for many of the job postings that are out there. And part of it is because it’s so easy to apply that everyone thinks that maybe they’ll have a shot at that. But there’s somebody on the other end, a human, doing their best to put the people that they need to call in that “to call” pile. And I think watching a video might actually take too much time on the front end. Mary There are so many senior executives unemployed at the moment on a global scale, and that means that they may end up having a very long gap of unemployment. I think this is a really big problem. And you just sort of supported that by saying that you’ve had as many as 800 applicants for one job. I think that that will almost double moving forward, because of this vulnerable situation that every country, every industry, and every silo is facing at the moment. So what advice would you give these senior-level people? How should they be filling up their time and keeping their skills sharp in the meantime? Gina Well, keeping skills sharp is one aspect, but which skills are you going to keep sharp? If you’re relatively okay, treading water in your job, things are all right, that’s the time to actually start laying out a strategy and a plan for what your future could look like. In that case, I would start with mentors and sponsors. AUTHORITTI5.0 MAGAZINE |

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What kind of support network can you build around you to advise you in different functional areas of expertise? From there, you can start to figure out and map out what those target roles are for your future. And it shouldn’t just be one target role; it should be probably a couple of different kinds of roles and then have your support team help you figure out where your gaps are. If you have few technical or functional gaps in your areas of expertise as a marketing leader, but you’re missing one or two components, that might shut you out from a senior leadership process. What do you need to do to fill in that gap? Or there could be behavioral aspects or leadership aspects that you have a gap in, and you need to have honest people around you who are willing to tell you and speak the truth so that you can go and fill in those gaps because senior leaders have to have leadership skills. Mary The World Economic Forum has actually stated that, “On average, employees will need 101 days of retraining and upskilling in the period up to 2022. Emerging skills gaps – both among individual workers and among companies’ senior leadership

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may significantly obstruct organizations’ transformation management.” My question to you, as an expert in this space, is how do employees find 101 days within the next 19 months? What has to happen in 101 days when you consider that there are only 365 days in a year? Gina Yes. Correct. I want to break this down because it’s applicable to everybody, regardless of whether they’re a CEO or a business owner. This is where upskilling comes into play. Remember that insanity is doing the same thing over and over and expecting different results. If you want a different outcome in life, you have to upskill, you have to learn something different, challenge your paradigm, do something different to see a new reality or be challenged by a new reality. And I think what happens for most of us is that we stay in our comfort zone because it’s organized and comfortable. If things don’t go well, we start to blame or point the finger. We deny our responsibility because how dare something being wrong with us? So I look at that quote and that revelation from the World Economic Forum, not

as an actual 101 days. To me, it speaks volumes saying you have to change within the next 19 months in order to be relevant. What are you going to do to upskill? Which is exactly what you were just saying, but it’s understanding what skills, right? And you understand the skills by talking to the people who are in the jobs. Now, what you’re also saying is those jobs are incrementally getting more challenging or different and have differentiating aspects to them even as we speak. But your best shot is to talk to the people who are in the roles now. Mary Let’s talk about leadership. You help a lot of leaders at that C-suite level. I’m sure you see a lot of patterns and behaviors, common denominators, etc. But from your standpoint, what makes an absolute kick-ass leader, somebody who will leave a legacy that will be talked about for years to come? Gina I’m really passionate about helping people find that place where they can leave the legacy that they’re meant to leave behind. AUTHORITTI5.0 MAGAZINE |

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I’m really passionate about helping people find that place where they can leave the legacy that they’re meant to leave behind. That part of it is aligning who they are and how they do what they do with the opportunity that they really want and feeling very clear on that because of the storytelling that we help build together. As they’re creating those targets for themselves, they will uncover the right kinds of opportunities because they’re aligning their true self, their uniqueness with what that target actually is needing in them as a leader. We also talk about the flip side, which is Nirvana, when one of my clients has more than one offer at the same time. It’s very stressful, but it’s Nirvana because now we can take out their assessments that we do together, look at their values, and look at whether their top three values align with where they are. And if they can’t answer “Yes, my values are going to align there,” I know they’ll be unhappy; they won’t be able to live out their best leadership experience there. Mary And this comes back to being your authentic, unique self,

doesn’t it? Because it’s at that core level that you understand what your true core values are and ensure that you live by those 24/7, 365. That to me is the impetus. That’s the transition of somebody becoming a leader, right?

that model, so they can communicate how they show up adaptively when they lead people.

And this is the perfect time because we’re still experiencing a pandemic. And so the leaders that I’m coaching now, whether they’ve been out of Gina work for a while, or they’re It’s true. And when I’m working with transitioning through from another people, sometimes we’re into the second month or so working together, corporation, they must have an awareness about how they’re going to and I’m continually mirroring their lead people through change and story back to them. I’m continually transition. And what’s at the root of reminding them “That’s why you do change and transition? People’s what you do. Remember, that’s how you do what you do. This is why you’re emotions and values. So if you know how to tap into and uncover where such a great leader.” Suddenly it clicks. people start from to help them move from one place to another safely, to keep and retain them, that’s the Mary leader of the future, because it’s all How is leadership changing? Are we going to be about change and talking adaptive leadership? What transition going forward. type of leadership are you seeing is necessary in the corporate landscape? Mary I have to ask you a question about Gina personal branding, you know, I love using the adaptive leadership specifically in the space that you work model with my clients, because what in. Should CEOs have an active voice I’m doing is helping them draw out language of where they excel within

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I would say that my approach starts from the place of where I got my master’s degree in whole systems design.

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on social media to build their brand presence? Gina Short answer is yes. I do believe the CEOs have a place on social media. They can create a strategy, especially in conjunction with their marketing or communications teams that strike a balance between the authentic self and the social self. They don’t have to overstretch or over-communicate, or be really flashy. I work with my clients on building a strategy that makes them feel comfortable yet showcases their thought leadership. I ask them to create three different buckets about what the three things that they most want to be known for. So we start with one aspect, which is their functional area of expertise and their special spin on that area of expertise. What do they have to say about it now that they’ve had more than 20 or 30 years of experience? What do people come to you for? Think about the kinds of content you would create or put out based on that. Then the second bucket might be, “What is your leadership approach? What are you going to tell people out there about your philosophies for leading people and teams, growing and mentoring people, creating pipelines, and succession-planning programs? What does that look like under your leadership?” And then we create another category. And usually once we get to that point, the leaders that I’m working with know what that category is. And they’ve got something special that they really want to talk about it. Mary You actually have a systems approach and, you know, I’m the systems queen. Why do I love the systems? Because they work. They’re outcome-driven. And, as I said at the beginning of this interview, every CEO needs to have Gina Riley’s number in their mobile phone. Why? Because your success rate is quite high. You have a waiting list, which speaks volumes in itself. But having a systems approach, Gina, is a methodology. It’s based on your 25 years of experience collating

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all of this information that you’ve turned into that data. You’ve consolidated all the trials and tribulations, the learnings, the understanding, the feedback loop, and turned that into a system that actually works. So as a career transition coach who has a systems approach, how has that changed you as a coach and a leader, and also being able to get the outcome that you do for all of your clients? Gina I would say that my approach starts from the place of where I got my master’s degree in whole systems design. Like you mentioned at the beginning, the way that my brain automatically thinks is about all of the things that are spinning at the same time. And how do you take all of that and converge it into a very streamlined story at the end of the day? What I truly care about is that streamlined story for the leaders that I’m working with. I have a system to go from point A to point B to point C. I have nine steps in my model, but we get thrown curve balls. I’ll have someone part way through, and they’ll say, “I’ve got an interview coming up.” Okay, well, we’re not on step six yet, but that’s okay. We’re going to pivot. I’m going to take everything I know about that person. I’m going to use my techniques for interviews, interview skills, and interview prep, and we’re going to fold it in all at the same time. So having a systems approach is having that mental agility to keep folding things in as they come and hit the fan and still keep everything going, keeping their momentum going, keeping their confidence up, and keeping them forward thinking. And a lot of times when I’m working with folks, there will be a messy part where they start to freak out a little. They see their 30 years of experience, and they’re wondering, “How am I going to communicate this?” And then within a few weeks, they start to see it iron out as I reflect it back to them. A calm comes over them, where they’re able to really confidently let go of me and the work

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that we’ve done together. So they can go off and just do the interviews as they know that they’re able to do. Mary That’s one of the reasons why I wanted to feature you in this magazine and this particular issue, talking about your unique self, rather than coming from a self-help perspective. I wanted to come from a systems perspective to actually show the readers and the listeners to the podcast that when you have a systems approach, there’s some mathematics behind it. But as you say, you can bend the rules because the system doesn’t break. You can go from step one to step six, but you’re still within the system. And also it allows for a feedback loop. So I think the message here is very clear. If you want outcomes and you want results, and you want to dive deeper into your unique self and understand what that looks like on paper, in an interview situation, as a leader or on social media, there is a systems approach to actually achieving that succinctly and cohesively with what you stand for, your values, and everything around that. Would you agree with that? Gina I not only agree with that, what I would say is some of the leaders I’m working with already understand and buy into the aspect of, “I need to communicate my leadership approach,” but not everyone starts in that place. They’re thinking “I need a great résumé. I have to be able to talk about it, and have some of those optics handy.” The real magic is in marrying the leadership approach and who they actually are with their career story, all the high points of the things that happened along their career journey. And you asked me earlier, what makes us stand out as a leader? It’s the leader who can communicate that succinctly in a way that showcases their humility, showcases EQ, and showcases their ability to get business results.

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question that I ask every person I interview, and that is if you could meet someone who is no longer living, who would it be and what would you ask or what would you want to know? Gina I know that I should probably share somebody in history. That seems like it should be in the right lane or somebody famous or somebody from politics, but I would choose my grandma. I would love to be able to sit back down with her and talk to her about her journey because her journey was not easy. She had a lot of medical issues, including Addison’s disease caused her to have many difficulties in her lifetime. She was just amazing with the physical challenges that she overcame and the positive attitude she had till the very last day.

Mary is an internationally recognised Personal Branding Expert who knows how to commercialise a Personal Branding into a monetisable online (and offline) business. She is a speaker and author of a number of fictional & non-fictional books and the founder of Lights Cameras Action – an end to end online coaching program exclusively designed for coaches, consultants, startups and business owners that take them from idea to productisation and demonetization in months.

Mary Wow. And what parting tips could you leave our listeners and our readers? Just give us three things that you think that they really need to think about after they’ve read this article or listened to this interview. Gina I would really want people to walk away knowing that they tap into their knowledge of who they are, how they do what they do, and why they do what they do, because that is the foundation of giving yourself confidence in any area of your life. Then I would say, if you’re looking at career transition, build up a support team, build up people around you who are honest and truthful and can give you advice and support because we don’t walk through this life alone. And the chances I’ve had in my life are all on the shoulders of other people who have helped get me there. So I would say understand who you are and be confident about it, build up a support team, and then start making a strategic plan for your future.

CONTACT MARY: maryhendersoncoaching.com

Mary Henderson

Mary I want to end this interview with a

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QUOTE

WELL D O N E IS BETTER THAN

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BUSINESS

7.9 BILLION PEOPLE IN THE WORLD,

WHAT’S YOUR USP? By Angela Vithoulkas

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Have you ever been described as walking to the beat of your own drum? I don’t actually know if anyone has said that about me, but I definitely do. I’m a very square peg. There was a time when people applied the term “unique” to someone, they didn’t mean it in a complimentary manner. Rather it was offered as an explanation as to why they did not fit in or act or react like “normal” people. A case of this “unique” one isn’t like us… If you don’t understand someone or something its easy to just put it or them in the too hard basket. So, aren’t we all unique in our own way? Yes. No. Maybe. Sometimes. Always. We are all unique, each and every one of us. It’s NOT the case that the majority are mainstream and the odd few are exceptional – it IS the case that many of us don’t let our distinctive and rare qualities shine through. Letting your uniqueness be visible can take courage. I like to think of our individual traits as strands of colour, that we are all human colour palettes. You add a bit of this and a bit of that and you make one colour, you add a pinch more and its very different. Pantones of ascending and descending shades – all have value, all are relevant, but some stand out more than others. But then again, it comes down to personal preference and personal power. I have a story of my childhood that I believe first made me aware of my unique self-lens. I knew that I saw things differently, but I didn’t know that it was my superpower. I do not look or sound or act in any exceptional way, but I do have a distinct way of viewing outcomes. When I was about 9, I went to my first school swimming carnival. It was a brand-new school, and it was the first time that I was chosen as part of a team – any team. For context, I was a tiny child, gangly and outwardly timid. My team was entered into the medley relay swim and they asked which stroke I wanted to swim, I picked backstroke. I hopped into the pool, braced myself ready to push off at the gun. I did. And sank. 3 teachers jumped in to rescue me, the race was in chaos and everyone was either screaming or crying. Except me. You see I was the only one that knew I couldn’t swim. I wasn’t traumatised or overwhelmed – the 3 teachers were, but they couldn’t very well punish me, I mean I had nearly drowned after all.

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I just knew that the odds didn’t matter, the lack of ability didn’t matter. My lack of fear also didn’t matter (it does now when I see my baby nephew jump in the pool) because that’s what was and is unique about me. I wanted to do my part for the team, backstroke looked like I could manage it – no diving, and what did I have to lose? Of course, I was only 9 so drowning didn’t occur to me, and I think I assumed that I could manage it. I am shrugging casually even now with the emotional memory of that day. I do not fear what I don’t know or haven’t done. I just take a deep breath and push off from the wall and start the journey to reach the destination. If you don’t nourish your individuality and explore it, then it will dim. You don’t have to be the same as anything or anyone, and you don’t have to be dramatically different either to be unique. And your power of self has you its sole source. So, it stands to reason that to be an authority, to have influence and clout you must tap into the power of your unique self or your USP, if we give it a business twist. I’m not suggesting that you are the only authority with influence and clout, but I am suggesting that to achieve what you want, what you really really want deep down, regardless of how significant or insignificant it may seem to others, you must harness your unique self. Imagine the loss of not realising your potential, of not sharing your gifts and never quite filling that empty space inside. Just imagine that moment where you choose to unleash the possibilities or the one where you do not. There is freedom in embracing your truth, of discovering what makes you tick. The expectation of what others think you should do rarely terminates in a satisfactory outcome for you, but it does give them control over your outcome and destination. But it’s not so much as what part others play, but rather what your contribution is that’s the deal maker. Its always going to be about you. Just you. Its our individual capacity to live and experience this life that in the end will deliver the uniqueness we allow ourselves to have. The power lies within you.

Angela Vithoulkas is a multi-awardwinning business owner who has forged a successful career in public, business, and corporate life. She is the founder and host of a new YouTube Channel - SME TV And Podcasts. Angela’s many awards include NSW Entrepreneur of the Year as well as Telstra Women’s Business Owner of The Year. In 2017 Angela was named one of Australia’s Top Nine Influential Female Entrepreneurs.Angela’s political career began in 2012, since then she has been twice elected City of Sydney Councillor and Founded The Small Business Party – running local, State & Federal Elections.

CONTACT ANGELA: @angelavithoulkas www.linkedin.com /in/angelavithoulkas/

FYI – I was awarded best effort for my “swim”. AUTHORITTI5.0 MAGAZINE |

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MINDFULNESS

3 Powerful Ways to Get In Touch With Your True Self By Falguni Katira

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MINDFULNESS

One of the most misunderstood words in history is Power. It is often used in a negative connotation because the ones that are powerful, often abuse power for their selfish interests instead of the good for all. Ideally power is neither good nor evil, but its users make it so. Therefore it is very important to understand that we all have power, and not only that, we have the power to use our power for personal growth as well as the growth of others around us.

As soon as we say the word POWER, we think about…

Entitlement

Ability

Dominance of People, Places, Things, Situations, etc.

Control

Personally - I love the word Power - it reminds me of...

Capability

Confidence

Growth

Freedom

Responsibility

Knowledge

When we crave for power, we are truly craving for attention and recognition. You might often think this attention and recognition will come from money alone.

The truth is power comes from... The spirit of joy within you Your ability to serve others Your self-belief and confidence Your inner strength Your self-awareness Your uniqueness

“When you use your power responsibly it becomes your Superpower.” In my book, Blossom Into Your Unique Self: The Power of Creating Holistic Wealth, I talk about 3 ways to identify our power and get in touch with our true self.

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MINDFULNESS

1.Self-Awareness Knowing who you are and what your innate strengths and weaknesses are will help you be true to what you can do and how much effort you need to put in to be where you want to be. Other people’s opinions will not bother you when you are aware of your true self.

2.Sense of Responsibility and Ownership When one takes full responsibility for their own actions as well as inactions, they do not get bothered by other people’s opinions. That is because they are fully conscious of the fact that they gave it their best shot and take full ownership of the outcome. They are aware there is a lot to learn. They derive satisfaction by giving one hundred percent each time in everything they do. That sense of responsibility in action helps them understand what all they are good at and who they truly are.

3.Empathy Your ability to empathize with others is a huge strength that differentiates you from others and helps you understand and appreciate many different points of view. When you approach the situation from an empathetic angle, you realize all the different possibilities of a given scenario. Operating from empathy sheds a new light on a situation or event. When you have an untangled perspective of things, you are able to articulate your contributions to a particular situation or event more clearly. Empathy is a great tool that helps us get situated in our true self and relate with others from that place. Once we become aware of the fact that we possess power and free will, a sense of responsibility dawns in us. As Mahatma Gandhi says “The day the power of love overrules rrules the love of power, thee world will know peace.”

Falguni Katira is a professional transformation coach that helps leaders change their habits and thought patterns barring them from their path to holistic success. Clients who participate in her coaching program are positioned to adapt to change and maintain their competitive edge in all the dimensions of life, including spiritual, intellectual, career, finance, love/ relationship, family, social, and health / fitness.

Think about this and nd meditate m on it: What does the word ord Power mean to you? ou? Where do I get my power from? p

CONTACT FALGUNI: www.falgunikatira.com

@falgunikatira @falguni_aastha @aasthabhagia

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ANK H F T

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HAVE AN ATTITUDE OF GRATITUDE.

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GROWING, SCALING, AND IMPROVING YOUR BUSINESS

How to Grow, Scale, and Improve Your Business BY JOHN KNOTTS

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GROWING, SCALING, AND IMPROVING YOUR BUSINESS

Do you want to grow your small business into a medium-sized business? Do you want to take your medium-size business to a large business? Are you looking to go from $100,000 a year in revenue to $1 million? Maybe $1 million-$100 million?

revenue and expenses with an emphasis on profit at the end of the day.

Isaac Newton’s first law of motion states that, “An object at rest, stays at rest, and an object in motion stays in motion.”

1. More Customers. Bring more customers into the company. Let us say you have 10 customers and each customer in your company is worth $500,000. This is typically calculated as Customer Lifetime Value (CLV). Thus, those 10 customers are worth $5 million. Increase to 20 customers and their total worth doubles (as long as nothing else changes).

However, in business, a company at rest will soon find itself in decline, or reverse motion. If your business settles for where it is today, several things happen. Without business growth, employees have no growth opportunities. Your competitors will catch you, match you, and surpass you. You will lose customers and clients to natural attrition. A business must always grow, scale, and improve or it will slowly die. Examples of this exist in history, like Blockbuster, Radio Shack, Chuck E. Cheese’s, Circuit City, just to name a few. These companies were set in their models and did not evolve with the times – although not all out of business, some face possible extinction. Why “grow, scale, and improve?” Why not just talk about growth? Growth, in a vacuum, will cause a business to struggle and fail when you are not scaling and improving at the same time. Thus, it is important to discuss all three at once.

Grow Growth, essentially means to increase the net profit of your company. The more profit your company has, the more it can do. Most companies will focus on revenue over profit, but a well-rounded company will look at

Increasing revenue basically means to make more money. There are many ways to do this. Below are six of the most popular ways.

2. More Products. If your business sells things as part of its revenue model, adding new products can increase revenue. New products can increase how much current customers pay and can attract new customers. 3. More Services. Same with products, a company can create new services for existing customers and attract new customers. 4. Adjust Prices. One way to increase revenue without necessarily growing customers, is to increase your prices. When you increase prices, typically you lose some customers, but each customer’s lifetime value increases. So it can be a revenue wash. Also, you can reduce prices, which will normally increase the number of customers, but also reduces each customer’s lifetime value. 5. Bundling. When you have multiple products and services that are related, you can bundle them into new offerings. This is like creating new products and services listed above, without adding new items to your company’s inventory. 6. Recurring Revenue. This is a way to look at your products and services in a recurring manner to get customers to buy more over time through repeat business.

It is important to note that each of the six items above has the potential of increasing the volume and complexity of your business. This is why it is important to consider scale and improve with growth. As the volume and complexity increases, so will the expense. Many people think this is a one-for-one increase, but this often is not true. The expense associated with volume and complexity growth often outpaces profit growth and profit margin decreases. Part of increasing profit means reducing expense and increasing profit margin. Or, as a minimum, keeping margin at the same percentage – controlling margin. Controlling and reducing expense is done through scaling and improvement.

Scale Two months ago, I published a Forbes article called, How To Scale Your Business To Meet Growth Demands. So, I will not belabor this point here. However, I will briefly touch on the six ways to systematically scale your company. Scaling means to adjust the six operational elements of your company. It is a form of improvement but done through more organizational strategic means. 1. Strategy. If your company does not have a documented strategy, scale starts here. If you do, ensure it is still in line with how your company has grown. Your strategy forms the foundation of your organization’s culture, which must be maintained and cultivated with growth. 2. Operating Model. A month ago, I published another important Forbes article on this subject. It was called, A Sound Operating Model Is Key To Delivering Value With Your Business. The bottom line is that how your business operates to meet its strategy is very important to scalability. AUTHORITTI5.0 MAGAZINE |

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3. Organizational Structure. With an operating model in place, you must properly structure your company to deliver on the model or it will not be effective. 4. Operating System. If you think about your company as a machine, all machines have some sort of operating system. As you upgrade your strategy, operating model, and organizational structure, you must also determine if you need an operating system upgrade as well. 5. Money. Typically, scaling to meet growth will require some investment. You know what they say, “You have to spend money to make money.” Especially when you look at the next item, PPT, some kind of investment will always be required. 6. PPT. PPT stands for People, Process, and Technology. All three of this framework must be examined and adjusted to scale to growth demands. Growing without scaling to meet the growth will cause expenses to rise out of control. This will erode your company’s profit margin and negatively impact net income. Often businesses fail to recognize this because they are not focused on it. It is not until it becomes a real issue that the problems are realized.

GROWING, SCALING, AND IMPROVING YOUR BUSINESS

increase customer value (or satisfaction). Six Sigma is more focused on meeting customer or business expectations in a process. This is to ensure the process statistically delivers within the expectations most of the time. Improvement is focused on reducing defects in your company’s processes, products, and services. Improvement also reduces time and level of effort in the processes themselves. Also, improvement can reduce risk, improve the experience, and increase satisfaction for the company. If you want to go from a small business making $100,000 a year to a large business making $100 million a year, you need to grow, scale, and improve. Focusing only on growth will only cause your company to struggle and fail.

As a personal and professional business coach and consultant, John Knotts has been growing, scaling, and improving businesses for over 25 years. John portrays himself as a Success Incubator with his company Crosscutter Enterprises. His deep thought leadership on #business and #success can be found on LinkedIn, Facebook, Twitter, and his website, www.crossctr.com.

Improve The most important thing to always focus on in business is improvement. Improvement occurs at the process level and basically does two things. It reduces expenses and improves service – often at the same time. Typically, this is achieved through applying Lean and Six Sigma improvement methodologies. Lean focuses more on improving the process itself to reduce expenses and

CONTACT JOHN: @successincubator

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The ones who are crazy enough to think they can change the world, are the ones who do. STEVE JOBS AUTHORITTI5.0 MAGAZINE |

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CAREER TRANSITION

How Your Next Executive Role Finds You WITH SHANTANU GUPTA, CEO, CASCADE SYSTEMS TECHNOLOGY By Gina Riley, Photos provided by Shantanu R. Gupta

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You’ve had a successful career at the same company for many years. Exciting opportunities have kept you energized. You have been fairly rewarded. Despite the benefits and sentiment you’ve developed for some of your colleagues, however, you have many frustrations, and you can’t help thinking there is “more” out there. You’ve thought about leaving to try a new challenge, but there hasn’t been a catalyst extreme enough to force you to explore external options. You and your company have created a mutual gravitational pull that keeps you in place. You hold concurrent thoughts about the pain of leaving and the pain of staying. Does this sound familiar? Should you hit the boosters to achieve escape velocity? Or should you remain in orbit? What are the factors that force you to make a decision? This edition of “When the Executive Job Finds You” features an interview with Shantanu R. Gupta, Chief Executive Officer of Cascade Systems Technology, an Electronic Manufacturing Services company. Before CST, Gupta built his reputation for creating and scaling businesses and leading worldwide teams throughout a 28-year tenure at Intel Corporation. Aside from technology, his breadth of experience spans SaaS solutions for Healthcare, IoT, Communications, and Cloud and Media Processing markets. He holds nine architecture and design patents.

CAREER TRANSITION

My career movement seems to be based on where my curiosity has led me. This article brings to life Gupta’s positive, abundance mindset. It shines a light on the gravitational forces he experienced as he let go of one successful professional chapter to embrace the process of uncovering his next chapter. Please give me an overview of your career journey at Intel and bring me to what you do now for CST. I started my career at Intel in silicon design. I soon realized I wanted to work with customers and understand how the microprocessor products and silicon I had worked on were being used to create solutions. This experience led to an opportunity to run a marketing and customer enablement team for the first server group at Intel, which gave me exposure to our early server customers.

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I became intrigued about strategically designing and running a business and persuaded my manager to let me start attending strategy classes run by Stanford and Harvard. These turned out to be very useful and timely. I proposed a new server design idea around this time – and our senior executive said, “Hey, why don’t you go run with it?” He put me on his staff and gave me a couple of people to bring the idea to life and create a new business for Intel. My career movement seems to be based on where my curiosity has led me. This seemingly simple act of raising my hand to take or create new opportunities has been a bridge connecting one job to another. One of my favorite assignments was covering for a colleague who was out on sabbatical, which opened up new opportunities for me to learn and grow. I hit my stride when I convinced my management internally to fund a global lab solution. It was an organization I ran like an autonomous group, much like a startup. I had to hire my own team and scrap for resources. There were lots of ups and downs with the business and a lot of learning. I realized

CAREER TRANSITION

I enjoy creating, producing, and launching products. Intel taught me how to turn challenges into positive outcomes. Fast-forward, and I was in my last position for nine years and feeling burned out doing the same thing. I knew I had to make a change and go back to creating and launching products. I moved back to run server boards and systems marketing and created a new product idea that launched into a business. After the business got off the ground, I felt I was not getting the next-level challenging assignments, the culture was not suiting me, and I was not feeling valued. Those were the main drivers for why I decided to make a change. I didn't want to spend any more of my life feeling frustrated. I was 52, and I thought, what if I took the jump and started something new? The worst that could happen is I won’t work again. I knew deep down that I would be OK. I knew if I did not make a change while Intel offered a lucrative retirement package, I would end up working on similar jobs for years and eventually be hauled out in a AUTHORITTI5.0 MAGAZINE |

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wheelbarrow. I had to ask myself if I wanted to do something different. Did I mean it? Was I worried about leaving the security of Intel? What was the last thing going through your mind when you thought to yourself, “I am going to say yes. I’m taking a retirement package.”? My wonderful wife, Jacqueline, came to the office and said, “I want to watch you say yes. You are waffling too much. You know what needs to be done, and you need to do it.” I was there for 28 years. I was raised at Intel. I grew up there. I had a great run at an amazing company. I kept trying to talk myself into staying by thinking I could make one more change and I’d be OK. I had to be honest with myself – it was time to leave. Also, my career coach had been listening to me say I wanted to run a small or medium-sized company and exercise all of my business muscles. I would never know what it would be like unless I left Intel. I had to listen to my heart, my gut, my coach, and my wife. It was not easy. Two months in, you knew retirement would not stick. What led you to the startup world? What was the driver? When I look back at my time at Intel, I asked myself when I was having the most fun and realized it was when I was doing internal startups. It utilized all of my skills – not just running one functional area, like marketing. I liked running strategy, planning, creating the roadmap, and overseeing product and design teams. I loved the creativity of taking a product through to launch and the challenge of running a business. I wanted to exercise all of those capabilities. I wanted to pitch, tell the story, create the messaging, positioning, and strategy. I wanted to be immersed in the business, margins, revenue, and details of the business itself. Working with four startups after leaving allowed me to do all of this. I learned so much about the challenges of a startup outside of Intel. I enjoyed diving into all aspects of the business. And now, running a manufacturing company, I enjoy going on the factory floor and finding the root cause for what is going on, analyzing our financial indicators, making decisions, driving sales, engaging customers, all of which allows me to exercise many of my different capabilities and “muscles.” When you started networking, you quickly found your skillset was not translating. You knew you had the capability, but your initial approach with investors wasn’t resonating. When I had conversations with VCs, they assumed coming from a big company, I was used to resources and would have false AUTHORITTI5.0 MAGAZINE |

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I had to get people talking and listen to their pain points. Once I understood those, I could sprinkle in some of my relatable experiences to help anchor our thoughts together.

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expectations of support I would not get. My transferrable skills were not obvious, and I learned how to express them to decision-makers. I also learned that what VCs cared about was not what I initially thought. I started to realize I had to reinvent myself outside the context of Intel, and my Portland network was extremely weak. My new reality was such that opportunities would not present themselves unless I dramatically increased my engagement with people. Over the next three years, I dove into learning about many different industries through my active work with four different startups – that had little to do with my high-tech experiences. They ranged from a patient-care management app, cleantech, nonprofit, and business-intelligence app for physician practices. Engagements with these startups kept me active and learning. I was constantly taking coffee meetings to understand what other people were doing and generating new conversations.

My transferrable skills were not obvious, and I learned how to express them to decision-makers.

CAREER TRANSITION

You invested time to understand your target audience’s needs and values so you could tell the right stories within the context of what they cared about. At the same time, you showcased your thought leadership, expertise, and transferable skills. Spot on, Gina! Do you know when I first learned that skill? When I first left engineering and entered the world of marketing. I realized I did much more effective presentations to customers when I gave them a chance to present first and listened to their problems. Listening first resulted in better positioning of the material on hand that resonated with the customer. I made it a rule for my team way back in the mid-’90s to let the customer present first when possible. It was a simple change, and it taught me to listen more! What led you to your first CEO job with CST? I had been looking for a CEO job, but I never saw one advertised – never once. I saw lots of VP jobs. So, I applied for a VP of Sales job. After talking with the chairman/owner, I realized the company might be ready for a change in leadership. I was persistent and stayed in touch. Sure enough, when the opportunity came up to hire a new CEO, I landed the role in a matter of three weeks. It was because I’d stayed engaged and interested. The job found me when the timing was right – following all the conversations that laid the groundwork for the opportunity to present itself. You have to keep your network up, even if you don’t know if it will bear fruit.

So, you went through a deep dive, spending time working across a lot of different sectors. It was a bit of an awakening process, right?

Sometimes people feel desperate if it’s taking them a while to land a job. Sometimes they talk too much and oversell themselves. Your story highlights the importance of finding out what your target audience needs and cares about, so you can answer the right questions.

Yes! The awakening happened while I was consulting and working with these startups. I developed the good habit of writing things down. I would spend 6-10 hours researching, organizing, and preparing for say, a one-hour consulting call. I was always prepared to tell stories to show I understood their problems.

I absolutely agree with you. There is another lesson I learned over the years, which is – don’t become too attached to the outcome. When you want an outcome badly – you start to oversell.

My approach was well received, and I started getting repeat calls from people who wanted to follow up again and again. I wasn’t just responding to their questions – I had predicted what they wanted to know. I always wrote it down. I would connect and communicate through storytelling, not just strategy-speak. I used my internal startup experience and applied it to the businesses I was serving. It helped me refine my storytelling and connect with different companies.

The trick is wanting it and yet not being attached to that outcome. It is a mental thing that is difficult, but it needs to be learned by jobseekers. You need to be completely OK if this particular situation does not work out. It will be OK because you are OK with or without the job that you are seeking. Know that and believe it. When it doesn’t work out, know it’s not about you. It’s about something else. Have confidence, and don’t be too attached to an outcome. If it doesn’t work, it’s fine.

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You must have either faith or a deep sense in your bones everything will work out. Yeah, I guess you’re right. I believe or hope. I’m an optimist. No matter how bad it gets, I truly believe it’ll work out. I was lucky to work with a career coach who helped me face my fears by using a simple four-step process that I still use today. If I tell you there’s a grizzly bear outside – should you be afraid and run for your life? No? First, see if it is a bear that will eat you up. Is it true or your imagination? So, check your assumptions? Ninety percent of the time, it is your perspective and assumptions. If there is indeed a grizzly bear, ask yourself what you can do about it. Then, make a game plan. If I can’t do anything about it right now, I think, “What is the worst that can happen? If the worst came true, would I be OK?” No matter how bad it gets, at the end of the day, you’ll be OK. You can look at so many life stories of people who’ve gone through so much in their lives, and they are OK. The human spirit is incredible. We all have it inside of us. We have to trust it.

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These people identified what I could bring to the table – people who gave me exposure to senior leaders. I got an inside look at how they think and operate. I learned about boldness and risk-taking. When some of my sponsors started to leave Intel, it made moving into new roles more difficult. What would you recommend to leadership-level job seekers to be seen and heard in a crowded market? The first thing I recommend is network, network, network – and listen. Seek out alignments. Check your assumptions and adjust, because these conversations are dynamic. Second, offer help without any expectations. Don’t expect the outcome of your helping will result in a job offer. Have conversations. Offer your wisdom, your guidance, and your brain. Ask them, “Hey, you can think about it this way or that way?” or “Would you like me to spend time writing something up for you because I just enjoy doing it?” Prune your messaging and positioning because you don’t want to be an oversized or under-sized shoe. You want to fit “just right.”

The job found me when the timing was right – following all the conversations that laid the groundwork for the opportunity to present itself.

How did mentors or sponsors play a role in your career progression? I had a hard time seeking help. Perhaps I wanted to be successful on my own merit. I didn’t overtly seek mentorship, but there were clearly leaders who I looked up to as mentors and observed how they conducted themselves, how they led, what they did or didn’t do. There were people I respected, like Pat Gelsinger (Intel CEO). I think of him as a mentor and a role model who taught me a lot. As I progressed through my career, I learned to look for “micro-mentors” or people who had deep expertise in specific functional areas. If they were very good at marketing, I would see what I could learn about marketing. If another person was exceptional at presenting, I would focus on learning that aspect of their expertise. I had mentors and advisors along the way, but sponsors played a bigger role in my career. AUTHORITTI5.0 MAGAZINE |

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Coming out of Intel, sometimes I was over- or undersized. For example, I needed to learn how to raise money from a VC perspective. On the other hand, I’d done many other things. I had to figure out what size shoe I was positioning myself for and customize my messaging to fit. I learned not to go into conversations as an oversized shoe. I had to learn to position myself properly. I had to get people talking and listen to their pain points. Once I understood those, I could sprinkle in some of my relatable experiences to help anchor our thoughts together. I landed the job I have now by having conversations with the company chairman/owner and listening to what the company needed. While talking with me about taking on a VP of Sales role, I could hear the company needed to consider refreshing the leadership down the road. The third thing is not to become too attached to any particular outcome and test your fears. Don’t believe everything you think is true. If ten conversations don’t result in anything, it’s OK. Keep going. Keep staying busy. Keep networking. Keep exercising your brain and thinking about the things that excite you in your work. Keep producing. What do you recommend people do to be seen and heard in a crowded job market? Concentrate on adding value versus selling – we are measured on adding value. Make your intentions clear to the universe. Offer genuine help. You will get pulled in when the time is right. Don’t get hung up on the outcome because it takes you off the path you have to build. Create a pull strategy and hone your storytelling ability.

Gina Riley Consulting & creator of the CareerVelocity System™. She is a career transition coach who helps leaders customize their career stories to land jobs where they can leave a legacy. She is an Executive Search Consultant for Talence Group.

Finally, grow your network, get engaged, offer help, and stay positive! I find your positivity, persistence, ability to listen, and the customization of your messaging based on diligent research extraordinarily inspiring. You learned how to shape your narrative around your target audience’s pain points, which causes them to lean in and hear what you have to say. I know this is an honest message many aspiring leaders need to hear. Thank you so much for sharing your career story, Shantanu.

CONTACT GINA: ginarileyconsulting.com

@ginariley

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you always pass

failure

on your way to

success. MICKEY ROONEY AUTHORITTI5.0 MAGAZINE |

JUNE 2021

THE POWER OF LINKEDIN HASHTAGS – PART 1 - YOUR NEWS FEED BY JILLIAN_BULLOCK

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Since the first hashtag was tweeted in August 2007, the use of hashtagging has become a social media staple. Although you can use up to 30 hashtags on a platform like Instagram, LinkedIn embraces them entirely different and only recommends 3 in your content, but we’ll go into that more in Part 2. Daniel Roth, Editor in Chief VP of LinkedIn has gone on record to explain that the LinkedIn News Feed algorithms are highly customised per user. Yes, for each 756 million users on LinkedIn the News Feed algorithms work hard and differently for all users trying to match “the content we want to see from the people we care about, therefore no two User Experiences will be the same”. This is exactly why it’s highly amusing to me to read posts by so-called LinkedIn experts that talk about the ‘LinkedIn algorithm’ does this or it does that. No matey that’s what it does in YOUR feed, that is not necessarily the way it works for the person sitting right next to you. Daniel was specifically asked if text based posts out perform all other types of post which has been stated as fact for years, “No, we give no weighting to one type of post over another, it all depends of the viewers algorithm and what they typically engage with, it’s different for everyone”. Keeping this in mind, the question becomes what do you want YOUR experience to be on your LinkedIn home feed? What content do you want to see and how can you make sure you see it so you can proactively engage. The exact content you do want to see and from those that are important to you, such a potential and existing clients? Well, let’s thoroughly explore the humble hashtag on LinkedIn starting with being crystal clear what you are already following and if it’s still relevant. For example, the XYZSummit2018 may have been a great event and created a load of buzz at the time but if you are still following the hashtag, you probably haven’t seen much action since then so it might be time for that to go. So let’s start with a hashtag audit. Via your ‘Home’ icon, if you scroll down the left hand side you’ll see ‘Followed Hashtags’.

Now hopefully you’ve seen this before and if you click on the blue hyperlinked heading, you’ll see all your strategically followed hashtags. Pay careful attention if you are following your own hashtag or that of the company you work for. If you’ve never done this exercise, I’m sure you’ll be assumed with what LinkedIn thinks you want to follow. If you have been following hashtags you’ll see line after line like this image below. If something is no long relevant just click on the ‘Following’ tick and de-select it. Note each hashtag also tells you how many people on LinkedIn are also following that hashtag out of the 756 million possible people.

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Now you have that cleaned up, the next step is the add that new ones that you do want to follow. To do this, simply type the hashtag into your search bar and do your research.

If it works for you and has a good following just click on the ‘follow’ button and it will be added to your list.

Now remember we are doing all this so your feed give you the content you want to see from the people you care about (first connections and those you follow – in theory). But to make sure you keep seeing it, it’s wise to engage. It sends that hard signal to your version of the LinkedIn algorithm to keep it comin’. Following a hashtag is again a hard signal to your Home Feed algorithm that you want to see this content. And if you are clever, you’ll be following the topics of hashtags that enable you to comment and show people that you know your stuff about these topics. If course you could also follow topics that you’re not an expert in and are just of interest, but then you can comment with questions to find out more.

Jillian Bullock, the LinkedIn Ninja Down Under is a LinkedIn trainer, author, podcaster, consultant and award-winning, fully certified 'LinkedIn Ninja'. Jillian is a qualified member of the PSA (Professional Speakers Australia) and the only LinkedIn trainer in Australasia to be recognised by LinkedIn HQ, San Francisco as an “Independent LinkedIn Expert”.

All in all, it’s a win / win either way.

CONTACT JILLIAN: https://linkedinninja.com.au/

https://www.linkedin. com/in/jillianbullock/

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TAKE AIM! PART 1 INTRODUCTION B y L e e Ro wle y

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Hey there! Lee Rowley, the world’s most GQworthy copywriter here (somebody needs to clue GQ in on that, though!) As always, I’m bringing you the sauciest in writing persuasion, so that you can earn yourself the adoring fans and buyers you deserve. Now, if you’ve been reading Authoritti5.0 for a while, you know I just completed a series on the seven psychological triggers defined by Sally Hogshead in her “How to Fascinate” program. We ended with “trust,” which is a nice segue into what we’ll explore over the next several issues. Trust comes from, among other catalysts, a sense of familiarity. Human beings are physiologically wired to gravitate to the people and things that seem familiar to us; and inversely, to repel people and things that are different from us. I’m not talking about conscious thought here I’m talking about impulse drawing on 100,000 years or so of collective experience. 5,000 years ago, if you found yourself surrounded by unfamiliar folks, well, the story probably wasn’t going to turn out that great for you.

COPYWRITING

reader feel like you’re writing directly to them. Like you’re an old friend that they just haven’t met yet. Like you “get” them in a way that no one else does. We’ve all met people who seem like we’ve known them for years. I used to think it was just a natural sort of charm that some possessed and most didn’t. But that’s not true at all. If you pay attention, you’ll see that these “instantly familiar” people are actually focusing most of the conversation on you. And, although you don’t realize it, they’re picking up on your cues to shape and guide how they interact with you. Avatar Immersion allows you to do the same thing through text, audio, video - on a one-tomany basis. Only it doesn’t feel like “one to many.” Now, in the next issue, I’ll go deeper into the Avatar Immersion Method - a process I personally use and teach my copywriting students. You’ll find out how to efficiently uncover valuable intel that can inform your marketing message and cut through the clutter.

And fearing the unfamiliar was most likely a good idea in other areas of life, too - in a world without O’Neil Ray Collins, you never quite knew For now, here’s a powerful exercise to help you if that interesting new berry was going to harness the power of Avatar Immersion: nourish or kill you. Forget about your sales goals for a minute. In Now, here’s the question: fact, forget that you’re the one selling your offer (your product or service). How do you feel familiar to someone you’ve never met or interacted with before? Think of it as an offer you saw online, or in a store, or on a billboard. You get to know them beforehand. Totally new to you. You understand where they’re coming from and what problems are weighing on their minds. Now, think about the intended pool of buyers for that offer. And you reflect that understanding in your content and copy - not overtly, but through If they accept (buy) the offer and use the casual mentions that slip by undetected by the product or service, how will their lives reader’s conscious mind. meaningfully change? It’s a process I call “Avatar Immersion.” When you get really good at it, you can make a

It might help to look at it as a “before and after” comparison - what does the buyer’s life look like before and after accepting the offer? AUTHORITTI5.0 MAGAZINE |

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If you’re having trouble articulating that transformation, then you’ll definitely want to stay tuned for the rest of this series. Why? Because if you can’t take the ideal buyer through that transformation in your content, they have no incentive to accept the offer. And if you don’t know what’s going on in their lives and in their heads, how can you walk them through that transformation in a way that resonates? Ya can’t, Petunia. Alright, that’s it for this round. Go soak in the brilliance of all the other contributors here, and park your eyeballs back here next time for another installment of Take AIM!

Copywriter, comic, curmudgeon that’s Lee Rowley. In a world of flaccid, lukewarm marketing, Lee crafts copy that connects, persuades, and endears… giving his clients the leverage to render their competition irrelevant. His signature livestream, Lee After Dark, underscores the depth and complexity of human nature that eludes copywriters and marketers today.

CONTACT LEE: @theleerowley

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QUOTE

Leadership is the capacity to translate vision into reality. — WARREN BENNIS

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PERSONAL DEVELOPMENT

The power of

f l e S e u q i n U your B y L o u is e T aylo r

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I walked up the 5 stairs and stood on the balcony – with my fresh new school uniform – I was holding my mum’s hand, 5 years of age, and I remember her with the stroller holding my younger twin brother and sister. I was self conscious – because not only was I starting my first day at school, but because I was wearing thick ‘coke bottle’ glasses (at least they were pink – and VERY Dame Edna) – but also there was a big ugly patch on one side of my glasses lens – because I was legally blind in one eye (still am – but I call it illegally blind ☺) and so that patch was to help my blind eye to work. (It didn’t) But that’s another story for another day. All this to say as a young child - I knew I was different. And so I began to try to fit in. As we do. Fast forward through many self conscious teenage years, with a high level of awareness of not only my turned eye - but also cognisant to the fact that we never seemed to have enough money – as a very middle class big family, and so I felt the shame. Maybe this is what drew me to a deep lifelong desire to understand myself, and others – studying and fascinated with personal development, business, neuroscience, spirituality. Then - through the many seasons I experienced in life – friendships, marriage, kids, jobs, businesses – the highs and the heartaches - the encounter with myself still continued – a deep connection, a deep place I went to – many times in the dark times – to find the freedom, the unique expression – which I believe is our birthright – as I believe we are made in the image of a divine creator – whose expression manifests in extreme creativity, beauty, extraordinary talents and miraculous breakthroughs. What can I say I have learned about the power of your unique self? The Keys : Here’s my short version as it relates to our personal brand and business, and to life. If you want the long one – then come on a journey with me.

PERSONAL DEVELOPMENT

1.YOUR HEART: When we are most connected with ourselves, we are most connected with others. The ability to deeply connect – I believe – comes from a place of healing. When we can’t find the business relationships, success or personal relationships that serve us – it’s because we have not yet found the place where healing truly occurs. I personally believe the only way to truly find that true and incredible expression of me – was found in my deep and powerful connection with God. This – I still pursue. It has been a place of my most intimate experience of love.

2.YOUR VOICE: To fully express one’s heart is the true definition of the word courage – if we want to fully express our unique self – we MUST find people who draw this out of us – rather than those who muzzle our voice. Our voice is as unique as a single pitch of a violin. When we play it – the people who love that sound will come to our ‘concert’. They will pay FULL PRICE for the orchestra of you – because they see your value. Those who don’t – need to go watch the heavy metal band down the road.

3.YOUR PERSONAL BRAND: Gone are the days of ‘fitting in’. When you ‘fit in’ as a personal brand – you are fitting into a box. No one sees you. You MUST stand out of the box.

4.YOUR DREAM CLIENT: If you are a Consultant, Coach, Leader - How can you know who your ‘who’* is until you know who your you is?* Knowing yourself at the deepest level – being willing to look in the mirror, and to see your insecurities, your dreams, your hurts, your goals, your mistakes, the battles you have overcome –

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is the greatest way to reveal what you will bring to your next Dream client. Because the pain, the work - the battles you have conquered, what you have ‘walked through’ – define the the very gift that will help others – this is where your authority lies! In your last ‘land’.

5.UNIQUENESS: Most people fear to be truly who they want and desire to be – because we are conditioned to ‘fit in’. World changers are not afraid to be unique. What can we learn from those who had success? What did Mother Teresa, Colonel Sanders, Walt Disney, Lady Diana have in common? Their uniqueness. Their love of people. Their ability to collaborate and trust their dream. Their desire to change something big. They led their industries. Their passion took them beyond where anyone else had gone. Be ok with being ‘weird’ or not understood. Its WAY MORE FUN on the other side of normal!

6.YOUR SALES FUNNEL. Sales is a ‘Funnel of Love’©. Period. It’s not what you think. It begins with loving yourself. Loving your sales process. Loving your brand, your product. And loving your people. That’s it baby! What the world needs now is LOVE! So here I am – much older than 5 years old. Still blind in one eye. But no longer blind to what I have within me. No longer blind to the wisdom and gifts life has taught me. No longer blind to feel or think that the world might not like what I have – because being my unique self – ALL OF ME – the commercial, the emotional, the funny, the spiritual, the not perfect me – has awakened for me the true meaning of FREEDOM. Loving myself enough to express all I have – and finding my flow.

Louise Taylor is a globally respected Speaker, Peak Performance Coach and Neurostrategist and Creator of Neuroflow™ system, Money Mindfit™, Sales Mindfit™ and Clarity Programs. Louise specialises in helping individuals and companies to develop a positive money mindset, emotional agility - and approach leadership & business challenges with innovative commercial and people strategies.

Your ‘flow’, your ‘favor’ – it all comes when you mine the gold within yourself. Most people don’t really believe or understand who they are as a brand – because this unique blueprint or design – begins with the journey of one. Let me know about YOU! Come meet me. I want to know YOU. The real you! It’s time to fall in love with YOU all over again.

CONTACT LOUISE: www.louisetaylorglobal.com

@louisetaylorglobal

*Your Who – credit Pedro Adao *How will you know who your who is until you know who your ‘you’ is – credit Stacey Collins

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5 STEPS FOR PROSPECTING SALES AND STAYING POSITIVE BY PAUL HIGGINS AUTHORITTI5.0 MAGAZINE |

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Don’t get demoralized chasing leads Do you hate prospecting sales? For most people who are selling products or services, especially entrepreneurs and small business owners, the thought of spending hours on a phone and receiving a barrage of ‘No thank you’ responses (and that’s probably the politest reply you’ll get) is both mind-numbing and demoralizing. Sales prospecting is staggeringly time-consuming and exceptionally challenging. According to research by HubSpot, 40% of salespeople say that prospecting is the most challenging part of the sales process. How successful is the average salesperson at prospecting? Here are some statistics that might astound you: It takes an average of 18 calls to connect with a buyer At least half of your prospects are not a good fit for your products or services 85% of prospects are dissatisfied with their onthe-phone experience Faced with such negativity, how are you supposed to stay positive when sales prospecting?

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You can use your ideal profile to search for lookalike prospects. Your success rate should improve, because you know that they need your service or product – and this will boost your confidence when you make that first connection. Now, let’s tackle the problem of taking so many attempts to make those connections. Maybe you’re not looking in the right place. Figure out where you are most likely with the hottest prospects – online, via LinkedIn, over the phone, at tradeshows? Wherever you are most likely to ‘meet’ your ideal client, that’s where you should spend most of your time prospecting. Where you are least likely to meet new clients, that’s where you spend the least of your time prospecting.

Create your prospecting process

Now, create your prospecting process. Design a script to follow, test it out and apply it. Continually monitor and evolve, until your results improve to a level that makes you happy. Once you’ve put in this heavy lifting work, it’s time to move to step 4.

1 4

Here are five steps to improving your prospecting while maintaining your sanity.

Create your ideal client profile

Look, if you don’t know who your clients are, you won’t be prospecting the right people. If you’re selling water, you probably won’t find too many clients who have a natural spring in the backyard. You should probably prospect the desert dwellers. So, step one is to figure out who your likely clients are. What do they ‘look’ like? Where will you find them? What are their needs?

Start by looking at your existing clients. Which are the most loyal and most profitable? List out their attributes and their pain points (the problems you help them solve).

Understand how to connect with your prospects

Automate as much as you can

Now, look at your prospecting process and the prospecting script you have developed. Ask yourself what can be automated. It will be a lot. Start with your emails. Create templates to send to prospects depending on their response. Then, set up autoresponders wherever possible to take yourself out of the loop entirely. You can set up automatic appointment scheduling to remove the need for the endless back and thro of fixing a mutually agreeable time to meet. If you are connecting online (via your website, for example), use technology to automate responses to requests from prospects. These are only a few ideas to get you started with the automation process. Read my blog ‘Your people are key to automating sales processes’ for more info.

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Don’t prospect yourself – and maintain a positive mindset You’ve put everything in place to help create a stream of prospects that you or your team can convert to sales. You can’t convert them unless you are spending time selling to them! This is when you must hire a sales assistant. Provide them the scripts and training so they become a clone of you, and develop prospects into positive leads.

SALES Mentor | I Help 7 Figure Business Owners with Sales & Teams so they can BUILD LIVE & GIVE. Paul Higgins is a sales business mentor, podcaster, and author who helps service-based business owners get out of sales and client delivery to strike a balance between life and work.

Continue to motivate your sales assistant and your team by maintaining a growth mindset, staying positive, involving your team, and recognizing and rewarding performance.

Get started today You can take the first step to transforming your prospecting today. As soon as you finish reading this blog post, read my blog discussing the 5 steps to identify your target market and get the ball rolling on the 5 steps for prospecting sales and staying positive today.

CONTACT PAUL: www.paulhigginsmentoring.com

@paulhigginsmentoring

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MANIFESTATION

PSST . . . COME CLOSER.

Summon your magical powers. BY MARIA DAVIS

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MANIFESTATION

Activate your magical powers. And the ability to “bend time”.

You can slow down or speed up time. It’s a thing!!

Build a business you love that makes you lots of money. By summoning your magical powers.

Albert Einstein, the great physicist, shared that time is an illusion and all relative.

Oh yes!! You have them too. It’s a matter of acknowledging, developing, and practicing the skill set of magic. So what is magic? Magic is active participation in synchronicity. Synchronicity is a pattern of events with a shared resonance of meaning. When you practice “magic” your senses are heightened. To see, hear, sense, smell, and taste the energy around you. You have the power to amplify and magnify the energy. Transform it. Support it. Take inspired action towards the achievement of your goals. Sound good? Does it feel easy? With synchronicity, it can be easy. Yes!! There is one caveat that you must maintain focus! And for everything you put out into the world, you receive it 10 fold. So make sure you are putting all things good in the world. Even though it can be tempting to yell, kick and scream when things don’t go well, know this. When you put good in the world, it returns to you, 10 fold. Today I want to share a little magic trick that works every time. Lean closer. It’s “time-bending”.

Time is a construct. It can be fluid. It’s part of quantum theory of dimensional space. But I’m here to distill it. Make it practical so that you can use it as a “real-time” business practice to support your business goals. I know! Maybe you just rolled your eyes like I did the first time I heard about it. I did go down the rabbit hole and investigated, studied “time and space” continuum. I stopped when I had enough information. Now I practice time-bending. With evidence, not just theory, I know this works. This is how I teach it as a business tool. Simple, practical, and doable is my motto in everything I do and teach. Time Bending Process Have your boundaries around your time. When you work, when you don’t. Simple right? Not always. I know, it’s an entrepreneur thing. It’s your passion and you could and maybe sometimes would work 24/7. There is time needed to rest. Take that. When you feel rested and nourished, your business works more efficiently too. That’s the fundamental of time-bending. Have a structure that you commit to. Here’s the awesome thing about timebending. Before your big session . . . When you feel you are running out of time to gather all the things you need for a presentation, the start of a workshop or arriving on time to an important client meeting ... You feel rushed Out of time

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Maria Davis from Maria Heals, teaching leadership and personal development. Sharing practical magic to entrepreneurs so they share their gifts with a wider audience and make more money.

CONTACT MARIA: https://www.mariaheals.com https://www.linkedin.com/ in/mariadavis8

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EMOTIONS

G N I M O C E B

YOUR

E U Q I N U

SELF W i th t h e B r ai n in M in d B y O mozu a Is irame n AUTHORITTI5.0 MAGAZINE |

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EMOTIONS

We live in a world where the constant onslaught of information has become the norm. It has become more about whether we can keep up with what's happening around us, rather than embracing who we are and living as ourselves.

relearn, adapt and having the mental flexibility to handle what life throws at us is crucial. By focusing on becoming more agile mentally, we can begin to learn and process information far quicker and with more flexibility than others.

Knowing, understanding and creating from Who and Why we are (our natural default setting = neuro design), falls out of sight or never pops up to the surface because How smart one is, is deemed the self to go after and takes the upper hand.

Neuro Agility allows you to operate with ease and simplicity in the complexity we face daily. This ability leads to learning new skills quicker, unlearning unwanted behaviours easier and being flexible and understanding with a range of ideas. All qualities often sought after for high position roles.

We all face periods in our lives where our unique selves take a step out of the spotlight. How would we go about bringing it back into the spotlight and empowering it to stay through all the trials we encounter and the great things we can create? Those who know me know I'm a fan of formulas and having accurate ingredients. Formulas allow room to experiment, tweak, reselect and course-correct with the human brain at the forefront as its driver. A leader can be described with many adjectives, but all outstanding accomplishments - including inner happiness - start with walking in your own shoes, not someone else's.

Embracing the tangibles of the inner YOU Many think there is a secret potion waiting to be found that allows you to love who you are in a world where disruption and change are here to stay. While we all have different definitions of ourselves, looking at how our own brains function can help set us apart even more.

Emotional Mastery and Intelligence How well you both understand and react to emotions is telling of one's personality. Understanding our emotional range and identifying when emotions are being experienced allows you to communicate with others in a way that they will feel most comfortable. This level of awareness helps curb any assumptions you may have while communicating and allow you to listen with intent rather than waiting for your time to speak.

Neuro Agility - Be More Neuro Agile Being confident in life is also a byproduct of knowing that you can and are moving forward, continuously evolving plus discovering the power of the language of today - capability (from within). Our ability to learn,

Leadership skills You don't need to be in a leadership position to focus on leadership skills. We are all required to embrace diversity in all manners and be ahead of the game in this disruptive world. These are some of the most important skills needed in this period of the Human Age because they focus on self-growth, contribution and communication with others. Three of the areas that we deal with on a day to day basis. More often than not, leadership skills create a full view of what is to be expected by someone that performs at a high level. Regardless of your position or what you do for work, a focus on building a solid skill set will see you equipped for all manners of circumstances.

What does your Unique self mean to you? How do you interpret this question? I've found that the responses can differ wildly and could also be a result of our social status and positioning. The power behind being one's unique self is just that - it's unique. There is no correct answer, and instead, you gain inner strength by acknowledging what is important to you and embracing it as who you are. For me, your unique self looks like this: Being able to differentiate between fiction and fact confidently Embracing what truly matters on one's own terms Embrace one's originality and defining factors Recognise that there are always things to be learned Understand that power questions are not frightening but needed to shift perception and mindset The ability to transform conditioning and biases into a way of inclusive expression

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EMOTIONS

Omozua Isiramen is a High-Performance Brain & Neuro Agility Trainer and Certified Life & Executive Neuro-Leadership Coach. Founder of CWO Solutions - Executive Coaching with Omozua, Co-Founder of the Systemic Neuroscience Consulting Group Neuro-Link’s Regional Corporate Business Partner & Lead Master Trainer for NAP™ and High Achiever Emotional Intelligence™ and CoCreator of the 3-to-5 BrainSystem Code™ and Signature Impact Leadership Program. In her work as a Certified High-Performance Brain & Neuro Agility Trainer; Executive Intelligent Leadership and Neuroscience Coach, she uses emotional mastery and neuroscience-based approaches to empower & prepare clients’ hearts & heads to take the journey from where they are to where they want to be by bravely accessing and optimizing their limitless brain potential. Power Slogan: Be CEO of Brain

CONTACT OMOZUA: Email: takeaction@omozua.com Website: https://www.omozua.com/ linkedin.com/in/omozuaisiramen/ AUTHORITTI5.0 MAGAZINE |

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The

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TOOLBOX

How to make a video podcast? By Jan Santos

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TOOLBOX

The actual steps involved in how to make a video podcast are fairly straightforward once you have your video podcast equipment, software, and other gear prepared. Podcast don’t have to be professionally filmed. In fact, part of their charm is that they are in a more ad hoc style, which isn’t so concerned with production values. That said, there are lots of little tips and tricks you can do to give your podcast a slicker look and feel.

Step 1: Decide the type of video podcast you want to create. Choosing the format you want your video podcast to take boils down to what you are hoping to achieve and the audience you want to reach. It is comforting, however, that whichever you choose, it is fairly easy to transition to a new podcast format at any given time. Make sure they style is connected to your brand.

Step 2: Film the video you want to include. If you’re recording a live interview, make sure that the lighting is adequate enough to provide for a clear viewing experience. If you opt for a remote interview format, ensure that your laptop has the capabilities to capture top-notch screen recordings of your conversation. You should not be spending too much in achieving this stage.

Step 3: Edit the video and create a unique thumbnail. Incorporating fun edits and effects into your video content is important to creating an engaging atmosphere for your audience. You can creatively and easily customize your video to achieve your desired aesthetic. Using Branded frames, Titles and subtitles can add power to your video. One final step in the video editing process is to customize your video thumbnail to entice users to click through to your video. Thumbnails makes the impact, think of it as a cover for your carousel or book. It is the driving point of your video. Thumbnails also gives a basic overview of what your video is all about.

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TOOLBOX

Jan Santos is a Branding Coach from the Philippines. He runs The Creative Talk Podcast on Apple/ITunes and Spotify and YouTube, supporting designers and entrepreneurs to stand-out and establish a market competitive edge. His goal is to solidify ones branding and identity, ensuring the business to be unique and memorable by means of creating a consistent visual style, goal and focus.

CONTACT JAN: @thecreativescoopjansantos @thecreativescoopjansantos

Jan Santos

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BUSINESS TOOLS

Book Of App Of The Week The Week

The New York Times bestseller that explains why certain products and ideas become popular."Jonah Berger knows more about what makes information 'go viral' than anyone in the world." --Daniel Gilbert, author of the bestseller Stumbling on Happiness What makes things popular? If you said advertising, think again. People don't listen to advertisements, they listen to their peers. But why do people talk about certain products and ideas more than others? Why are some stories and rumors more infectious? And what makes online content go viral?

Braintapping is a quick and easy way to relax, reboot and revitalize by simply optimizing your brain’s peak potential— anytime, anywhere. Backed by neuroscience and research, braintapping’s guided meditation is proven to help people who experience high stress, difficulty sleeping, low energy, and other lifestyle challenges. Through guided meditation, Braintapping guides your mind from an awake, reactionary mind into an intuitive, creative state, then to a place where superlearning and healing can occur, with the outcome being a heightened state of consciousness with crystal clear focus.

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PODCAST OF THE WEEK

NAME OF PODCAST: Caffeine for the Soul with Michael Neill

Michael Neill is an internationally renowned transformative coach and the best-selling author of six books including Supercoach, Creating the

Learn more at:

Impossible, The Inside-Out Revolution and The Space Within. His weekly radio show, Living from

https://player.fm/series/caffeine-for-the-

the Inside Out, has been a listener favorite on Hay

soul-with-michael-neill

House Radio for over a decade and his TEDx talks, ‘Why Aren’t We Awesomer?’and ‘Can a TEDx Talk Really Change the World?’ have been viewed by over a million people around the world. His weekly blog and podcast, Caffeine for the Soul, is now in its 19th year and going strong!

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